Vikram Yellampalli & Prity Tewary Oracle Open World 2014 Oct 2014 Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling Vikram Yellampalli & Prity Tewary Oracle Open World 2014 Oct 2014

Speakers Vikram Yellampalli Prity Tewary Principal – Enterprise Applications Vikram_Yellampalli@Infosys.com Lead Consultant Bangalore, India Prity_Tewary@infosys.com +91 8197-154154 Prity Tewary

Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features…

Enterprise Collaboration How do I ensure constant exchange of data & ideas? Need Faster and reliable communication mechanism Context based communication Quick access to People, Content and Processes Ability to connect while on ‘Move’ Challenges Difficult to assess tangible benefits of enterprise collaboration tools. Lack of tight integration with company processes, leads to Low User Adoption

2013 Next Generation Communications Study Aberdeen Sep 2013 NGC study of 126 organizations found that Organizations that had identified business collaboration as their top goal saw significant performance improvement Source: Aberdeen Group, Sept. 2013

Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features…

Oracle Social Network Helps make Informed Decisions Secure, Private network to connect with people at work Helps make Informed Decisions Provides Actionable Insight Allows Context Preservation Has Maximized Reach 1). Provides essential collaboration tools to make informed decisions 2). Provides users with information they want, and allows them to take action in context of meaningful business data. 3). Allows extending the participation set without losing context or history.

Accessibility Web Browser Mobile devices Outlook Available from within Oracle Sales Cloud application Designed for Android, iPhone and iPad Outlook plugin to integrate with OSN Oracle Social Network is designed for Android Phone, iPhone and iPad Oracle Social Network iPhone and iPad applications require the Oracle Social Network Cloud Service only available for Enterprises within the Oracle Sales Cloud

Features People and Groups Conversations Access People’s profile Find, Create and Edit Groups Follow People or Groups View Recommendations Conversations Secure Private Conversations Group Conversations Public Messaging Add people to existing conversation Offline messaging Clear & retrieve conversations Conversation: Secure Private Messaging Public Messaging Notifications and Email updates Document Sharing Document Management Document Sharing in Conversations Real Time Annotations In Place Editing Folder Management Collections Conversations, Documents and URL’s Common focus, subject or goal Allows easy discovery of content Unique membership with own wall Follow-up Brings attention to a message Color coded icons Application notifications Flexibility to opt in/opt out of email updates People and Groups Access People’s profile Find, Create and Edit Groups Follow People or Groups View Recommendations Social Objects Expose a Business Object on OSN. E.g. Accounts, Leads and Opportunities Context based Conversations View updates Relate existing conversations to a Social Object

Features In Context Conversation Converse on Business Data Reply to specific subject or message Open multiple exclusive conversations with same contact Converse on Business Data Expose specific Opportunity, Account or Lead on OSN Have conversation on specific business data Conversation: Secure Private Messaging Public Messaging Notifications and Email updates Document Sharing Document Management Document Sharing in Conversations Real Time Annotations In Place Editing Folder Management Collections Conversations, Documents and URL’s Common focus, subject or goal Allows easy discovery of content Unique membership with own wall Follow-up Brings attention to a message Color coded icons Application notifications Flexibility to opt in/opt out of email updates People and Groups Access People’s profile Find, Create and Edit Groups Follow People or Groups View Recommendations Social Objects Expose a Business Object on OSN. E.g. Accounts, Leads and Opportunities Context based Conversations View updates Relate existing conversations to a Social Object

Share & Review Documents Features Share & Review Documents Document Sharing in Conversation Real Time Annotations Folder Management Follow-Up Follow up a particular contact Brings attention to a message Notification via email depending on preferences Color coded icons Conversation: Secure Private Messaging Public Messaging Notifications and Email updates Document Sharing Document Management Document Sharing in Conversations Real Time Annotations In Place Editing Folder Management Collections Conversations, Documents and URL’s Common focus, subject or goal Allows easy discovery of content Unique membership with own wall Follow-up Brings attention to a message Color coded icons Application notifications Flexibility to opt in/opt out of email updates People and Groups Access People’s profile Find, Create and Edit Groups Follow People or Groups View Recommendations Social Objects Expose a Business Object on OSN. E.g. Accounts, Leads and Opportunities Context based Conversations View updates Relate existing conversations to a Social Object

