1. Intuitive Configuration Improves Sales Efficiency
CPQ Cloud
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Sanjay Hoskeri
Director Software Systems, Move.com
Chris Haussler
Sr. Principal Product Manager, Oracle CPQ
April 26, 2017
Confidential – Oracle Internal/Restricted/Highly Restricted

2. Usually, we show this slide because we’re about to make forward-looking statements. In this session, it’s a little different. We’re going to talk about how some customers configure our software to improve sales efficiency for their businesses. CPQ is infinitely configurable and I do not want to give you the impression that everything we show in this session is directly OOTB—some of it requires implementation.
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3. Oracle CX Sales SMARTER CX
| Configuration and Composer Tool | Identity & Security | Process & Integration |
Social Collaboration | Analytics & Data Visualization | Enterprise Mobile
Partner Relationship Management
Sales Force Automation
Sales Performance Management
Adaptive Intelligence
SMARTER CX
Siva shared an overview of what smarter customer experience means at Oracle:
customer experiences that are:
Seamless – consistent across preferred channels throughout their journey
Personalized – to their individual preferences/needs
Immediate – available at moments of customer inspiration
Because Oracle CX helps our customers:
Simplify IT complexity
Innovate exceptional customer experiences
Deliver business results
It’s an integrated path with one source of customer data, usable for sales and connected to the various sales
Configure, Price, Quote
Customer Data Management
Omni-Channel Service
Customer Self-Service

4. Oracle CX Sales SMARTER CX Configure, Price, Quote
Partner Relationship Management
Sales Force Automation
Sales Performance Management
Adaptive Intelligence
SMARTER CX
In the next 42 minutes, we’re going to concentrate on one piece of this in particular, CPQ.
Whether customers interact with your company and products via direct sales, a partner channel, service reps in call centers or customer self-service--the rubber meets the road when it comes to finding the right solution for your customer’s problem. This is where CPQ comes in
Customer Data Management
Configure, Price, Quote
Omni-Channel Service
Customer Self-Service

5. Q P Configure Price Quote C What is CPQ? + - = X
What is CPQ? Well, let’s walk through it.
The “C” is for configuration. This is where the magic happens. In CPQ, we offer a host of tools you can use to help your salesperson, channel partner, or call center rep, identify the best right combination of products and services to meet the customer’s needs.
The P ensures that the price of those products and services is accurate.
And the Q generates a professional, branded proposal that describes the solution, or whatever documentation is required to get the deal done.
Transition: in the next 40 minutes, we’re going to concentrate on the “C”, configuration.
Price
PRICE & QUOTE
PRESENT &
PROPOSE
Quote C
SELECT & CONFIGURE
ORDER & FULFILL
REPORT & ANALYZE

6. Q P Configure Price Quote C What is CPQ? + - = X PRICE & QUOTE
SELECT & CONFIGURE C
Price
PRICE & QUOTE
PRESENT &
PROPOSE
Quote
ORDER & FULFILL
REPORT & ANALYZE

7. Configuration UI Continuum
Wander & Select
Learn
Validate
Discover
Confidential – Oracle Internal/Restricted/Highly Restricted

8. Configuration UI Continuum
Wander & Select
Learn
Validate
Discover
Basic webpage inputs: radio buttons, drop-down menus, checkboxes
If you want to step it up a bit, provide some visual clues, you can offer your use some images that describe the question.
Image menus
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Confidential – Oracle Internal/Restricted/Highly Restricted 8

9. Configuration UI Continuum
Wander & Select
Learn
Validate
Discover
Learn:
Add help information….collapsed and out-of-the-way for experienced users, available and easy-to-find when needed
Simple messages, tables, access to product documentation, help videos
Confidential – Oracle Internal/Restricted/Highly Restricted

10. Configuration UI Continuum
Wander & Select
Learn
Validate
Discover
Give the user the ability to quickly valdate their selections graphically. Depending on your business, this can be done with an image that changes with selections…….sizing graphs…..or, if you do not sell tangible products, you might have to get a bit more representational.—as Sanjay will show in a minute.
Confidential – Oracle Internal/Restricted/Highly Restricted

11. Configuration UI Continuum
Wander & Select
Learn
Validate
Discover
Discovery—allowing your user to interact with your products is the ultimate. For an example, I borrow from our partners at KB Max. 3D visualization with explosion, ability to manipulate all axes. Wow factor, but also enables the user to discover more about the product.
With this short explanation of the configuration continuum, I hope you got a few ideas that are applicable to your business. And I’d like to introduce Sanjay Hoskeri from Move.com, where they took another approach to helping their users understand available product, and configuration.
Confidential – Oracle Internal/Restricted/Highly Restricted

12. Realtor.com/Move Inc.
Modern CX
April 26, 2017

13. Agenda Company Overview and About Me Challenges Transformation Journey
CPQ implementation
System Landscape
Benefits/KPIs
What’s Next
Questions
Can you discuss these in a sample deal cycle…to make the frustration real? Make an example with a line sale, including County buys, how user would need to search, what happens when perishable inventory is closed, but the sale falls through? Did the approval process impact the perishable inventory?

