Download - Configure Price Quote as an Agent for Change
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• Submit your questions in the Q&A panel throughout the presentation and we will answer them in the Q&A session at the end
• If at any time you experience issues not seeing the slides change or hearing audio, refresh your browser by pressing F5
• Any technical problems can also be submitted in the Q&A Panel
• The recording will be sent to all participants post event
• Take part in the conversation on Twitter using #CPQAgent
Housekeeping
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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
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CPQ as the Agent for Change
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Process
Stakeholders
Engagement
+
Recipe for Success with
CPQ Technology
#CPQAgent
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+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 %
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APTTUS CPQ +MACHINE LEARNING
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Machine Learning is All Around Us
Self-driving Car
Personal Assistant
Page Rank, Search Results
Product Recommendations
Movie Recommendations
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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
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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
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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
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Maximize Outcomes with Apttus Quote-to-Cash Intelligence
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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
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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.
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Filter by:
• Similar customers• Promotions• Top performers• Sales incentives and
bonuses
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Insights and Behavior
#CPQAgent
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Quote:
• Price• Quantity• Terms• Discount• Deal guidance
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Intelligent Guidance
#CPQAgent
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Pricing Intelligence
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Maximize Deal Value
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Intelligent Workflow Approvals
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• 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
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• Global Organization
• Subsidiary of Amer Sports Corp.
• Sell fitness equipment and programmingin commercial and consumer markets
• Multi Channel – Direct, Dealer and online
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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
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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
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Precor’s CPQ Process
1. Building Requirements
2. Selection Process
3. Design
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Recipe to Success: StakeholdersCPQ Technology Process Engagement
#CPQAgent
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• 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
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• 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
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• 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
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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
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“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