Notifications & Updates Features Activity Stream Monitor updates to social objects View updates on People you follow View activities of a Groups Setup when you receive notification Daily digests Notifications & Updates Conversation: Secure Private Messaging Public Messaging Notifications and Email updates Document Sharing Document Management Document Sharing in Conversations Real Time Annotations In Place Editing Folder Management Collections Conversations, Documents and URL’s Common focus, subject or goal Allows easy discovery of content Unique membership with own wall Follow-up Brings attention to a message Color coded icons Application notifications Flexibility to opt in/opt out of email updates People and Groups Access People’s profile Find, Create and Edit Groups Follow People or Groups View Recommendations Social Objects Expose a Business Object on OSN. E.g. Accounts, Leads and Opportunities Context based Conversations View updates Relate existing conversations to a Social Object

Features Collections Conversations, Documents and URL’s Common focus, subject or goal Allows easy discovery of content Unique membership with own wall Conversation: Secure Private Messaging Public Messaging Notifications and Email updates Document Sharing Document Management Document Sharing in Conversations Real Time Annotations In Place Editing Folder Management Collections Conversations, Documents and URL’s Common focus, subject or goal Allows easy discovery of content Unique membership with own wall Follow-up Brings attention to a message Color coded icons Application notifications Flexibility to opt in/opt out of email updates People and Groups Access People’s profile Find, Create and Edit Groups Follow People or Groups View Recommendations Social Objects Expose a Business Object on OSN. E.g. Accounts, Leads and Opportunities Context based Conversations View updates Relate existing conversations to a Social Object

Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features…

Opportunity Management Who Can Use? All users of Oracle Sales Cloud Sales Manager, Sales Admins etc. When? Lead Management Opportunity Management Customer Management Let’s see How…

Sales Team Onboarding People and Groups New hire Follow’s solution experts, technical specialists, sales users etc. to get his queries answered Joins Groups with common expertise, interests and objectives to share knowledge and content Has access to public Collections or Folders that contain relevant documents and URL’s to help him ramp-up on companies policies and processes New Sales hires need to be connected to people, processes and content that will help them close deals faster. People and Groups: OSN helps reduce the ramp up time of any new Sales hire by helping them to Connect and Follow the right user groups, be it admin support or experts in a product/process area to answer any query they have, or to get regular updates on various Sales related topics. 2).They can be given online access to relevant documents and URL’s specific to the Sales process that can be maintained as a Collection in one place by the Application admin. 3). Any updates to the group will appear in the Activity Stream of the group members 16

Sharing of Business Data Territory Realignment Sharing of Business Data Representative shares the opportunity with previous representative on OSN Both discuss on the background, decision makers, opportunities & challenges New representative is completely onboard and make a good impact on his first interaction with customer Sales Representative can converse with previous rep on Opportunities, Accounts & Leads he worked on before realignment 17

Sales Campaigns Document Management Salesperson shares the document to be reviewed in a Conversation Manager reviews and Annotates the document real time Salesperson reviews the comments and annotations and accepts or rejects the same . Saves the document and conversation as a Collection for reference Sales Person working on launching a Sales Campaign for few identified prospects needs to get the email template reviewed by the Sales Manager Sales Campaigns: Sales campaigns are targeted towards identified contacts within a territory . The source of these contacts can be your contact repository, Lead or Opportunity Contacts or similar sources. A typical Use case of a Salesperson using OSN during the Sales campaign process would be a joint review of the email template by the Sales team. OSN enable this through Sharing of documents real time in Conversations and allowing Annotations and acceptance of changes without going through multiple rounds of email chains. These Conversations and documents can then be shared as a Collection and can be referred to later in case a need arises.

