Definitive Analysis: Oracle Sales Cloud / Salesforce Winter14 match up

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

Oracle Sales Cloud vs. SalesforceProduct Differentiators

January 2014


The following is intended to outline our general product direction. It is intended

for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.


Oracle Sales Cloud Outperforms Salesforce

Platform as a Service (PaaS)

Core SFA

Oracle Sales Cloud Mobile

Analytics

Social

Outlook

Customer Data Management

Differentiators in Key Product Areas


Designed for Sales Organizations

Oracle Platform as a Service


Oracle Platform as a Service

Oracle provides a robust, open, JAVA-based PaaS to allow customers to extend and develop Cloud applications. Oracle Cloud Marketplace provides prebuilt integrations to an ecosystem of ISV applications to complement Oracle Sales Cloud.


Oracle PaaS vs Salesforce1 Platform

Salesforce1 requires building new integrations to connect to “any device”

Oracle Mobile supports both native and hybrid applications with integrations across multiple Oracle Clouds and partners

Salesforce1’s APIs are targeted at connecting “the internet of Things”, 50B devices versus pre-built integrations that support role-based sales processes

Oracle CX delivers pre-built integrations to solve business problems and provide a 360° view of connected customers as well as support for third party integrations

No central location to configure and deploy applications Oracle supports using one central location to configure once and deploy to many devices

Salesforce1 consists of three disparate architectures: Force.com, Heroku and Fuel. This architecture is not open or universally recognized

Oracle PaaS is Java-based, open and universally recognized

Multi-tenant limits remain pervasive across the platform Virtual tenancy is more scalable, robust and extendable while Oracle PaaS TCO is more cost efficient

Salesforce1 lacks analytics-intensive APIs or an analytics application

Oracle delivers deep analytics for desktop and mobile with sales rep friendly tools to extend the capabilities

Salesforce1 has a legacy PaaS with 3 different platforms to develop and deploy applications.

Oracle’s platform is open, modern and designed for enterprise customers.

Salesforce1 says connect everything to everyone…

Application Platform

Extensibility

Platform Fragmentation

Limiters

Analytics

Pre-built Integrations

PaaS


Be Productive and Sell More

Oracle Sales Cloud Core SFA



Oracle Sales Cloud continues to leverage its expertise and invest heavily in core sales force automation to increase productivity. Salesforce is focusing more on expanding its platform than on solving Sales Automation problems.



Sales Cloud

Does not support complex opportunity management or forecasting Supports complex opportunity and forecast management such as splits, forecast rollup types and territory forecasts

Limited territory modeling, only one model and lack of change preview Fully developed territory modeling, including preview and staging

Does not support single Contact tied to multiple Accounts. Supports enterprise one to many Contact to Account relationships with drag-and-drop account hierarchy management

Unable to support B2C selling due to lack of modeling Person and Household account types

Allows for flexibility in defining a single Contact or as a contact for a business and Household management that shows an aggregated view of multiple contacts in a family

Does not support complex Account-to-Account, and Contact-to-Contact engagements

Supports enterprise social selling that engages various Account-to-Account relationships and Contact-to-Contact relationships

Lack of support for picklists and multi-select pick lists (e.g. not supported in Reports or Formulas)

Fully supports universal pick list use and creation and multi-select pick lists are part of core functionality (e.g. supported in Reports and many other areas of the application)

but core functionality isn’t keeping pace with enterprise customer demands with an outdated UI.

Oracle Sales Cloud has more enterprise functionality and a modern user experience.

Salesforce will say they’re investing in core SFA…

Account Mgmt and Reporting

Collaborative Selling

Usability and Extensibility

B2C and B2B Selling

Opportunity Mgmt and Forecasting

Complex Territory Management


Anywhere, Anytime, Any Device




Oracle Sales Cloud Mobile enables sales reps and managers to perform all their daily tasks and synchronize data across all their devices. Administrators can configure from one location and deploy to desktops and mobile devices instantly. Salesforce’s mobile strategy doesn’t support all devices or match Oracle Sales Cloud’s capabilities.



Sales Cloud Mobile

Not all devices are supported by Salesforce1 and there are limitations Supports iOS (v 7.0, 6.0), iPhone 5s, 5, 4S, 4; iPad 2+ Android (v. 4.1 and higher) Does not support Blackberry

Supports a wide array of devices and advanced functionality Supports iOS (v. 7.0, 6.0, 5.0) iPhone models 5s, 5, 4S, 4, 3GS; iPad (All) Android (version 4.0.2 and higher) BlackBerry (v. 5.0, 6.0, and 7.0) Models: Bold, Storm, Curve, Torch

Does not support offline mode Supports offline (read-only) mode

Dashboards are read-only with no filters, source reports or drill-down capability

Multiple dashboard views are supported with enterprise-grade graphics including Funnel, Graph & Table, all with drill down capability

Does not support saved searches and dynamic filters Supports filtering of data and saved searches for future use

Centralized configuration and deployment is not supported Allows for configuring once and deploying to many (desktop, smartphone, tablet)

Does not support forecasting Forecasts can be submitted or adjusted

Activities are not automatically logged Interactions like emails and calls can be automatically logged

But has significant sales rep functional limitations and doesn’t support all mobile devices.

Oracle Sales Cloud Mobile is designed for a multitude of tasks for sales reps on many mobile devices.

