Pilot ResultsWe gave 200 Oracle SDRs industry onboarding & here are the results

Why industry fluency matters at Oracle

Oracle is going deeper on industry-focused GTM

Industry fluency is becoming more and more important across all customer-facing roles

But industry learning is fragmented across the company

There isn't yet a consistent, company-wide way for people to build foundational industry knowledge

Other leading firms are already scaling industry learning

Technology and consulting firms use Primerli to give customer-facing teams on-demand access to a common foundation of industry knowledge

So we tested our approach within Oracle

We gave ~200 Oracle SDRs industry onboarding

We rapidly deployed a pilot for the July cohort of newly hired Oracle SDRs to test whether Primerli could quickly build industry fluency as part of their onboarding program and better prepare them for their industry-specific roles within Oracle

180

unique SDR users

374

industry primers consumed

79%

completion rate

60+ sub-industry primers

mapped across Oracle’s six industry categories

Products

Aerospace
Agribusiness
Automotive
Beauty
CPG
Chemicals
Consumer Electronics
Fashion
Food & Beverage
Grocery
Heavy Equipment
Industrial & Electric Equipment
Manufacturing
Pulp, Paper, Packaging
Retail
Semiconductors

Construction & Energy

Architecture, Engineering and Construction
Carbon Capture & Storage
Hydrogen
Mining
Oil & Gas
Midstream
Upstream
Renewable Energy
Solar
Telecommunications
Telecommunications Networks
Utilities & Power
Wind Energy

Health & Hospitality

Cruise
Governments
Providers / Hospitals
Hotels
Medical Devices
Pharmaceuticals
Restaurants
Travel
US Department of Defense
US payers
US Federal Government

Consumer Services

Investment Banking
Asset Management
Banking
Corporate Banking
Higher Education
Insurance (inc. claims)
Nonprofit Sector
Payments
Private Equity
Retail Banking
Wealth Management

Business Services

Airlines
Film & TV
IT Consulting
Management Consulting
Media
Ocean Shipping
Rail
Logistics

Software

Platforms
Software
Tech startups

The three most powerful outcomes:

85%

report abetter understanding of the client's industry

84%

feel better prepared to discuss customers' business priorities, challenges & trends

80%

feel more confident having industry conversations with prospects

And the SDRs enjoyed learning about the industries

86%

gave ‘good’ or ‘excellent’ satisfaction scores

4.3

average satisfaction rating

“
I didn't know a lot about this topic because I thought it was too technical, but I'm more interested in it now versus when I started!

“
…this module was very insightful and I got information I can apply to my later calls.

“
Very informational and relevant to my day to day work.

“
It was very easy to follow and broke down all the different aspects of the business very well.

“
I found the content to be very interesting which helped me pay attention and truly understand the videos.

There are numerous other use-cases for industry learning across Oracle’s global organisation, across all geographies

SDRs & BDRs

More credible prospecting and first conversations

Sellers & Account Teams

Understand client priorities and lead with business outcomes

Solution Engineers & Architects

Connect Oracle capabilities to industry-specific challenges

Consulting & Delivery

Arrive at client engagements with industry context

New Hires & Internal Movers

Build fluency quickly when moving role or industry

Partners

Build industry fluency across Oracle's partner ecosystem

Industry fluency will enhance every step of the sales lifecycle

Prospecting→
Discovery→
Solution design→
Delivery→
Account growth

It’s important for all teams to have a common foundation of industry knowledge. A well-designed industry learning program can deliver that outcome across all of Oracle’s customer-facing teams.

Other companies using Primerli globally