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Sales Intelligence

Modern Sales Perspective

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Modern Sales in the Cloud


Sell More. Know More. Grow More.

Mobile & Productive


Maximize face-to-face selling
with easy, fast tools to sell
anywhere

Insight Driven
Fast.
Easy.
Collaborative.

Powerful analytics drive


maximum sales performance

Pipeline Building
Integrated tools help reps drive
demand and targeted leads
Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Sales Intelligence Is A Key Issue

1 in 3 business leaders dont trust the


information they use to make decisions

60% of sales managers believe information is


poorly distributed across the organization

94% of sales leaders lack complete


confidence in their ability to make connections
between sales activity and sales outcomes

> 1/3 of reps believe their managers rely on


intuition to make decisions
Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Siloed Data Impedes Decision Making

60%

of sales managers
believe information is
poorly distributed
across the organization

Typical Input Data for a


Weekly Sales Report

ERP ordering system data


Forecast data
Territory and customer system data
Quota definitions and rep incentive info
Telephony and call stats
Email and meeting activity
Lead and funnel activity from Marketing
Opportunity activity from SFA
Customer open requests from Service
Contract system data

Source: Accenture

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Sales Leaders Are Flying Blind


Only 6% of sales leaders are confident they receive
accurate information from their systems
Sales orgs lose more than 50% of forecasted deals
1 out of 2 incentive plans do not drive desired results
Only 35% of sales leaders use system-generated activity reports to
highlight rep coaching and deal support red flags
Source: Forrester Research

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Too Many Sales Executives Rely On Intuition

50%

33%

of sales directors
cannot identify the
most likely buyers for
their products

of reps think their


managers make
decisions without
integrating hard data
Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Sources: Harvard Business Review

CRM Promised To Solve This For You

1.0

2.0

3.0

1990

2000

2010+

Desktop Single User


Sales Automation Software

Client Server Web Based


Multi Use Sales Force Automation

Cloud Applications
Mobile, Social & Analytics

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

But The Promise Hasnt Been Met

83%
of companies
have a CRM
system

$20B
spent on
CRM

80%
feel trapped
by sunk costs
and hostage
data

Only 1 in 5
have automated
processes and
integrated
systems

under

50%

LIMITED
IMPACT
ON SALES
REVENUE

user
adoption
Sources: Gartner

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Sales Intelligence Problems with Todays CRM


Sales Intelligence Challenges

Next Generation Sales Analytics


Custom Dashboards
White Space Analytics

Inaccurate and
Incomplete Data

Mobilytics

Enterprise CRM
Systems in Silos

Enterprise Customer Data


Predictive Analytics

CRM Systems Cannot


Deliver Insights From Data

Deal Analysis
Digital Body Language

No Native Advanced
Predictive Analytics

Sales Performance Management

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Advanced Analytics Drive Company Value

1.6x Revenue Growth


2.5x Stock Price Appreciation

2.0x EBITDA Growth


Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

Advanced Analytics Drive Sales Revenue

15%
increase in quota
achievement via
cross-sell and upsell
recommendations

12%

17

increase in YOY Net


Customer Value for
companies with
good data quality

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

revenue increase by
leveraging Sales
Intelligence

What if we could put science


into the art of selling?

Copyright 2015, Oracle and/or its affiliates. All rights reserved| .

Digital Body Language

Do your reps
understand their
prospects complete
digital body language?

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

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Enterprise Customer Data

Can your reps access


clean, de-duplicated,
validated and enriched
data from anywhere in
real-time?

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Predictive Analytics

Can you improve


account penetration
through predictive
recommendations?

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

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Mobilytics

Do you have real-time,


next generation
modeling capabilities
to better manage your
forecast call?

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

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Deal Analysis

Can you guarantee


margin targets in
complex deals?

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

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Custom Dashboards

Do your dashboards deliver


personalized and actionable
insights?

Copyright 2014 Oracle and/or its affiliates. All rights reserved| .

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Copyright 2014 Oracle and/or its affiliates. All rights reserved| .