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CPQ Cloud Special Interest Group

Subash NagarajanDirector, Keste

Chris HausslerSr. Principal Product Manager, Oracle CPQ Cloud

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Agenda

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Oracle CPQ Cloud Overview

Roadmap: Recent & Future

Integrated System

Case Study4

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OverviewValue PropositionCustomersAnalysts

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Leaky Pipe

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Margin & revenue erosion

Inaccurate Proposals

Inconsistent Collaboration

Difficult to Sell across Channels

Not Enough Rep Selling Time

Configuration andPricing Errors

Missed Cross-sell / Upsell

DisparateTools

Long Quote /Order Cycles

No Discounting Controls / Compliance

Low Customer Satisfaction

Potential Margin

RealizedMargin

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CPQ: What’s in the Acronym?

Oracle Confidential – Internal/Restricted/Highly Restricted 5

ORDER & FULFILL

REPORT & ANALYZE

ConfigurePriceQuote

CONFIGURE, PRICEAND QUOTE

CLOUD

PRICEAND QUOTE

PRESENT ANDPROPOSE

ORDER ANDCONTRACT

REPORT ANDANALYZE

SELECT ANDCONFIGURE

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Oracle CPQ Cloud Fixes Selling Challenges

CUSTOMER EXPERIENCECLOUD

3rd PartySystems

ENTERPRISERESOURCE PLANNING

CLOUD

SALES CLOUD ON DEMAND

Other CRM Solutions

E-BUSINESS SUITE JD EDWARDS

Other ERP Solutions

PEOPLESOFT

CONFIGURE, PRICEAND QUOTE

CLOUD

PRICEAND QUOTE

PRESENT ANDPROPOSE

ORDER ANDCONTRACT

REPORT ANDANALYZE

SELECT ANDCONFIGURE

Direct Sales

Customers

Channel Partners

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BEST IN CLASS APPLICATIONS

SALESMARKETING SERVICE

Partner Relationship

Mgmt.

Configure, Price, and

Quote

Knowledge Mgmt.

ContactCenter

Web

Platform

Eloqua

Responsys

Data as a Service

Social Relationship

Mgmt.

Content Marketing

Commerce Cloud

OracleSalesCloud

LoyaltyCloud

PolicyAutomation

Sales Performance

Mgmt.

EngagementCloud

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Field Service

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Oracle CPQ Cloud - Sample Customers

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What Analysts Say - UpdateGartner

Market Guide CPQ

• First pure SaaS CPQ• Deployed in hundreds

of companies globally• Best-suited for

enterprise-scale

IDCMarket Scape CPQ

GartnerMagic Quadrant

Digital Commerce

• Scalable performance• Strengthened roadmap

April 2017 April 2017Oct 2016

• Oracle = TOP LEADER• Commerce embedding

CPQ Cloud

Forrester WaveCPQ

Feb 2017

• Highest strategy score• Highest overall score

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RoadmapRecent Past, Near Future

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Modern User Experience

Rich & Intuitive experience for every user

Enterprise Platform

Cater to Enterprise needs of a robust, integrated & performant platform

Differentiate

Pioneer the next generation selling experience

Themes

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May 2017

CPQ Cloud 2017 R1

• Modern User Experience Document Designer Enhancements Quote Locking

• Enterprise Platform Migration Center Enhancements Package Lifecycle Management Data Cube Export Enhancements Data Columns Expansion Integration Cloud Service REST Adaptor Subscription Ordering Enhancements

• Differentiate Deal Negotiation Metrics

MODERN USER

EXPERIENCE

DIFFERENTIATEENTERPRISEPLATFORM

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• Benefits– Make smarter decisions about pricing and discounts

– Present sales user visual deal metrics within the transaction(quotes, orders) context

• Features– Optimal price determination metrics

• Price Score

• Average Selling Price (ASP)

• Price Comparison Scatterplot

• Last Price Paid

– Point and click setup for admin to select attribute and select metrics of interest

– Advanced modification for metrics available via actions

– Standard attribute types available for metrics display

Deal ManagementPrice Metrics & Analytics

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DIFFERENTIATE

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Sept 2017

CPQ Cloud 2017 R2

• Modern User Experience ALTA Responsive Transaction UI ALTA Navigation UI

• Enterprise Platform Granular Configuration Migration – Plines &

Models Subscription Ordering Enhancements Live Data Tables Function to add parts to Transaction Function for StringBuilders Data columns Indexes

• Differentiate Win Probability Calculator System Configuration – Configure N level

deep models in BOM

MODERN USER

EXPERIENCE

DIFFERENTIATEENTERPRISEPLATFORM

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Benefits

• Enhanced Customer Assets Page to support Asset lifecycle operations

• Customers can leverage enriched Asset schema when using CPQ Cloud as their asset repository.

Features

• Customers can leverage OOTB functionality for suspend/resume/renew operations

• Enrich Assets Schema to support Communications Account Model, Serial Number, Installation date etc.

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Subscription Order EnhancementsENTERPRISEPLATFORM

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Benefits

Predict the likelihood that the customer will buy with the current discounts

Guide price negotiations with insight into customer price sensitivity

Features

• Select key & related factor attributes of the transaction to drive machine learning

– Related attributes determine segmentation or clustering of data

• Review the accuracy of the trained model and revise model inputs

• Provide sales users with feedback on expected probability of winning as part of their transaction UI

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Quote Win Probability Using Machine Learning

DIFFERENTIATE

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Safe Harbor Statement

The preceding 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.

