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Digital Disruption
Driving Innovation in the Cloud
Thomas Lehninger
Director CX Sales Development and Strategy ECEMEA
Beirut, February 3rd, 2015
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Today, every business faces a digital challenge
around-the-clock availability xxxx big data xxxxxxx
speed of business
engagement xxxxxx
mobile
xxxxxx
digital
customer
change at the
and
employee
x immediate information xxxxxx
xxxxxx personalized service xxxxxxx real-time fulfillment
xxxxxxx social xxxxxx user
experience xxxxxx zero errors xxxxxx
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Every cloud provider promises a quick fix
“Change at
the speed of
business”
“Connect
anything”
“Flexible platform
designed for change”
“Smarter”
“Seamlessly
integrate with a
connected
world, faster and
easier”
“Simpler”
“Run simple”
“Faster”
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Quick fixes are never what they seem
HR
“Unified suite of ^ applications”
Expect IT to
different clouds
^
^ “Connect anything”
R3 apps on Hana
^
“the most comprehensive cloud
computing portfolio on the market”
HR
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You want technology now that won’t slow you down later
Rapid
Innovation
Integration
Framework
Consistent
Data Model
Digitized
Business
Processes
Unified Access
Controls
Engaging User
Experience
Frequent Updates
SPEED
Unified Business
Intelligence
STANDARDIZATION
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Oracle prepares you for the digital future
Cloud Applications
Marketing
Sales
Commerce
1
Service
Digitize business interactions
2
CPQ
3
Talent
Projects
Management
18 leader
ratings in SaaS
categories
Procurement Planning & Innovation
Budgeting Management
Applications Foundation
CX Foundation
Move at the speed of business
HCM Foundation
4
ERP Foundation
6
5
Standardize on a modern
applications platform
Unify processes, data, access
controls and business intelligence
Enrich apps with PaaS
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Customer Experience Cloud
Customer Experience Apps
Marketing
Sales
Commerce
Service
CPQ
Apps
Marketplace
Customer Experience Foundation
Common Security and Identity Services
Single Development and Integration Framework
Unified Business Intelligence
Universal Customer Master
Best in Class PaaS
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Human Capital Management Cloud
Human Capital Management Apps
Global HR
Payroll
Workforce
Mgmt
Talent Mgmt
Workforce
Optimization
Recruiting
Learning
Performance
Apps
Marketplace
Human Capital Management Foundation
Common Security and Identity Services
Single Development and Integration Framework
Unified Business Intelligence
Universal Employee Master
Best in Class PaaS
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ERP Cloud
Financials
Planning &
Budgeting
ERP Apps
Projects
Procurement
Innovation
Management
ERP Foundation
Common Security and Identity Services
Single Development and Integration Framework
Unified Business Intelligence
Universal Financial Master
Best in Class PaaS
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all the
“ What’s
fuss about MORE
applications?
”
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More applications cover more of your business
100+
modern best practices
Insight To Campaign Plan  List Import To
Prospect  Analytics To Insight  Campaign
Execute To Lead  Campaign Execute To Event
Social Prospect To Opportunity  Lead To
Opportunity  Opportunity To Order 
Opportunity To Forecast  Configure Quote To
Order  Inbound Contact To Lead  Outbound
Call To Lead  Compensation To Commission 
Performance To Compensation
Goal Setting To Appraisal  Assess To Progress
 Training To Employee Development
Click To Order  Registration To User Access 
Maintain Account to Personalize Home Page 
Shopping Cart To Purchase  Order To Status
Inquiry  Catalog To Content
Project Budget to Project Resourcing  Project
Resourcing  Collaborative Project Change
Control  Project Expenditure to Revenue
Recognition  Analysis to Project Closure
Inbound Call To Resolution  Social SR To
Resolution  Social Listening To Feedback 
Registration To User Access 
Maintain
Account to Personalize Home Page  Web
Service Request To Resolution  Create To
Publish Knowledge  Install Base To Product
Return  Service Request To Dispatch  Service
Request To Repair or Exchange
Recruit To Onboard  Relate To Retain 
Benefits To Payroll  Incident To Workers 
Compensation  Payroll To Payment  Time
Collection To Payroll Processing  Termination
To Payroll Goal Setting To Appraisal  Assess
To Progress  Training To Employee
Development
Inventory Count to Reconciliation  Receipt to
Disposition  Plan to Replenishment  Pick to
Shipment  Product Costing to Inventory 
Valuation  Sourcing Requirement to
Agreement  Requisition to Receipt  Supplier
Return to Replacement  Order to Shipment 
Order to Drop Shipment  Customer Return to
Replacement
Period Close to Financial Reports  Assets To
Depreciation  Bank Statement To Cash
Reconciliation  Budgets To Approval  Subledger Journal To Post  Customer Invoice To
Receipt  Supplier Invoice To Payment 
Customer Account Review To Payment 
Customer Statement To Collections  Credit
Review To Approval
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More integrated apps save you money
Support
No hidden costs
Training
• One price
• One call
• One SLA
Integration
Add-on functionality
Build your own cloud
Market
Sell
Order
Serve
Hire
HR
Procure
Account
Let Oracle build your cloud
Market
Sell
Order
Serve
Hire
HR
Procure
Account
s
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dunnhumby’s challenge: taking its business
to the next level
Business Challenges
Rapid Growth
Following rapid growth over the past 6 or7 years, how could
dunnhumby globalize, simplify, and better-integrate its business
processes?
