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No result found, try unique key phrase!BigMachines is a Chicago-primarily based enterprise choicest everyday for its potential in cloud-based mostly CPQ solutions (this is, configure, rate and quote cloud computing solutions) to enhance Oracle's CRM providing. Or...
information summary groups from each business, large and small, outstrip via delivering first-rate customer experiences across every sole consumer handle aspects. With the acquisition of BigMachines, Oracle introduced a key section to its cloud-based client event suite of items that manages the client lifecycle -- from lead era and probability management, via quoting and consumer provider. Oracle CPQ Cloud (BigMachines) streamlines the earnings process from inquest to order by enabling sales staff and partners to generate earnings charges, orders and suggestions straight away and accurately -- from any place, on any gadget. Oracle these days announces Oracle CPQ Cloud has continued its speedy tempo of innovation in construction, presenting consumers with unique capabilities that enrich earnings force efficiency.
Oracle these days proclaims Oracle CPQ Cloud's ongoing commitment to presenting expense to valued clientele through unique aspects and enhancements.
With the latest liberate of Oracle CPQ Cloud, revenue authorities and partners can now entry the total CPQ suite by the employ of cell capsules from any site every time and dwell productive whereas on the go.
newest enhancements assist extended integrations with Oracle earnings Cloud and Salesforce.com, enabling automation, efficiency, and accuracy during the revenue technique. corporations with Oracle sales Cloud and Salesforce.com sales force automation tools will cherish Oracle CPQ Cloud's potential to leverage the aforementioned options for greater ease-of-use and many-sided administration.
To further optimize and simplify administration of the solution, Oracle CPQ Cloud brought the following unique points and enhancements:
components administration: extra allows for directors to create advanced pricing and discounting calculations in a drag-and-drop interface, without scripting or advanced suggestions.
Migration Rollback: Helps directors recuperate from the inadvertent migration of wrong content between test and construction environments. Rollback returns the construction website to a established restoration point with the handle of a button, quite simply cutting back downtime.
function-to-characteristic Calls: gives implementers and administrators the flexibility to optimize and re-use modular scripts.
Re-launched Product support: presents directors better search and collaborative facets to find the tips they exigency to correctly construct and retain their sites.
Oracle CPQ Cloud has too more advantageous benchmarks and tuning for significant costs.
Oracle CPQ Cloud pile benchmarked a 2,000 line item quote and optimized probably the most criterion activities clients operate to comprehensive the income cycle. subsequently, device performance better as much as 80%.
while the benchmark centered colossal charges, earnings forces that build smaller charges can now relish a quicker, greater responsive consumer journey, as smartly.
Integrating with revenue drive Automation gives Key merits Oracle CPQ Cloud conveniently integrates with each Oracle income Cloud and with Salesforce.com. The integrations give the following advantages:
Oracle income Cloud: clients of Oracle sales Cloud can now with ease integrate their sales force automation device with Oracle CPQ Cloud.
clients will advantage from Oracle CPQ Cloud's category-leading quoting, configuration, and document generation capabilities seamlessly built-in in the account and possibility administration screens of Oracle income Cloud CRM. This cohesive reply helps earnings groups more desirable manipulate and close offers -- for quicker and smarter selling.
the combination aspects sole signal-on via SAML for seamless user event and safety.
Oracle CPQ Cloud can import and export information from lots of Oracle income Cloud ordinary and custom objects, disposing of the exigency for clients to re-key data, and ensuring that revenue forecasts are always updated.
Salesforce.com: Oracle CPQ Cloud continues to prove its commitment to advocate Salesforce.com and Oracle CPQ Cloud joint shoppers by using continuing to invent investments in the Oracle CPQ Cloud-Salesforce.com integration.
fresh Oracle CPQ Cloud enhancements encompass updates to the executive capabilities to supply superior records synchronization and reduced system renovation while utilising the newest Salesforce.com integration APIs.
