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How Quote-to-Cash Helps Enterprise Customers Scale

ENTERPRISE WHITE PAPER

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ABSTRACT

INTRODUCTION

WHAT DEFINES AN “ENTERPRISE” Enterprise scale means complexity Complexityisbestaddressedthroughflexibility

ENTERPRISE REQUIREMENTS Enterprise Requirement: Solution Flexibility EnterpriseRequirement:ImpactfulBusinessBenefits Enterprise Requirement: Comprehensive, Trustworthy Solution Enterprise Requirement: Vendor Strategy and Innovation Enterprise Requirement: Vendor Experience

QTC DRIVERS FOR EVERY ENTERPRISE Consistency and Flexibility Channel Readiness Risk Avoidance

SALESFORCE APPROACH TO QTC SalesforceQTCOffersComprehensiveFeatureSet,fromQuotestoBilling For Finance, One Customer-facing System of Record When Customizations are Required, Salesforce Makes it Easy Experienced Guidance from Working with 190,000+ Customers Complete Visibility Across the Entire Enterprise

THE SALESFORCE ADVANTAGE Integrated Service and Support Security and Trust

CONCLUSION

Table of Contents

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1. Abstract

Salesforce Quote-to-Cash automates and accelerates the sales process of building and presenting a customerquotethroughthefinancialprocessofcashcollectionandrevenuerecognition.SalesforceQTCistheonlysolutionthatprovidescomprehensiveyetflexiblequote-to-cashcapabilitiestomeet the needs of enterprises with large product catalogs, extensive pricing and quoting rules, and complexfinancialandoperationalrequirements.IthasbeenbuiltentirelyonthecoreSalesforcedata model, which allows customers to build a single system of engagement and gain unparalleled visibilityintocustomerdata.Italsoallowsenterprisestotakeadvantageofinstantintegrationwith the entire Salesforce ecosystem, including interoperability with other Salesforce Clouds, availabilityofAppExchangepartnersolutions,andintegrationwithlegacyandoperationalsystems.It further provides enterprises with access to Salesforce’s vast support operations and investments in innovation, easy-to-use Salesforce tools to enable customizations with clicks and/or code, and extensivereportingandanalyticscapabilities.

This paper explains the distinct quote-to-cash and software needs of enterprise customers, and details how Salesforce Quote-to-Cash is the best choice for streamlining, automating, and acceleratingtherelatedsales,billingandpayments,andothercustomer-facingprocesses.

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2. Introduction

Today, even the largest enterprises are relying on cloud-based software to pull processes into the modernera.Companiesarerapidlymovingeventhemostcriticalaspectsoftheirbusinesstothe cloud to achieve faster implementations, easier systems management, and higher returns oninvestment.Theconceptofautomatinglargeswathsofbusinessprocessesanddigitizingcorecompetenciesandstrategicdifferentiatorsisnolongerlimitedtofast-movingtechnologycompaniesornimblesmallbusinesses.

Companieshavelongsincerealizedthevaluecreatedbyusingtechnologysolutions.Fromproductionandoperationstosalesandmarketingautomation,theproductivityandefficiencygainsarewellknown.Morerecently,technologyhasenabledsalestosellmoreandfaster,marketingtoengagewithmorerelevance,andcompaniestorealizemanyothergrowth-drivingbenefits.

Now,cloudtechnologyisbringingmanyofthosesamebenefitstotraditionallymanualorcumbersomeprocesses.Itisenablingswiftandseamlessassemblyofafast,modernsystemofcustomerengagementthatconnectsrevenuegenerationwithfulfillment,operations,support,andfinancialdomains.Atthesametime,financeandaccountingdepartmentsaregaininggreatervisibility,compliance,andcontrolwhilesalesrepsandfieldteamsareincreasingdealvelocity,generatingmorequoteswithhigheraccuracy,andgaininggreaterforecastingaccuracy.Itallleadstoalargeandpositiveimpactontherevenuesideofsales.

Buthowdolarger,enterprise-scalecompaniesdealwiththeconflictingneedsofChiefFinancialOfficersandChiefRevenueOfficersand/orVPsofSales?Whereasastrongexecutiveatasmallercompany can push through a desired technology deployment, larger enterprises require more flexibilitytointegratewithmyriadlegacysystems,moreflexibilitytomanagecomplex,customprocesses,andmoreexperiencetomanagethehumanandoperationalfactorsatplay.Theyrequirelarge-scale change management expertise to migrate thousands of employees and terabytes of datatonewsystems.And,itallmustbedonewithminimaldisruptiontocurrentoperationsandmaximumbenefittogrowthandcorporateorshareholdervalue.

Theneedsofanenterprise-scalecompanyarevastlydifferentfromthoseofsmallercompanies,thereforethecapabilitiesofacloud-basedtechnologysolutionmustbealignedwiththoseenterpriseneeds.Whilesizeandcomplexityaredefiningcharacteristicsofanenterprise,theabilitytodealwiththetechnology,implementation,deployment,andongoingserviceramificationsofthatscalearedefiningcharacteristicsofonlythosetechnologyvendorscapableofsuccessfullyservingenterprisecustomers.

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This paper is focused on the unique technology needs of enterprise-scale companies in general, but alsospecificallyrelatedtomodern,cloud-basedquote-to-cash(QTC)solutionsandthesometimesconflictingneedsandgoalsofFinanceandSalesorganizations.Thispaperexaminesthedefiningattributes of an “enterprise,” looks at how enterprises evaluate and work with technology vendors, and discusses the business drivers and technology requirements behind QTC initiatives, which typicallycovereverythingfromconfiguringaquote,pricingit,anddevelopinganorderthroughbillingandcollection.ItalsolooksathowmodernQTCencompasseseverythingfromreininginroguesalesrepsandout-of-datepricingspreadsheetstoautomatingfinancialinvoicing,payments,and revenue recognition, as well as the holistic needs of the enterprise, from faster production to moreeffectivecustomerservice,whichultimatelyconnectbacktotheoriginalcustomerquote.

Finally,thepaperdetailstheuniqueandpowerfulbenefitsSalesforceQuote-to-Cashoffersspecificallytoenterprisecustomers.

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3. What defines an “enterprise”?

Whileanenterpriseisgenerallylarge—typicallydefinedashavingthousandsofemployeesandtensofmillionsofdollarsinrevenue—sizeisusuallyofminorimportancewhenregardingtechnology.Eitherthetechnologycanhandlethesize—numberofusers,volumesofdata,etc.—oritcannot.Anenterprisecanbebetterdefinedbyscaleandcomplexity.

Regardless of size, the business complexity of an enterprise can quickly overwhelm inexperienced and immature technology vendors, both during the sales engagement and

after the project begins.

