Focus On Modern Sales Experience (CPQ Cloud)
Focus On Modern Sales Experience (CPQ Cloud)Wednesday, April 1, 2015TIMETITLELOCATION9:00 AM - 10:00 AMThe Revolution of Customer Experience presented by Oracle andDeloitte DigitalPalazzo LNelson Kunkel, Deloitte Digital, Scott Creighton, Oracle10:00 AM - 10:45 AMThe kick-off session for Modern Sales Experience will be introducedby Scott Creighton, Oracle Sales Cloud, and will feature conferencesponsor, Deloitte Digital, represented by Nelson Kunkel. Customerexperience plays a major role in all facets of today's organization, butit's not a new concept. It is one that has been around for decades andcontinues to evolve and gain importance as it transitions fromsomething only relevant to company IT to now being featured in themainstream. This session will take attendees on a historical journey todiscover where customer experience started, where it has been in thepast, where it is going and why it is important today. Join DeloitteDigital Director, Nelson Kunkel, as he talks about the impacts ofcustomer experience and the benefits organizations can gain byputting customer experience at the forefront of business decisions.This opening session will set the stage for a series of thoughtleadership and hands on sessions over the course of two days.Four Business-Critical Emerging Best Practices: CX for B2BSales OrganizationsPalazzo LTad Travis, GartnerNow more than ever, companies need to monitor and overseecustomer interactions throughout the customer lifecycle. Creatingoptimal customer experiences in B2B sales requires deep audienceinsight and continual engagement—capabilities that salesprofessionals are uniquely able to provide. Hear from our keynotepresenter and analyst, Tad Travis, research director at Gartner, theworld's leading information technology research and advisorycompany. Learn how leading companies are delivering strong resultsand building enduring customer relationships by including sales in theircustomer experience programs.11:00 AM - 12:15 PMBigMachines Becomes Oracle CPQ Cloud: A Global PhenomenonDelfino 4106Chris Shutts, Oracle, Craig Lunsford, Quintiles, Brandi Kershner,Cerner, John Buescher, Carestream Health, Robert Dostie,Carestream Health, Mark Payne, FICO, Stan Cherry, Quintiles,Subject to ChangePage 1
Suzette Godwin Romer, ADP, Simon Franklin, Symantec1:15 PM - 1:45 PMIt's been a year since BigMachines became a member of the Oraclefamily. In this breakout, Chris Shutts, Co-Founder of BigMachines andVP of Oracle CPQ Cloud Development, shares his perspective on thisinaugural year. This session will include a business update and featurecustomer successes, including a panel of top-name industry leaderswho’ve used CPQ Cloud to drive their global sales expansions. Sellmore, sell faster, sell anywhere!CPQ Cloud Technical Track: Welcome & KickoffDelfino 4106Ellen Beres, Oracle, David Hatcher, Oracle2:00 PM - 2:45 PMThis session kicks off the content we have for technical attendees andcustomer administrators. In 2014, Oracle doubled its investment in theR&D budget of CPQ Cloud/BigMachines. This resulted in a significantincrease in feature velocity. Ellen Beres and David Hatcher will givean overview of the new use cases covered by the product and thefunctionalities that make them possible, so that you can decide whichsessions you'll want to attend. Additionally, they'll discuss theproduct's reference application and integration strategies. Viva CPQadmin!Solar Turbines: CPQ Manages Organizational Growth with Longterm FlexibilityDelfino 4101AJoAnne Currier, Solar Turbines, Patrick Skaggs, Solar Turbines, SteveHumes, Solar Turbines2:00 PM - 2:45 PMSolar Turbines, a division of Caterpillar, has been usingBigMachines/CPQ Cloud to configure its sophisticated products andmanage its complex sales process since 2008. Throughout thattenure, the team has learned that it must stay flexible; to quicklyaccommodate changing business requirements. In this session, wewill outline how Solar updates and upgrades its CPQ environmentacross multiple organizations. Solar's CPQ architecture allowsflexibility so business program managers can update and upgradebusiness configuration data in the CPQ with minimal or no IT support.IT releases are also utilized for major changes.BigMachines & BigMachines Express: Which Product is Right forYou?Delfino 4101BChris Haussler, Oracle, Josh Gray, OracleOracle has the best CPQ products on the market, but which one isright for you? Please join two of our CPQ product experts, Josh Gray& Chris Haussler, to learn more about our mid-market & enterpriseCPQ products and which is the right fit for your organization. Duringthis session, you will learn the differences between BigMachines andBigMachines Express and see a side-by-side demo of each.Subject to ChangePage 2
