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Oracle Configure, Price,

Quote (CPQ) Cloud


Overview - BMX

Christopher Shutts
Vice President,
Applications Development

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


Agenda

Oracle CPQ Cloud Introduction and Product


Overview
Oracle CPQ for Mid-Market
Sales Personas and Go to Market
Customer Stories
Q&A

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


Agenda

Oracle CPQ Cloud Introduction and Product


Overview
Oracle CPQ for Mid-Market
Sales Personas and Go to Market
Customer Stories
Q&A

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


Oracle CPQ Cloud
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, or
CRM On Demand.

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

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


Oracle CPQ Cloud: Mission Critical
Sales Performance Mngmt Anywhere, Any Device

Price & Present &


Quote Propose

CRM ERP
Select & Order &
Configure Fulfill

Report &
Analyze

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Oracle CX + Oracle CPQ Cloud (BigMachines)
End-to-End Smarter Selling Solution for Better Customer Experience

In Store Contact
Social Field
Center
Mobile Service Direct
Sales
Web Channel
Sales

M AR K E TI N G S AL E S CCPPQQ
CPQ COMMERCE SERVICE S O C I AL

Oracle Oracle Oracle Oracle Oracle


Marketing Sales Commerce Service Social
Cloud Cloud Cloud Cloud

Integrated Experience
Customer Customer Experience Foundation
Foundation
Analytic KPIs &
Social Network Mobile Predictive Analytics Integrations
Dashboards

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Oracle CPQ Cloud
Sell More, Sell Faster

CPQ Platform (w/o CRM) CPQ for eCommerce CPQ for Partner CPQ for Mid-Market
Channel

7 Copyright 2013, Oracle and/or its affiliates. All rights reserved. Confidential Oracle Internal
Oracle CPQ Cloud For A Range of Businesses

SMALL BUSINESSES MIDSIZE BUSINESSES ENTERPRISES


(< 100 Employees) (101-1000 Employees) (1000+ Employees)

CPQ For Mid-Market (BMX) CPQ Platform (BMI)

Less than <500 employees, <~$250MM Greater than 500 employees, >~$250MM
Solution addresses the requirements of companies Solution addresses the requirements of companies
needing simplified, DIY implementations with complex sales processes and workflows
Targeted at smaller businesses with basic sales Targeted at larger businesses that need enterprise-
processes and workflows grade capabilities and architecture
A point-and-click interface allows for easy setup Pre-built integrations to the most popular CRM and
and rapid changes ERP applications
Runs on Force.com Runs on Oracle and Java

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Oracle CPQ Cloud
Comprehensive Sales Management Capabilities
Workflow Approvals Proposal Generator
Route orders for review & approval, ensure 100% Create, customize and brand proposals for sales
accuracy and eliminate approval bottlenecks with reps, channel partners or sales channels, and
automated workflow customers

Pricing and Quoting Channel Management


Ensure consistent application of pricing and Price & Present & Standardize and enhance the sales process for
discounting rules, and automatically generate Quote Propose channel partners, VARs and distributors
customer-friendly quotes in multiple formats

Select & Order & Contract Execution


Product Configurator Configure Fulfill Automate contracts, route contracts for approvals
Ensure 100% accurate quotes and orders and and signatures, store contracts with accounts or
eliminate data entry errors opportunities and analyze trends
Report &
Analyze
Guided Selling
Guide users to the optimal products and options
Order Execution
based on customer needs with guided selling Eliminate manual and repeated data entry into
functionality multiple systems
Reporting
Improve quote management, forecasting, and
product management with better information and
insights

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


Oracle CPQ Cloud: Strong Market Momentum
Customers Buy, Implement, and Renew
$80.0 40.0%
Key CAGRs $70.3
$70.0
2003 - 2013 2010 - 2013 30.0%
$58.0
$60.0 Revenue 44.7% 29.8%
$49.8 20.0%
$50.0 Recurring Revenue 77.3% 39.1%

$40.0 10.0%
$32.1
$30.0

$18.7
$20.0
$13.1
$10.0 (10.0%)
$10.0 $5.1
$3.0 $3.8
$1.7
(20.0%)
2003A 2004A 2005A 2006A 2007A 2008A 2009A 2010A 2011A 2012A 2013P
Recurring Revenue Non-Recurring Revenue % EBITDA Margin

Accomplished with 15 Quota carrying reps now add Oracle AEs!