HeadquartersFieldOverseas

Inventory

Partners

Acquisition

Production

Outsourced Support

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Enterprise scale means complexity

Scaleimpliesquantitativefirmographics,suchasrevenue,employeecount,regionalpresence,andmore,butalsoincorporatesbusinessaspects.Enterprisecomplexityresultsfromaglobalfootprint, with multi-lingual employees who conduct transactions in multiple currencies and must adheretomanyregion-specificregulations.Theyhaveageographicallydispersedworkforcewhorequireadvancedtrainingandchangemanagementinitiativeswhenadoptingnewprocesses.Theyfrequently have a large number of products or SKUs, resulting in an exponentially larger number of possiblecombinationsandtheirassociatedbundling,configuration,andpricingrules.

Therevenuesideofenterprisesalesmustalsosupportasophisticatedfinancialteamandprocess,potentiallymanagingmanydistinctbusinessunits,eachworkingfromcomplexworkflowsthatsupportcriticalreporting,auditing,compliance,currency,tax,andotherrequirements.Furthermore,eachcustomerquotemightbegovernedbydifferentlocal,regional,andnationallawsandregulations.

Enterprisesalsofrequentlysupportwidepartnerorchannelnetworks.Inevitably,partnersnegotiateunique business arrangements that impact pricing and other rules, which then require unique technologyintegrationsandcustomizationsforeachpartner.

As companies grow to enterprise scale, they also add complexity through mergers or acquisitions, whichintroduceoverlappingprocessesandsoftwaresystems.Thisresultsinatangledwebofworkflows,databases,rules,reports,integrations,andusers.

Complexity is best addressed through flexibility

Thedefiningcharacteristicofanenterpriseiscomplexity,especiallywhenconsideringQTCsolutions.Itcouldbecomplexityinproducts,inhowtheyareconfiguredordelivered,andinhowtheyarepriced.Itcouldbecomplexityinbusinessmodel,howcompaniesareorganized,orhowtheyselltotheirendcustomers.

Ultimately, a technology provider must not only be able to understand and support enterprise complexity,theirsolutionsmustberobustandflexibleenoughtoempoweragilityacrossacomplexenterprise.Anotherfactofenterprisebusinessischange,andkeepingpacewiththatchangealsorequiresflexibility.

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A QTC buyer must ask a potential vendor if and how they intend to handle their quote-to-cash complexitywhilealsoofferingtheflexibilityandexperiencetosuccessfullyguidethedeployment,assistwithtrainingandadoption,andadequatelysupportitformanyyears.Canthevendorbetrustedtoprovidebusinessimprovementswhilemitigatingrisks?Cantheyprovidethebenefitstheyclaimfordealvelocity,margins,costcutting,andoperations?Dotheyoffertoolstoenablecustomizationswithclicksand/orcode?Istheirsolutionflexibleenoughtobeyourcomprehensivesystemofcustomerengagement,notonlyfromquotetocash,butfromfirsttouchthroughcustomersupportandbusinessreporting?

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4. Enterprise Requirements

More and more, enterprise software selection and deployment has been driven by a combination of three initiatives:

1. Operationalexcellence

2. Processand/orsystemsscaleandmodernization

3. Financialcomplianceandriskmitigation

To achieve operational excellence, companies look to incorporate best practices as they automate theirQTCprocesses.They’veseentheimpactofsoftwareonotherareasoftheirbusiness,andareseekingtotransformtheirentirebusinesstoachievesimilarfinancialandoperationalbenefitsacrosstheenterprise.Thegoalsarespeed,agility,andaccuracy,allofwhichenablebusinessestomakebetterdecisionsmorequicklythancompetitors.

Inascalingormodernizationeffort,companiesaresurpassingthelimitsofcurrentcapabilitiesandseektoupdatetheircustomer-facingprocesses.Theymayhavegrownbeyondthecapabilitiesofolder methods, or they may be realizing scale or volume limits of legacy software that is no longer abletokeepupwiththedemandsoftheircurrentandfuturebusiness.Theymayalsobeleakingrevenue through a lack of proper or enforceable pricing guidance, resulting in smaller deals or missedrevenue.

Inacomplianceandriskmitigationinitiative,salesmanagersorfinanceteamsarerealizingexcessivepainorcostsfromrogueactions,uncontrolledprocesses,andmismatchedmethods.Theymayhavemultiplesystemsorbusinessunitswithconflictingprocessesordisconnecteddata,theymayhavelost large deals or left too much margin on the table due to quoting errors or unapproved discounts, ortheymayfeelthepainofreconcilingandauditingfinancialdataordevelopingaccuratesalesforecastsfromtoomanydisparateandunreliablesystems.

Enterprises may have other motivations for updating their QTC systems and processes, but many fallintothesethreebroadcategories.Drillingdeeper,however,revealstheuniquerequirementsenterpriseshaverelatedspecificallytoQTCsoftwaresolutionsandtheprovidingvendors.Theserequirementsincludesolutionflexibility,businessbenefits,andhowmuchtheytrusttheirvendor’scommitmenttosecurity,arobustecosystem,andaggressiveinnovation.

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Enterprise Requirement: Solution Flexibility

Attheenterpriselevel,companieshavebroad,complex,andregionallydispersedoperations.Avoidingdisruptionsandmanagingtheinevitablechangeisakeyconcernforanylargecompany.Minimizing the impact of change is of great importance, which puts a focus on a vendor’s ability to flexiblyconformtotheneedsoftheenterprise.

What this means is that software vendors must be willing and able to mold their solutions to match howtheenterpriserunstheirbusiness.Innearlyallcases,however,enterprisesarelookingmoreforexpertiseandguidanceonthebestsolutionfortheirbusiness.Theyarenotseekingtomodernizeaflawedsystemorprocess,justtocarryoverthoseblindspotsorareasofrisktomoremodernsoftware.

Flexibilitycanbeinterpretedascomplexity,butasolution’ssimplicitycanalsobethekeytoflexibility.Asolutionshouldprovidetheflexibilitytodowhatyouwant,andthevendorshouldprovidetheexpertisetoguideyoutothebestdecision,butthedecisionsmustbeefficientones.Ifcustomcodingisn’trequired,it’stheneasierandcheapertoimplementandmaintainanysolution.

Intheend,flexibilityshouldbelookedatwithakeeneyeontotalcostofownership(TCO).Achoicebetweencustomizingsoftwaretomatchanexistingworkflowandadjustingaworkflowtofitasolution’sstandardcapabilitiesmayseemobvious.However,consideringthecosttoinitiallydevelopthat customization, maintain it through future changes, and work through future upgrade challenges, theTCOcouldbesignificantlyhigher.

Traditional QTC Approach

• Positionexpensive,slowcustomsolutionsasthedefactostartingpoint.

• Treat mobile as an afterthought, with limited and rarely updatedappsonalimitednumberofmobileplatforms.

• Offertheimpressionofalargesetoffunctionally,eventhough a typical enterprise will neither need nor use many of thosefeatures.

• Offerunique,one-timecustomizationsthatrequirelargeinvestments of time and resources for development, administration,andmaintenance.

• Requirecustom-codedintegrationswithback-endERPandfinancialsystems.

• Approach every customer as a unique opportunity to engage in a large professional services engagement with teams of developersandprojectmanagers.