2:00 PM - 2:45 PMCarefusion Stands Out From the Crowd with CPQ CloudDelfino 4106Ryan Roberts, CareFusion, Kevin Ketzel, CareFusion, Sylvia Wahr,CareFusion, Joe Diprima, CareFusion3:30 PM - 4:15 PMA global medical technology company, Carefusion seeks to distinguishitself in the crowded health care marketplace. Ryan Roberts,Carefusion SVP Sales, and team discuss the strategy they used toachieve material differentiation and market leadership. From theinternal selling required to paint a vision of true sales processgreatness to the execution of that vision and its day-to-day tuning, thisteam has completed a wholesale transformation. Today, Carefusion'ssales teams deliver top value to customers and prospects in productsolution, quote presentation, and all aspects of customer experience.Carefusion leverages CPQ Cloud to enable its sales teams, but someof the advantages they've gained a result of this decision may surpriseyou. From streamlined marketing operations to IT efficiency.CPQ How-to: End-to-end Mobile Optimization (2014 R2)Delfino 4101AEllen Beres, Oracle, Art Carlucci, Oracle3:30 PM - 4:15 PMCPQ Cloud's 2014 R2 release in late December introduced layouts fortablet users in its Commerce screen. This completes the end-to-endtablet-optimization of the platform. In this session, CPQ Cloud ProductManagement will share strategies for using the new layouts anddevice detection to give users a an optimal experience, no matter whatform factor they bring to the application.Centralize Pricing in CPQ CloudDelfino 4101BBaylee Miller, Oracle, Julia Kriner, NextGen Healthcare3:30 PM - 4:15 PMConsolidate complex, multi-step pricing and costing systems intounified sales and administrative interfaces with CPQ Cloud. JuliaKriner, Application Manager at Nextgen Healthcare, will share herexperience transforming complex pricing into CPQ Cloud. This sessionwill also walk through how to combine pricing influences from productselections (e.g. volume or tiered pricing), account information (e.g.regional pricing), other influences, (e.g. promotions), and externalsystems (e.g. tax systems) to create a streamlined pricing userexperience.Integrated CPQ Contract Lifecycle ManagementDelfino 4106Matt Patel, Revitas, Inc, Erik Abernathy, OracleIntegrated CPQ and Contract Lifecycle Management [CLM] is anessential element of streamlining the quote-to-cash process andbridging the gap between CRM and ERP solutions. Learn how OracleCPQ and Revitas CLM solutions combined can enable sales andchannel teams to expedite quote-to-contract execution, increaseSubject to ChangePage 3
3:30 PM - 5:15 PMcontract effectiveness, drive revenue growth, reduce cost of sale andincrease channel partner and customer satisfaction.Workshop: Configure, Price, Quote; Sales' Window to BuildBetter Customer ExperiencesDelfino 4003Carmine Cutone, Deloitte Digital, Rick Westra, Deloitte Digital, RandyWest, Deloitte Digital, Rubin Mohan, Deloitte Digital4:30 PM - 5:15 PMThis two-hour workshop explores configure, price, and quotetechnology and includes live demonstrations of how it can beintegrated with sales processes to enable an improved customerexperience. Results from four different workshops will be shared thefollowing day in a general session.CPQ How-to: New Direct Integration Tools and Use CasesDelfino 4101BDavid Hatcher, Oracle4:30 PM - 5:15 PMCPQ Cloud 2014 R2 (December) release provides a host of newintegration and web services features. The result: among others, thisenables a direct integration with Oracle's E-Business Suite for the firsttime. David Hatcher, Sr. Product Manager of CPQ Cloud, willdemonstrate the new features and offer best practices and advice forusing them to integrate CPQ Cloud with other applications. Finally hewill outline how these tools contribute to the product's integrationstrategy with all types of 3rd party systems.Enable Self-Service for Partners and Customers via CPQ CloudDelfino 4106David Upcraft, Hewlett Packard, Greg Swender, Oracle, ChrisKnuffman, Quincy Compressor, Daniel Wiegand, Flowserve, LisaOlson, Ipswitch, Henry Phillips, Quincy Compressor, Dave Farley,OracleGreg Swender, Sr. Director of CX Product Marketing, emcees acustomer panel that will discuss enabling channel partners andcustomers to self-serve via CPQ Cloud. Topics: tailoring the salesexperience to each channel’s unique demands; dynamic interfacecustomization; controlled user access to content; and strategies tomaximize adoption across all sales channels.5:30 PM - 6:30 PMCPQ How-To: New Best-of-Breed Sales Cloud (R9) – CPQ CloudIntegrationDelfino 4101AEllen Beres, OracleCPQ Cloud's 2014 R1 release gave the first robust integrationbetween Oracle Sales Cloud and Oracle CPQ Cloud. Ellen Beres, Sr.Product Manager of CPQ Cloud, will share the details of theintegration from both the user side and the administration set-up,provide tips & tricks, and preview enhancements to the integration thatSubject to ChangePage 4
