By rdatson-Oracle on Jun 21, 2014
This week the entire Oracle Human Capital Management team from Australia and New Zealand underwent three days education, looking closely at the differences between the various Cloud HCM systems in the marketplace, reviewing the roadmap for our HCM system, and renewing friendships amongst the national team, typically over a glass of wine.
Our education was ably delivered by a couple of senior folks from our product strategy area, full of the latest information about our product capabilities and directions. Thanks Neil Shea and Zach Thomas. If you want to know something about the Oracle HCM products, you can just ask your sales rep – they know it all now. If they pretend they don’t know something, it just might be a future feature, and we can’t tell you about it.
And we practiced objection handling. That’s not to suggest that our clients might object to our products, but everybody has questions, and you do need to make sure you are getting the right products for your needs. In fact, practicing objection handling is really about understanding the product at a more detailed level. It’s about being able to articulate why Oracle did something the way we did it, rather than the way another vendor might have chosen to do things.
With over $5B in research, and more than $1B in cloud research, there’s usually a good reason for our choices. After this week, the team is better equipped to explain those choices.
Of course, when you get a bunch of sales reps together, all working with a multitude of clients, there will be complaints. Why doesn’t the product do this? Why hasn’t this feature been released yet? Why do the screens look that way? I’ve not been to a meeting like this in 20+ years of sales experience without experiencing this.
But amidst this, a very positive picture emerged. Several presentations were shared about clients that had selected our systems, and in all cases, the clients needed to understand why our system would satisfy their business requirements better than another. The numbers of clients that have selected our systems across the region and the globe is quite amazing.
We looked at the roadmap for our products, and I have already booked up one of the team to present that roadmap to a client next week. It’s very exciting to see what is just around the corner.
If this post is a little gung ho – it’s because we’ve just come from a few days of product education – and we’ve seen a bit of the future. We’ll be happy to share it with you.