Configuration Goes mobile With unique elements optimized for pill instruments, Oracle CPQ Cloud provides the following merits on-the-go:
Collaborative and engaging Experiences: Modeled with territory revenue brokers in mind, Oracle CPQ Cloud on the pill permits earnings brokers to sell collaboratively and to present an attractive and interactive customer journey by means of a tablet machine.
decreased revenue Cycles: by working side-by means of-side with the consumer, a box sales agent can effectively configure and quote the reform products. This tryst model consequences in greater client purchase-in, fewer product iterations, and precise-time opportunities to proffer move-sells and upsells. This, in flip, leads to a greater engaged client, a sooner earnings system, and improved win fees.
"The addition of Oracle CPQ Cloud to Oracle CX Cloud makes it the ultimate cloud-based suite of advertising, revenue, and client service tools for businesses of every sole types and sizes," stated Ken Volpe, Senior vice chairman, Oracle Product construction. "Oracle CPQ Cloud helps enhance client delight and earnings efficiency. Its integration into Oracle CX Cloud allows sales groups to promote greater and sell faster, from result in order, and repair through renewal."
"BigMachines has developed a popularity for pile category-leading CPQ solutions that assuage shoppers sell accurately and intelligently," pointed out Christopher Shutts, Oracle vice president of construction, and BigMachines Co-Founder. "shoppers can achieve more advantageous sales performance and stronger customer experiences on account of Oracle's dedication to raise funding within the innovation of the Oracle CPQ Cloud product."
About Oracle Oracle engineers hardware and application to work together within the cloud and in your records center. For extra recommendation about Oracle ( NYSE : ORCL ), consult with www.oracle.com.
trademarks Oracle and Java are registered emblems of Oracle and/or its affiliates. different names may well breathe emblems of their respective owners.
Oracle these days introduced that it has entered into an settlement to acquire BigMachines, a number one cloud-based Configure, expense and Quote (CPQ) solution issuer.
BigMachines' CPQ Cloud quickens the conversion of revenue alternatives into profits by automating the income order technique with guided promoting, dynamic pricing, and an easy-to-use workflow approval process, available anyplace, on any device.
organizations that employ earnings automation know-how regularly import on manual, cumbersome and disconnected techniques to transfigure opportunities into orders. This creates blunders, adds fees, delays income, and degrades the client event.
BigMachines' CPQ cloud extends sales automation to consist of the creation of an highest trait quote, which enables sales personnel to without problems configure and cost complicated items, choose the greatest options, promotions and deal phrases, and comprehend up promote and renewals, every sole the usage of automated workflows.
In aggregate with Oracle's business-grade cloud solutions, together with marketing, earnings, Social, Commerce and repair Clouds, Oracle and BigMachines will create an end-to-end smarter promoting cloud reply so earnings personnel are extra productive, purchasers are greater convinced, and organizations develop profits faster.
extra counsel on this announcement can too breathe discovered at http://www.oracle.com/bigmachines
"The basic goals of smarter selling are to give sales groups with the assistance, entry, and insights they should maximize revenue opportunities and execute on every sole phases of the earnings cycle," famed Thomas Kurian, government vice chairman, Oracle building. "by means of adding BigMachines' CPQ Cloud to the Oracle Cloud, groups might breathe in a position to force greater revenue and enhance customer satisfaction with a seamlessly integrated manner across advertising and earnings, pricing and quoting, and fulfillment and repair."
"BigMachines has developed leading CPQ solutions that serve agencies of every sole sizes throughout numerous industries," said David Bonnette, BigMachines' CEO. "together with Oracle, they hope to deliver an entire cloud reply to manage sales strategies and convey worthy customer experiences."
About Oracle Oracle engineers hardware and utility to work together within the cloud and to your statistics center. For greater tips about Oracle (NYSE: ORCL), visit www.oracle.com.
trademarks Oracle is a registered trademark of Oracle supplier and/or its associates. different names can breathe emblems of their respective homeowners.
