Enable Self-Service for Channel Partners & Customers via Oracle CPQ Cloud

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2 Enable Self-Service for Channel Partners & Customers via Oracle CPQ Cloud April 1, 2015 Greg Swender, Oracle Dave Farley, Oracle David Upcraft, Hewlett Packard Henry Phillips, Quincy Compressor Daniel Wiegand, Flowserve Lisa Olson, Ipswitch

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.

4 Agenda Self Service Challenges & Opportunity Panel Introductions Q&A

5 Modern Sales Challenges 50% of deals go to the vendor that responds first 3 1 in 2 sales reps need to be re-trained or turned over 2 10% channel incentives are overspent 1 Sources: 1 Accenture, 2 Bain, Future of B2B Sales, 3 InsideSales.com Oracle Confidential Internal/Restricted/Highly Restricted 5

6 Impacts of Self-Service Benefits 27% Shorter sales cycle for companies who have adopted CPQ 1 1 week to 30 min Time to push new products into the channel 2 20% Higher customer satisfaction rates for online channels vs. other offline channels 3 Sources: 1 Aberdeen Research, 2013, 2 CPQ Cloud customer result, 3 Forrester 6

7 Direct Sales Oracle CPQ Cloud Mission Critical Sales Process Channel Partners + - X = PRICE & QUOTE PRESENT & PURPOSE PROPOSE SELECT & SELECT & CONFIGURE CONFIGURE ORDER & FULFILL REPORT & ANALYZE Customers 7

8 A Great Channel Opportunity Ability to gain mindshare of channel reps Ease of Use Branding Opportunity

9 Adoption Process Dealer Council Training Incentives Forcing Mechanisms Adoption Level % of Business Months (Representative)

10 World leader in supplying pumps, valves, seals, automation, and services to the power, oil, gas, chemical, and other industries. Daniel Wiegand, Director IT Challenges Solution Results Different legacy configurators across multiple businesses Slow performance issues w/ legacy tools, including the EBS configurator Phase 1: Successfully deployed CPQ to 2,000 users as part of their Affinity project Channel partners can t access all necessary quoting tools Custom tool (FlowSelex) built by Flowserve could not support enterprise scale System fell behind in required features/functionality, requiring an increase in maintenance hours >$3MM internal development invested Others EBS 20min Decreased ave. quote process from 4 days to 20 min within the first month of deployment. Flowserve has since further embraced Oracle s End-to-End solution through the addition of Oracle Sales Cloud CRM. Oracle Confidential Internal/Restricted/Highly Restricted 10

11 Software trusted by millions worldwide to transfer files between systems, business partners and customers; and to monitor networks, applications and servers. Lisa Olson, Business Operations Manager Challenges Solution Results Disconnected quoting and configuration tools across product lines. Complex business rules make it difficult to quickly create accurate quotes for renewals and upgrades. Inconsistent use of prorating and discounting practices. Reduced average quote times from 30 to less than 5 minutes. Improved self-service capabilities Better data integrity and quote accuracy Improved visibility & communications with partners. Standardized prorating and discounting practices. Oracle Confidential Internal/Restricted/Highly Restricted 11

12 With the broadest technology portfolio spanning printing, personal systems, software, services and IT infrastructure, HP delivers solutions for customers' most complex challenges in every region of the world. David Upcraft, Director, Global Quote to Order Challenges Solution Results Difficult to cross-sell/upsell across products and difficult for customers to buy from HP Different legacy configurators across multiple products and divisions caused reps to manage multiple systems Phase 1: Initial success deploying to HP sales and sales ops teams for Enterprise/ Networking and Printer/Personal Systems divisions Phase 2: Large deployment to channel partners Cost/ effort / flexibility of maintaining legacy tools was prohibitive No integration to CRM pipeline or master data Legacy 12k Channel partners using the system, 22 countries, >90% adoption rate Channel partners can t access all necessary tools SAP $6B Quote volume being processed Extended quote turnaround time Oracle Confidential Internal/Restricted/Highly Restricted 12

13 Leading designer and manufacturer of reciprocating and rotary screw air compressors ranging from one-third to 350 horsepower; vacuum pumps and a full line of air treatment components. Henry Phillips, B2C Process Manager Challenges Solution Results Manual, inconsistent configuration and quoting relied on tribal knowledge Inconsistent proposals Limited ability to up-sell and cross-sell air system accessories No transparency into distribution channel activities and end users Cumbersome, manual BOM generation and order entry no ERP integration Website SAP 93% 60% 100% online quoting and ordering by distributors within 10 months Reduction in order processing time (36 hours to 2) 20% increase in inside sales productivity Reduction in orders routed through engineering Increase in average quote/order value (up-sell/cross-sell) >1000 Channel Users and extended to customer selfservice Oracle Confidential Internal/Restricted/Highly Restricted 13

14 Better data integrity and quote accuracy 12k Channel partners using the system, 22 countries, >90% adoption rate 20min Decreased ave. quote process from 4 days to 20 min within the first month of deployment. 93% Reduction in order processing time (36 hours to 2) Oracle Confidential Internal/Restricted/Highly Restricted 14

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16 Common Technical Challenges Your products are not the only products I sell It s difficult to get inventory and lead time data Deliver tools that help your partners sell

17 Ideas & Incentives for Driving Adoption Increase commissions / Decrease multiplier Delay price increases Priority Processing Offer other incentives Offer leads to channel partners