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Oracle CPQ Cloud
Used By Customers Across Many Industries
HI-TECH SOFTWARE INDUSTRIAL LIFE SCIENCES

CONSUMER SERVICES TELECOM BUSINESS SERVICES MEDIA

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Oracle CPQ Cloud Customers
Industry Leading CPQ Cloud Accelerates Time to Revenue & Productivity

Best quarter in history after rollout


- Leading Technology Company

30% reduction in Quote Cycle Time


- Leading Industrial Company

8 minutes from initial conversation to signature


- Fortune 500 Business Services Provider

99%+ Order Accuracy


- Global Financial Services Provider
Improved bottom line 2% annually
- Leading Network Solutions Provider

13 Copyright 2014, Oracle and/or its affiliates. All rights reserved. * Customer Information Provided by BigMachines
Oracle CPQ Cloud Customers Drive Adoption
Adoption Is Accelerating Across Customer Base

Numbers above track new quotes per month (excluding revisions)


Many quotes are run on pure mobile platforms

Sell with Confidence!

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Oracle CPQ Cloud Roadmap Themes
Development Themes for 2014

Themes Objectives
Rich standard integration with Oracle Sales Cloud
Sell with Other Oracle Cloud
Support better integration with Product Hub & ERP (EBS and
Products
JDE)

Enhance mobile offering


Expand Market and Drive
Broader language support
Revenue
System configuration

Faster deployment with less training and services


Accelerate Implementations Pre-built functionality vs. customization
Simplify Administration

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Agenda

Oracle CPQ Cloud Introduction and Product


Overview
Oracle CPQ for Mid-Market
Sales Personas and Go to Market
Customer Stories
Q&A

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


Oracle CPQ Cloud For Mid-Market (BMX)
~Less than $250MM in revenue
An easy and intuitive Configure, Price, Quote & Renew
solution for growing, mid-sized businesses.
Easy to support & maintain (Simple)
100% Native to Force.com (Familiar)
Quick to implement (Fast)
Frees your sales reps to do what they do best: Sell

The first do-it-yourself CPQ solution

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How Does Oracle CPQ Cloud For Mid-Market Fit
In?
Sell BMX to mid-sized companies (<$250M revenue, <500
employees) that have chosen SFDC and need a simple CPQ
solution

Long Term (2015): build BMX for Sales Cloud; sell BMX +
Sales Cloud upon SFDC renewal

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Oracle CPQ Cloud For Mid-Market Strong Momentum
Cumulative ACV & TCV, and Customer Growth $(000s)
$3,000 $2,780 80
70
Released
70
$2,500 P&Q
$2,110 60
$2,000 52
50
$1,270
Released
$1,500 Renewals 40
37
25 30
$1,000 $400 $695
$312 13 20
$500 $265 8 $1,040
5 $800 10
$125 $155 $200 $320 $480
$0 0
Pre-BMX: Q3 '12 Q4 '12 Q1 '13 Q2 '13 Q3 '13 Q4'13
Q3 '11 - Q2 '12
Cumulative ACV Cumulative TCV Total Customers

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Oracle CPQ Cloud For Mid-Market
Capabilities & Modules

Configuration (Guided Selling) Quoting (Proposal Generator)


Ensure 100% accurate quotes and eliminate
manual data entry errors. Guide users to
Price & Present & Create, customize and brand proposals for
sales reps, channel partners, and customers.
optimal product selections. Quote Propose

Select & Order & Renewals


Pricing Configure Fulfill Easily track the products purchased by
Ensure consistent application of pricing and customers and the prices at which they were
discounting rules, including volume discounts purchased. Dramatically reduce the time
and customer-specific pricing. Report & required to create a renewal quote.
Analyze

