In order to achieve success in the global marketplace, Oracle understood it needed to adopt a truly customer-centric vision.

Customer-centricity is a wider platform than merely understanding needs, preferences and behaviors of customers. It is a mindset that requires well-documented, pliable internal strategies to implement the vision. By shifting the focus from pushing products to winning customers, Oracle has been able to deliver genuine value to not only the customer, but also Oracle itself.

Denise Matalas, Oracle’s Vice President of Strategic Sales and Marketing Programs, recently discussed how remodeling their strategic account management has increased its revenue during a webinar presentation.

Denise highlighted that strategic account management has brought value through:
• Better communication and coordination across business lines
• Executives now have involvement and insight on strategic plans
• Sales teams now are more focused on the customer

“Increased communication across the lines of businesses and stakeholders throughout the organization has brought us immediate value,” Denise said.

By increasing communication across lines of business, salespeople have uncovered hidden opportunities that were revealed only through a strategic approach.

“Documenting and pushing the team to think deeper helped us better understand what our customer’s goals and objectives are, which led to net new opportunities that we would have never thought about before,” Denise said.

Account planning has strongly shaped Oracle’s ability to identify, communicate and deliver mutually beneficial solutions to customers. After all, value uncommunicated is value unperceived by the customer.

It’d be a shame to miss a sales opportunity.