BigMachines & BigMachines Express: Which Product is Right for You?

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2 BigMachines & BigMachines Express: Which Product is Right for You? Chris Haussler Senior Principal Product Manager Josh Gray VP, Development Oracle CPQ Cloud April 1, 2015 Copyright 2015, Oracle and/or its affiliates. All rights reserved. Oracle Confidential Internal/Restricted/Highly Restricted

3 Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. Copyright 2015, Oracle and/or its affiliates. All rights reserved. Oracle Confidential Internal/Restricted/Highly Restricted 3

4 Objective for Today Understand which CPQ Cloud Product is right for your business Copyright 2015, Oracle and/or its affiliates. All rights reserved. Oracle Confidential Internal/Restricted/Highly Restricted 4

5 Program Agenda Why two cloud CPQ products Similarities & Differences Trivia (and prizes) specific examples Copyright 2015, Oracle and/or its affiliates. All rights reserved. Oracle Confidential Internal/Restricted/Highly Restricted 5

6 Program Agenda Why two cloud CPQ products Similarities & Differences Trivia (and prizes) specific examples Copyright 2015, Oracle and/or its affiliates. All rights reserved. Oracle Confidential Internal/Restricted/Highly Restricted 6

7 Quick overview of Configure, Price, Quote (CPQ) Mission critical sales process Channel Partners CRM ERP Customers Copyright 2014 Oracle and/or its affiliates. All rights reserved. 7

8 Direct Sales Quick overview of Configure, Price, Quote (CPQ) Mission critical sales process Channel Partners + - X = PRICE & QUOTE PRESENT & PROPOSE PURPOSE CRM SELECT & CONFIGURE ORDER & FULFILL ERP REPORT & ANALYZE Customers Copyright 2014 Oracle and/or its affiliates. All rights reserved. 8

9 Why two products: different needs of customer base Typical mid-size customer Typical enterprise customer Oracle Confidential Internal/Restricted/Highly Restricted 9

10 Why two products: customers range in complexity, needs & resources Company size & scale Typical mid-size customer Hundreds of employees, concentrated geographically Typical enterprise customer Thousands of employees, global Product combinations A few to a few hundred SKUs & product combinations Any number of SKUs & product combinations Time to go-live Big bang: get live quickly Agile, multi-phased roll outs Financial flexibility & personnel More limited resources; shared administration More flexible financially, dedicated admins Oracle Confidential Internal/Restricted/Highly Restricted 10

11 Why two products: customers range in complexity, needs & resources Typical mid-size customer Typical enterprise customer SIMPLICITY. FAMILIARITY. SPEED. SCALABILITY. FLEXIBILITY. SECURITY. Oracle Confidential Internal/Restricted/Highly Restricted 11

12 Program Agenda Why two cloud CPQ products Similarities & Differences Trivia (and prizes) specific examples Oracle Confidential Internal/Restricted/Highly Restricted 12

13 Though level of complexity varies, challenges are the same CEO / VP Sales My sales pipeline in CRM constantly has the wrong opportunity values. We are leaving money on the table because we re not upselling. Our managers need an easy way to control prices and approve quotes. Sales Operations We need to improve deal compliance & pricing discipline. Quotes have pricing errors all over them. Proposals are inconsistent and often look unprofessional. CIO / VP IT I am maintaining too many disconnected systems. We can t update our current CPQ tools to keep up with new product introductions and user enhancements. We need to run a common infrastructure with the best security standards.

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15 Another Sales Productivity Problem: Leaky Pipe Margin & revenue erosion Potential Margin Realized Margin Inaccurate Proposals Difficult to Sell across Channels Configuration and Pricing Errors Disparate Tools No Discounting Controls / Compliance Inconsistent Collaboration Not Enough Rep Selling Time Missed Cross-sell / Upsell Long Quote / Order Cycles Low Customer Satisfaction 15

16 Common challenges core functionality Spend more time selling, less time processing orders Configuration (Guided Selling) Price & Quote Present & Propose Pricing Select & Configure Order & Fulfill Quoting (Proposals) Report & Analyze Renewals

17 Capabilities in common C P Q R Guided selling Hiding rules Constraints Bundling Profile-based Upsells & crosssells Volume tiered Account & region specific Maintenance Subscription Ramps Channel Approvals Custom sections Pricing tables Totals & subtotals Optional items Dynamic content E-signature integration Automatic renewal quotes Smart add-ons Price uplift Asset creation & tracking Import renewable assets

18 Key decision criteria: how much complexity do you have? It Takes A Village Finance Sales Management Sales Ops Sales Reps + - X = PRICE & QUOTE PRESENT & PURPOSE PROPOSE App Engineering SELECT & SELECT & CONFIGURE CONFIGURE ORDER & FULFILL REPORT & ANALYZE Channel Partner Legal Channel Manager

19 # 1: CRM System Decision Criteria: Which product is right for you? CRM System Salesforce.com Oracle Sales Cloud Oracle CRM OD Microsoft Dynamics