Salesforce QTC Approach

• Provideaflexiblecloudapproachasasystemofengagement,resultinginaplatformfortheentireenterprise.

• Offeraseamless,flexible,andcustomizableuserexperience,from every desktop to every mobile device using Salesforce1

• Offerarobustandmarket-leadingQTCsolutionfootprint,with nearly limitless options to expand and extend via certifiedAppExchangesolutions.

• Enableextremeflexibilitytoaddanyrequiredcapabilitiesthrough clicks and/or code using Salesforce Lightning and easy-to-implementconfigurationsthatadaptSalesforceQTCtomatchtheneedsofanybusiness.

• Provideeasyintegrationstonearlyeveryback-endsystemusing Salesforce Connect and a rich library of integration tools.

• Bring the experience of pioneering cloud-based enterprise software and working with 190,000 customers to quickly advisethemosteffectivesolutionforeachcustomer’suniquebusiness.

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Enterprise Requirement: Impactful Business Benefits

Realimpactariseswhenleadershavedeepvisibilityintoacrossabusiness.Withoutbroadvisibility,anybenefitfromtechnologyislimitedinscope,sometimestoevenasingleprocess.Whenleadership has accurate, real-time insights, they can make better decisions, allocate resources more optimally,andbetterforecastimportanttrendsormarketshifts.

QTC enables leaders to have greater impact on the revenue side of Sales, increasing deal velocity whileeliminatingerrors,streamliningapprovals,andenforcingpricingandotherrules.QTChelpsincrease revenues and deal sizes by empowering Sales to sell more, more often, and for more money.Italsoencouragesbiggerdealsthroughautomatedup-sellsandadd-ons,andreducesrevenueleakagebyenforcingpricingrulesorstandardizingglobalpricing.QTCenforcespricing,bundling,andotherguidelinestoreducetheneedforapprovals,whileautomationsignificantlyincreasesthespeedofrequiredapprovals.Furthermore,byautomaticallyincludingallnecessarycomponentsofaquote,downstreamreportingandauditingbecomeexponentiallyeasierandfaster.

Speed and agility are also increased through QTC’s delivery of a complete and comprehensive proposalthatrequireslittletonomanualdesign,editing,orassembly.QTC’sbenefitsinconfiguration,pricing,andquotingmaybemoreobvious,considerthetimeandresourcessavedby automating the delivery of a branded proposal package, complete with terms and conditions basedspecifically(andautomatically)ontheproduct,customer,region,andotherdeal-specificparameters.

QTC also helps enterprises quickly capitalize on market opportunities through deep visibility into theentireprocess.Evenmore,increasedforecastingaccuracyandvisibilityintoin-processdealsgives Sales managers and executives more intelligence to react faster to both opportunities and challenges,andbenefitsFinanceandLegalduringandafterthesalesprocess.

Looking across the enterprise, QTC provides a platform for the revenue side of sales—from desktop tomobile—whichcanbequicklyintegratedwithproduction,fulfillment,inventory,andotherlegacyandoperationalsystems.QTCcanalsobeconnectedtodownstreamservice,support,analytics,community,andmarketingsystems.

IncreasesinproductivityandefficiencyenabledbyQTCarethenprovidedacrosstheentireenterprise.Approvalsarefasterandeasierthroughautomatedroutingandrulesenforcement.Long,tedious,andmanualreportingefforts,usingdatafrommultipledisconnectedsystemshand-keyedintospreadsheets,areeliminated.

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Thebestcaseiswhenallofthesebenefitsarerealizedwithoutexpensiveandtime-consumingcustomizations.Whenintegrationsarepre-built,QTCconnectswithERP,financial,CRM,andothersystemsinstantly.Whenplatformsareeasilyconfigurable,everystakeholderordepartmentgetsjustthetoolsandfieldsandfunctionstheyneed.WhenQTCisanextensionofCRM,support,marketing,andotherrevenue-facingapplications,Salescansellmore,faster,andmoreoften.


• LimitQTC’sbusinessbenefitstosalesandfinance.

• Requiresignificantpre-andpost-deploymentservices,customizations,andmaintenance,vastlyincreasingTCO.

• Customintegrationstoothersystems.


• Extendsthebenefits of QTC across the enterprise, from Sales toOperationstoCustomerSupport,andmore.

• Enables easy extensions via Lightning components and AppExchange partners, requiring little or no additional maintenancecosts.

• Offersprogrammaticaccesstoothersystemsusingsimple,powerful,andsecureapplicationprogramminginterfaces.

Enterprise Requirement: Comprehensive, Trustworthy Solution

Enterprisesrequiremanysoftwaretoolstoconducttheirbusiness.Whenfacedwithachoice,everyenterprisemustaddressthequestionofchoosingasinglecomprehensivevendorthatoffersa wide solution suite versus assembling a collection of niche software solutions into a custom amalgamation.However,withtheadventofSoftwareasaService(SaaS)andcloud-basedPlatformasaService(PaaS)solutions,theabilitytobuildahybridsolutionoffersthebestofbothapproaches.

With a platform approach, customers and/or other software developers can build upon, customize, andextendthebasesolution.Aleadingplatformwilloffertoolstobuildtheseextensionswithclicksand/orcode,andenablecustomappstobeinstantlymobileandsocial.Itenablesanenterprisetoeffectivelychooseasoftwaresuitefromatrustedproviderthatoffersanacceptedgovernanceandcomplianceframework.Whiletheplatformfillsmanyenterpriseneeds,companiescanchoosetoextend the solution by building their own apps or working with other app development partners whofillnicheorspecializedneeds.And,sinceintegrationsareautomaticandplatformpartnershavealreadybeenvetted,tested,approved,anddeveloped,deploymenttimesaredrasticallyreduced.

From IT’s perspective, the demand for apps has overwhelmed the development capacity of many IT departments.Aplatformapproacheliminatesmuchoftheirdevelopmentburdenbystreamliningthe app-building process and providing the basic building blocks to quickly build apps—desktop and mobile—forcustomers,employees,andpartners.

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An easily-integrated platform also allows enterprises to quickly collect, process, and analyze customer,partner,andinternaldatafromasinglesystemofengagement.Thisenablescompaniestomonitoreverythingfromsalesleadstocustomersupporttickets,partnerquotestoorderfulfillment,andsalesforecastingtopricingcompliance.

ThesebenefitscombinetoofferamuchlowerTCOthanattemptingtocobbletogetherindependentpoint solutions, each of which may require custom integrations, overlapping databases, cloud-to-clouddatatransfers,proprietarycodeorcomponents,andotherunneededcomplexities.

Theplatformapproachalsosignificantlyreducestheneedforapplicationcustomizations.Iftheplatformdoesnotofferrequiredfeatures,partnersaregenerallyavailabletofillthosegaps,nearlyinstantly,withbest-of-breedsolutions.