Salesforce says take Salesforce1 wherever you go…

Disconnected Mode

Mobile Analytics

Saved Search

Extensibility

Forecasting

Logging Reminder

Device Optimized


Accessible Powerful ReportingOracle Sales Cloud Analytics


Oracle Sales Cloud Analytics

Oracle Sales Cloud enables powerful enterprise-level reporting right out of the box and on mobile devices with features such as long term historical trending and no limits on dashboard refreshes. Salesforce has significant limitations on analytical reporting and performance dashboards.


Oracle Sales Cloud Analytics

Sales Cloud

Only 3 months plus current month (or 5m records) historical trending on opportunities object

Historical trending provided up to 13 months on opportunities and forecast objects. No additional cost for full year trending

Limited number of dashboard refreshes, scheduled reports and reportable fields

Two reports/page for embedded reports and only one dashboard refresh per user per hour

No limits or hidden costs for number of dashboard refreshes or scheduled reports

No user-based refresh limits

Does not include enterprise-grade reporting; requires 3rd party integrations

Enterprise-grade reporting and visualization is included out of the box (e.g. Waterfall chart, embedded reports and pivot table view)

Analytics not delivered based on roles and therefore, less relevant or meaningful

• In-context Analytics delivered based on sales roles (e.g. Sales Executives, Sales Managers and Sales Reps)

Does not include system-generated predictive analytics System-generated ‘best offerings’ recommended based on analysis of data for product sales, customer data, industry and geography

However, there are significant limitations for enterprise level analytics and performance reporting.

Oracle Sales Cloud delivers out of the box in context and complex enterprise level reporting.

Salesforce says analytics are real-time, embedded, mobile, and include historical trending…

Historical Trending

Limiters

Advanced Reporting

Analytics Content

Sales Predictions


Collaboration for Enterprise Business

Oracle Social Network



Oracle Social Network creates purposeful conversations using a wide array of tools to streamline and organize conversations for business. Salesforce’s answer to social conversations, Chatter, lacks the tools to streamline conversations and results in a continuous stream of unfocused information.



Social Network

No ability to manage conversation boundaries or content, attempts to use groups to filter view

Conversations lack context to data records After 90 days, conversations are archived due to limiters

Manages structured data with walls, conversations, documents, and related objects

Conversations are focused on specific sales objects No archive limitations

Only supports a document repository without collaboration tools within the document

Supports true collaboration with redlining and annotations for hundreds of document types

Available on the iPad

No file references Reliance on 3rd party apps such as “watercooler” to structure

a conversation

Can configure which business objects are shared as social objects (automatic and/or manual creation)

No 3rd party apps needed, relevant conversations are presented in-context of sales activities

Embedded as part of SFA including CRM desktop

Un-focused conversations result in long string of information Focused conversations with standalone access and read-only contextual data eliminates noise

Mobile and iPad solutions

But they have limited capabilities to meet the needs for enterprise business communication.

Oracle Social Network enables focused and meaningful enterprise business conversations.

Salesforce says that Chatter drives productivity gains with new features...

Conversations

Documents

Integration

Ease of Use


Work From Within OutlookOracle Sales Cloud for Outlook


Oracle Sales Cloud for Outlook

Oracle Sales Cloud has a fully integrated solution that enables sales reps to create and edit records from within Outlook without ever leaving the system. Reps can update records when disconnected and synchronize later. The Salesforce approach has a bolt on side panel that displays a limited number of records (10) and no offline capability.


Oracle Sales Cloud for Outlook

Sales Cloud

Must leave Outlook and use web application to create and edit CRM data

Side panel only shows up to 10 contacts/leads, must navigate to web application to create/update opportunities and accounts

Never need to leave Outlook to create, view and edit CRM data

No limited view of records, tabs are available to access data without taking up real estate on the screen

Full range of functionality right from within Outlook, without leaving the system

Only Contact, Appointments and Tasks are available offline

All Data is available offline in Outlook, not just a limited object inventory; and at no additional cost

No customizations allowed Use one tool to customize objects and fields for both Outlook and web application

In fact, it is a very limited integration that adds complexity to the sale rep’s day.

Oracle Sales Cloud’s complete Outlook integration increases sales rep productivity and adoption.

Salesforce says you can work from within Outlook…

Work in Outlook

Offline Data

Extensibility


Manage Data EffectivelyOracle Sales Cloud Customer Data Management


Oracle Sales Cloud Customer Data Management

Oracle Sales Cloud provides a fully integrated front-office to back-office customer data management solution that includes duplicate record detection, prevention and remediation in addition to data enrichment and validation. Salesforce’s Data.com solution does not provide any ability to detect or merge duplicate records and instead relies on 3rd party vendors to provide these services.


Oracle Sales Cloud Customer Data Management

Sales Cloud

Cannot model a single Contact tied to multiple Accounts Native support for modeling complex Contact and Account relationships

Not available out of the box. Relies on ISV to provide functionality

Out of the box address validation at point of entry for sales reps

Data management UI can standardize addresses in batch workflow

No duplicate prevention or remediation (relies on ISVs) Data.com de-dupe works only if you have a DUNS number There are monthly limits on data cleansing

Duplicate prevention for Accounts and Contacts in real-time, and batch

Duplicate detection and remediation based on user-defined rules and native functionality to merge duplicates

No limits on data cleansing

Lack of integration with ERP to show complete customer 360 Integrations with Oracle e-Business Suite and JDE Enterprise

With limited functionality, there is a reliance on data management partners or reps to clean up data.

Duplicate detection and merging is a standard feature with Oracle Sales Cloud.

The #1 complaint about Salesforce is dirty customer data…

Contact on Multiple Accounts

Duplicate Records

Address Validation

ERP Integration


Definitive Analysis: Oracle Sales Cloud / Salesforce Winter14 match up

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