Denise Matalas, Oracle’s Vice President of Strategic Sales and Marketing Programs, recently discussed the limitations and challenges that Oracle faced during its account planning efforts in a recent webinar presentation.
Without a defined process to store, share and collaborate during its account planning process, Oracle’s collaboration was minimal. Lacking an effective strategic account management process led to difficulty prioritizing accounts and understanding the customer’s strategy. In order to close more deals and close them faster, Denise knew Oracle needed a consistent, strategic thought process.
“Before adopting technology, we really weren’t managing the strategic plan that helps drive those larger shifts in relationships and potential core opportunities on a regular basis,” Denise said.
After looking at the available tools in the marketplace, Oracle found Revegy to be the best solution that most effectively solved its needs. Implementing a collaborative tool that displays continual updates permitted individuals to monitor progress individually, without the hassle of calling a meeting.
“Too much time was spent on internal meetings because of a lack of collaboration and coordination, but by leveraging the tools to help us with that, we have freed up much of our sales reps time to dedicate towards customers,” Denise said.
By creating an accessible organizational knowledge base, Oracle has gained a much clearer understanding of each individual’s responsibilities on an account by account basis.
To hear more of Oracle’s story, listen to the full webinar here: Empower Your Customers by Simplifying Account Planning