We re doing so well, let s change EVERYTHING!!

Transcription

1 We re doing so well, let s change EVERYTHING!! 2014 National Sales Conference November 13, 2014 Chuck Penfield Regional Vice President of Sales Cloud CRM chuck.penfield@oracle.com Remember this? Q Apple sold $4.0 billion in ipods, 42% of total revenues 2 1

2 The iphone launched as Apple was achieving peak ipod sales about 22 million units. It was EXACTLY THE RIGHT TIME for Apple to cannibalize its own business. 3 June 18, 2012 Our record-breaking fourth quarter featured several ALL-TIME HIGHS for Oracle: new software license sales of $4 billion, total software revenue of $8 billion, total revenue of $11 billion, and EPS of 82 cents. For the fiscal year, we also set ALL-TIME HIGHS for operating margins of 46%, and operating cash flow of $13.7 billion. 4 2

3 Would you have the COURAGE to TOTALLY transform your Sales Organization with results like these? 5 But things were changing 6 3

4 Market Changes Prospects were researching much of their buying decision online Sales is now expected to push boundaries, be experts and provide new ways of thinking Decisions were being made in Cloud Time 7 Market Changes The Cloud was creating distributed empowerment in all size organizations creating a JAILBREAK among business executives 8 4

5 Internal Changes Significant Cloud portfolio growth - Acquisition of RightNow, Taleo, Eloqua, Responsys, Big Machines, many more.. The need for specialization was rapidly increasing Our sales model and process was quickly becoming too narrow 9 North American Applications Sales 2012 Highly successful team of approximately 1,500 Sales Professionals Focused our success on selling our Business Application Portfolio through the single lens of one Oracle Sales Professional and one Customer Technology Executive NAA

6 Challenges With Our Current Model Lack of coverage Lack of specialization Challenges Lack of exposure to Line of Business 11 Ready, Set, GO! 12 6

7 What did we change? 13 Realigned Sales force to focus on Line of Business Executives What did we change? Doubled our sales organization 14 7

8 Realigned Sales force to focus on Line of Business Executives What did we change? Doubled our sales organization 15 Realigned Sales force to focus on Line of Business Executives Overnight, generalists became specialists What did we change? Doubled our sales organization 16 8

9 Realigned Sales force to focus on Line of Business Executives Overnight, generalists became specialists What did we change? Doubled our sales organization From Field Sales to Group Vice President 17 Guiding Principles for Success Everyone is accountable Knowledge wins SaaS (Cloud) is not a four letter word Expect the unexpected Be impatient Teamwork helps us win 18 9

10 Internal Push Back Why mess with success? Establish a connection to the business buyer without alienating the technology buyer Hire, train and empower over 1,000 new sales professionals 19 How did we support change? 20 10

11 We had to Modernize our Sales Process? 21 Lessons Learned Keep a Keen Eye on your customer and how they want to engage with and buy from you Don t be afraid to break a successful model if the data or market support a change Don t wait 22 11

12 Lessons Learned Communicate, communicate, communicate Give to them straight, No BS It is a journey, not an event be patiently impatient 23 The Results Pipeline growth is UP Win rates are UP YOY growth is UP Our Cloud business is our FASTEST growing applications segment Our investment in the transformation has funded itself 24 12

13 The Results Our cloud subscription business is now approaching a run rate of $2 billion a year, said Oracle President and CFO Safra Catz. As our business has transitioned, more software revenues are being recognized over the life of a subscription rather than upfront. We re making this transition to cloud subscriptions and ratable revenue recognition while continuously increasing our top-line revenue and our bottom-line profits year-after-year. June

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