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Christopher Shutts
Vice President,
Applications Development
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.
CRM ERP
Select & Order &
Configure Fulfill
Report &
Analyze
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
Integrated Experience
Customer Customer Experience Foundation
Foundation
Analytic KPIs &
Social Network Mobile Predictive Analytics Integrations
Dashboards
CPQ Platform (w/o CRM) CPQ for eCommerce CPQ for Partner CPQ for Mid-Market
Channel
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Oracle CPQ Cloud For A Range of Businesses
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
$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
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Oracle CPQ Cloud Customers Drive Adoption
Adoption Is Accelerating Across Customer Base
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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)
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Agenda
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
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
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Oracle CPQ For Mid-Market (BMX) Key Milestones
2014 R1 2014 R2 2014 R3 Long Term
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Agenda
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Who Buys Oracle CPQ Cloud?
- 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
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Who buys Oracle CPQ Cloud For Mid-Market (BMX)?
- 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.
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Oracle CPQ Cloud (BMI) Sample Deal
CRITERIA: <500 employees; <$250 million in annual revenue; Independent
(not a subsidiary of a larger company)
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Key Sales Plays
Co-Sell with Oracle Sales Cloud Beat SFDC
1. Greenfield CPQ+SFA Solution: BMI + Sales Cloud
Surround Salesforce.com
6. CPQ for SFDC Solution: BMI
7. Force.com CPQ for SFDC Solution: BMX
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Agenda
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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.
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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.
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Please Call Us!
Christopher Shutts
Chris.shutts@oracle.com
Josh Gray
Josh.gray@oracle.com
If you need help with any clarifications regarding this document, please
contact the following: