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Copy of B2B_Motorola

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Eric Schneider

on 9 January 2014

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Transcript of Copy of B2B_Motorola

copy and paste as needed and take advantage of an infinite canvas!
Charles searches for logistics/warehousing systems and Motorola shows up at the top of the results
I didn't even know Motorola offered this solution...
Charles visits the Motorola website
Wow, this content is relevant to exactly what I was searching for!
Charles registers for the Webinar where he provides more personal information
I don't mind providing more information, I really want to attend...
Charles Tweets about Motorola after the Webinar
Impressive, but I'm concerned about on-going customer service...
Charles agrees to a Discovery Meeting with Motorola Solutions
I got a lot out of the lunch. I feel good about talking more about my business with them.
Charles receives an email from a competitor
They are late in the game and off the mark, this email is so generic...
Negotiations begin and Motorola does not feel this is an urgent discount opportunity
Charles receives a reminder to attend the Webinar
I am so glad I got that reminder - I forgot about that Webinar!
Charles uses his social sign-on to register to read the report he sees on the home page
Great, I can register using Facebook and I don't have to give up too much info...
Motorola picks up his comment on Social Media and responds immediately
I guess I don’t have to worry about their being responsive...
Charles follows Motorola Solutions on Twitter
Charles sees a Facebook Campaign regarding their Warehouse Solutions
Great timing and I'd love to learn more about their solution...
Charles' personalized experience continues over a social lunch
This was really valuable and there was no hard sell....
Marketing doesn't end when the sales opportunity begins
All this valuable information is helping me understand what we've been talking about in our meetings...
Charles' updated profile information triggers a personalized invitation to a Lunch & Learn Event
Every other interaction with Motorola has been valuable, I think this event might be worth attending...
Charles continues to receive Marketing material post-sales
This is very useful information, I'm glad they continue to communicate with me...
Cloud Sales
Oracle Commerce has a good vision, leveraging other Oracle applications
— including WebCenter Sites (formerly called FatWire), Siebel and Oracle Fusion assets — with strong positioning around digital customer experience.
References gave
positive feedback and higher satisfaction scores for product functionality, vision and manageability of the product
, although less positive scores for overall satisfaction, reporting capabilities, ease of upgrade and overall implementation experience.
Oracle is still in the process of integrating Endeca, WebCenter Sites and Fusion Distributed Order Orchestration, and streamlining its road map.
References raised concerns, such as a
lack of visibility into Oracle's road map, an inability to influence commerce developments plans, a communication gap between Oracle product support and the development team
, a lack of strong B2B capabilities, and difficulty in integrating with legacy systems without compromising on functionality.
Oracle Commerce is
not available as a SaaS solution
, although Oracle and its partners offer hosting services. Clients have commented on the difficulty of having to
work with two or more Oracle internal organizations, and on the need to negotiate and execute more than a single contract
when implementing Oracle Commerce as a hosted service.
Future plans
Siebel CRM InMemory Next Best Action
, offering an Oracle Engineered System, the
integration of Siebel Marketing, and Oracle Eloqua to deliver improved support for digital channels (Web, mobile and Twitter)
. The vendor also has
plans to incorporate paid social media marketing
capability using Siebel Marketing segmentation and Oracle Social Cloud to publish campaigns for targeted audiences on social media.
...did not meet the minimum criteria for inclusion in the 2013 MRM Magic Quadrant
A full set of IMM competencies is

not yet available via a SaaS deployment model
Many marketing buyers today expect vendors to offer a single integrated solution, not multiple products... Oracle still
needs to do a better job of articulating the IMM road maps for its various products to avoid confusion among clients and prospects.
Oracle WebCenter Sites has a
long and solid track record
in serving large enterprises and sophisticated websites. The product remains technically and architecturally
sound and high-performing
Oracle has a
deep market understanding and accompanying vision
. For example, by employing productized
integration with Oracle Real-Time Decisions
Despite its leadership position in WCM and related software categories, Oracle often appears like a
"fast follower."
...but Oracle's broad approach to
innovation depends largely on acquisition, rather than organic R&D
Oracle is not coming up frequently on general WCM client shortlists
that are made available to Gartner. This is a reflection of a
marked decline in general market presence over the past year. Oracle does show up on Oracle-shop shortlists, but it has declined in visibility in the overall WCM market... the company is not effectively marketing to non-Oracle shops, and is appealing more strongly to its installed base with other Oracle products.
Sold by SRM, Eloqua

Sold by RGBU, primes in other
WC Sites is a Tech product
sold stand-alone

Only quoted and sold
in Eloqua GBU

BI Tech product with
62% split
38% to Apps Prime
if engaged

Apps Prime with BI components
Apps Prime with BI components
They are holding the line on price, they must be very confident in their solution...
These references are useful and I like hearing what other people are saying...
Charles decides to go with Motorola Solutions and bypasses the RFP Process
It has been a great experience working with Motorola Solutions, I'm confident in this decision...
Motorola does not want the relationship to stall so they continue to market to Charles across multiple channels
Interesting, I keep seeing more and more information about Motorola Solutions...
This wasn't the end of the story, but the beginning of the next chapter
Great, I'd love to work with these guys again...
Full transcript