Leverages SFDC for Pricebooks, Asset Tracking, Approvals, Reporting

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Oracle CPQ Cloud For Mid-Market (BMX)
Development Themes for 2014
Acquire Customers:
Establish & execute on a clear Go-to-Market inside Oracle
Leverage Oracle Mid-Market field reps & CX Mid-Market reps to sell BMX
Develop partner referral & partner certification program
Maintain ease of use fast implementations, high customer sat, push upgrades
Result: Double the business from calendar year 13 calendar year 14

Move up-market:
Build functionality to better serve hi-tech & software markets (bundles, ramps, annual price increases)
Speed & scalability: go faster with more automation and continuous integration
Result: Increase average deal size from $14,000 to $17,500

Mid-market CPQ for OSC:


Develop clear short & long term strategy for mid-market CPQ on OSC
Begin build

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Oracle CPQ For Mid-Market (BMX) Key Milestones
2014 R1 2014 R2 2014 R3 Long Term

BMX for Salesforce.com


Bundles Custom Pricing Rules Renewals V2 Configuration End User V2
- Software bundles - Regional pricing - Annual price increases - Images
- Hardware maintenance - Partner pricing - Manual renewals - Simple admin
- BTO/ATO products - Promotional pricing Quote Related Lists - Edit line items
Improved config. admin (I) Complex Subscriptions - Multiple product terms Improved configuration admin (II)
Improved quoting admin (I) - Annual/quarterly terms - Include new objects
- Blended terms
- Ramps
Improved quoting admin (II)

BMX for Oracle Sales Cloud


Market Feedback / Use Cases Platform R & D BMX for Sales Cloud Development
Technical Requirements Gathering Gap Analysis - MVP by mid-year 2015
Scoping & Planning

22 | Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential.
Agenda

Oracle CPQ Cloud Introduction and Product


Overview
Oracle CPQ for Mid-Market
Sales Personas and Go to Market
Customer Stories
Q&A

23 | Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential.
Who Buys Oracle CPQ Cloud?

Pipeline Increase sales Platform Capability Maintenance Efficiency

VP Sales/Sales Ops CIO/VP IT CEO/CFO


- My sales pipeline in CRM constantly - I am maintaining too many - We need to improve deal
has the wrong opportunity values. disconnected systems. compliance & pricing discipline.

- We are leaving money on the - We cant update our current CPQ - Quotes have pricing errors all over
table because were not upselling. tools to keep up with new product them.
introductions and user
enhancements.
- Our managers need an easy way to - Proposals are inconsistent and
control prices and approve often look unprofessional.
quotes. - We need to run a common
infrastructure with the best security
standards.

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Oracle CPQ Cloud (BMI) Sample Deal - Enterprise

CRITERIA: >500 employees; >$250 million in annual revenue

TYPICAL COMPANY: TYPICAL DEAL:


$250 MM + Revenue including Enterprise edition
Fortune 1000 250 1000+ users
Industrial, Software, Hi-tech, $110 240 List per user per month (Basic,
Business Services, Telco Enterprise, Premium)
company 3 to 4 year contract term
Yearly list price: $500k+
$200-750K+ services project
Live in 3-9 months
Large SI could be involved Deloitte/Accenture

26 Copyright 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential and Restricted
Who buys Oracle CPQ Cloud For Mid-Market (BMX)?

Pipeline Increase sales Accuracy Capability Maintenance Efficiency

VP Sales VP Sales Ops CEO/CFO

- We want reps to spend more time - It takes us hours, sometimes days, - We simply cannot grow with
selling, less time paper pushing. to put together a quote inaccurate forecasts and a manual
sales process.

- We are leaving money on the table - Our pricing lives in complicated


because were not upselling. spreadsheets that are never up-to- - Quotes have pricing errors all over
date. them.

- Our managers need an easy way to


control prices and approve - Our sales process is unnecessarily - Proposals are inconsistent and
quotes. complex. often look unprofessional.