For QTC processes, cloud-based platform further enables an enterprise’s channel partners to leverage the same data, intelligence, and systems, vastly increasing the value to the enterprise’s ecosystemwhilealsoprovidingpartner-specificrulesanddatavisibility.Evenintegrationswithapartner’s applications can be achieved, providing insight into supply chains and inventories to further improveenterpriseoperationsbothup-anddown-stream.

Securityisalsoamajorconcern.Withtheevolvingthreatlandscape,enterprisesareencouragedtoacttopreventunauthorizedaccesstotheirsensitiveandvaluablebusinessdata.QTCdatanotonlyincludespricingandproductdetails,butalsohighlyconfidentialcustomerandpartnerinformation.Anytechnologyprovidermustunderstandthattheconfidentiality,integrity,andavailabilityofeverycustomer’sinformationisvitaltotheirsuccess.Technologyproviderareexpectedtoleadon user-centric security issues and easily enable additional layers of security, such as two-factor authentication,loginIPranges,andsessiontimeoutthresholds.Theproviderisalsoresponsibleformonitoring and ensuring data and access security in the cloud by delivering applications, systems andprocessesthatmeetthegrowingdemandsandchallengesofsecurity.

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• Provideadeepsetoffeaturesandfunctionsthatmayormaynotbeapplicabletoeverycustomer.

• Require expensive, sometimes proprietary, customizations for missing features, which may impede future upgrades and deployments.

• Provideafewpre-builtintegrationstolarge,legacyandoperationalsystems,butrequirecustomized,one-offintegrationstomostothersolutions.

• Customintegrationstoothersystems.


• Salesforce QTC provides a deep and wide set of features and functions,plusaplatformforthousandsofpartnerstoofferdeeper,niche,orindustry-specificfeaturestoeverycustomer.

• Enables simple, easy extensions to customize features while maintainingcodefidelitythathasnoimpactonfutureupgradesordeployments.

• All AppExchange solutions are pre-integrated with Salesforce forinstantdeployment,plusSalesforceConnectofferseasypoint-and-click integration with other Salesforce organizations andlegacyandoperationalsystems,suchasSAP,Oracle,Microsoft,andmore.

• Offersprogrammaticaccesstoothersystemsusingsimple,powerful,andsecureAPIs.

• Takes a multi-layered approach to security, with a dedicated global security team that monitors and improves our applications, systems and processes to meet the growing demandsandchallengesofenterprisesecurity.

Enterprise Requirement: Vendor Strategy and Innovation

Most point-solution technology companies are focused on creating features and capabilities directly relatedtotheirmarket.Theirstrategythenbecomesoneofcontinuedexpansionoffeaturesandfunctionalitydeeperintotheirchosendomain.Frequently,thattranslatesintomoreandmorefeatureswithdiminishingvaluetotheirbroadersetofcustomers.Whereonecustomerseesuniqueandapplicablevalueinaspecificfeature,manyothercustomersseeirrelevanceandbloat.Theirinnovationcomesfromenablingindividualuserstosolveasmanyoftheirdomain-specificchallengesaspossible.

Incontrast,platform-basedtechnologycompaniesfocusonenablingsolutionbreadthandflexibility,whichincludesinteroperabilitywithawiderangeoftechnologypartners,approaches,andadjacentsolutions.Asmentionedintheprevioussection,aplatformapproachallowsavendortoofferawiderangeofpossiblesolutionconfigurations,includingenablingdeveloperstobuildapplicationsdirectlyon the platform and enabling easy and pre-built connections to other existing software solutions fromothervendors.Here,innovationcomesfromenablingallcustomerstobuildthebestoverallsolutionfortheirbusinessneeds.

WithrespecttoQTC,apointsolutionattemptstooffertheabilitytoaddresseverypossibleconfiguration,pricing,quoting,andbillingneedatthemostgranularlevels.Indoingso,theirdata,workflow,andotherarchitecturalneedsrequiremoreandmorecustomization.Inturn,those customizations increase the cost and time for each customer’s implementation, since each additionalcustomizationmustbehandledindividuallyduringintegrationsandupgrades.

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Furthermore,apointsolutionbeginstoexacerbatethesilosofredundant,disconnecteddata.Aplatform approach, conversely, builds upon a common data model to give companies a single view oftheircustomers,resultinginvisibilitytoquicklyaddressabroadrangeofbusinesschallenges.By deploying a cohesive system of engagement across all revenue-side channels and touchpoints, customerandbusinessdataisavailableforfastandcomprehensivereportingandanalytics.

Again, in contrast, a platform approach to QTC enables a wide system of engagement, with more valueandlowerTCOacrosstheenterprise.Platformsoffer:

1. Abroadsetofflexiblefeaturestoenablenearlyallcustomerstoachievetheirgoalswithminimalconfigurationandzerocustomization.

2. Desireddomain-specificfunctionalitythatcanbedevelopedbypartnersandotherthirdpartiestofilluniqueneeds,suchasforspecificindustriesorspecificusecases.

3. QTCsolutionsthatcanbeeasilyandquicklyconnectedtootherareasoftheenterprise,fromtheobviousfinancial,fulfillment,andCRMsystemstothevalue-drivingsupport,services,marketing,andothersystems.

4. Avastecosystemofthousandsofexperiencedconsultants,partners,andsystemintegratorsthatcansupportnearlyeverynicheneed,industryrequirement,orenterprisecomplexity.


• Investing in sales to achieve high growth and venture funding attheexpenseofcustomersatisfaction.

• Arbitraryproductupgradesandreleases.

• A limited partner ecosystem of small, niche providers who havetheirownfinancialandpersonnelresourcelimits.

• Relianceonthird-partycloud,processing,andstoragevendors.


• AninvestmentinR&Dofnearly$1billionperyear.

• Three product releases annually, including upgrades and enhancements.

• An ecosystem of technology and SI partners, plus AppExchange’smorethan3,000applications.

• Pioneerofthemultitenancytechnologymodel.

• Awarded“InnovatoroftheDecade”byForbes.

Enterprise Requirement: Vendor Experience

All businesses want experienced vendors who have worked with other companies of similar size, in similar industries,withsimilarchallengesandgoals.Largercompanies,inparticular,lookfordeeperlevelsofexperiencetoincreasenotonlythechancesofsuccess,butalsotohelpguidetheoverallproject.

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Experience across a broad spectrum of company sizes and industries, and across tens of thousands ofcompanies,iscriticaltotrulydevelopingabest-practicesapproach.Itmayseemcounterintuitive,but ideas gained from working with a small biotech company, for instance, can also lead to novel and innovativeideasbeingappliedtomassive,globalmanufacturingenterprises.

Salesforce QTC Lets You Manage Quote-to-Cash Across Any Ecosystem

It is true, however, that enterprises tend to prefer vendors to have experience with other similar enterprises.Havingworkedwithhundredsofenterprisesispreferabletohavingworkedwithdozens,andenterpriseshavechallengesjustfromtheirsizeandscale.Decisionstendtobemadebyteams,broaderworkforceandregionalconcernscanimpactprojects,andlargenumbersofsystemsandprocessesneedtobeaccommodatedorreengineered.Thechangemanagementinvolvedcanbecomeasbigaprojectasthetechnologydeploymentitself.Anticipating,understanding,andbeingabletofindsolutionstothosetypesofenterpriseissuestakesenterpriseexperience.

