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November 2013

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Meet the Oracle WebCenter Team: Bob Crossman, Area Vice President, Oracle WebCenter Sales

Oracle WebCenter is at the front lines of business transformation, bringing together leading-edge web, content, and collaboration technologies into a single, integrated portfolio. Given such rich terrain for innovation, Oracle WebCenter has attracted some of the best minds in the industry.

To help readers get to know the Oracle WebCenter team, each issue we turn the spotlight on one of its members. This month, we talk to Bob Crossman, a 23-year business software veteran known for his ability to clearly articulate complex technology and business strategies. Currently he serves as area vice president, leading and managing the Oracle WebCenter sales team responsible for North American commercial accounts.

Q. How did you land your current role with Oracle WebCenter?
A. I have had a long career in the software industry, working for companies specializing in everything from applications to data cleansing. It wasn’t until I worked for Stellent managing a sales team that I was introduced to enterprise content management. When Oracle acquired Stellent, I took the lead role in managing the transition, and now lead the North American Commercial Sales team devoted to the entire Oracle WebCenter portfolio.

Q. What customer use case has surprised you the most this year?
A. I was really impressed by Qualcomm's customer self-service portal—a solution that sits right at the heart of its business and that was built using Oracle WebCenter Portal. To give you an idea of the benefits, it used to take Qualcomm 7 to 10 days to onboard new customers. Now it takes as little as 15 minutes.

As a provider of mobile technologies for logistics companies, Qualcomm wanted to give customers a self-service portal with a single view of all their processes, from service requests to fleet management. That required integration with back-office systems, and Oracle was in a unique position to make this happen.

You can learn more about Qualcomm’s solution by viewing an on-demand webcast about its project.

Q. Tell us something about Oracle WebCenter that might not be general knowledge.
A. A lot of people don't know about our enhanced mobile offering. We are always connected to the office, and smartphones contribute significantly to our productivity. Oracle has mobile solutions across the entire Oracle WebCenter suite, from portal and content management to web experience management, which can really drive greater adoption of an Oracle WebCenter investment and improve employee or customer productivity. So many of our customers want to expand in this area—now is the time to call us and explore the benefit of adopting mobile technology from Oracle.

Q. What is the coolest thing your team has produced this year?
A. We created a specialized team that provides Oracle Business Value Services to help our customers understand the potential value of using Oracle WebCenter products. The team provides free, day-long workshops led by Oracle WebCenter experts to help analyze the potential value of an investment in Oracle. Participants can then use this analysis to help build a compelling business case in support of a mission-critical project. When every IT dollar counts, this is an extremely valuable service. Customers can speak to their Oracle WebCenter sales representative for more information about these services.

Q. What blogger, analyst, or other thought leader do you consider a “must-read” in order to stay on top of your field? What have you learned from them lately?
A. I am a big fan of AIIM's Digital Landfill. I have been especially interested in their approach to maximizing the value of content. For example, they really understand how social technologies are becoming integral to the way people conduct business, including sharing specialized content.

Q. What do you do when you’re not thinking about enterprise hardware and software?
A. I am an outdoorsman and enjoy taking my family fishing out on Duxbury Bay, south of Boston, near where we live. The bay has some of the best oysters on the east coast, and the striped bass fishing is second to none—and if you're not catching fish, there are breathtaking views to enjoy.

Find out more about successful Oracle WebCenter customers at the Oracle WebCenter in Action site.

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