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• Next Gen. ALTA Configuration UI

• Next Gen. Catalog UI

• ALTA Administration UI

• Native phone app for Approver

• Document Designer Enhancements

• Admin Segmentation

• Transaction Arrays

• Data driven Menus for Transactions

• Enhanced Excel Integration

• OBIEE Reporting

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• Intelligent Rule Identification

• Discount Optimization

• Advanced Promotions Setup

• Subscription Management

• Omni-channel Enhancements

2018 Key Epics

Modern User Experience Enterprise Platform Differentiate

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Q & A

CPQ Cloud

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TriMark USA Benefits from an Integrated ERP/CX Cloud Suite [SUN5929] Mesh Savant, Director ERP Programs, TriMarkSunday, Oct 01, 2:45 p.m. - 3:30 p.m. | Moscone South - Room 310

TriMark USA, a provider of distribution, sales, and construction jobs, and more than 600,000 products, embarked on a cloud modernization project to transform its business by moving 14 separate divisions from more than 10 legacy ERP applications and onto an integrated ERP/CX cloud suite. In this session hear how TriMark has achieved seamless data integration across the Oracle solutions and reduced data entry time from 60 hours to seconds. TriMark’s Oracle applications include Oracle CPQ Cloud Service, Oracle Sales Cloud, Oracle Marketing Cloud, Oracle ATG Web Commerce, Oracle’s JD Edwards EnterpriseOne, Oracle Primavera Unifier, Oracle Application Testing Suite, Oracle Business Intelligence Enterprise Edition, Oracle Identity Management, and Oracle Channel Revenue Management.

CX Sales Drivers and Innovations – Mobile/Adaptive Intelligence/Omnichannel [GEN SESSION] Joseph Gnorski, Technical Services, Glory Global SolutionsMonday, Oct 02, 12:15 p.m. - 1:30 p.m. | Moscone South - Room 215

The CX sales general session kicks off with Tata Consultancy Services and the Glory Global Solutions story. Hear how TCS helped Glory Global build an ecosystem consisting of sales, marketing, and configure/Price/Quote solutions to deliver seamless omnichannel customer experiences. Learn how Glory Global Solutions is preparing to empower its salesforce with the next wave of CX innovations. Following this, Catherine You, VP of Oracle Product Management, and guest executives from Motorola Solutions and Arcadis, discuss how modern CX cloud solutions help global companies transform sales performance to stand out from the competition. If you are a sales professional, don't miss this CX sales general session at Oracle OpenWorld.

Evolution of Oracle CPQ Cloud: Product Roadmap [CON6607] Fazal Gupta, Director CPQ Product ManagementMonday, Oct 02, 3:15 p.m. - 4:00 p.m. | Moscone South - Room 311

Oracle CPQ Cloud Service builds on its 17-year history of customer success. In this session join Fazal Gupta, director of Oracle CPQ Cloud Service product management, for a view into the functionalities that drive sales efficiency, simpler administration, and greater flexibility and performance at ever-increasing scale. Our goal remains, as always, to enable our customers' sales success. Fazal outlines Oracle CPQ Cloud Service's product direction, and he shares how his team prioritizes your feature requests, anticipates the evolution of the CPQ marketplace, and schedules releases.

Oracle CPQ Cloud: Modernizing the Quoting Process [CON6292] Paolo Juvara, Group VP Oracle Application LabsMonday, Oct 02, 4:45 p.m. - 5:30 p.m. | Moscone South - Room 311

Are you interested in a 10x improvement in sales rep self-service quoting or a 20 percent increase in productivity, all while improving customer satisfaction and reducing cycle times? In this session hear an IT practitioner’s perspective of how Oracle leveraged Oracle CPQ Cloud Service to modernize its own quoting and ordering process. The session covers the business objectives, implementation strategies and timeline, and next steps.

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SUNDAY - MONDAY

CPQ Cloud

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T CPQ: Empowering Your Sales Force Automation [CON7637] Christine Seton, IT Director, Motorola SolutionsTuesday, Oct 03, 12:45 p.m. - 1:30 p.m. | Moscone South - Room 207

With new competitors and rapidly changing customer buying patterns, the enterprise sales process must be more automated and agile to respond to every opportunity. Learn how Motorola Solutions integrated its front-end sales processes using Oracle CPQ Cloud Service to improve the efficiency of quote to cash processes and empower its sales force, drive higher revenue growth, and achieve superior customer experiences. Discover how Motorola Solutions changed its paradigms to better do business with its customers and partners.

Oracle CPQ Cloud Asset-Based Ordering for the Subscription Economy [CON6614] Chris Haussler, Sr. Principal Product ManagerTuesday, Oct 03, 4:45 p.m. - 5:30 p.m. | Moscone South - Room 310

More and more companies are converting from a one-time fee to subscription-based sales models. If executed correctly, the result is a long-term revenue stream. From razors to phone plans, and from photocopying services to software, term-based services bring new revenue opportunities and new challenges. In this session learn how Oracle CPQ Cloud Service helps your sales team serve its subscription customers throughout the subscription lifecycle. Keep track of assets, initiate upgrade/downgrades, automate pricing and penalties, and ensure downstream systems such as provisioning and billing stay in-sync. Oracle CPQ Cloud Service helps your sales people and systems live up to the promise of the subscription economy.

Preparing for the Shift to Self-Service Online Purchasing [CON7287] Doug Berringer, Sales Ops Business Solutions Architect, CalixWednesday, Oct 04, 12:00 p.m. - 12:45 p.m. | Moscone South - Room 308

B2B buyers prefer to purchase online because it is more convenient than purchasing from a sales representative, especially for repeat purchases. But often businesses are behind in this shift to a self-service model, particularly if they offer products that require complex configuration, pricing, or quoting. Attend this session to hear how Oracle CPQ Cloud Service customers are investing in Oracle Commerce Cloud to streamline the buying experience and open new revenue streams for their businesses.

TUESDAY - WEDNESDAY