Scalability
As the company expands at an even faster rate, how could they scale
their back-office systems?
Continued Innovation
In search of flexible systems, how could dunnhumby accommodate
ongoing innovation?
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dunnhumby standardizes on Oracle Cloud
Sales Cloud, Marketing Cloud,
ERP Cloud, HCM Cloud, Hyperion
Managed Cloud Service, Business
Intelligence Managed Cloud
Service
Efficiency improvements
Why
Oracle?
Integrated solution
Lower TCO
Mobile working capabilities
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How Oracle helps you succeed in a digital world
MODERN BUSINESS
MODERN CLOUD
PRACTICAL PATH
practices for every function
in your enterprise
that is personalized,
connected and secure
to the cloud for customers
to achieve business goals
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Modern Business
practices for every function in your enterprise
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Modern business practices are digital by design
2
1
Make Applications Easy to Use
Provide Access from Every Device
4
3
Make Every Interaction Social
Provide Insight to Everyone
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Modern HR finds talent faster
Social Recruiting
"Being able to understand talent
and talent movement across the
organization and improve
mobility is central to our mission
to deliver innovation. An
integrated cloud-based talent
management solution allows us
to develop critical talent pools
and assess, select, hire, and
onboard that talent more
effectively.”
BEFORE
AFTER
BUSINESS VALUE
Recruiting relies on industry contacts
and paper-based employee referrals
Recruiting involves broad employee
participation via social networks
$1M savings in referral costs
2X growth in employee referral rate
from 17% to 35% of new hires
Source: Hitachi Consulting
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Modern marketing converts more customers
Cross-channel Marketing
94%
of customers have
discontinued communication
with a company because they
receive irrelevant promotions
and messages.
Behaviors
— Blue Research
Sentiment
Activities

“Now, we’re putting together
entire lifecycle campaigns with
a cadence of emails based on
the products our customers
have and what they’re
interested in.”
Kristin Somers, Marketing
Communications Manager
Preferences
BEFORE
AFTER
BUSINESS VALUE
marketing programs that target
broad customer segments
marketing tailored to each customer,
connecting them with the right
products
22% conversion lift
10% improvement in renewal rates
Source: Dollar Thrifty Rental Car, Zurich Insurance
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Modern sales closes deals faster
Mobile Sales
Before
After
2 weeks to sign
and book an
order
8 minutes on an
iPad
Manual discount
controls and
approvals
>$1M improved
margin in first
quarter
Spreadsheets,
documents,
emails
2X improvement
in rep time w/
customers
Source: ADP, NEC, IDEXX Laboratories
BEFORE
AFTER
sales rep sends customer a quote
after returning to the office
sales rep provides quote during the
meeting
“What we were able to do with
just 5,000 quotes per quarter,
now we are able to do with
8,000 quotes per quarter.”
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Modern service enhances customer experience
Cross-Channel Service

“Oracle Service Cloud helps us
to deliver superb customer
experience and is integral to our
vision of presenting a personal,
responsive, and customerfocused brand.”
Helen Ellis, Director, Customer Experience
BEFORE
AFTER
RESULTS
each channel has its own view of the
customer, fragmenting service
all channels share the same
customer insight, unifying the
customer experience
45% increase in new orders
15% increase in existing sales
Source: Photobox
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Modern Cloud
that is personalized, connected and secure
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The modern cloud is personalized
Business Benefits
Tailor applications to fit your business – branding,
corporate, and local requirements
Empower employees to configure their user
experience, dashboards, reports, workflow, and data
Analytics Workflows
User Experience
Data Fields
Branding
IT Benefits
Enrich functionality with standard tools for building
custom applications
Update software on your terms and protect
configuration changes
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The modern cloud is connected
Business Benefits
Custom
3rd Party
Connect your entire business – data, processes,
analytics, and people
ORACLE CLOUD
HCM Cloud
Provide employees with a unified user experience
CX Cloud
ERP Cloud
IT Benefits
Seamlessly integrate processes and data between
cloud, on premise and 3rd party applications
On Premise
Easily import and export data as well as add or change
service providers
On Premise
On Premise
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The modern cloud is secure
Business Benefits
19 Data Centers
Compliance with local data residency requirements
Worldwide
Proven cloud provider known for viability, reliability,
and expertise
IT Benefits
Unified Access Controls
HCM
CX
ERP
Isolated Data Tenancy
Application security with unified access controls
Isolated data tenancy and security at multiple layers
protects sensitive corporate data
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Practical Path
for customers to achieve business goals
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The practical path to the cloud fits your business
HCM Cloud
Talent Cloud
Oracle Cloud
Take your business to the next level
with enterprise cloud applications
Oracle Cloud
Reinvent one or two business areas
while maintaining core IT systems
Modernize core IT systems instead of
upgrading them
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Introducing Customer 2 Cloud Program
Transformational
Incremental
Financial
Incentives
Rapid Start-Up
Services
Packaged
Cloud Integrations
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The do’s and don’ts of moving to the cloud
DO
• Define your short- and long-term
digital strategy
• Evaluate systems of engagement
for quick wins
• Identify systems of record for
strategic migrations
DON’T
• Assume standardization and
speed are mutually exclusive
• Sacrifice data integrity, security,
integration and business
intelligence
• Underestimate hidden costs of
short-term approach
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