“It’s not just managers from sales operations and technology management who you need to involve; these are company strategies

that require executive-level support. Ask the questions ‘How do our buyers want to buy from us?’ and’ How are we going to increase

volume, margins, and profits?’”

-ForresterResearch,“VendorLandscape:Configure-Price-QuoteSolutions,”March,2016.

Opportunity Quote AR

Rev Rec GL

eCommerce

Partner

Contract

Order

• eSignature

• Provisioning• Fulfillment• Usage

• Tax Tables• Calculations• Tax Line Items• Remittance

• Invoice Presentation• Grouping• Charts

• CC Payments• ACH

• Financials• Income Statement• Balance Sheet• Financial SQR

Customer Systems

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InQTCinitiatives,enterprisechallengestakeongreaterscale.EitherFinanceorSalesmaydriveaQTCinitiative,butbuy-infrombothteams--andexecutives--isimperative.Salesmaybeinterestedinvisibility or forecasting accuracy or deal velocity, while Finance may be concerned with which system becomes the product catalog system of record, how QTC will integrate with inventory management, andwhatinvoicedataispassedtotheirERPsystem.Whatevertheissue,thereareteamstoinfluence,myriadsystemsandprocesstoconsider,andmoregravitytotheimpactofeverydecision.

Howdocompaniesexpecttobenefitfromvendorexperience?It’stheguidanceavendorcanprovide, from where unrealized improvements can be made to where short-term pain can lead to long-termvalue.Combiningallthreeaspectsofexperience--broad,enterprise-specific,andQTC--deliversatrifectaofbenefitstoenterprisecustomers.

Salesforce QTC’s enterprise customers include Aetna Life Insurance, Dell, Medtronic, Aspera, Bluebox Group, Deluxe Entertainment

Services Group, LitePoint, Mitsubishi Electric, Powerschool Group, The Advisory Board, CyrusOne, Risi Inc, Tervita Corp, Mark Andy

Inc., and many more.


• Dozensorhundredsofcustomersinspecificindustriesandfornicheapplications.

• Small to mid-sized business with resource constraints and less complexinternalprocesses.

• Experienceinalimitedsolutionarea.


• Knowledge gained by working to make over 190,000 customerssuccessfulacrossdozensofindustries.

• Over 10,000 global Salesforce employees, with enterprise needs,complexity,andinternalexperience.

• Experience across every part of your business, from Sales to Service,CommunitytoQTC.

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5. QTC Drivers for Every Enterprise

As mentioned above, a QTC initiative requires participation and coordination from Sales and Finance,obviously,butalsofromLegal,SalesOperations,Fulfillment,andmore.Betteryet,successincreaseswhenQTCprojectsinvolveMarketing,Support,andotheradjacentteams.

But once the initial goals are set, such as faster deal cycles or reduced quoting errors, the deeper needs ofanenterpriseQTCinitiativearequicklyrevealed.Whatbecomesdauntingfornovicevendorsistheadditionoftechnical,logistical,andsecurityconcernsthatarejustasimportantasthecoreQTCconcerns.

Consistency and Flexibility

AkeyconcernforenterpriseQTCinitiativesispricingconsistency.ManyQTCprojectswerespurredbypricinginconsistencieswhichcausedlostrevenue,failedaudits,orworse.Inmanycompanies,pricingisrelativelyuncontrolledusingspreadsheets.Asquotesarecreatedwithoutdatedorincorrectpricing,Financeeventuallyhastoexplainhowithappenedandidentifytherootcauses.MostQTCsolutionssolvethischallengeeasilybycontrollingpricingcomplianceandeffectivelyeliminatingpricingmistakes.

TheQTCchallengeatenterprisescalebecomestheneededflexibilitytomanagethousandsorevenmillionsof possible combinations of SKUs, bundles, volume discounts, contracted pricing, channel discounts, and more.Addinvariablesforinventorymodes,manufacturinglocations,deliveryvendors,subscriptions,volatileavailability,anddeliveryorproductsequencing,andthechallengesincreasedramatically.

The best QTC vendors will not only have the experience to foresee and understand these challenges, theywillhavetheproductfoundationandthepartnerecosystemtoprovideacomprehensivesolution.

Channel Readiness

Selling directly and via channel partners is typical in most enterprises, which makes consistent order captureacrossthosechannelsaQTCchallenge.Insomeenterprises,evensellingthroughdifferentinternal business units is similar to dealing with channels, in that systems, rules, pricing, and other issuescanbeconflicting.Inturn,thiscanmaketwoordersforexactlythesameproductscompletelydissimilarwithrespecttopricing,approvals,fulfillment,andmore.

But an experienced QTC vendor will deploy the order management process as the center of a consistent andcomprehensivesolution.Theenterprise’sback-endfinancial,fulfillment,andotherneedsmustbemetwithconsistency,regardlessifanorderisgeneratedinternallyorthroughapartner.Onlybyfollowing

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rulesandcollectingrequireddatacanback-endworkflowsallocatetheproperresourcesandexecutetheordercorrectly.Furthermore,andjustasimportant,ismaintainingvisibilityintoreliableandreal-timeorderstatusthroughouttheprocess.Again,processanddataconsistencyiskey.

Additional technical complexities arise with back-end systems integration across business units andexternalpartners.Havingtheabilitytooffereveryoneadedicatedportalforordercreationandvisibilityisahugebonus,andanextremelyvaluablebenefitforboththeenterpriseandthepartner.

Only when everything is connected, integrated, and common can executives achieve instant visibility intoordersandstatusesacrosschannels,partners,regions,andmore.

Risk Avoidance

In considering risk, security is not only a top enterprise issue, it is top of mind for everyone due the preponderanceofmediacoverageoftechnologysecurityissues.Fromhackedgovernmentemailstothestolencreditcardinformationfromvariousonlineandofflineretailers,securityisalwaysofmajorconcern.But, now that concern has spread beyond IT’s focus on data security and into Finance, Legal, Marketing, andSalesallhavingastakeinasystem’ssecurity,andespeciallyintheimpactofsecuritylapse.

As QTC systems and solutions reach into Finance, risk broadens to include regulatory, compliance, audit,andadditionalfinancialareasofconcern.Thisisn’tuniquetotheenterprise,butitdoesincreasetheburdenandcostofreducingrisk.

Atthebusinesslevel,thereissignificantrisktobusinesscontinuityandgrowthwithalarge-scaleQTCdeployment,specificallyontherevenueside.Asmallerrorcoulddisruptproductionorfulfillment,causingdelays,customerfrustration,lostsales,orworse.Inturn,impacttogrowthorshareholdervaluecouldbecatastrophic.

