Oracle CRM On Demand to Oracle Marketing Cloud (Eloqua)

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Table of Contents 1 2 3 4 Integration Overview Available Integration Capabilities / Flows Value Proposition Slides (Customer Facing) Internal Only Slides, Including Roadmap Copyright 2016 Oracle and/or its affiliates. All rights reserved. 3

CRM On Demand Marketing Cloud (Eloqua) Integration Overview Value Sales and marketing alignment improves the customer experience Increases velocity of leads to opportunities boosting productivity and efficiency Deeper customer insight across all interactions and channels Maximum cross-sell and up-sell with personalized campaigns Closed-loop reporting to tie revenue to marketing efforts Capabilities Shared contacts, accounts, leads, and opportunities between marketing and sales Embedded sales tools for outreach and visual profiling of leads Enriched sales leads with co-dynamic lead scores and marketing profiles Copyright 2016 Oracle and/or its affiliates. All rights reserved. 5

Integration Details Integration Package Includes: Integration Process Flow and Use Cases Marketing Cloud Configuration CRM On Demand Configuration Minimum Integration Configuration: 2 3 weeks Minimum Versions Required CRM On Demand: Current GA Marketing Cloud (Eloqua): Current GA Other License Requirements: None Integration Artifacts Integration Guide Eloqua Help: CRM Integration Eloqua Help: CRM On Demand Integration Copyright 2016 Oracle and/or its affiliates. All rights reserved. 6

Oracle CRM On Demand & Oracle Marketing Cloud (Eloqua) Integration Marketing Leads Sales Leads Campaigns/Responses Marketing Cloud Closed Loop Reporting Eloqua Profiler Eloqua Engage Sales Follow-up CRM On Demand Opportunities Sales Opportunities Marketing Cloud Contacts Accounts Leads Opportunities Data Sync CRM On Demand Contacts Accounts Leads Opportunities Integration Feature Set Shared contacts, accounts, leads, and opportunities between Marketing and Sales Targeted Marketing Campaigns for CRM On Demand Customers Sales Leads from Marketing Campaign responses Embedded sales tools for outreach and visual profiling of leads (digital body language) Enriched sales leads with co-dynamic lead scores and marketing profiles Closed Loop Reporting for Campaign effectiveness and ROI measurement Copyright 2016 Oracle and/or its affiliates. All rights reserved. 8

Current High Level Architecture Based on Eloqua queues and SOAP service calls Marketing Cloud CRM On Demand Responses List Upload Contacts Leads Queue (push) SOAP (Create/Update) Contacts Leads Accounts Opportunities Scheduled Jobs (pull*) SOAP (Get/Response) Accounts Opportunities * Scheduled jobs in Eloqua pull the delta since last execution Copyright 2016 Oracle and/or its affiliates. All rights reserved. 9

Marketing Cloud Integration Functionality Eloqua Profiler Marketers can put rich contact data in the hands of sales reps Provides access to a contact s detailed digital channel activities Improves customer profiling and interaction Real time sales enablement Copyright 2016 Oracle and/or its affiliates. All rights reserved. 10

Marketing Cloud Integration Functionality Eloqua Engage Marketers can put email templates in the hands of sales reps Control branding and messaging Create branded email templates for sales to send from CRM Personalize with field merges and signatures Easily configurable Copyright 2016 Oracle and/or its affiliates. All rights reserved. 11

57% Social of purchase cycle complete before engaging with a supplier Mobile Y-gen Self Discovery Buying Learning Targets Choice Value Expectation Information Sources: CEB Copyright 2016 Oracle and/or its affiliates. All rights reserved. 16

Marketing AND Sales Drive the Process THEN NOW MARKETING SALES MARKETING SALES Education Active Buying Closing Education Active Buying Closing Sales Dominated One-way, single channel, relationship-driven Marketing plays critical role Internet-driven, analytics-driven Copyright 2016 Oracle and/or its affiliates. All rights reserved. 17