Sales manager starts a conversation with the primary Salesperson Lead Qualification Follow-Up’s Sales manager starts a conversation with the primary Salesperson Sales Manager requests customer follow up along with new promotions on OSN and marks in for follow up from primary salesperson Salesperson views the follow-up notification in his Social tab and reports back the feedback from customer discussion Sales Manager needs his team to focus on a warm lead in line with new CEO vision on the product line Follow-Up While qualifying leads you may rank the lead as a ‘Warm Lead’ as the customer may have shown interest but is not willing to engage immediately. To ensure that such leads are not lost or forgotten, team members can be included in a conversation and assigned follow-up tasks that can appear in their follow-up section in OSN. This acts as a reminder for them whenever they log in to the application next time . Follow-up’s can be cleared on the task is complete of abandoned. How to achieve: Follow-up's: 1). Share the Lead in OSN 2). Start a conversation and include the relevant team members 3). Assign a follow-up task to members to get in touch with the contact after the stipulated time 4). Team member logs in to the application and can view the follow-up’s assigned to him in the follow-up section of OSN 5). Once the Lead is qualified or rejected, team member clears up the follow-up

Opportunity Management Mobility Sales Manager logs in to his mobile device and navigates to the stalled opportunity Checks the activity stream to view latest updates on the opportunity Starts a conversation with team and gets quick update Sales Manager wants to stay on top of his portfolio and needs quick update on a particular stalled opportunity while he is travelling Outlook and Mobility :It is important for Sales Managers to stay on top of their critical opportunities. OSN enables them to do the same irrespective of where they are by logging through Web or Mobile devices whenever required. They can also enable notifications to be sent to their emails whenever an update to the relevant opportunity is made or receive an entire conversation thread that has been opened with respect to the opportunity.

Customer Management Collections Collections Marketing manager creates a new collection on Affordable health care act & gives access to his team, legal etc Marketing team, legal team & product teams adds documents, legal advice, Marketing material etc about new requirements, products etc Sales people can refer this collection and provide efficient support for their customer by referring the collection Marketing team of an insurance company wants to a create a knowledge base on impact of new health care law to enable their sales & marketing teams with required info. Their customers are companies with more than 100 employees Collections Competitor information is a crucial during the sales process. Often such information is received through various sources and lost when the Deal if won or lost. In order for the Sales teams to benefit from information already captured, Collections can be created and named appropriately for people to be able to search for it when working on opportunities for various customers. How you can achieve it. Sales Admin creates a folder and uploads all relevant documentation Creates a Collection Pulls in all Conversations and relevant folder to the Collection. Makes the collection publically available by adding all users . Sales Team can search for, access this information and use it when working on current and future opportunities for this customer.

Organization-wide communications Activity Streams Sales admin creates a group and adds all users of the system. Posts a message on his wall for a re-usable repository available All members of the group can view the message on their activity stream Sales Administrator needs to broadcast a message to all users for a new ‘Reusable Repository’ for responding to RFP’s Available A need to communicate a message or transfer information to multiple users is a inevitable in an organization. When such a need arises the administrator can create a common group and make it public by adding all users of the system. Any information or message shared on the groups page will be available in the activity stream of the users who are group members

Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features…

Benefits Reduced Ramp-up time Quick Access to SME’s Access everywhere Shorter Sales Cycle Increased Customer Satisfaction Increased Productivity

Increased Sales

Agenda Enterprise Collaboration Oracle Social Network Business Scenarios Benefits Nice To Have Features…

Collaboration with external users like Partners and Customers. What organizations would like to see… in the future releases Usability Activity Streams and Follow-Ups to be made available on the welcome page Reach Collaboration with external users like Partners and Customers.   1).From a usability perspective, the Activity Stream and Follow-up’s are not available on the Welcome page of the user. The user needs to navigate to the OSN tab to view all important activities. 2).Collaboration with external users like Partners and Customers is not available. Hopefully Oracle will be enhancing OSN to include these features in future releases

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