Back in Q2 of FY12, a division of ITT invited Oracle to demo our CRM On Demand product while the group was considering Salesforce.com. Chris Porter, our Oracle Direct sales representative learned the players and their needs and began to develop relationships. We lost that deal, but not Chris's persistence.
A few months passed and Chris called on the ITT Shape Cutting Division's Director of Sales to see how things were going. Chris was told that the plan was for the division to buy more Salesforce.com. In fact, he informed Chris that he had just sent his team to Salesforce.com training. During the conversation, Chris mentioned that our new Oracle Sales Cloud Service could run with Outlook. This caused the ITT Sales Director to reconsider the plan to move forward with our competition.
Oracle was invited back to demo the Oracle Sales and Marketing Cloud Service (Fusion CRM) and after it concluded, the Director stated, "That just blew your competition away." The deal closed on June 5th , 2012 Our Oracle Platinum Partner, Intelenex, began the implementation with ITT on July 30th. We are happy to report that on September 18th, the ITT Shape Cutting Division successfully went live on Oracle Sales and Marketing Cloud Service (Fusion CRM).
About: ITT is a diversified leading manufacturer of highly engineered critical components and customized technology solutions for growing industrial end-markets in energy infrastructure, electronics, aerospace and transportation. Building on its heritage of innovation, ITT partners with its customers to deliver enduring solutions to the key industries that underpin our modern way of life. Founded in 1920, ITT is headquartered in White Plains, NY, with 8,500 employees in more than 30 countries and sales in more than 125 countries. The ITT Shape Cutting Division provides plasma lasers and controls with the Burny, Kaliburn, and AMC brands.
Oracle Fusion Products: Oracle Sales and Marketing Cloud Service (Fusion CRM) including:
• Fusion CRM Base
• Fusion Sales Cloud
• Fusion Mobile and Desktop Integration
• Automated Forecasting
Adoption Model: SaaS
Partner: Intelenex
Business Drivers:
The ITT Shape Cutting Division wanted to:
better enable its Sales Force with email and mobile CRM capabilities
simplify and automate its complex sales processes
centrally manage and maintain customer contact information
Why We Won:
ITT was impressed with the feature-rich capabilities of Oracle Sales and Marketing Cloud Service (Fusion CRM), including sales performance management and integration. The company also liked the product's flexibility and scalability for future growth.
Expected Benefits:
Streamlined accurate forecasting
Increased customer manageability
Improved sales performance
Better visibility to customer information
