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Oracle CPQ CloudProduct OverviewSergio MartiniCX/CRM Master Principal Sales ConsultantCX OrganizationJune 11, 2014Copyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted

Safe Harbor StatementThe following is intended to outline our general product direction. It is intended forinformation purposes only, and may not be incorporated into any contract. It is not acommitment to deliver any material, code, or functionality, and should not be relied uponin making purchasing decisions. The development, release, and timing of any features orfunctionality described for Oracle’s products remains at the sole discretion of Oracle.Copyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted3

Program Agenda1Oracle CPQ Cloud Introduction and Product Overview2Go to Market3Customer References4Demo: Manufacturing5Q &ACopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted4

Oracle CPQ CloudOracle CPQ Cloud Introduction and Product OverviewCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted5

Oracle CPQ Cloud – BigMachines AcquisitionOracle bought a company called BigMachines, which is the Leader in Cloud based CPQsegment. 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, CRM On Demand or anyother CRM/ERP solution More than 300 companies, including ADP, Coca-Cola, Siemens and Vodafone, rely on BigMachines’ flexible CPQCloud to connect and automate their sales processes. Dozens of highly referenceable customers across verticals running eBusiness/JDE/others for ERPCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted6

Oracle CXComplete Customer Experience nd ExperienceStatutory LocalizationsGlobalizations and Statutory LocalizationsIntegrated Customer Experience FoundationSocial NetworkMobileAnalytic KPIs t 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted7

By The NumbersUndisputed Market Leader6,000,000 2000Started – In the CloudGlobal CustomersQuote Transactions4 HubsEMEA300 #1Larger than AllCPQ VendorsCombinedGlobal Team Members400 Copyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted8

Oracle CPQ CloudEnsures Fast, Seamless & Automated Process of Completing a Customer OrderMarketingSalesConfigure, Price& Quote (CPQ)CommerceTraditional Sales Approaches to CompletingOrders Cause Errors and Delay Revenue Siloed information and processes delaycompletion of transactions Inability to support mobile execution ofcomplex contracts Multiple, manual cycles to resolve deal termsand get required approvals Missed sales from poorly managed renewaland up sell opportunitiesServiceSocialOracle’s Modern CPQ Cloud IncreasesProductivity and Accelerates Time to RevenuePrice &QuotePresent &ProposeSelect &ConfigureOrder &FulfillReport &Analyze Seamlessly extends the sales process fromopportunity though order Capabilities delivered anywhere, on anydevice Automates the approval process and ensurescompliance Dynamic pricing and promotions drive up selland renewal cyclesCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted9

Analysts View ‘CPQ’ as Mission CriticalCopyright 2014 Oracle and/or its affiliates. All rights reserved.

CPQ: Mission Critical Sales Performance ManagementCopyright 2014 Oracle and/or its affiliates. All rights reserved.

Oracle CPQ CloudComprehensive Sales Management CapabilitiesWorkflow ApprovalsProposal GeneratorRoute orders for review & approval, ensure 100%accuracy and eliminate approval bottlenecks withautomated workflowCreate, customize and brand proposals for salesreps, channel partners or sales channels, andcustomersPricing and QuotingEnsure consistent application of pricing anddiscounting rules, and automatically generatecustomer-friendly quotes in multiple formatsProduct ConfiguratorEnsure 100% accurate quotes and orders andeliminate data entry errorsGuided SellingPrice &QuotePresent &ProposeSelect &ConfigureOrder &FulfillChannel ManagementStandardize and enhance the sales process forchannel partners, VARs and distributorsContract ExecutionAutomate contracts, route contracts for approvalsand signatures, store contracts with accounts oropportunities and analyze trendsReport &AnalyzeOrder ExecutionGuide users to the optimal products and optionsbased on customer needs with guided sellingfunctionalityEliminate manual and repeated data entry intomultiple systemsReportingImprove quote management, forecasting, andproduct management with better information andinsightsCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted12

Oracle CPQ Product OverviewGuided Selling for optimal product options Enter application parameters and determine correctproduct models to use Ideal for true value based guided selling Required for some complex or highly engineeredproducts Used for “good, better, and best” productsegmentation Allows fast ramp of inexperienced sales repsCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted13

Oracle CPQ Product OverviewSimple to Use Product Configurator for Handling Complex Rules Guided selling rules and constraint messagesdrive easy and complete productconfiguration Dedicated upsell and cross sell rules WEB 2.0 technology maximizes performanceand enhances user experience Complex capability for Bill ofMaterial/Routing and pricing generationCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted14

