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Focus On: Oshkosh, Running Business Better in the Cloud

Business challenge

Since 1917, Oshkosh has been a pioneer in vehicle technologies. But sequestration and uncertain government spending programs caused significant business challenges for the military truck and specialty vehicle manufacturer. Sales reps went from chasing a few large deals to chasing very many small deals. With existing sales processes that couldn't scale, Oshkosh knew they needed to adapt to keep up with market shifts.

Moving sales operations to Oracle Sales Cloud enabled Oshkosh to adapt their business model as well as support their vision of placing the customer first. "For Oshkosh, Oracle Sales Cloud is not just about sales rep productivity; it's about running our business better." -John Blossom, Vice President, Information Technology, Oshkosh

Benefits

  1. Mobile Sales force: "Our vision is to have all of our sales people out meeting with customers—we don't want them chained to a desk," according to Blossom. This cloud transformation created a mobile-first approach for Oshkosh.
  2. User Adoption: "Moving our sales operations into Oracle Sales Cloud has been the best fit for our ‘ideal' end state. Since going live, our user adoption rates have been tremendous." This increased user adoption led to a drop in email traffic between reps, sales managers, and employees back in the home office, accelerating sales productivity.
  3. Sales Analytics: Oshkosh has transformed the way data is presented to sales teams to help them better understand new buying trends and prepare for new trends.
  4. Harmonized Processes: A goal was to find a solution that would work across all four segments of Oshkosh: Defense, Fire & Emergency, Commercial and Access—and Oracle Sales Cloud fit the best into this architectural roadmap.

Learn more about Oshkosh's success with Oracle Sales Cloud.

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