14. About me
Over 18 years of experience in Information Technology and Enterprise Applications working for small and Fortune 20 companies
Led multiple ERP transformation and business process re-engineering projects
Domain knowledge in sales & service, supply chain finance functional areas.
Experience across Services, Technology and Manufacturing industries.
Started out as a developer and has held various roles including Business Analyst, Program Manager, Solution Architect etc.
Past 8 years in IT leadership roles
When not working: Avid follower of ALL sports, baseball in particular - Go Chicago Cubs!
Can you discuss these in a sample deal cycle…to make the frustration real? Make an example with a line sale, including County buys, how user would need to search, what happens when perishable inventory is closed, but the sale falls through? Did the approval process impact the perishable inventory?

15. Company Overview
Move, Inc., a subsidiary of News Corp provides unsurpassed real estate information, tools and professional expertise across a family of websites and mobile experiences for consumers and real estate professionals. The Move network includes realtor.com® as well as Doorsteps®, Moving.com™ and SeniorHousingNet℠, and offers a complete solution of software products and services to help real estate professionals serve their clients and grow their business in a digital world.  
Realtor.com® is operated by Move under a perpetual license from the National Association of REALTORS®.
HQ: Santa Clara, CA
Industry: Real Estate/Advertising/High-Tech
Number of Employees: 1100
New slide? Describe business segments/catalog of products, describe perishable inventory

16. Company Overview – cont’d
Customers – Agents and Brokers (realtors)
Consumers – People looking for homes to buy and sell
Business Segments:
Realtor.com – Lead monetization
Saas Software – CRM solutions
Advertising - spots on SRP and LDP
Products: ~ 40 different offerings
Inventory
Non Inventory
Talk about perishable inventory,

17. Challenges
Difficulty creating quotes to fulfill requests for large quantities of products and County buys
Processing a quote with line items would take days
High opportunity costs associated with lost sales due to complex quote to cash cycle
Finding right content at right time: Cumbersome interface for searching and allocating inventory spread across multiple tools
Market Risks: Perishable Inventory requires a “get it right the first time” sales cycle to capture margin
Inefficient approval process for customer specific pricing and discounting
Marketing and Sales working in functional and data silos
Can you discuss these in a sample deal cycle…to make the frustration real? Make an example with a line sale, including County buys, how user would need to search, what happens when perishable inventory is closed, but the sale falls through? Did the approval process impact the perishable inventory?

18. Transformation Journey
Why: ‘Move to Cloud’ Strategy; Fragmented tools and systems, Highly manual, resource intensive and non scalable processes
Implementation partners:
Serene AST
Product Evaluation:
UI, Performance & Scalability, OOTB Functionality, Integration options
Phased approach:
Phase 1: Oracle Marketing Cloud (15+ Data Sources to expand segmentation capabilities)
Phase 2: Salesforce Service Cloud
Phase 3: Oracle CPQ Cloud with Salesforce and Zuora billing platform

19. Transformation Timeline

20. CPQ Implementation Dev, QA, Staging & Production Environments
Bi-Monthly Release Cycle
Integration with:
6 different systems
Features Implemented
Inventory/Non Inventory Configurators
Interactive Map for Inventory Products
Dynamic Pricing
Templates
Usage/Gen Info
550 Active Users, 40 Products, 275 quotes/day
Configs…features that are in config. Screenshots
-inside sales flow
-heatmap functionality
-recommendation

21. CPQ Implementation – Cont’d
 Geo Selection
 Interactive Map
Available Inventory

23. System Landscape/integrations
Accounts
Contacts
Leads
Opportunities
Reporting & Dashboards
Templates
Campaigns
Leads
CDOs
Subscriptions
Payment profiles
Credit Card processing
Accounts Receivable
What are the inventory and fulfillment systems? Homegrown sys on Oracle DB
Which middleware? SOA
Pricing
Quoting & Proposals
Workflow approvals
Order integration
ORACLE SOA MIDDLEWARE
Inventory
Fulfilment

24. Solutions/Benefits
Integrated approach to Marketing, Sales, Sales Ops, Customer Care and Billing
Significantly reduced the sales cycle for County buys from days to less than 5 minutes
Scalable processes with increased automation and better workflow hence reducing sales cycle times
Increased cross selling and upselling opportunities
Transformed the quote and pricing process with improved and simplified search and accessibility, providing a single, consolidated user interface to quickly find customer data, product availability
Rapid approvals for quotes with special pricing and discounts by integrating sales, service, and finance approval hierarchies into a seamless process
Resolution of challenges:
-process time for county buys
-lead-to-opportunity (mktgsales connection)
-time from lead gen to being called up by Sales, conversion ratio
-number of calls, rev targets per employee
-reduce sales cycle time – were 5-6 disparate systems (swivel chair/3 screens)…now info in one user experience
-reach goal to show: increased conversion/monetization of perishable inventory (leads)?

25. What’s Next Phase 2 process improvements Self service E-commerce
New BU’s
Resolution of challenges:
-process time for county buys
-lead-to-opportunity (mktgsales connection)
-time from lead gen to being called up by Sales, conversion ratio
-number of calls, rev targets per employee
-reduce sales cycle time – were 5-6 disparate systems (swivel chair/3 screens)…now info in one user experience
-reach goal to show: increased conversion/monetization of perishable inventory (leads)?

26. Questions

27. Thank You

28. Confidential – Oracle Internal/Restricted/Highly Restricted