Empowering your Sales Force with Automation

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Christine is the business

relationship manager at

Motorola Solutions where

she leads the Global Oracle

Configure, Price, Quote

(CPQ) deployment to the

worldwide sales team.

John PirogDirector, IT

Motorola Solutions

As an accomplished senior-level

IT leader, John has the vision to

create strategy and ability to lead

the execution of multifaceted

transitions that ultimately deliver

game-changing results.

Sandeep PadhyeSenior Director, Customer

Experience, TCS Oracle

An expert in the areas of CRM and

CX, Sandeep works with leading

Fortune 500 companies to define

and execute their CX transformation

journey by leveraging digital

technologies.

With you today

Christine SetonDirector, IT

Motorola Solutions

Analyst speak – Modern CPQ trends Product design and visualization tools that extend configuration options

Value pricing and value modeling to enhance pricing

ROI and TOC calculators to optimize quoting

- Gartner1

- Forrester2

CPQ will continue to be the hottest enterprise application for

foreseeable future with an annual growth rate of 20% till 2020

primarily driven by cloud applications.

The rationale to invest in CPQ is simple: It improves the B2B

buying experience by selling the right products, at the right price,

to the right customer, at the right time, and in the buyers’

preferred channel.

1Gartner Market Guide for Configure - Price - Quote Application Suites 20162The Forrester Wave : Configure - Price - Quote Solutions Q1, 2017

What can an effective CPQ tool do?

Enhance the B2B buying

experience

Accelerate Go TO Market time

for new products and offerings

Improve profitability by

reducing pricing errors

Automate front and back end

order processing to reduce

order fulfillment time

Product designand visualizationtools that extendconfigurationoptions

ROI and TOCcalculators tooptimize quoting

Value pricingand valuemodeling toenhancepricing

Contractmanagement andguided selling toimprove operationsand salesperformance

Trends in CPQ technologies

What’s driving CPQ transformation?

Reduced quote

errors

Right price

strategy

Improved sales

efficiency

Effective contract

management

Motorola Solutions: Company & program overview

The current sales transformation program

What were the compelling reasons for MSI to embark

on this journey?

What benefits MSI is seeing from this digital

transformation?

What benefits you foresee for your business by

moving the CPQ process on to cloud?

What made you choose Oracle CPQ cloud as the core

of your sales transformation?

Why Oracle CPQ Cloud

How are IT and business working together to make this

program a success?

The keys to transformation success

What challenges you overcome so far and foresee in

the future?

Sales transformation is usually driven by the theme of

Digital Customer Experience.

What technological advancements is MSI planning to

deploy to enhance customer experience?

What will be your message to someone who wants to

embark on this journey ?

Sales transformation: The next horizon

THANK YOU

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Q & A

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