Oracle Sales Cloud – Battle Card Enabling Modern Sales in the Cloud Challenge Oracle Value Customer Success Decline in pipeline Customers doing online research before engaging your sales team Engage early and throughout customer lifecycle with tools that allow reps to have rich communications- drive aftermarket upsells, create their own campaigns TuffShed: Grew pipeline and increased revenue through better segmentation, integrated sales & marketing campaigns Limited customer insight No visibility/360-degree view of relevant customer activities Improve upsell and cross-sell to customers with whitespace and predictive analytics Gain full visibility to complete, accurate and clean customer information Graco: Reduced the time spent locating and communicating to customers/distributors with improved Mobile access Decline in sales productivity and face time with customers 1/3 of rep’s time spent on administrative, non-sales tasks Increase selling time by providing more information, seamless sales process- create, manage and configure quotes and forecasts- from a mobile device GE: 30% reduction in quote cycle time with Oracle CPQ Cloud Difficulty in communicating across sales teams, which delays sales cycle Deals getting more complex Close deals faster by enabling seamless collaboration across your account teams Cubis: Increased ability to have all their sales team talking to each other, centered around the customer Increased collaboration with customers and suppliers Big Data and Information Everywhere More and More Complex Sales Channels Industrial Mfg Trends: Collaboration with customers and suppliers at the R&D level will have significantly increased by 2020 Internet of Things and Big Data- manufacturers are collecting more information from an exploding number of devices across their customer base and supply chains More (and more complicated) sales channels- 70% of sales organizations report sales follow a more variable path to closure Increase in channel and product complexity More M&A requires integrating products, systems, processes Improve channel collaboration with integrated PRM and self-service Configure/Price/Quote for partners to increase channel collaboration Flowserve: Grew 4% in topline revenue by setting a common sales strategy (“One Flowserve”) For internal use only Competitive Statements Objections Oracle Counter Share this Asset The Hook I work with many Sales Leaders in <<insert vertical>> on their sales performance issues. One common pain point I see in organizations like yours is that current sales tools do not address the challenges facing salespeople in <<industry>> today, and the tools do little to help reps engage their customers. This can result in issues like… No one gets fired for buying SFDC But do they get promoted. Can they point to revenue increases from it? Atradius: Rep productivity increased 10% in 9 months. VIDEO: http://bit.ly/OSCAltradius All of my sales team have used SFDC and like it Do they really like it or are they jamming in data at 10pm at night? Does it actually help the reps sell? Batesville: Rep adoption is key. VIDEO: http://bit.ly/OSCBatesville  SFDC does everything we need Can you see a true 360 degree view, interpret buying patterns, optimize territory coverage, analyze your forecast, incent your reps, CPQ? Demo of Sales Cloud advanced capabilities:. VIDEO: http://bit.ly/OSC360View SFDC is the #1 in CRM & Oracle has no references Oracle runs Oracle- we’re $37B company with 27k Sales Cloud users. We have sold CRM in the cloud for over 10 years & have 10’s of thousands of CRM cloud users Listen to all these customers talking about their success with Oracle Sales Cloud:. VIDEO: http://bit.ly/OSCSuccess Enabling Oracle Cloud Solutions: Oracle Sales Cloud, Oracle Social Cloud, Oracle CPQ Cloud

Why Choose Oracle vs. SFDC? Challenges in Modern Selling NOT ENOUGH PIPE: > 57% CSO’s rate ability to incubate leads as major concern NOT ENOUGH SELLING TIME: Only 1/3 of reps time spent selling UNEVEN REP PERFORMANCE: 60% of reps lack strong understanding of their differentiators vs. the competition POOR INSIGHT: Forecasts are wrong >50% of time All Industries Insurance & Finance Professional Services Industrial Mfg Life Science/Healthcare High Tech Consumer Modern Sales in the Cloud Mobile and Productive Empower your reps to always be selling on any device Generate 100% accurate pricing, quoting, and contracts in seconds Comprehensive needs analysis to match the right services to the right accounts Insight-Driven 360 customer view including digital and social behavior; direct and indirect channels Help position the most profitable products to the right targets with Whitespace Analysis Drive the right sales behavior and improve effectiveness with integrated incentive compensation Collaborative Collaborate on deals with extended teams using integrated social tools Speed approvals and improve compliance with automated workflow across sales, pricing, network engineering, and more Pipeline-Building Cross-sell/ upsell effectively w/ on product recommendations Match accounts & services to meet customer needs Recognize profitable & loyal customers on each acct. to prioritize activities Why Choose Oracle vs. SFDC? More mobile capabilities Included Sales Performance Mgmt- incentive comp, quota/territory mgmt Rich Forecast modeling Improved data quality Configure, Price & Quote capabilities Packaged ERP integration for Siebel, EBS or JDE Predictive Analytics Cross Sell/Up Sell recommendations Ability to map & optimize territories Average implementation needs < 9 App Exchange vendors to complete B2C support Richer Customer Data Model WATCH Brandon Byrne from CURSE talk about why they switched from SFDC: http://bit.ly/OSCvsSFDC Fast and Easy Lower TCO and reduced complexity of legacy communications on systems Automate sales processes to eliminate wasted time /effort & increase selling time Quickly launch and change new pricing, promotions, and bundles without IT development