Oracle CPQ Cloud-IMP

Oracle CPQ Cloud
Product Overview
Sergio Martini
CX/CRM Master Principal Sales Consultant
CX Organization
June 11, 2014
Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted
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 Oracles products remains at the sole discretion of Oracle.
Program Agenda
1
Oracle CPQ Cloud Introduction and Product Overview
Go to Market
Customer References
Demo: Manufacturing
Q &A
Oracle CPQ Cloud

Oracle CPQ Cloud Introduction and Product Overview
Oracle CPQ Cloud BigMachines Acquisition

Oracle bought a company called BigMachines, which is the Leader in Cloud based CPQ
segment. BigMachines has now become Oracle CPQ Cloud.
About Big Machines
Established in 2000, BigMachines is headquartered in Deerfield, IL, with offices in Chicago, Frankfurt and London.
100% SaaS delivered. Can run stand-alone or integrated with Oracle Sales Cloud, SFDC, CRM On Demand or any
other CRM/ERP solution
More than 300+ companies, including ADP, Coca-Cola, Siemens and Vodafone, rely on BigMachines flexible CPQ
Cloud to connect and automate their sales processes.
Dozens of highly referenceable customers across verticals running eBusiness/JDE/others for ERP
Oracle CX
Complete Customer Experience Platform
Oracle
Marketing
Cloud
Oracle
Sales
Cloud
Oracle
CPQ
Cloud
Oracle
Service
Cloud
Oracle
Commerce
Oracle
Social
Cloud
Integrated
Customer
Foundation
Globalizations
and Experience
Statutory Localizations
Globalizations and Statutory Localizations
Integrated Customer Experience Foundation

Social Network
Mobile
Analytic KPIs &

Dashboards
Predictive
Analytics
Integrations
By The Numbers
Undisputed Market Leader
6,000,000+
2000
Started In the Cloud
Global Customers
Quote Transactions
4 Hubs
EMEA
300+
#1
Larger than All
CPQ Vendors
Combined
Global Team Members
400+
Oracle CPQ Cloud

Ensures Fast, Seamless & Automated Process of Completing a Customer Order
Marketing
Sales
Configure, Price
& Quote (CPQ)
Commerce
Traditional Sales Approaches to Completing

Orders Cause Errors and Delay Revenue
Siloed information and processes delay
completion of transactions
Inability to support mobile execution of
complex contracts
Multiple, manual cycles to resolve deal terms
and get required approvals
Missed sales from poorly managed renewal
and up sell opportunities
Service
Social
Oracles Modern CPQ Cloud Increases

Productivity and Accelerates Time to Revenue
Price &
Quote
Present &
Propose
Select &
Configure
Order &
Fulfill
Report &
Analyze
Seamlessly extends the sales process from

opportunity though order
Capabilities delivered anywhere, on any
device
Automates the approval process and ensures
compliance
Dynamic pricing and promotions drive up sell
and renewal cycles
Analysts View CPQ as Mission Critical
Copyright 2014 Oracle and/or its affiliates. All rights reserved. |
CPQ: Mission Critical Sales Performance Management
Oracle CPQ Cloud

Comprehensive Sales Management Capabilities
Workflow Approvals
Proposal Generator
Route orders for review & approval, ensure 100%

accuracy and eliminate approval bottlenecks with
automated workflow
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
Product Configurator
Ensure 100% accurate quotes and orders and
eliminate data entry errors
Guided Selling
Price &
Quote
Present &
Propose
Select &
Configure
Order &
Fulfill
Channel Management
Standardize and enhance the sales process for
channel partners, VARs and distributors
Contract Execution
Automate contracts, route contracts for approvals
and signatures, store contracts with accounts or
opportunities and analyze trends
Report &
Analyze
Order Execution
Guide users to the optimal products and options

based on customer needs with guided selling
functionality
Eliminate manual and repeated data entry into

multiple systems
Reporting
Improve quote management, forecasting, and
product management with better information and
insights
12
Oracle CPQ Product Overview

