transforming microsoft dynamics into a revenue & profit optimization engine
TRANSCRIPT
©2015 PROS, Inc. All rights reserved. Confiden>al and Proprietary.
Transforming Microso. Dynamics into a revenue and profit op8miza8on engine
Jeff Garre> Alliances Director
March 2015
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Op8mism about growth Difficult to achieve
The race for growth is on -‐ are you ready?
90%+ Expect to grow this year
77% Express op8mism about the economic forecast 12% CSO’s confident they can
delivering growth
88% Expect posi8ve growth in the industries they sell into 59% Reps hiRng quota
86% Quota a>ainment
Source: Sirius Decisions, CSO Insights
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To capture growth, sales effec8veness is a top CSO objec8ve
Source: CSO Insights -‐ 2013 Sales Performance Op?miza?on Study
65.3%
44.5%
42.8%
33.5%
21.4%
11.0%
7.5%
6.9%
31.2%
Increase sales effec8veness
Increase exis8ng account penetra8on
Capture new accounts
Improve customer sa8sfac8on
Op8mize deal size
Reduce new rep ramp-‐up 8me
Reduce sell cycle 8me
Increase renewal rates
Improve margins/reduce discoun8ng
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But, CRM alone is not able to deliver business impact
Streamlining Forecast Process
Improves Sales Rep/Manager Communica>ons
Reduced Administra>ve Burden on Sales
Improved Order Processing Accuracy
Improved Best Prac>ces Sharing
Improved Support of Channels
Reduced New Sales Rep Ramp-‐up Time
Shortened Sell Cycles
Increased Revenues
Improved Win Rates
Other
62.4%
57.4%
40.6%
30.7%
28.7%
19.8%
17.8%
15.8%
15.8%
13.9%
5.9%
Measurable improvements in performance as a result of implemen8ng a CRM system
Fewer than 20% see Revenue, Win Rate, or Cycle Improvements
Almost no one sees margin
improvements
Source: CSO Insights -‐ 2013 Sales Performance Op?miza?on Study
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Introducing Configure, Price, Quote
Proposal & Contract
Catalog & Guided Selling
Solution configuration
Quoting & Pricing
Approval
Configure, price and quote (CPQ) application provides an integrated set of technologies supporting the quote-to-contract
generation activities
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Tradi8onal CPQ has a strong impact
“Companies using CPQ out-‐perform other companies.” -‐Aberdeen Group
Average Sales Cycle
27%
Interac8ons to Close
7%
Sales Produc8vity
49%
Lead Conversion
Rate
17%
Quota A>ainment
26%
Average Deal Size
2X
Source: Aberdeen Group Research Brief: Configure-‐Price-‐Quote: Best-‐in-‐Class Deployments that Speed the Sale, July 2013
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“In the en8re Gartner CRM technology landscape, only two technologies are classified as “transforma8onal” benefit:
Price Op8miza8on + CPQ”
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Data Science To Be Accurate and Ac8onable
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Transform Microso. Dynamics CRM into a Revenue and Profit Op8miza8on Engine
Gartner research
Drive real-‐>me pricing guidance to the sales team so they can nego>ate from an informed posi>on.
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More Deals -‐ Bigger Deals – Faster Deals
Sales Cycle
27% shorter!
OPPORTUNITIES
49% Improvement in quo8ng produc8vity
DEALS
26% Increase in reps making quota Significantly Bigger Deals
LEADS
17% Improvement conver8ng leads to opportuni8es
RESULTS
2-‐4% Revenue increase 15% margin increase
Aberdeen: Configure-‐Price-‐Quote: Best-‐in-‐Class Deployments that Speed the Sale, July 2013; Gartner research