27 Copyright 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential and Restricted
Oracle CPQ Cloud (BMI) Sample Deal
CRITERIA: <500 employees; <$250 million in annual revenue; Independent
(not a subsidiary of a larger company)

TYPICAL COMPANY: TYPICAL DEAL:


$100 million in annual revenue CPQ or CPQR suite
Software or Hi-tech industry; 25-75 users
growing rapidly $50-75 per user per month
3 year contract term
Yearly list price: $18,000
$4K services bundle
Live in 30-60 days

28 Copyright 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential and Restricted
Key Sales Plays
Co-Sell with Oracle Sales Cloud Beat SFDC
1. Greenfield CPQ+SFA Solution: BMI + Sales Cloud

Penetrate the Oracle Install Base


2. CPQ for Oracle Sales Cloud Solution: BMI
3. CPQ for Oracle CRM on Demand Solution: BMI
4. CPQ for Oracle Siebel Solution: BMI
5. CPQ for Oracle Commerce Solution: BMI

Surround Salesforce.com
6. CPQ for SFDC Solution: BMI
7. Force.com CPQ for SFDC Solution: BMX

Additional Sales Plays


8. CPQ for other SFA/ERP Solution: BMI

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Agenda

Oracle CPQ Cloud Introduction and Product


Overview
Oracle CPQ for Mid-Market
Sales Personas and Go to Market
Customer Stories
Q&A

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


Oracle CPQ Cloud (BMI)
Recent Wins & Success Stories

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Fike
A $300MM globally recognized supplier of products and services that protect people
and critical assets from dangers such as fire, explosion and over-pressurization by
offering specific solutions like rupture discs and explosion protection systems.

Challenge Solution Result


Fike is a global company Oracle CX Cloud: 100% user adoption a
with several channel month after launch
partners and multiple Oracle CPQ Cloud
pricing structures. The Visibility into channel
company wanted to Oracle Sales Cloud partner sales pipeline
empower its on-the-go
Easy management of
sales force with
comprehensive sales channel partners and
management tools. pricing complexity

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


Brocade
A leading provider of world-class networking solutions that helps organizations
achieve their most critical business objectives. The company serves a range of
industries in over 160 countries.

Challenge Solution Result


Brocade had outgrown Oracle CX Cloud: 60% quote volume
its ability to rely on growth was supported
spreadsheets to provide Oracle CPQ Cloud 30% reduction in quotes
quotes. It required a requiring corporate
complete solution that approval
not only promoted
accuracy but also
scalability, to match its
growing needs.

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


National Oilwell Varco
A worldwide leader in providing major mechanical components for land and offshore
drilling rigs used in oil and gas drilling and production operations, oilfield services,
and supply chain integration services to the upstream oil and gas industry.

Challenge Solution Result


National Oilwell Varcos Oracle CX Cloud: Product configurator and
product configurator quote-to-order integration
lacked integration with its Oracle CPQ Cloud to ERP and CRM
CRM and ERP raising systems
the need for various Oracle Sales Cloud Faster automated
manual handoffs for approvals
approvals. A manual Standardized customer-
approach also resulted in facing documents
a varying proposal
templates created by
different reps.

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Fidelity
One of the worlds largest personal and institutional financial service providers
offering products and services to more than 20 million customers. It currently has
assets under administration in excess of $4 trillion.

Challenge Solution Result


Fidelity relied on Oracle CX Cloud: Faster turnaround time
spreadsheets and legacy for customers
pricing tools that were Oracle CPQ Cloud More efficient sales
unable to be effectively process
maintained and updated. Reduced system
The environment lacked maintenance and quicker
CRM integration and response to changes in
required customer-facing the market
documents to be
prepared manually.