Guided Selling for optimal product options
Enter application parameters and determine correct

product models to use
Ideal for true value based guided selling
Required for some complex or highly engineered

products
Used for good, better, and best product

segmentation
Allows fast ramp of inexperienced sales reps
13

Simple to Use Product Configurator for Handling Complex Rules
Guided selling rules and constraint messages

drive easy and complete product
configuration
Dedicated upsell and cross sell rules
WEB 2.0 technology maximizes performance

and enhances user experience
Complex capability for Bill of

Material/Routing and pricing generation
14

Pricing, Quoting & Workflow Approvals
The pricing and quoting engine is used to

manage all non product related aspects of a
quote:
Commercial terms
Advanced pricing
Customer data native/CRM
Includes robust workflow process legal,

product, finance, etc.
Flexible APIs to manage data across business

systems
15

Proposal Generator: CPQ Integrated Contract Management
Contract Generation
Sales quote automatically feeds data into contracts
Rules-based contract templates
Dynamic and pre-approved clause libraries
Stored negotiated contract terms
Review and Approvals
Legal business process approvals
Electronic signature integration
Redline and compare changes
16

Flexible Administration & Product Data Maintenance
100% ONLINE ADMINISTRATION
Accessible 24x7, anywhere in the world

FULLY WEB-BASED
Powerful tools give maximum flexibility

without coding
Easy to customize user interface
Simple rules via point and click
Set up rich document templates
Easy to set-up and maintain
BigMachines flexible admin capabilities allows us to make changes and deploy it ourselves to match our
business needs.
17
Oracle CPQ eCommerce Module

Launch CPQ from your public website - enable customers to pick the right solutions and
options from your catalog
Easily Optimize eCommerce with Guided Selling & Product
Configurations
customers can shop online directly from a self-service, B2B

guided selling and configuration platform
features available are the ones that made eCommerce so
successful for B2C businesses, including: shopping carts,
product comparisons, customer reviews, and more.
Enable Direct Selling to Business Customers on website

Familiar & Intuitive eCommerce Search and Comparison
Make it Simple for Self-Service
18
Oracle CPQ Cloud

Go to Market
20
Oracle CPQ Cloud

Multi Channel Platform
CPQ for Sales Users
CPQ for eCommerce
ERP
CPQ for Partner
Channel
Billing
Shopping Cart
CPQ for CRM
21
Oracle CPQ Cloud

Customer References
22
Proven Enterprise Results

117% growth in revenue
20% faster decision making on approvals

Days into Seconds (time to produce large proposals)
3% improvement in net margin rate year 1
75% reduction in quote cycle time
$5.5MM in contribution margin
93% reduction in order processing time
>65% reduction in labor time per quote

0% error rate (down from 70%)
10x increase in quotes per month
40% reduction in sales and customer service teams
3% increase in market share year 1
400% increase in sales with only a 50% increase in support
Weeks into Days (decreased quote-to-cash time)
8 minutes from prospect conversation to signature via iPad
23
References
The worlds leading manufacturer of innovative products like PlayStation, BRAVIA LCD televisions, VAIO
personal computers, Xperia smartphones & tablets, Handycam camcorders, and digital cameras.
Challenges
Results
Sonys shopping cart lacked

full integration to it
webstore.
It was re-launching its
website and needed an
online product configurator
capable of handling a
significant load.
Much easier maintenance

over custom built product
rules on IBM Websphere
Great scalability and
performance under very
high load (4000-6000
concurrent active
configurations)
References
Hewlett-Packard Company or HP is an American multinational information technology corporation that
provides hardware, software and services to consumers, small- and medium-sized businesses and large
enterprises, including customers in the government, health and education.
Challenges
Results
HP had a Microsoft Excel

based quoting application
that did not scale globally
and required custom
integration with their CRM
provider. They were
dependent on a single
individual to maintain the
entire application, making
product launches difficult
and time consuming.
ArcSight business unit

delivered the best quarter
in company history the first
quarter following their
rollout.
Full quote-to-cash
implementation with
integration to ERP and
billing systems
References
GE is a world leading manufacturing company that works on things that matter. They employ the best
people and the best technologies taking on the toughest challenges; finding solutions in energy, health
and home, transportation and finance.
Challenges
Results
GE had inconsistent CPQ