5:30 PM - 6:30 PMare being planned for future releases.AppDynamics Rocks the Market with Express CPQ (BMX)Delfino 4101BBrian Hoyt, AppDynamics, Jake Lewis, AppDynamics, Megan Slater,AppDynamics5:30 PM - 6:30 PMAppDynamics is a hyper growth software company trailblazing a newcategory called Application Intelligence and rapidly disrupting themulti-billion dollar APM (application performance monitoring) categorywith its Application Intelligence Platform. It is also a leader in Gartner'sprestigious MQ (magic quadrant) for APM (application performancemonitoring) for three years in a row. The company's software(available in three flavors: SaaS, on-premise or hybrid) enables thelargest enterprise companies in the world to maximize businessplatform with its application intelligence platform by enablingcustomers to SEE everything with unified monitoring, ACT fact withBizDevOps collaboration and KNOW the business impact withapplication analytics. To help scale their sales processes and enabletheir sales team, AppDynamics turned to BigMachines Express fortheir configuration, pricing & quoting needs. Please join us to learnhow AppDynamics uses and succeeded with BigMachines Express.In this session, you’ll hear about the challenges they faced prior toimplementing BigMachines Express CPQ, how they drove adoptionamong their sales reps, and the results they are seeing. You’ll alsoget their perspectives on lessons learned along the way.CPQ How-To: New Salesforce.com Integration with CPQ Cloud v5Delfino 4106Fazal Gupta, OracleAs the nucleus of the sales process, CPQ Cloud is an essentialelement to any SFA. In 2014, Oracle demonstrated its continuingcommitment to serving Salesforce.com customers by releasing abrand-new integration package wth the popular CRM application, Inthis session, Oracle CPQ Cloud Develpment will share the newfeatures available in the package (OAuth 2.0, partner userenhancements, and SFDC Canvas), their benefits, and upgrade bestpractices.Thursday, April 2, 2015TIMETITLELOCATION9:00 AM - 10:15 AMCPQ Cloud Roadmap: Take It to the Next LevelDelfino 4106Mark Lewis, OracleSubject to ChangePage 5
The Oracle CPQ Cloud Dev team continues to produce features thatimprove user adoption, reduce admin effort, and generate newrevenue streams. A twist on the usual roadmap presentation, thissession will feature three components:1.) Hear from current customer, TBD, who utilized recent functionalityto overhaul their front office;2.) Review the current roadmap with Mark Lewis, Director of CPQProduct Management;3.) Participate in a CPQ brainstorm and prioritization workshop withCPQ Product Management to get your voice heard!9:00 AM - 10:15 AMExpress CPQ (BMX) Roadmap: Take It to the Next LevelDelfino 4106Ben Gabrielson, Oracle, Dylan Conley, Oracle, Josh Gray, Oracle11:00 AM - 11:45 AMOracle Express CPQ (formerly known as BigMachines Express)founded the DIY CPQ category on the Salesforce.com platform.Come join Express product manager, Ben Gabrielson and ExpressGM, Josh Gray, as they lay out the bold path for this category-definingproduct in the coming months and years. But we don't develop in avacuum--your feedback informs the roadmap. This is your opportunityto get into the fray! What features and modules will help you take yourCPQ implementation to the next level? After sharing their vision, Benand Josh will lead an interactive session organized to solicit the bestand brightest ideas from you, our customers.Beyond the Acronym: What CPQ Means to the 21st Century SalesProfessionalPalazzo LPeter Ostrow, Aberdeen Group12:00 PM - 12:45 PMThe unpredictability of professional sales creates stress for even thebest performers, especially near the end of the selling period. In fact,24 percent of “sure thing” deals—the ones guaranteed by reps to closeby month-end—end up slipping into subsequent sales cycles. Some ofthe most damaging contributing factors to this annoying sales frictionare the many manual systems, the decentralized knowledge, the hardto-find content, and the dreaded “VPs of Sales Prevention” lurkingwithin organizations. Join Aberdeen’s Peter Ostrow in this session tolearn how best-in-class companies leverage CPQ, proposalautomation, and sales workflow techniques to seal their deals fasterand more often.Beckman Coulter Re-imagines the CPQ Implementation: ACustomer JourneyDelfino 4101AMinh Diep, Beckman CoulterAfter many successful years in production, Beckman Coulteroverhauled its CPQ Cloud site to achieve new efficiencies and value.This is a rare opportunity for attendees to learn from a fellow customerSubject to ChangePage 6