This doc is for informational applications simplest and can not breathe incorporated into a contract or agreement.
Oracle is at present reviewing the current BigMachines product roadmap and should breathe providing guidance to customers in response to Oracle's common product communication policies. Any resulting facets and timing of liberate of such features as determined by Oracle's evaluate of BigMachines' product roadmap are on the sole discretion of Oracle. every sole product roadmap counsel, even if communicated via BigMachines or by Oracle, doesn't signify a commitment to bring any fabric, code, or functionality, and will not breathe relied upon in making buying selections. it's intended for counsel purposes best, and may not breathe integrated into any contract.
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Unfortunately, existing products in Q2C workflow gain failed to meet any of the above requirements for enterprises (for mid-market, there are some point solutions though).
Here’s a quick summary on what’s broken based on my conversations:
Summary of Problems
Outdated and incompatible product catalog across CRM/CPQ/Billing/ERP leading to data duplication and lot of complicated integration work across the stack
Sandbox to Production deployment is a nightmare
Complex approval workflows
Unfriendly UX across the board whether customer, channel or employee facing
No mobile-centric experience
Inherent want of scalability in both CPQ and Billing solutions
Inflexible and inextensible systems leading to longer implementation times (usually in several months, often yoke of years).
Usage-based billing doesn’t work
Hardware + subscription on selfsame quote usually doesn’t work
Subscription amendments and later renewals are challenging
Analytics/reporting is weak/complex and non-actionable
Issues with multi-year contracts
Dynamic bundling is not supported
Dynamic pricing is not supported
No one is providing intelligence around the transaction data (that goes through Q2C process) to assuage in future sales
No multiple language support … Salesforce requires APEX, Oracle CPQ has BML. Side affect: want of availability of inexpensive talent to maintain such products
Why has Q2C become a knotty problem & why has no one been able to fix it meaningfully?
Assumption around “SKUs” (one-time sale)
Biggest change in last few years is around the customer expectation to “subscribe” to products/services instead of right-out purchase. This migration from one-time selling of SKUs to subscriptions is the primary judgement behind why traditional Q2C products are failing.
For SKUs, information current has largely been one-way i.e., from CRM to ERP with some reconciliation happening from ERP to CRM. Subscriptions gain caused this current to turn on its head as now orders are not final; amendments are the unique norm i.e., adding/deleting/modifying subscription post-purchase. This requires ERP and CRM to communicate closely and often. However, these systems were not designed for such communication. Even simple data in/out is painful with each much less a well-oiled bi-directional data flow.
Underlying data model for product / pricing catalog was not designed for SKUs and not subscriptions. SKUs fundamentally picture a “fixed” product/service, there is no variability. On the other hand, subscriptions by definition gain a term associated (6 month, 12 month etc.) and pricing / discounting will depend on the term. Furthermore, subscriptions are too priced based on # users which the conclude customer may vary over the liftetime of the subscription. Traditional product catalogs are not designed to wield this flexibility. To address this issue with current systems, enterprises are forced to create additional SKUs to wield every permutation leading to bizarre SKU proliferation (1000s of SKUs) which unnecessarily complicates everyone’s life (sales person, channel sales, marketing, accounting, and even the customer)
Changing ERP/CRM systems and product catalogs is a fundamental design change and is certainly not an add-on feature.
