Improving sales performance with Oracle Sales Cloud

Region: North America

Industry: Healthcare

Technology solutions:

• Oracle SFA including contact, opportunity, leads, accounts, activities, partners, and social
• Partner relationship management

Challenge

• Company wanted to reexamine existing legacy applications, upgrade applications to the cloud, and improve its sales performance
• Needed a solution to help manage partner performance and provide a unified global sales process
• Objective was to reduce maintenance cost and effort while reducing customization to minimize the maintenance effort and operate on a platform-independent, multi-device capable solution
• Needed to increase user satisfaction and acceptance compared to the legacy SFA application and provide business partners direct access to the cloud solution

Solution

• Assessed existing landscape and operating model to craft a transformation journey and strategy for a unified global sales process
• Developed a global Oracle Sales Cloud (OSC) template in the first phase and then expanded to deliver two additional phases
• Migrated the client from the legacy Siebel application to OSC and integrated it with a new CPQ and an existing SAP Order Management application
• Integrated with Eloqua and legacy applications to process marketing leads, Outlook, and legacy data warehouse
• Implemented Partner Relationship Management (PRM) to manage partners
• Implemented SFA functionality including leads, accounts, and opportunities
• Replace the legacy on-premises SFA application supporting 6,500-plus users
• Seamlessly integrated into the overall CRM IT landscape, including integration with the new Configure, Price, Quote (CPQ) application

Benefits

• Improved analytics provides users with real-time data and customizable reports and dashboards
• Reduced maintenance, increased cost savings, and sped deployment of new functionality and features
• A more streamlined and unified sales process globally
• Better tracking of partner performance and integrated selling with partners
• Ability to scale more easily and fewer performance issues