12:00 PM - 12:45 PMthat took the best of its first implementation and re-engineered the restwith the latest features and best practices. Beckman Coulter willshare their experience with the following: Standardizing over 20different quoting tools into CPQ Cloud Configurators; Designingarchitecture that is efficient, flexible and able to grow; handlingcomplex pricing efficiently, setting up workflow; handling complexdocument outputs; and integrating with CRM and ERP.They will also discuss how CPQ has improved quote/order turnaroundtime; utilizing dynamic data for live quote reporting (profitability andproduct usage) to drive the business; making complex configurationand pricing easy; rollout and end user training; issue tracking and bugfixes; and maintenance and enhancements.Achieve Customer 360 Degree Visibility with Oracle Sales Cloudand Configure, Price, QuoteDelfino 4101BLeslie Buhrer, Oracle, Greg Swender, Oracle, Marty Nelson, Fike,Jeannie Foster, Fike12:00 PM - 12:45 PMRealize the value of Customer 360 information and optimize yoursales performance with Oracle Sales Cloud when you integrate withConfigure, Price, Quote Cloud. This session demonstrates the SalesReps’ experience from lead to quote, shows the executive level KPIview, and introduces configuration options for Sales Operations. JoinOracle and Fike (a US based industrial manufacturer) to learn howthey gained customer visibility across sales and CPQ.Using Oracle CX Apps with Salesforce.com in the Mid-marketDelfino 4106Sarah Wright, Oracle, Josh Gray, Oracle, Craig Wright, Oracle1:00 PM - 1:45 PMSalesforce.com has 130,000 cloud CRM customers, 50,000 of whichare in the mid-market. Oracle invests heavily each year to seamlesslyintegrate our world-class CX applications with customers who havechosen Salesforce.com for their cloud CRM solution. Please join us tosee what a day in the life of a sales rep looks like using Oracle CXapps with Salesforce.com. During this session, you’ll see how muchbetter life is for a sales rep when they use three products – MarketingCloud, Express CPQ Cloud, and Sales Performance Management –with Salesforce.com.CPQ Cloud Streamlines Engineer-to-Order ProcessesDelfino 4002Todd Franiuk, OracleCPQ Cloud cut its teeth in the E2O space in the early 2000s, and hasbeen helping sales teams configure customized, complex productswith great success ever since. In this session, learn about how CPQCloud facilitates customization of configured products by engineersand specialists inside the sales process. This solution combinessimplified workflow tools for collaboration and robust interfaces forcontrolled customization, resulting in a structured but flexible engineerSubject to ChangePage 7
1:00 PM - 1:45 PMto order environment.Close Quickly: Strategies to Shorten Sales CyclesKevin Dawson, OracleDelfino 4004CPQ Cloud reduces the quote life cycle. In this session, OracleConsulting Services will discuss rapid configuration interface design,simplified pricing tracking & approval, and eSignature integration tomove from opportunity to close in minutes.1:00 PM - 1:45 PMNew Opportunities Arise when Configure, Price, Quote isCombined With CommerceDelfino 4101BDavid Hatcher, Oracle, Gary Kirschner, OracleCPQ and Commerce working together can expand sales opportunities.Oracle's recent acquisitions of ATG, Endeca, and BigMachines createa complete ecosystem that can define your e-commerce solution.Product Managers will show where and how Oracle is investing in thecommerce ecosystem and what the vision is for the future.2:00 PM - 3:00 PMYou’re already naked. Now embrace it.Palazzo LTim Handorf, G2 CrowdHow will the new era of transparency impact B2B selling and how canyour organization use it to your advantage?We are excited to announce that Tim Handorf, co-founder andpresident of G2 Crowd, will conduct the closing general session of theModern Sales Experience Conference. G2 Crowd is an innovativecompany that strives to change the way business software is boughtand sold by enabling real software users to publicly share theirexperience with business software buyers. Tim's passion is improvingpeoples lives by solving problems using software technology. Heenjoys working in an entrepreneurial environment, where each day isunique and learning is constant. Prior to G2 Crowd, Tim wasresponsible for Product Management at BigMachines.Subject to ChangePage 8
Deloitte Digital Nelson Kunkel, Deloitte Digital, Scott Creighton, Oracle The kick-off session for Modern Sales Experience will be introduced by Scott Creighton, Oracle Sales Cloud, and will feature conference sponsor, Deloitte Digital, represented by Nelson Kunkel. Customer experience plays a major role in all facets of today's organization, but
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Sales Planning 3 Sales Planning is a key function in the procedure of sales management process. Sales planning is an effective method that involves sales forecasting, demand management, setting profit-based sales targets, and the written execution steps of a sales plan. Sales Planning is the process of org
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Overview of Sales Funnel Module Sales Sources Sales Stages Sales Opportunity Status Reasons Auto-Reminders Time-line Items Initial Setup Setting up your Sales Proposal Template. 3 Overview The GrowthZone Sales Funnel management tool empowers you to monetize and track sales opportunities such as
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