Configure Price Quote as an Agent for Change

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• Take part in the conversation on Twitter using #CPQAgent

Housekeeping

2 #CPQAgent

Today’s Speakers

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Keith Putt

Director of Information Technology, Sales Technology

& Process

Elliott Yama

Associate Vice President, Intelligent Solutions

Marie Francis

Product Marketing Manager, CPQ

#CPQAgent

CPQ as the Agent for Change

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Process

Stakeholders

Engagement

+

Recipe for Success with

CPQ Technology

#CPQAgent

+28 %

Quote Quality

Sales+7 %

Average Percentage Improvements Reported by Apttus CustomersSource: Apttus Customer Relationship Survey conducted May 2016 by an independent third-party, Satmetrix on 150+ customers randomly selected. Response sizes per question vary. QTC = Quote-to-Cash. CPQ = Configure, Price, Quote.

Apttus CPQ Increases Sales Revenue

+26 %

Faster QTC Cycle

+23 %

Faster Time to Quote

+21%

Reduced Rogue Discounting

+11 %

Deal Closure

Quote Volume

+8 %Deal Size

+6 %Win Rate+11 %

APTTUS CPQ +MACHINE LEARNING

Machine Learning is All Around Us

Self-driving Car

Personal Assistant

Page Rank, Search Results

Product Recommendations

Movie Recommendations

The Machine Learning Revolution is Now

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Use machine learning to improve sales and marketing performance40%

Credit machine learning for improvements in sales performance metrics38%

Target higher sales growth with machine learning76%Source: Sales Gets a Machine-Learning Makeover, MIT Sloan Review, May 2016#CPQAgent

You Have to Move Beyond Legacy AnalyticsThe Apttus Intelligence Capability Pyramid™

Cognitive

Prescriptive

Predictive

DescriptiveReacting

Anticipating

Collaborating

OrchestratingWhat will happenand auto-adjust/inform

What will happenand how to handle it

Anticipating what will happen and assigning probability

Understanding whathappened usinghistorical data

Apttus Approaches Applications From An Outcome Perspective

Incentives toOptimize Behavior

BEHAVIOR

Machine-DrivenInsights to Maximize

Outcomes

INTELLIGENCETODAY

Single Platform QTCProcess Automation

PROCESS

Fully Integrated EnterpriseQuote-to-Cash Solution

on a Single Platform with Behavior & Intelligence

Apttus Unique CapabilityFragmented

Point Solutions & Manual Processes

Maximize Outcomes with Apttus Quote-to-Cash Intelligence

Quote-to-Cash Intelligence Use Cases

Prescriptive Sales Performance

Data-driven insights for all your reps to increase deal value and win more

deals

Prescriptive Product Intelligence

Find patterns between customers for data-driven product recommendations

Prescriptive Discount Intelligence

Analyze quotes for data-driven insights into winning discounts levels and sales

guidance

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Elliott,

Intelligent CPQ Launches New Opportunities

13 #CPQAgent

Sales Intelligence

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Intelligent CPQ Identifies:

• New Opportunities• Cross-sell and Up-sell• Product and Service

Bundles

Because I’ve looked at all the information about the opportunity and the customer and have identified the most relevant products and services.

Filter by:

• Similar customers• Promotions• Top performers• Sales incentives and

bonuses

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Insights and Behavior

#CPQAgent

Quote:

• Price• Quantity• Terms• Discount• Deal guidance

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Intelligent Guidance

#CPQAgent

Pricing Intelligence

Maximize Deal Value

Intelligent Workflow Approvals

• Empower Sellers

• Create New Opportunities

• Grow Revenue

• Increase Margins

• Close Faster

• Leverage Data

• Align Priorities

Changing the Game

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Apttus CPQ as the Agent for Change

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Process

Stakeholders

Engagement

Recipe to Success for

CPQ TechnologyPurchased Apttus CPQ

#CPQAgent

• Global Organization

• Subsidiary of Amer Sports Corp.

• Sell fitness equipment and programmingin commercial and consumer markets

• Multi Channel – Direct, Dealer and online

Problem: Global Business on Different, Broken Systems

• Salesforce as Global CRM• North America: Existing CPQ tool not scaling• Globally: Disconnected Excel spreadsheets without controls• Channel and reseller strategies vary across locations

Solution Needed: A Global CPQ that Leverages Precor’sExisting Salesforce Implementation

Precor’s Priority Needs for CPQ

Internal Metrics

— Visibility of global product demand

— More defined weighted pipeline

— Global approval process

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Customer Engagement

— Professional quote presentation

— E-Signature

— Integrated tax calculations

#CPQAgent

Precor’s CPQ Process

1. Building Requirements

2. Selection Process

3. Design

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Recipe to Success: StakeholdersCPQ Technology Process Engagement

#CPQAgent

• 6 months with Cross Functional Team

• Review Sessions and Feedback

• Identify Gaps and Common GroundProcess

1. Precor Building Requirements

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• Executive vs Sales Operations Needs

Stakeholders

CPQ Technology

• Business Requirements

#CPQAgent

• Invited 4 Vendors to Present

• Demos, Re-Demos & Technical Demo

Process

2. Selection Process

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• Organized Global Cross Functional Team

• Executive Visibility

Stakeholders

Engagement

• 15 Minute Highlight Reel of Demos

• Recorded Meetings Available

#CPQAgent

• Review Existing Solutions

• Detailed Review of Master Data + Business Rules

• Understand Native Path of the Application

• Prototype and ReviewProcess

3. Design

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• Face-to-Face with Stakeholders

• Renewed Buy-in into Business Rules

Stakeholders

Engagement

• Transparency around Business Rules + Document Gaps in Business Process

• Conscious Decisions for Process Exceptions

• Review + Iterate#CPQAgent

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Building Requirements6 months

Cross FunctionalReview Sessions & Feedback

Identify Common Ground

Selection ProcessGlobal Team

4 Vendors15 Minute Highlight Reel

DesignFace to Face

IterateDocument Gaps

Question, Investigate & Recap

Recipe to Success: StakeholdersCPQ Technology Process Engagement

#CPQAgent

Preparing for UAT & Go-Live

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• Initial solution is a starting point

– E-Signature via

– Integrated tax calculations via

• Inside Sales Training

• Outside Sales Training

• Lower priority items for Phase One markets, post go-live, Phase Two markets

• Address High and Medium priorities prior to Phase Two markets

• Manage evolution

Add Your Screenshot to Layer Below Laptop Screen

#CPQAgent

“You don’t build systems for yesterday, and you ideally should not build them just for today. You should build

them for today and everything in the future.”

-Keith Putt, Director of Information Technology, Sales Technology & Process

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Q&A

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Sales+7 %

Apttus CPQ as the Agent for Change

Stakeholders

Process

Engagement

#CPQAgent Visit apttus.com