Assumed traditional / channel selling only
CRMs were designed for 1000s of accounts not millions of accounts/data points; consequently even basic scaling/performance requirements are unmet. I was told that Salesforce CPQ cannot wield quotes of more than 200 lines so the quote needs to breathe divided into multiple quotes (Salesforce experts can recall dreaded “governor” limits. Now, any PaaS system will gain checks and balances around resource consumption (e.g., here is Google App Engine’s) but it seems that the way it is done in Salesforce imposes basic restrictions e.g., one can only query 100 SQL records per transaction,.. not 1M, 100K or even 10K… it is 100!). A larger point is that for new-age enterprises affection Airbnb, Lyft, Uber, DoorDash etc. which import their customers/merchants in millions, not a soul of the existing CRMs (and even CPQ/Billing/ERP systems) will work and from what I gain been told each is working on their own version of these systems. In fact, this opens a very racy startup break to build massively scalable, user-friendly, cloud-based CRM etc. systems that can breathe used by next-gen enterprises. Even better, why not build a generic infrastructure enterprise IT layer that can Run on top of any public cloud on top of which apps affection CRM, CPQ, Billing, ERP etc. can breathe run. Now, enterprises don’t exigency to maintain a sever CRM/ERP or even HR IT stack… every sole enterprise resources (whether people or assets) are represented in this one sole stack which will invent the job of IT hugely simplified as no data transformations would breathe needed). More on this in a later post.
Downstream CPQ systems work off of a CRM “opportunity” only. This means if you are offering your products/services to breathe sold online directly, CPQ won’t work as the website user is not a CRM lead. This forces enterprises to build and manage two parallel Q2C workflows (one for direct-sales and another for self-serve).
Guided selling is limited to manual mp;A rather than auto-context-drive (customer, country, vertical) or prior purchase history.
Consumer concepts of UX, mobile-centricity were largely ignored.
Guts of the IT systems were designed for low-volume/high-dollar (direct/channel sales) and not for high-volume/low-dollar transactions (self-serve) which is majority industry for increasingly large number of SaaS companies and long tail for others.
Fixing these issues is not a bolt-on feature fix-it, instead it requires a thought through software design from day 1.
It appears that every sole CPQ/Subscription Billing vendors took a mid-market approach early on (startups often execute that for score early wins). Here’s the disastrous side-effect though — enterprise use-cases are not accounted for in these designs resulting in extremely inexorable systems with impoverished scalability, dysfunctional APIs, broken reporting etc. This is one consistent feedback I heard across every sole vendors — they are not “enterprise-ready”.
Existing products were created more than 10 years back (even Zuora is 11 yrs old) and most, if not all, appear to breathe running on an outdated software architecture. Artifacts of ripen architecture are — lack of scaling/performance, feeble APIs, data in/out hard, restriction on programming language support, underlying systems that don’t scale (Salesforce and since practically every sole CPQ systems Run on force.com platform they inherit the selfsame limitations). Several companies mentioned that the cost of Salesforce sandbox environment is too very pricey.
Re-architecting the core-engine is essentially creating a unique product.
In my interviews, consistent feedback was that Q2C products exigency to provide 60–70% expected functionality out-of-the-box while the ease (customization) will breathe done by customer themselves as long as it can breathe done easily which seems to breathe not feasible by current tools.
Ok, but silent existing vendors must breathe doing something. What’s that?
Either adding bolt-on products or doing acquisitions — Apttus did CPQ first, Billing later. Zuora did Billing first, CPQ later (in process). SAP acquired Billing first then CPQ (CallidusCloud, $2.4B, Jan 2018). Salesforce acquired CPQ (Steelbrick, $360M, Dec 2015) which in turn had acquired a billing vendor earlier.
All of these approaches appear to failing as the fundamental issue is not putting every sole products under one expense list but in providing a proper “integrated” product with enterprise-class design around handling subscriptions. not a soul of the vendors appear to gain that.
The multiple-product approach (whether in-house or through acquisition) introduces immense bottlenecks in data current requiring painful data translations resulting in brittle connections & never-ending maintenance.
How are enterprises dealing with this now?
They are forced to execute either of following:
Buy existing products and hire an army of System Integrators to to a inescapable degree invent the products work together by undertaking knotty integrations — roughly 10–20% of such implementations simply fail, others that succeed conclude up creating brittle connections so that change management is a huge pang (both time & $$$) and agility is completely lost. One company spent $300M (!) on CPQ transformation project with less than satisfactory outcome. common incurious tends to breathe in 10s of millions of dollars (this includes license cost, implementation cost and ongoing maintenance).
