Join Steven Elsham (Senior Director, Oracle) to understand the challenges Oracle faced, and how they overcame them with approaches and processes that you can apply to your own organisation, large or small:

As enterprise software company Oracle pivoted to become a services business providing software in the Cloud, the business model fundamentally changed. The volume of products and services offered to clients increased exponentially—and so did the volume of quotes and contracts the company had to manage.

At the same time customer’s expectations completely changed. No longer content with the traditional B2B buying process, they expected the company to operate with the transparency and speed of the best of the B2C e-tailers; and to get it right every time.

Previously most Oracle clients had just one or two large and often complex contracts with the company. In the new world each client could be adding one to five new contracts each quarter with no less complexity. The processes of configuring, pricing, quoting, approving, drafting, negotiating, booking and provisioning were under intense pressure and scaling only with additional headcount.

The company knew that improving their client’s buying experience could generate a significant competitive advantage in an increasingly demanding market—but how could it do it cost-effectively at scale?

To satisfy these rapidly escalating demands, Oracle was going to break unless the organisation reengineered its core business processes.

The company needed to adopt a radical new approach. It reimagined the customer journey from the customer’s perspective—and changed everything.

Attend this session to learn:

• How your customers can benefit: apply Oracle’s thinking to your business to speed up quoting, negotiations and delivery whilst accepting more of your customers’ commercial demands.
• How your sales teams can benefit: spending less time on internal activities and more time winning business and caring for customers with a transparent selling process.
• How your business can benefit: applying the same lean thinking to increase efficiency, increase back-office scalability and significantly lower cost.

AGENDA

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