Risk also occurs much more at the human level for enterprises, where decisions are frequently made byteams,andwheresuccessorfailurecanimpactcareers.Whenconsideringavendor’ssolution,therisktoeachinfluencer’sanddecision-maker’scareercannotbeoverlooked.

Finally,there’sthepureITriskfromatechnologyperspective.Toomanycustomizationsincreasemaintenanceandmanagementrisk.Toomanysystemsincreaseintegrationrisk.Toomanycloudvendorsincreasethepotentialfordatalossorhacking.WithQTCconnectingfinancialandsalessystems,andbeyond,theriskbecomesmagnified.

In all of these cases, the measure falls back to the QTC vendor’s experience with enterprises and theirsuccessratewiththeirenterprisecustomers.

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6. Salesforce Approach to QTC

OurapproachtoQTChasbeenconsistentsincetheinitialproductwasfirstdevelopedin2009:tobuildthebestQTCsolutionentirelyontheSalesforceplatform,leveragingallthebenefitsoftheSalesforceecosystem.Thatmeanscreatingasinglesystemofcustomerengagement,withtightintegrationtoSalesforceSalesCloud,isakeycomponentofourlead-to-cashstrategy.Italsomeansusingacommondata model that revolves around customer information, creating a customer platform that brings together the best of CRM, a cloud-based infrastructure, easy integrations to operational and legacy systems, developmentwithclicksand/orcode,andmore.

Moving forward, the future of Sales Cloud leverages QTC best practices that improves the customer experience and enables a smarter enterprise via visibility into a single system of engagement.ForSalesforceQTCcustomers,thatalltranslatesintofasterimplementation,easieradministration,andalowerTCO.

Salesforce QTC Offers Comprehensive Feature Set, from Quotes to Billing

Salesforce QTC has been developed and innovated over the past ten-plus years to provide enterprise companieswithacompletesolutioncoveringeveryneedfromtheconfigurationandpricingofaninitialoffertoacustomer,throughtheactualorder,billing,revenuerecognitionandrenewals.

ButSalesforceQTCoffersmuchmorethanjustautomation.Itturnsariskytangleofuncontrolleddocuments and disconnected systems into a streamlined, controllable, manageable process that helps salesrepsclosemoredeals,anddosomorequickly.

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Salesforce QTC Lets You Manage Quote-to-Cash Across Any Ecosystem

SalesforceQTCprovidesthefunctionalitytoguidesales,service,finance,andotherusersthroughallphasesoftheQTCprocess,fromconfigurationthroughorder,eliminatingmistakesbyintelligentlypresentingonlythechoicesthatmattertoanopportunity.Asusersmakeselections,likechoosingaparticularproduct,subsequentchoiceschangebasedonthatselection.Userscaneasilycreateaquote,andevenadjustpricingbasedonapprovallevelswithoutgettingamanagerinvolved.Moreso, as products and part numbers are added or changed, Salesforce QTC again takes advantage of thestandardobjectmodeltoquicklyincorporateupdatesthroughouttheQTCprocess,makingtrainingandenablementofusersmucheasier.

This is referred to holistically as “guided selling,” which allows reps to identify the best products and servicesbasedonacustomer’sneeds.Nomatterthecomplexityoftheirneedsorthecomplexityoftheofferings,theSalesforceQTCconfigurationenginereliesonrulestoprovideguidanceyetflexibilityinconfigurations.Forexample,defaultselectionscanguiderepbehaviorsorforcerepstoconsiderallrelevantcomponentsofaconfiguration,avoidingoverlookeditemsliketrainingsoraccessories.Or,rulescanenforcespecialcustomer-orpartner-specificpricing,promotions,ordiscounts.Ineithercase,calculations for complex aspects are automated to ensure, for instance, quantities are combined to appropriatelyapplytiereddiscountlevels.Rulescanalsoenforcediscountthresholdsorimplementadditionalapprovalsornewapprovalpathswhenthresholdsareexceeded.

Opportunity Quote AR

Rev Rec GL

eCommerce

Partner

Contract

Order

• eSignature

• Provisioning• Fulfillment• Usage

• Tax Tables• Calculations• Tax Line Items• Remittance

• Invoice Presentation• Grouping• Charts

• CC Payments• ACH

• Financials• Income Statement• Balance Sheet• Financial SQR

Customer Systems

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Assembly of a quote or proposal also become easier and faster with Salesforce QTC, even while retainingflexibilityinthefaceofcomplexity.Quotescanbegroupedtoorganizeinformation,splitordersintomultipleshipments,orincludeoptionalitems.Termlibrariesanddynamictermsandconditions ensure the proper inclusion of appropriate components, and a term editor enables customtermstobeaddedasneeded(withappropriateapprovalstriggered,aswell).

For delivery, templates can be used to create fully branded and customized documents based on businessunitsorregionsorotherattributes.Integrationwithe-signaturetechnologyspeedsdealcyclesandaddscomprehensiveaudittrails.And,onceaproposalisfullyexecuted,SalesforceQTCcan create orders with assets and subscriptions to tie purchases to customer accounts and CRM opportunities.Orderscanbesplittocreatemultipleordersfromasinglequote.Renewalscanbeautomaticallyimplementedandforecastedforpipelinevisibility.Andadd-onscanbeco-terminatedwiththeoriginalcontractforfasterandeasierup-sellwhenthetimecomes.

As part of the broader Salesforce platform, Salesforce QTC is already integrated with other Salesforcesolutions.WithCommunityCloud,sellingthroughpartnerchannelsisenabledwithself-service quoting and customers are empowered to manage renewals and add-ons via self-service portals.WithServiceCloud,customerserviceisstreamlinedandimproved,servicecontractsandentitlements can be easily created, and customer service teams can seamlessly understand the level ofserviceexpectedbycustomersandforspecificpurchases.

Salesforce Connect enables customers to connect and access data from other Salesforce organizations and external sources with

point-and-click simplicity. That means integrating data from other departments on Salesforce or legacy systems, such as SAP, Oracle,

and Microsoft, in real-time as Salesforce objects. Salesforce Connect dramatically reduces integration time to unlock data from

existing legacy and operational systems.

Salesforce QTC also gives Finance and Legal control over the process without getting in the way of sales.SalesforceQTCprovidestheconfidencetoletthefieldforcebuildquotes,adjustprices,andcomposecontractswithoutrequiringdeal-delayingapprovalcycles.Productandservicesteamscanfurther ensure required pieces are included with every opportunity, eliminating late-stage surprises onbothsides.Whenanon-standardopportunityappears,approvalworkflowsensurethedealremainscompliantandtherightdecision-makersgetinvolved.

After an opportunity is won, Salesforce QTC helps Finance with order management, billing, and collection,andhelpsSaleswhentimecomestorenewacontractorofferadditionalitemsfromup-sellorcross-sellcampaigns.

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Duringthelifeofanorder,SalesforceQTCprovidesvisibilitytotrackordersandcontractsattheaccountlevelandcreatemultipleordersfromasinglequote.Italsocarrieseachlineitemthroughtobilling,connectingeverycomponentofaninvoicetoaspecificorderline.