20 # 2. Size of customer Unmatched Customer Success with Two Products Decision Criteria: Which product is right for you? SMALL BUSINESSES MIDSIZE BUSINESSES ENTERPRISES Oracle Confidential Internal/Restricted/Highly Restricted 20

21 Decision Criteria: Which product is right for you? # 3: Typical Industries Served Industries Software & Hi-tech Business Services Manufacturing Life Sciences Telecom

22 # 4: Go-to-market model Decision Criteria: Which product is right for you? Go-to-market B2B direct B2B channel e-commerce

23 Decision Criteria: Which product is right for you? # 5: Speed to success Time to go-live: 8-10 weeks

24 Decision Criteria: Which product is right for you? # 5: Speed to success 5-9 months to go-live with phased roll outs

25 Decision Criteria: Which product is right for you? # 6: Product Depth Comprehensive Sales Management Capabilities 15 years in the cloud Workflow Approvals Route orders for review & approval, ensure 100% accuracy and eliminate approval bottlenecks with automated workflow Proposal Generator Create, customize and brand proposals for sales reps, channel partners or sales channels, and customers Pricing and Quoting Ensure consistent application of pricing and discounting rules, and automatically generate customer-friendly quotes in multiple formats Price & Quote Present & Propose Channel Management Standardize and enhance the sales process for channel partners, VARs and distributors Product Configurator Ensure 100% accurate quotes and orders and eliminate data entry errors Select & Configure Order & Fulfill Contract Execution Automate contracts, route contracts for approvals and signatures, store contracts with accounts or opportunities and analyze trends Guided Selling Guide users to the optimal products and options based on customer needs with guided selling functionality Report & Analyze Reporting Improve quote management, forecasting, and product management with better information and insights Order Execution Eliminate manual and repeated data entry into multiple systems

26 BMX Salesforce Decision Criteria: Which product is right for you? # 6: Product Depth Complete Offering Leverages Native Salesforce functionality 5 years in the cloud Workflow Approvals Route orders for review & approval, ensure 100% accuracy and eliminate approval bottlenecks with automated workflow Proposal Generator Create, customize and brand proposals for sales reps, channel partners or sales channels, and customers Pricing and Quoting Ensure consistent application of pricing and discounting rules, and automatically generate customer-friendly quotes in multiple formats Price & Quote Present & Propose Channel Management Standardize and enhance the sales process for channel partners, VARs and distributors Product Configurator Ensure 100% accurate quotes and orders and eliminate data entry errors Select & Configure Order & Fulfill Contract Execution Automate contracts, route contracts for approvals and signatures, store contracts with accounts or opportunities and analyze trends Guided Selling Guide users to the optimal products and options based on customer needs with guided selling functionality Report & Analyze Reporting Improve quote management, forecasting, and product management with better information and insights Order Execution Eliminate manual and repeated data entry into multiple systems

27 # 7: Product Modularity Decision Criteria: Which product is right for you? Modularity Sold as a CPQR Suite Sold as C,P,Q,R Modules

28 Decision Criteria: Which product is right for you? # 8: User Interface Looks, feels & acts like Salesforce. Out-of-the-box UI.

29 Decision Criteria: Which product is right for you? # 8: User Interface Looks, feels & acts like Salesforce. Out-of-the-box UI.

30 Decision Criteria: Which product is right for you? # 8: User Interface Flexible UI, tailored to customers requirements

31 # 9: Document Generation Decision Criteria: Which product is right for you? Proposal Output PDF Word Excel

32 # 10: Mobile Capability Anywhere. Any time. Any device. Decision Criteria: Which product is right for you? Runs on any mobile device, not as app. Browser-based, web UI Dynamic devicespecific templates utilizing HTML 5 and local gestures

33 Program Agenda Why two cloud CPQ products Similarities & Differences Trivia (and prizes) specific examples Oracle Confidential Internal/Restricted/Highly Restricted 33

34 Question # 1: IF YOU USE SALESFORCE FOR YOUR CRM, WHICH PRODUCT IS RIGHT FOR YOU? Oracle Confidential Internal/Restricted/Highly Restricted 34

35 Question # 2: IF YOU ARE A SOFTWARE COMPANY WITH 300 EMPLOYEES, 60 SALES REPS, & YOU USE SALESFORCE FOR YOUR CRM, WHICH PRODUCT IS RIGHT FOR YOU? Oracle Confidential Internal/Restricted/Highly Restricted 35

36 Question # 3: IF YOU ARE A GLOBAL ENTERPRISE CONDUCTING BUSINESS IN DOZENS OF LANGUAGES & GEOGRAPHIES, WHICH PRODUCT IS RIGHT FOR YOU? Oracle Confidential Internal/Restricted/Highly Restricted 36

37 Question # 4: IF YOU ARE A TELCO, WHICH PRODUCT IS RIGHT FOR YOU? Oracle Confidential Internal/Restricted/Highly Restricted 37

38 Question # 5: WHICH PRODUCT IS BETTER? Oracle Confidential Internal/Restricted/Highly Restricted 38

39 Bonus Question: WHO IS MORE HANDSOME? Oracle Confidential Internal/Restricted/Highly Restricted 39

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