Oracle Sales Accelerator: Unleash More Effective Sales Enablement
Too often, we hear of disconnects between Marketing and Sales about content that enables the sales cycle. Marketing spends a great deal of time, effort, and dollars to create good, engaging content to influence sales opportunities only for it to end up sitting on a virtual “shelf,” rarely used and without metrics to understand its effectiveness.
For Sales, content is often hard to find, scattered across many systems, and the process to find content owners to ask questions or get updated content is arduous, at best. Even if Sales can find the content they need, it is often outdated with broken links due to lack of maintenance. Oracle Sales Accelerator aims to solve these issues for Sales and Marketing teams.
What is Oracle Sales Accelerator?
Built on top of the Oracle Content Management platform, Oracle Sales Accelerator is designed to be a one-stop shop for all sales enablement content. It allows Marketers and Sales to collaborate by creating a central place to house all sales-related content — product overviews, training materials, pitch decks, competitive intelligence, customer references, stories, use cases, videos, and more — so that sales reps can successfully find the content they need to support the sales cycle. The content is organized, searchable, and able to be filtered to target the exact pieces of content that are needed to accelerate or inform the opportunity.
As content creators in Sales Accelerator, Marketers can easily draft and manage their content, control versioning, and consistently organize content with meaningful tags and filter criteria. Marketers can then use this same repository to publish content to all relevant channels, including blogs, websites, partner portals, social media, and more. As content needs to be updated, Marketers only need to update the content once in the Sales Accelerator platform and it will be automatically updated in all connected channels.
Feature: Centralized Content Repository
Oracle Sales Accelerator, at its most fundamental level, is a central repository where Sales and Marketing teams can aggregate all sales enablement content, but it is so much more than that. Once all content has been collated and categorized with tags and standard labels, this content can be used across multiple channels. Sales reps can surface relevant content within the Sales Accelerator platform or an integrated CRM.
Using robust search and filter capabilities, they can identify content for use with a current opportunity. The content is then available for downloading or sharing with any employee or partner who also has Sales Accelerator access. Additionally, they can use the content for training on new products or sales plays, or onboarding new employees or channel partners.
Feature: Push Notifications
Sales Accelerator allows Sales reps to receive automatic email notifications alerting them to changes or additions to content within the repository. When you perform a search for a keyword or a phrase, there is the opportunity to save that search criteria, so you can opt into updates for new and/or updated published content or assets that match your search. There is also an option to choose how often those notifications can occur.
Imagine the time both Sales and Marketing will save by being alerted to the most current assets and newly created content! No longer will Sales have to remember to check periodically for the newest versions of assets because the notifications will alert when an asset is updated or new assets are available.
Then, Sales can use these push notifications as prompts to share new content with their customers and prospects, giving another opportunity to engage with those customers and show the company’s thought leadership. On the Marketing side, these push notifications also eliminate the need to send out messaging to the Sales team with each asset update or new content creation. You are both simply in sync.
Feature: Integrated Access Across Platforms
Another great feature of Sales Accelerator is its ability to be embedded into other applications as an iframe via the Embed API or URL parameters when API is not an option. For example, embedding Sales Accelerator into Oracle Sales CRM or Salesforce CRM allows relevant, opportunity-specific content to be promoted right within the Sales CRM workspace. Having content readily available in their application allows Sales to eliminate context-switching and wasted time and effort jumping between platforms searching for assets. Now Sales have more time to focus on selling!
Feature: Analytics and Reporting
A big challenge for Marketing teams creating sales enablement content is the ability to understand how the content is being used, its performance, and its adoption within the organization. In many organizations, it is a “black hole.” Marketing generates content prolifically, it gets spread across multiple channels, and no one has any idea whether or not it is serving its purpose in informing or advancing the sales experience.
Sales Accelerator helps solve this challenge by giving content creators the ability to see how the content is being used over time and which specific assets and pages are being viewed the most. For all Sales Accelerator users, drilling into a specific asset provides insight into its usage and number of views, as well as overall information about the content owner and dates of creation, and last update.
Sales can even send that content owner a question or suggestion via email, right from the Sales Accelerator interface. Content creators can use this information to understand which pieces are valued by Sales and help contribute to closed opportunities. Additionally, for users with report administrator privileges, there are a broad set of reports available at a site level that can be exported to your BI tool for further analysis. Finally, Marketers can understand which assets are performing so that they can create similar pieces and get real-time feedback from the Sales team to ensure that the content is meeting their needs.
Partner Access
Another unique feature of Sales Accelerator is the ability to create Partners as users and allow your Partner channel to view and access your most up-to-date content. Using the Visibility tag, content creators can control the level of access for each asset, page, or page section that they own, and limit access to those items that Partners should be able to view and download. This feature allows you to easily expand the reach of Sales beyond the internal organization and speed up campaign launches and go-to-market strategies jointly managed with your Partner community.
Future Enhancements
Today, content in the Sales Accelerator platform can be shared internally with other employees or Partners who have access to Sales Accelerator. To share this content with customers, the sales rep can download the asset and then forward it to their customers through regular email channels. But the Sales Accelerator vision is so much greater. Coming soon, users will have the ability to create Digital Sales Rooms to share curated content with customers.
These customized microsites not only have custom welcome messages and personalized content but also customizable sections to house all documentation relevant to the deal cycle. A Sales rep can summarize key messages and share relevant documents with their clients such as meeting recordings, meeting recaps, and presentations.
Additionally, Digital Sales Rooms can keep track of upcoming meetings and allow users to schedule a meeting right through the Sales Accelerator interface. What this means is no more searching through drives, email inboxes, and chat messages to piece together all communications related to your current opportunity. Imagine how much time can be saved if you had a one-stop, collaborative hub to manage your deals!
Oracle Sales Accelerator makes it easy to track which content is being consumed within a Digital Sales Room. As a sales rep, you can gain insights into what is happening on your client microsite with easy-to-understand analytics, visit summaries, view and download metrics, and much more. Sales will be able to gain critical insights to understand the engagement level of the customer to more accurately predict whether the deal is moving at the right pace or not.
Sales Accelerator: Let’s Get Started
Are you ready to start streamlining your Sales and Marketing content efforts? Oracle Sales Accelerator gives Marketers the ability to easily create, publish, and share content while measuring the effectiveness of their sales enablement materials. At the same time, Sales teams can breathe a sigh of relief knowing that all content is located in one place, has the most recent content available, and can be accessed right from within their CRM tool. And coming soon, having the ability to create dedicated Digital Sales Rooms for customer collaboration is an absolute game-changer.
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