Oshkosh: On the Move

Oracle Customer Viewpoint—Oshkosh

On the Move

Oshkosh adapts its business model to market shifts and supports its sales operations in the cloud.

Oshkosh logo
Highlights

HIGHLIGHTS

Customer Focus

With intense focus on its customers, military and specialty vehicle manufacturer Oshkosh has managed the economic challenges of sequestration by restructuring its business model, minimizing its dependence on fluctuating and indeterminable government defense spending programs, and moving its sales operations to the cloud.

Oracle Sales Cloud help Oshkosh sell 150,000 vehicles to support U.S. military troops at home and abroad
Vision

VISION

A Force Unchained

“Our vision is to have all of our sales people out meeting with customers—we don’t want them chained to a desk.”

—John Blossom, Vice President, Information Technology, Oshkosh

Strategy

STRATEGY

On the MOVE

“Our MOVE strategy is based on markets, optimization, value, and expansion. Introduced in 2011, MOVE continues to deliver positive results.”

—Charles Szews, Chief Executive Officer, Oshkosh

Charles Szews
Transformation

TRANSFORMATION

From One to Many

“Because of sequestration, our business shifted from a few very large contracts to many very small ones. We needed to transform the way we presented order history to our sales representatives, help them understand these new buying patterns, and prepare them for future sales trends.”

—John Blossom, Vice President, Information Technology, Oshkosh

TECHNOLOGY

Mobile Sales Platform in the Cloud

“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.”

—John Blossom, Vice President, Information Technology, Oshkosh

ROI

ROI

Tangible Results

“For Oshkosh, Oracle Sales Cloud is not just about sales rep productivity, itʼs about running our business better.”

—John Blossom, Vice President, Information Technology, Oshkosh

Despite $600 billion budget cut from US Department of Defense, Oshkosh increased its defense segment sales 10.3% to $317.6 million in Q4 2015.