For Finance, One Customer-facing System of Record

Furtherdownstream,onceanorderisprocessed,SalesforceQTCgivesfinancethetoolsrequiredtoeaserevenuerecognition,streamlinereporting,andfacilitateauditingandcompliance.OnlySalesforceoffersthesolutionfootprinttoenabletheentirecustomer-facingprocess,whichrunsthroughbillingandcollection.OnlySalesforceprovidesvisibilityfromtheinstantanewquoteiscreatedtowhenanopportunityisclosedtowhenthatrevenueshouldberecognized.

ThismeansSalesforceQTCofferstraceabilityattheline-levelfromtheinitialquoteandcontract,throughtheinvoice,andonthroughpaymentandrevenuerecognition.Thistraceabilitygivesfinancecomplete control of the entire revenue-generating side of the business, which is enabled only when bothsalesandfinanceutilizethesamefoundationalsolution.

Using a common foundation, Salesforce gives enterprises a clear and comprehensive view of the entirecustomerlifecycle,fromthefirstmarketingtouchtothemostrecentserviceinteraction.WithSalesforce QTC, that visibility is extended to cover quotes, contract terms and conditions, orders, deliverydates,bookings,invoicing,cashcollection,andmore—allwithinasinglesolution.

Keepingallcustomerdatawithinonesolutionalsoenablesfinancialcomponents—contracts,orders,collection—tobeleveragedbysales,finance,andothers.QTCisacoreprocessforanyenterprise,and visibility into what happens after they are a customer is as important as what happened before theybecameacustomer.Maintainingcomprehensivedatainasinglesystemeasesreportingandanalyticsandvirtuallyeliminatestime-consuming,expensive,andcomplexintegrations.

Oncecomprehensivecustomerdataiseasilyaccessible,financehasthepowertogainrealandimpactful business insights, such as time to close, time to billing, time to collection, and more, to granularlygaugehowabusinessisrunning.Financecanalsoidentifychangesincustomerpayments,indicatingpotentialchurnorothercustomerissues.Inmostenterprises,thatdataresidesindisparatesystems,requiringdatawarehousingprojectsorcomplexandslowspreadsheetexercises.WithSalesforce,it’sallinonesolution.

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QTC Offers Insights for All.

With Salesforce QTC, it’s easy to provide sales reps, support, fulfillment, and others with eye-opening order, payment, and collection

insights right within Salesforce. This visibility enables reps to focus on the best customers while avoiding those who might present

collection hassles. It allows customer support to quickly access contract terms and obligations. And it empowers all teams to have

more visibility into how more of your business operates.

Even more, Salesforce QTC provides insights and analytics via holistic reporting and Salesforce Wave analytics.Risklevelsandpipelinesareclear,asarebreakdownsofdealsizes,margins,paymentterms,andotherimportantattributes.

Outofthebox,SalesforceQTCoffersenterpriseacompleteandflexiblesolutiontonearlyeveryaspectoftheirquote-to-cashprocess.WithSalesforce,theentirecustomerlifecyclebecomescrystalclear.

When Customizations are Required, Salesforce Makes it Easy

Allbusinessesareunique,soSalesforceQTChastheflexibilitytoeasilycustomizeittoanyprocessorworkflowthroughcustomfieldsandcustomobjects.IncorporatingstandardobjectsenablescustomerstousetheSalesforceplatformflexibility,andfurtheroffersdevelopersandadministratorsthetoolsneededtoquicklyandeasilybuildthefields,pages,components,andapplications—desktopormobile—necessarytosupportanybusiness.CustomizationsareeasywithinSalesforce,whichenablescustomizationstobemadenotjustbyhighly-trainedsoftwaredevelopers,butalsobycitizen developers, such as administrators, sales and marketing operations, and business managers farremovedfromIT.Salesforceempowersdevelopersbyprovidingtoolstomakechangeswithclicks, not code, providing a connected experience and a single view of the customer from lead to cash.Thesecustomizationtoolsinclude:

• Lightning App Builder enables the creation of custom pages for Lightning and Salesforce1 quickly with point-and-click tools.Easilyassembleappsfromahugelibraryofreusable,well-definedcomponentswithoutwritingasinglelineofcode.

• LightningProcessBuilderhelpstoeasilyautomatebusinessprocessesbyprovidingapowerfulanduser-friendlyvisualrepresentationofprocessastheyarebuilt.Insteadofdoingthisrepetitiveworkmanually,LightningProcessBuilderenablestheconfigurationofprocessestodoitautomatically.

• Apexisthefirstmultitenant,on-demandprogramminglanguagethatallowsdeveloperstoquicklyandeasilybuildcomplexbusinessapplicationsontheForce.complatform.Apexenablesdeveloperstoaddbusinesslogictomostsystem events, including button clicks, related record updates, and Visualforce pages, and code can be initiated by Webservicerequestsandfromtriggersonobjects.

• Herokugivesdeveloperstheflexibilitytocreateappsusingpreferredlanguagesandtools,whilemaintainingtheenterprisetrustandcontrolrequired.Developerscancodeintheirchoiceofopen-sourcelanguages—includingRuby,

Node.js,Python,andJava—thendeployappsinseconds.

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By leveraging the entire Salesforce platform and ecosystem, any customizations or extensions requiredcanbedoneforSalesforceQTC.

Datasecurityisalsounparalleled.Theconfidentiality,integrity,andavailabilityofinformationisvitaltoenterprisesuccess.Salesforcetakesamulti-layeredapproachtoprotection,withadedicatedglobal security team that monitors and improves applications, systems, and processes to meet the demandsandchallengesofanenterpriseandtheircustomers.

Experienced Guidance from Working with 190,000+ Customers

IntelligentcustomizationisakeybenefitofSalesforceQTC,andsoistheguidanceprovidedtocustomerswhochoosetocustomizeasolution.Thatguidancebeginsbyworkingwithcustomerstoevaluatetheircurrentbusinessprocessesandlookforareasofimprovement.Whilesoftwareshouldmatchacustomer’sneeds,ifcost,time,orproductivitybenefitscanbeachieved,helpisalwaysavailablefromSalesforceoroneofourqualifiedQTCSystemIntegrationpartners.

Thisguidancealsoapplieswhencertaincustomizationsarenotthebestoption.Asmentionedabove,customizationscancostmore,slowprogress,andimpedeupgrades.Itisalwaysatoppriorityto work with customers to determine the TCO of each customization, considering how it might impactyourbusinessorincreaseyourcosts.

Whencustomizationsarethebestchoice,Salesforceofferscertifiedexperts,consultants,andinnovative tools of Cloud Services ready to help with prescriptive advice, best practices, and expertise ateverystage.CloudServicesoffersexpertisefrompeoplewhoknowSalesforcebest,data-driveninsights,anddesign-ledinnovationtofullyrealizeeverycustomer’suniquevision.

