Presentation of Lukasz Kujawski, Oracle at Sales Mixer meeting organized by Oracle and Outbox at the Concept 13 restaurant in Warsaw, Poland on March 13, 2014.

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SalesMixer
Sprzedaż – Trendy i Wyzwania.
Łukasz Kujawski
Senior CRM SaaS Account Manager

2. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.2
Trends Driving Modern Sales Approach
GLOBALIZATION
9 Billion
Internet Devices
in 2012
50 Billion
by 2020
DATA EXPLOSION
90%
Created within
Last Two Years
50X Growth
by 2020
RISE OF
MOBILITY
6 Billion
Mobile Subscribers
87% of World‘s
Population
Mobile Data Growing
78% CAGR
SOCIAL IS
BUSINESS
Consumers Driving
Experience
26% Post negative
comments
86% Now stop doing
business
94% Will pay more for
great experience
MODERNIZE TO
SURVIVE
Lots of
20 year-old
Legacy
Applications
Sources: United Nations / International Telecommunications Union, internetworldstats.com
IDC/EMC 2011 Digital Universe Study, 2010 Digital Universe Decade Study, Data rEvolution Sept 2011, CSC's Leading Edge Forum
Portio Research Mobile Factbook 2012
Facebook Director of Global SMB Markets Dan Levy, BIA/Kelsey’s Interactive Local Media West Conference
IDC: “Time for Change: Optimizing Datacenter Infrastructure with Technology Refresh”

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Customers Are Taking Control
Mass media Internet/1:1 Social/Mobile
42%
of Facebook users have mentioned a
brand in a status update **
#1
online activity is social *
65%
of companies say that social media is a
critical risk to their brand reputation ***
Customer Power and
Choice
Company Power and
Voice
Customers Are Taking Control

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Buying process shifting to marketing-driven
• Sales Dominated
• One-way, single channel, relationship-driven
• Marketing plays critical role
• Internet-driven, analytics-driven
THEN NOW

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Your data changes at a rate of
27% per month
IN JUST ONE HOUR:
40businesses will change addresses
20 businesses will fail
12 new ones will open their door
4 companies will change their names
Source: D&B, US Census Bureau, US Department of Health and Human Services, Administrative Office of the US Courts,
Bureau of Labor Statistics, Gartner, A.T Kearney, GMA Invoice Accuracy Study
Customer Data Changes Everyday

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94% of respondents suspect their customer & prospect data may be
inaccurate
17% of all information may be inaccurate said respondents of an
Experian QAS survey
Source: Experian QAS Global Survey 2013
Multiple Versions of the Truth

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Average
2013
revenue
target
increased
by 16.4%
Only 3% of
companies say
their forecasts are
“always accurate”
How?
Who?
When?
What?

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Sell Anytime, Anywhere, From Any Device
Think Mobile First
 Sales rep don’t like CRM 
 Spend more than 2 days on trip weekly
 Simple and optimal end user experience
for any modern device
 Native application with complete SFA
 Tailored to user role, need and situation
 Automation
Know
More
Grow More
Sell
More

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 Improved sales
productivity with mobile,
social, enhanced
analytics
 Established unified
territory and forecasting
processes
 Improved customer data
visibility
Project included a
worldwide sales force
automation rollout in over
100 countries with 60K
users, 540K customers,
1Million opportunities and
27K territory definitions.
Data migration involved
730K sales accounts and
2.7M contacts.
.
Oracle Sales Cloud:
• Customer Hub
• Sales
• Mobile Sales
• Sales Forecasting
• Sales Prediction
• Sales Campaigns
• Oracle Social Network
Challenge Solution Result
OracleOracle engineers hardware and software to work together in the cloud and in your data
center.

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