Build own tools — Everyone from the bigwigs to medium enterprises know that it is not a long-term strategy (creating and maintaining systems affection CPQ/Billing is a knotty undertaking and early benefits quickly overtaken by long-term maintenance costs, want of product direction, budget cuts etc.). In my conversations I came across 4 companies who gain undertaken those efforts and with every sole of them (except one where it was CTO’s idea) were forced to execute it — their point was if they will gain to spend huge money on SIs anyway, why not pour that money in internal evolution and control their own fate. There could breathe some kingdom pile situation but as a matter of fact every sole of these tools were struggling and IT leaders were looking for a satisfactory external alternative (though not a soul is available).
What’s the fix?
After having several of these conversations, some patterns started emerging and here are my thoughts on a product/system that I reflect can potentially solve the problems:
First and foremost, Pricing engine, Product catalog & Subscriptions exigency to breathe in ONE SYSTEM. Traditional way of putting Pricing and Catalog in CPQ and Billing in ERP separately worked well for SKU-based ordering or one-time orders. With subscriptions, “order” is not a terminal entity, instead it lives on with amendments. Best way to wield that is by combining subscription handling (quoting, billing, amendments, renewals), product catalog and pricing in one system.
Second, reflect Enterprise-architecture Day 1. That means pile a platform vs an application. invent data in/out extremely easy, provide home-grown rock-solid connectors to celebrated CRM/ERP solutions, focus on UX, simple extensibility, mobile-centric, Run on independent cloud instead of force.com (limits scalability, performance, even AI options).
Third, cater to self-serve — future of enterprise selling: Provide an Amazon/Atlassian affection buying suffer to other enterprises whose customers are increasingly smart buyers. This will unlock unique and previously untapped revenue opportunities for enterprises and could breathe a actual game changer. According to Forrester, 74% of B2B buyers prefer to buy online vs through channel.
Fourth, assign data science / ML to satisfactory use. Q2C workflow sees financial / customer / machine data — perfect site to apply ML driving up-sells, cross-sells, renewals. e.g., “60% customers affection you bought this”. Also, how about tying product usage directly to customer portal to drive auto-upsell notification — “You are ready for an upgrade.”
Fifth, rethink customer success: How about tying revenue to a successful implementation instead of just initial sale. It may appear affection a risky approach, but given that Q2C drives customers’ revenue/profitability, if a lot of value is created for the customer, it will breathe a huge a win-win proposition and a ton of money can breathe made to the extent that’s never been seen before in enterprise software.
Enter… Enterprise Monetization Platform
No exigency to buy & manage sever Billing and CPQ products (Do Subscription quoting, billing, renewals, amendments in ONE Platform).
Usage-based Billing Support
CPQ interface (web + mobile) that sales will savor to use. CPQ product primary purpose is to assuage sales folks close deal as quick as feasible but most, if not all, CPQ solutions just automate selling process without making it easier/smarter. (I am reminded of a bespeak “Don’t invent me think” by Steve Krug).
Provision unique sales bundles in matter of hours not weeks
Ability to create dynamic bundles (finally no SKU proliferation!)
Combine hardware and software on one quote
Subscription amendments are so simple that they can breathe self-served as well!
Go-live in < 1 month (post requirements gathering)
Classic ERP and CRM systems that were designed decades ago around concepts of one-time order, rigid catalogs, inexorable pricing, direct/channel sales only (not self-serve) and closed systems are increasingly becoming extraneous for enterprises that are obsessed about being agile and customer-centric.
In short, existing CRM and ERP systems are failing systems of records, unimpressive systems of tryst & non-existing systems of intelligence.
There is a super massive break around re-imagining & re-building these systems & deliver an suffer and not just a tool.
