By Jeff Griebeler and John Quaglietta
We just crossed the Oracle OpenWorld 2018 finish line, having spent three full days with more than 40 customers from around the globe, representing different industries, and at various stages of maturity in their cloud transformation journeys. While each was an Oracle customer, they also had one other thing in common: All of them were interested in talking about value.
New to Oracle OpenWorld this year was the Oracle Value Realization Lounge on the third floor of Moscone West. We set up the lounge to have one-on-one value conversations with customers. We were particularly interested in understanding if Oracle customers had a systematic way of measuring value and if they could quantify the value they had received from their investments in Oracle Cloud solutions.
We initiated the Value Realization program about a year ago. It is a collective effort between our Global Customer Programs team, Oracle Insight and Value Strategy Group, and Customer Success organizations. We each have different focus areas when working with customers, but on the topic of value, we are united. Our goals are simple: We strive to help customers realize the full potential of their investment in Oracle Cloud solutions. We do so by helping provide customers with a systematic way to target, track, manage, fulfill, and promote value.
Our goal at Oracle OpenWorld was to officially “launch” the program. The customer response to our program launch was overwhelmingly positive. We advised more than 40 customers about how to measure value: KPIs to use, benchmarks, best practices for increasing adoption, and solutions that contribute to maximizing value. Customer comments ranged from, “Wow, this is great. We will finally be able to close the loop on our original business case,” to “It’s great to know Oracle has a service that can advise us on KPIs and provide quarterly benchmarks for us.”
The time spent talking with customers about value provided insight into what is on our customers' minds. We found that most are either getting ready to embark on their cloud journey or they are well underway, but all needed to understand the value of their Oracle investment. Here are some observations from our discussions:
Oracle OpenWorld was just the beginning. We have scheduled follow-up activities with many of the attendees, and we have a long list of other customers that we are working with in our Value Realization program. We provide this service to our customers at no charge. If you are interested in learning more about our Value Realization program or receiving a copy of our quarterly benchmark report, please contact us: email@example.com and firstname.lastname@example.org
Jeff Griebeler is a sales consultant and John Quaglietta is a value consulting director for Oracle's Enterprise Value Services team.