Oracle CPQ Product OverviewPricing, Quoting & Workflow Approvals The pricing and quoting engine is used tomanage all non product related aspects of aquote: Commercial terms Advanced pricing Customer data native/CRM Includes robust workflow process – legal,product, finance, etc. Flexible APIs to manage data across businesssystemsCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted15

Oracle CPQ Product OverviewProposal Generator: CPQ Integrated Contract ManagementContract Generation Sales quote automatically feeds data into contracts Rules-based contract templates Dynamic and pre-approved clause libraries Stored negotiated contract termsReview and Approvals Legal business process approvals Electronic signature integration Redline and compare changesCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted16

Oracle CPQ Product OverviewFlexible Administration & Product Data Maintenance100% ONLINE ADMINISTRATION Accessible 24x7, anywhere in the worldFULLY WEB-BASED Powerful tools give maximum flexibilitywithout coding Easy to customize user interface Simple rules via point and click Set up rich document templates Easy to set-up and maintain“BigMachines flexible admin capabilities allows us to make changes and deploy it ourselves to match ourbusiness needs.Copyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted17

Oracle CPQ eCommerce ModuleLaunch CPQ from your public website - enable customers to pick the right solutions andoptions from your catalogEasily Optimize eCommerce with Guided Selling & ProductConfigurations customers can shop online directly from a self-service, B2Bguided selling and configuration platformfeatures available are the ones that made eCommerce sosuccessful for B2C businesses, including: shopping carts,product comparisons, customer reviews, and more.Enable Direct Selling to Business Customers on websiteFamiliar & Intuitive eCommerce Search and ComparisonMake it Simple for Self-ServiceCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted18

Oracle CPQ CloudGo to MarketCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted20

Oracle CPQ CloudMulti Channel PlatformCPQ for Sales UsersCPQ for eCommerceERPCPQ for PartnerChannelBillingShopping CartCPQ for CRMCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted21

Oracle CPQ CloudCustomer ReferencesCopyright 2014 Oracle and/or its affiliates. All rights reserved. Oracle Confidential – Internal/Restricted/Highly Restricted22

Proven Enterprise Results117% growth in revenue20% faster decision making on approvalsDays into Seconds (time to produce large proposals)3% improvement in net margin rate – year 175% reduction in quote cycle time 5.5MM in contribution margin93% reduction in order processing time 65% reduction in labor time per quote0% error rate (down from 70%)10x increase in quotes per month40% reduction in sales and customer service teams3% increase in market share – year 1400% increase in sales with only a 50% increase in supportWeeks into Days (decreased quote-to-cash time)8 minutes from prospect conversation to signature via iPadCopyright 2014 Oracle and/or its affiliates. All rights reserved. 23

ReferencesThe world’s leading manufacturer of innovative products like PlayStation , BRAVIA LCD televisions, VAIO personal computers, Xperia smartphones & tablets, Handycam camcorders, and digital cameras.ChallengesResultsSony’s shopping cart lackedfull integration to itwebstore.It was re-launching itswebsite and needed anonline product configuratorcapable of handling asignificant load.Much easier maintenanceover custom built productrules on IBM WebsphereGreat scalability andperformance under veryhigh load (4000-6000concurrent activeconfigurations)Copyright 2014 Oracle and/or its affiliates. All rights reserved.

ReferencesHewlett-Packard Company or HP is an American multinational information technology corporation thatprovides hardware, software and services to consumers, small- and medium-sized businesses and largeenterprises, including customers in the government, health and education.ChallengesResultsHP had a Microsoft Excelbased quoting applicationthat did not scale globallyand required customintegration with their CRMprovider. They weredependent on a singleindividual to maintain theentire application, makingproduct launches difficultand time consuming.ArcSight business unitdelivered the best quarterin company history the firstquarter following theirrollout.Full quote-to-cashimplementation withintegration to ERP andbilling systemsCopyright 2014 Oracle and/or its affiliates. All rights reserved.

ReferencesGE is a world leading manufacturing company that works on things that matter. They employ the bestpeople and the best technologies taking on the toughest challenges; finding solutions in energy, healthand home, transportation and finance.ChallengesResultsGE had inconsistent CPQbusiness processes acrosstheir geographiescontaining knowninefficiencies. They had tomanually integrate GELighting’s CRM and ERPsystems, causing lengthyand inconsistent quotesthat were measured on aweekly basis.30% reduction in quotecycle time and improvedbusiness intelligenceHigher margins and marketpenetrationMetric driven pricingdecisions from bettertransparency and singlesource quote generationCopyright 2014 Oracle and/or its affiliates. All rights reserved.