business processes across
their geographies
containing known
inefficiencies. They had to
manually integrate GE
Lightings CRM and ERP
systems, causing lengthy
and inconsistent quotes
that were measured on a
weekly basis.
30% reduction in quote

cycle time and improved
business intelligence
Higher margins and market
penetration
Metric driven pricing

decisions from better
transparency and single
source quote generation
References
Rolls-Royce is a global company, providing integrated power solutions for customers in civil and defense
aerospace, marine and energy markets. They support customers through a worldwide network of offices,
manufacturing and service facilities.
Challenges
Results
Rolls-Royce had a homegrown system with over

7,000 cost records; many
which were out dated. It was
difficult to develop a cost for
standard products because
the documentation was
stored in several locations.
Their proposals were
manually assembled with
some exceeding 500 pages.
Bid Support, Engineering,

and Marketing saved over
24,000 hours per year
Recognized by
Manufacturing Business
Technology Magazine with
the Most Innovative
Process Award for its use
of Oracle CPQ
Oracle CPQ Cloud

Manufacturing Demo
28
Oracle CPQ Cloud

Manufacturing Demo
Guided Selling & Help
Bundling
Intuitive User Experience
Cross-sell/Up-sell
Different Pricing Models
Automated Approvals
Dynamic Document Generation
Quote Analysis
Order Submission w/ ERP
29
Where can I find more Information?

BigMachines.com is still available but will be sunset soon
Further product info, data sheet, functional module available, etc. Can be
found at:
http://www.oracle.com/us/solutions/customer-experience/cpqcloud/bigmachines-cpq-ecommerce/overview/index.html
30
31

Oracle CPQ Cloud-IMP

Uploaded by

Copyright:

Available Formats

Oracle CPQ Cloud-IMP

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Oracle CPQ Cloud-IMP

Uploaded by

Copyright:

Available Formats

What is Oracle CPQ Cloud?

What is Oracle CPQ Cloud?

What are some customer examples mentioned?

What are some customer examples mentioned?

Oracle CPQ Cloud

Safe Harbor Statement

Oracle CPQ Cloud Introduction and Product Overview

Oracle CPQ Cloud

Oracle CPQ Cloud BigMachines Acquisition

Globalizations and Statutory Localizations

Integrated Customer Experience Foundation

Analytic KPIs &

Global Team Members

Oracle CPQ Cloud

Traditional Sales Approaches to Completing

Oracles Modern CPQ Cloud Increases

Seamlessly extends the sales process from

Analysts View CPQ as Mission Critical

Copyright 2014 Oracle and/or its affiliates. All rights reserved. |

CPQ: Mission Critical Sales Performance Management

Copyright 2014 Oracle and/or its affiliates. All rights reserved. |

Oracle CPQ Cloud

Route orders for review & approval, ensure 100%

Create, customize and brand proposals for sales

Pricing and Quoting

Guide users to the optimal products and options

Eliminate manual and repeated data entry into

Oracle CPQ Product Overview

Enter application parameters and determine correct

Ideal for true value based guided selling

Required for some complex or highly engineered

Used for good, better, and best product

Allows fast ramp of inexperienced sales reps

Oracle CPQ Product Overview

Guided selling rules and constraint messages

Dedicated upsell and cross sell rules

WEB 2.0 technology maximizes performance

Complex capability for Bill of

Oracle CPQ Product Overview

The pricing and quoting engine is used to

Includes robust workflow process legal,

Flexible APIs to manage data across business

Oracle CPQ Product Overview

Oracle CPQ Product Overview

Accessible 24x7, anywhere in the world

Powerful tools give maximum flexibility

Easy to customize user interface

Simple rules via point and click

Set up rich document templates

Easy to set-up and maintain

Oracle CPQ eCommerce Module

customers can shop online directly from a self-service, B2B

Enable Direct Selling to Business Customers on website

Oracle CPQ Cloud

Oracle CPQ Cloud

CPQ for eCommerce

Oracle CPQ Cloud

Proven Enterprise Results

20% faster decision making on approvals

3% improvement in net margin rate year 1