When support is required, all Salesforce customers automatically get the online support, tools, and trainingthatcomeswiththeStandardSuccessPlan,whichcoversSalesforceQTC.Enterprisecustomerswho need more specialized assistance can utilize best practice coaching, 24/7 direct phone access, enhancedsupportSLAs,proprietaryapps,on-demandadminsandmorewithaPremierorSignatureSuccessPlan.CustomerswithPremierhaveseenanROIincreaseofupto80%.

Salesforce provides a single, comprehensive customer service destination that covers every product, includingSalesforceQTC.Salesforce’sonlinesupportsiteprovidesaccesstoeverythingfromquickstart guides and complete documentation to technical support, developer resources, and online training.ForexistingSalesforcecustomers,itallowsthemtoaccesssupportjustastheyalwayshave,usingtoolsandresourcestheyknowandtrust.

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Complete Visibility Across the Entire Enterprise

Amajorbenefitofanysoftwaresolutionistheabilitytoincreasevisibilityintopreviouslyopaqueprocesses.

Salesforce takes a standards-based approach to reporting and dashboards, which not only enables deepandreal-timevisibilityintoQTC,butalsoprovidesaunifiedviewofbusinessfrommarketingtoquotetosalestoservicetocash.Thisvisibilityisprovidedtoeverycustomer,withnoneedforcustomizations,integrations,orconfigurations.Itjustworks,instantly.

Salesforce Wave Analytics additional provides visibility into data from Salesforce and other systems help enterprises make data-driven decisions, and Salesforce QTC is the only QTC solution with accesstoSalesforceWaveAnalyticsandSalesforceEinstein,theartificialintelligencewhichdeliverspredictionsandrecommendationsincontextofwhatyou’retryingtodo.Wavetransformstheway companies uses analytics, and with Salesforce QTC, Wave has the ability to combine existing businessintelligencewithintelligencefromyourquote-to-cashprocess.

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7. The Salesforce Advantage

In1999,welaunchedSalesforcewithavisiontoreinventcustomerrelationshipmanagement(CRM)inthecloud—andanewtechnologymodelwasborn.By2015,Salesforcehadsurpassed$5billioninrevenuefasterthananyotherenterprisesoftwarecompanyandmadeitsdebutontheFortune500list.Wecontinuetobethefastest-growingTop10enterprisesoftwarecompanyintheworld.

Sowhat’soursecret?Our190,000+customers.Noothercompanyhaseverysingleemployeecompletelyfocusedonthecustomer.Noothercompanycreatesproductsdesignedtoconnectacustomer’s entire business—across sales, service, marketing, community, analytics, and apps—around their customer.Nootherenterprisecloudcanmatchthebreadthanddepthofourtrustedcloudplatform,northestrengthofourecosystemofpartnersanddevelopers.

That combination of technology, customers, and ecosystem—the complete package—is what separates SalesforceQTCfromeveryotheroption.ItputsthepowerofSalesforceengineering,productdevelopment,andresearchanddevelopmentintothehandsofeverycustomerweserve.ItputsourTrust community front and center for transparent and real-time information on system performance andsecurity.Anditoffersourworldclasscustomersuccessforcetohelpcustomerswithquestions,useradoption,implementation,technicalsupport,developmentexpertise,andmore.

Salesforce has made a commitment to the importance and value inherent in helping companies manage andacceleratetheirquote-to-cashprocess.Evenmore,SalesforceQTCextendsthevalueofeverySalesforceCloudalreadyinusebycustomersandtheircustomersandpartners.

Integrated Service and Support

Salesforce provides a single source for service and support for every Salesforce solution, including the samehelpdeskandthesamedocumentation.ForSalesforceQTC,serviceandsupportsuccessisbuiltonafoundationofexperience,enablementandbestpractices.

Salesforceexperiencematchesourbroadsetofenterprisesolutions,whichincludesQTC.Ourbreadthofindustryexpertiseensureswecanaddressyouruniqueneeds,nomatterhowcomplex.Ourdemonstratedsuccessacrosscustomersandindustriesservesasareflectionofthatexpertise.

Duringimplementation,serviceandsupportsuccessisassuredthroughaprovenmethodologythatfocusesondesiredoutcomes.Successisalsoenabledviaanunrelentingfocusonsimplicityandsolutionstandards,bothofwhichreducecosts,reducetime,andeasefutureupgradesandextensions.

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Security and Trust

At Salesforce, trust is our #1 value and we are committed to running the most secure, trusted, reliable andavailablecloudcomputingservice.Morethan150,000businessestrustSalesforcetosafeguardtheirdatainthecloud.

We have a dedicated global security team that monitors and improves our applications, systems and processestomeetthegrowingdemandsandchallengesofsecurity.Salesforcealsounderstandsthattheconfidentiality,integrityandavailabilityofourcustomer’sinformationisvitaltotheirsuccess,andthat’swhyweuseamulti-layeredapproachtoprotection.

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8. Conclusion

Enterprisesaredefinedbytheirscaleandcomplexity.Asoftwaresolutionisbestabletoaccommodatethosechallengesandstillprovideimpactfulbusinessbenefitsthroughflexibility,security,andinnovation.Salesforcepioneeredcloud-basedsolutions,buildingflexibility,security,andinnovationintoeveryaspectofourplatform.

Salesforce QTC was developed from day one to take advantage of this platform and cloud approach toenterprisetechnology.ItoffersthebestsolutiontoQTCconsistency,compliance,andproductivitychallenges from quotes to billing, and further extends Salesforce’s impact through a single system of engagementandvisibilityintoacommoncustomerdatamodel.

Salesforce QTC also takes advantage of the platform’s easy click and/or code approach to developmentflexibility,whichenablesITandotherdeveloperstoquicklycreatedesktopandmobileapps.Sinceeveryenterpriseisunique,theseeasycustomizationsandintegrationsprovidepotentialsolutionstoeverybusinesschallenge.

The platform approach also elevates the value of Salesforce’s common data model, giving enterprises a single view of customers, with unparalleled visibility to accelerate and improve decision-making.SalesforceQTCextendsSalesforce’ssystemofengagementtotherevenuesideofsales,furtherexposingcustomerandbusinessdataforfastandcomprehensivereportingandanalytics.

Ultimately, Salesforce QTC is the only vendor that both deeply understands the needs of the enterpriseandoffersthebest,mostcomplete,mostflexiblesolutionavailable.

Theinformationprovidedinthise-bookisstrictlyfortheconvenienceofourcustomersandisforgeneralinformationalpurposesonly.Publicationby

salesforce.comdoesnotconstituteanendorsement.Salesforce.comdoesnotwarranttheaccuracyorcompletenessofanyinformation,text,graphics,

linksorotheritemscontainedwithinthise-book.Salesforce.comdoesnotguaranteeyouwillachieveanyspecificresultsifyoufollowanyadviceinthe

e-book.Itmaybeadvisableforyoutoconsultwithaprofessionalsuchasalawyer,accountant,architect,businessadvisororprofessionalengineerto

getspecificadvicethatappliestoyourspecificsituation.

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