1. 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

2. Speakers Vikram Yellampalli Prity Tewary
Principal – Enterprise Applications
Lead Consultant
Bangalore, India
Prity Tewary

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

4. 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

5. 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

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

7. 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.

8. 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

9. 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 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 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

10. 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 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 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

11. 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 depending on preferences
Color coded icons
Conversation:
Secure Private Messaging
Public Messaging
Notifications and 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 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

12. 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 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 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

13. 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 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 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

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

15. 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…

16. 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

17. 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

18. 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 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 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 chains. These Conversations and documents can then be shared as a Collection and can be referred to later in case a need arises.

19. 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

20. 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 s whenever an update to the relevant opportunity is made or receive an entire conversation thread that has been opened with respect to the opportunity.

21. 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.

22. 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

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

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

25. Increased Sales

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

27. 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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29. Thank You