Oracle Goes Virtual with their Global Sales Kick-off 

The typical Oracle Sales Kick-off is a multi-day event that includes sessions focused on updates to corporate messaging, sales awards, product positioning, and new sales techniques. The yearly gathering brings together thousands of sales and marketing professionals from throughout the world to get the latest information to drive $23.3 billion in corporate revenue. For the first time, Oracle went all virtual with their event.

Oracle turned to Altus vSearch to capture and share its annual sales knowledge. Specifically, Oracle digitally recorded Oracle executives and customers delivering their presentations, which were then distributed on demand to their global sales audience. In keeping with the sales kick-off theme, Oracle also captured the sales awards ceremony and included these feeds in their sales video portal. From one central location, sales people from every region or sales area could watch top performers receive their sales awards from Chuck Philips and Safra Catz.

Unlike a live sales kick-off where information is continuously fed to sales people over a few days, the Oracle Virtual Sales Kick-off is available anytime, from anywhere. If anyone in sales needs a refresher, they need only go back to the on-demand portal and watch the content they need again. Since all presentations include PowerPoint slides with transcripts of the audio, sales reps can quickly learn to effectively present any deck from kick-off. Mobile users can also download the content as mp3 audio or mp4 video and view it at their leisure on mobile devices like an iPhone or Blackberry.

Results

By eliminating the need to send thousands of field personnel and partners to a single event, Oracle saved more than $10 million dollars in 2009. In addition to the high success rate of the sales event, Oracle replicated the process for its North American partners for their annual kick-off and for marketing's annual kick-off.

Even more importantly for Oracle success, the entire sales force participated in the sales kick-off, from the most junior insides sales person to seasoned sales executives. Paul Salinger, Vice President of Marketing, Oracle, commented, "Altus extends the shelf life of our content, making it easy to find information and create new assets from it. That's the advantage their tool provides to the Oracle sales force."

 Read the complete Oracle Sales Kick-off Case Study