The symptoms of misalignment A story of pains VP of Marketing Pains Can not measure impact on revenue / ROI of marketing campaigns Sales presentations are not aligned with marketing messages Sales execution on MQL s is inconsistent depending on territory, account knowledge or reps quota attainment Lack of feedback on winning messages from sales wins! VP of Sales Pains There are not enough leads It is hard to understand why some leads were sent to me, or which leads are hot Marketing just sent an inappropriate email to my top opportunity for the quarter I wish I could run my own campaigns on MQL s Sources: Forbes: Bang Sales and Marketing Heads Together, Inc.Com, CBSNews.com, Marketing Professionals Copyright 2016 Oracle and/or its affiliates. All rights reserved. 18

But, how does that impact you? Sales and Marketing must align 87% 92% of sales and marketing departments had negative opinions about each other 1 of B2B companies say they don t have good enough alignment 2 Sources: (1) McKinsey: The basics of business-to-business sales success, (2) Bain : Mastering the new reality of Sales, (3) Joshua Steimle / Forbes: Mobile is the future of everything, (4) McKinsey Freeing up the sales force for selling Copyright 2016 Oracle and/or its affiliates. All rights reserved. 19

And, if you are aligned What are the potential benefits? 75% follow up on marketing-generated leads 1 25% -95% increase in profits through improved customer retention 2 9.3% higher sales quota attainment with mature lead generation 3 20% annual growth as opposed to 4% decline for poorly aligned competitors 4 Sources: (1) Forrester Research 2013, (2) Bain Research, (3) CSO Insights, (4) Aberdeen Group Copyright 2016 Oracle and/or its affiliates. All rights reserved. 20

Build an Actionable Customer Profile Marketing and Sales have access to a customer s digital body language anytime, anywhere Behaviors Activities Sentiment Preferences Copyright 2016 Oracle and/or its affiliates. All rights reserved. 21

Orchestrate Consistent Customer Experience to Drive Sales SOCIAL MOBILE DISPLAY E-MAIL WEB With your customer profile at the center, design relevant journeys before, during, and after the sales cycle Copyright 2016 Oracle and/or its affiliates. All rights reserved. 22

Lead Score by Profile & Engagement Score contacts based on profile criteria and engagement Run multiple scoring models on a single contact Automatically decrement scores when there is negative or no activity Weight scoring rules Automatically prioritize leads for sales Copyright 2016 Oracle and/or its affiliates. All rights reserved. 23

Email Templates for Sales! Create branded email templates for sales to send from CRM Personalize with field merges and signatures All easily configurable Copyright 2016 Oracle and/or its affiliates. All rights reserved. 24

Close the Loop to Measure Marketing ROI Tie marketing campaigns to the revenue they generate, allowing marketers to better leverage their marketing budget and improve existing marketing campaigns Copyright 2016 Oracle and/or its affiliates. All rights reserved. 25

End-to-End Customer Experience FEMALE: 38 LOCATION: CHICAGO PURCHASE HISTORY: B2B Software Mobile Selling Webinar Sign Up and Learn New Techniques for effective selling REGISTRATION Luci Dodson Chicago Marketer creates Audience Profile Delivers ad to customer over target ad locations Collects anonymous behavior data about customer Entices customer to register and share preferences Matches 3 rd party data with 1 st party data, identifying customer as Luci Dodson BEST SFA EVER! - Luci Dodson SHARE Marketer orchestrates thank you note after attending webcast Listens to spike in IT spending on SFA and publishes Facebook post & Tweets Marketer positions Oracle Sales Cloud in blog post leading to YouTube Customer references Inside Sales further qualifies the Lead Sales meetings with customer to close the deal Drives advocacy Copyright 2016 Oracle and/or its affiliates. All rights reserved. 26

A Modern and Agile Cloud Sales Force Automation Marketing Automation Manage - Customers - Leads - Opportunities - Territories - Forecasting Integrated B2B Cross-Channel Marketing Campaigns Social Marketing Lead Management & Scoring AppCloud & Media Partners Analytics Copyright 2016 Oracle and/or its affiliates. All rights reserved. 27