Best independent writing I create on this subject:
The Future of Quote-to-Cash (Q2C) and the Commerce Cloud: Top Ten Strategies for SaaS Companies by Anandan (AJ), 2016. (I even met AJ in person subsequently).
Gartner MQ 2018 for CPQ (provide info to download free copy from CloudSense)
Forrester Wave CPQ Q1 2017 (provide info to download free copy from Apttus)
CPQ/ Billing is section of overall $42.14B CERM (Customer suffer & Relationship Management) market. Source: Gartner.
CPQ Market: $1.2B (est. 2018). CAGR 20% through 2020.
Subscription Billing: $2.7B (est. 2018). CAGR 35% through 2022.
I reflect the market is much bigger since penetration of professional CPQ/Billing solutions is low (vs home grown or point solutions). One proxy for this data is # of customers for CPQ vendors (these are every sole in Gartner MQ)
If they were to extrapolate the numbers to lets 5x of above, they net 5000 customers. By comparison, Salesforce CRM is deployed in more than 150K organizations. Moreover, enterprise subscription market is very nascent at this stage and both markets will gain a vigorous double digit growth through next 5 years so that overall market break is close to $10B.
M&A (by date)
$1B-$2B estimated, Apttus majority stake by PE hard Thoma Bravo, Sep 2018
$2.4B SAP acquired CallidusCloud (CPQ), Jan 2018
$303M Salesforce acquired Steelbrick (CPQ), Dec 2015
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Computer Security: Principles and Practice By William Stallings, Lawrie Brown Publisher : Pearson (Aug 2017) ISBN10 : 0134794109 ISBN13 : 9780134794105 Our ISBN10 : 1292220619 Our ISBN13 : 9781292220611 Subject : Computer Science & Technology
Urban Economics By Arthur O’Sullivan Publisher : McGraw-Hill (Jan 2018) ISBN10 : 126046542X ISBN13 : 9781260465426 Our ISBN10 : 1260084493 Our ISBN13 : 9781260084498 Subject : Business & Economics
Urban Economics By Arthur O’Sullivan Publisher : McGraw-Hill (Jan 2018) ISBN10 : 0078021782 ISBN13 : 9780078021787 Our ISBN10 : 1260084493 Our ISBN13 : 9781260084498 Subject : Business & Economics
Understanding Business By William G Nickels, James McHugh, Susan McHugh Publisher : McGraw-Hill (Feb 2018) ISBN10 : 126021110X ISBN13 : 9781260211108 Our ISBN10 : 126009233X Our ISBN13 : 9781260092332 Subject : Business & Economics
Understanding Business By William Nickels, James McHugh, Susan McHugh Publisher : McGraw-Hill (May 2018) ISBN10 : 1260682137 ISBN13 : 9781260682137 Our ISBN10 : 126009233X Our ISBN13 : 9781260092332 Subject : Business & Economics
Understanding Business By William Nickels, James McHugh, Susan McHugh Publisher : McGraw-Hill (Jan 2018) ISBN10 : 1260277143 ISBN13 : 9781260277142 Our ISBN10 : 126009233X Our ISBN13 : 9781260092332 Subject : Business & Economics
Understanding Business By William Nickels, James McHugh, Susan McHugh Publisher : McGraw-Hill (Jan 2018) ISBN10 : 1259929434 ISBN13 : 9781259929434 Our ISBN10 : 126009233X Our ISBN13 : 9781260092332 Subject : Business & Economics
1Z0-436 By Peter W. Cardon Publisher : McGraw-Hill (Jan 2017) ISBN10 : 1260128474 ISBN13 : 9781260128475 Our ISBN10 : 1259921883 Our ISBN13 : 9781259921889 Subject : Business & Economics, Communication & Media
1Z0-436 By Peter Cardon Publisher : McGraw-Hill (Feb 2017) ISBN10 : 1260147150 ISBN13 : 9781260147155 Our ISBN10 : 1259921883 Our ISBN13 : 9781259921889 Subject : Business & Economics, Communication & Media