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Vodafone
One of the world's largest mobile communications companies with approximately
411 million customers in nearly 30 countries

Challenge Solution Result


Vodafone managed Oracle CX Cloud: 2.6 week average deal
various tools, products validation was reduced to
and processes involving Oracle CPQ Cloud just a few hours
complex financial deal Perfect pipeline accuracy
calculations and Cross sell / upsell
validation that were time capabilities; multi-country
consuming. Siloed product sale capability;
systems caused sluggish globally unified of
performance and lacked customer experience
strategic sales Better deal accuracy with
opportunities. built in deal optimization
calculations

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Republic Services
A waste management company that provides services across the United States and
Puerto Rico. The companys various operating units focus on providing reliable
environmental services for commercial, industrial, and residential customers.

Challenge Solution Result


Republic Services Oracle CX Cloud: Faster response to
pricing were scattered customers
across over 200 Oracle CPQ Cloud Improved discount
business units and control and pricing
stored in numerous effectiveness
pricing sheets, More professional sales
applications, and quoting proposals to customers
tools. Manual, un-
integrated processes
significantly impacted
operations and its pricing
strategies.

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


Sony
The worlds leading manufacturer of innovative products like PlayStation, BRAVIA
LCD televisions, VAIO personal computers, Xperia smartphones & tablets,
Handycam camcorders, and digital cameras.

Challenge Solution Result


Sonys shopping cart Oracle CX Cloud: Much easier
lacked full integration to it maintenance over
webstore. It was re- Oracle CPQ Cloud custom built product
launching its website and rules on IBM Websphere
needed an online product Great scalability and
configurator capable of performance under very
handling a significant high load (4000-6000
loads. concurrent active
configurations)

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Agenda

Oracle CPQ Cloud Introduction and Product


Overview
Oracle CPQ for Mid-Market
Sales Personas and Go to Market
Demo
Customer Stories
Q&A

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


Where Are Oracle CPQ Cloud Data Centers
Located?
Chicago, IL
Reston, VA
Future plans include CPQ Cloud roll out at other North
America, EMEA, and APAC data centers

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


What About a Deal Mngmt Workbench?

Many of my customers want a deal management workbench to compare


the current deal with similar past deals, create What If scenarios while
building out pricing, workflow deal information to a deal desk/product
mgmnt/senior mgmnt for approval, etc. Is something like this available in
Big Machines?
Not available today, but is given serious consideration from a roadmap
perspective

47 Copyright 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential and Restricted
How Does CPQ Cloud Handle Returns and Re-
Price at Shipment?
Many of my customers have a re-price at shipment for long lead time
items, e.g., when the sale is for equipment that takes 4 months to build and
commodity prices may change significantly over that time. How does CPQ
Cloud pricing support this? Are there live customer examples?
The capability is available today via web services within Oracle CPQ Cloud
Some customer store future prices, Example Solar Turbines
Does CPQ Cloud have standard flows to support core return scenarios (eg,
return the engine for some credit on reserve when buying a new
engine)? Are there live customer examples?
There is no out-of-the-box functionality for returns today. This is part of the
roadmap.

48 Copyright 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential and Restricted
Where Do I Find More Information?
Oracle CPQ Cloud Self-Service Resources
1. Join OPN.
Click here to complete Steps 1-3 below:
STEP 1: Create a personal Oracle.com web account.
STEP 2: Create a Company Profile.
STEP 3: Complete the OPN Membership Application and agree to
the online terms of the OPN Agreement.

2. Join the new Oracle CPQ Cloud Knowledge Zone.

49 Copyright 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential and Restricted
Please Call Us!

Christopher Shutts
Chris.shutts@oracle.com

Mobile 847 989 4133

Josh Gray
Josh.gray@oracle.com

Mobile 312 520 1053

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


Who Can I Contact?

If you need help with any clarifications regarding this document, please
contact the following:

Area Name Contact Info


APAC Lead Atul Tuli atul.tuli@oracle.com
EMEA Lead Paolo Maraziti paolo.maraziti@oracle.com
Latin America Lead Jorge Toledo jorge.toledo@oracle.com
North America Lead Jen Kron jennifer.kron@oracle.com
Product Marketing Greg Swender greg.swender@oracle.com
Product Management Mark Lewis mark.x.lewis@oracle.com
M&A Integration Cindy Lee cindy.lee@oracle.com

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