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QUOTE-TO-CASH
IMPACT STUDY
2016
Quote-to-Cash connects a customer’s
intent to buy with a company’s
realization of revenue, and encompasses
the entire sales, contract, and customer
relationship lifecycles.
Because Quote-to-Cash is at the heart of
every company’s ability to drive revenue
and manage risk, it is arguably the most
important process for businesses to
master.
In June 2016, Apttus surveyed over 150 executives
driving Quote-to-Cash business transformation
projects in their organizations.
These organizations spanned the globe and
represented a variety of industries including
communications, biotech, manufacturing,
healthcare, electronics, utilities, consulting, high
technology, retail, semiconductors, business
services, transportation, and insurance.
Respondents were in a variety of roles including
IT, operations, legal, and sales.
The Quote-to-Cash success metrics documented
here represent the average percent improvements
these executives reported achieving from their
Quote-to-Cash business transformation efforts.
+28%
Quote
Quality
Sales
+7%
Average Percentage Improvements Reported by Apttus Customers
Apttus Configure Price Quote (CPQ) Increases Sales Revenues
+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%
Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected.
Response sizes per question vary.
+41%
Faster
Contract
Processing
Average Percentage Improvements Reported by Apttus Customers
+37%
Increase in
Compliance
+32%
Faster
Audit
Reports
+31%
Contract
Accuracy
+25%
Contract
Processing
Volume
+19%
Contracts
Auto-
Renewed
+10%
Improvement
in Supplier/
Vendor
Relationship
Mgt.
+6%
Reduction in
Amendments
After
Signature
Apttus Contract Lifecycle Management
Accelerates Deals and Eliminates Risks
Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected.
Response sizes per question vary.
37%Faster
Time to
Approve
a Deal
Apttus Intelligent Workflow Approvals Accelerates Deals
42%Increase
in Deal
Flow
Visibility
Average Percentage Improvements Reported by Apttus Customers
Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus
customers randomly selected. Response sizes per question vary.
+108%
Faster Time
to Complete
Excel-Based Tasks
Average Percentage Improvements Reported by Apttus Customers
+49%
Faster Time
to Export,
Manipulate,
and import
Salesforce Data
+24%
Faster Time
to Transfer
Data Between
Salesforce Orgs
Salesforce
Adoption
+18%
Apttus X-Author Increases Salesforce Adoption
Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers
randomly selected. Response sizes per question vary.
Why Partner with Apttus for
Quote-to-Cash Business
Transformation
“Apttus is a leader in Quote-to-Cash
solutions and our research shows
these solutions produce 4.2 times
more ROI than core CRM apps.”
Rebecca Wettemann, Vice President of Nucleus Research
9
“Apttus solutions accelerate time to close. Their apps have a direct impact on sales, and, in
particular, on deal momentum. Their CPQ tools, for example, enable an organization to
configure the right products, even complicated product bundles, at the right price in a fraction of
the time traditionally needed. This has impact on a company’s ability to bid and win time-
sensitive business but also its ability to keep deal momentum going.
Apttus solutions include machine learning to analyze for example, all successful quotes and
provide prescriptive and dynamic recommendations to drive desired business outcomes
across any sales channel. They have built-in intelligent Guided Selling making it easy for
sales reps to act on these dynamic recommendations to always stay within the product and
pricing parameters defined by the business. Apttus contract management tools accelerate the
negotiation process while increasing transparency. At Nucleus we recommend prioritizing
projects like these as they produce the greatest potential return.”
Rebecca Wettemann, Vice President of Nucleus Research
Over 500 Global Organizations Trust Apttus for Their Quote-to-Cash
Customers Agree
Apttus is a Leader
in Quote-to-Cash
Agree Apttus is a leader in
92%
* Strongly or Somewhat Agree
Customers Agree
Apttus is a Trusted
Business Advisor
Agree Apttus is a Trusted
Business Advisor
83%
* Strongly or Somewhat Agree
Customers Agree
Apttus Innovates
Agree Apttus Provides
Innovative Solutions
88%
* Strongly or Somewhat Agree
Customers Agree
Apttus is Committed
to Customer Success
Agree Apttus is Committed
to Customer Success
84%
* Strongly or Somewhat Agree
Apttus Customers are Extremely Loyal
47%Have Already
Recommended Apttus
99%Plan to Extend their Usage
of Apttus or Keep it as is
Let’s Discuss How to Achieve
These Results for Your Organization
• Assess Your Organization’s Quote-to-Cash
Maturity
• Provide In-depth Business Diagnostics
• Identify Key Business Value Drivers
• Build Business Case for Change
• Provide Prioritized Recommendations
• Develop a Roadmap for Long-term Success
• Share Industry Best Practices
APTTUSAPTTUS Confidential
Quote To Cash Maturity Matrix
QTC Vision & Strategy Business Alignment Performance Management
Solution Design & Offering
(CPQ)
Contract Management
(CLM)
Order Management
(Fulfillment / Billing)
Performance, Scalability,
& Reliability
Platform Capabilities &
Ecosystem
Organization, Roles and
Responsibilities
Change ManagementWorkforce Effectiveness
Security & Accessibility
Omni-Channel
(eCommerce)
Incentives
(Promotions, Rebates,
Compensation)
Intelligence
(Machine Learning,
Dynamic CPQ, & QTC
Intelligence)
Strategy
People
Process:
Quote-To-Cash
Technology
Quote-to-Cash Maturity Assessment
Quote-to-Cash Capability Maturity Score
Awareness Developing Competitive Leading
Strategy 1. QTC vision & strategy
2. Business alignment
3. Performance management
People 4. Organization, Roles and Responsibilities
5. Workforce Effectiveness
6. Change management
Core Quote-to-
Cash Processes
7. Solution Design & Offering (CPQ)
8. Contract Management (CLM)
9. Order To Cash (OM / Billing)
Extended Quote-
to-Cash Processes
10. eCommerce
11. Compensation
12. Machine Learning (QTC Intelligence)
Technology 13. Performance analysis & reporting
14. Core IT systems (CRM, ERP, etc.)
15. Knowledge Sharing
Current Capability Desired Capability
Minimal Gap (< 0.5) vs.
Desired Capability
Moderate Gap (< 0.5 -1)
vs. Desired Capability
Significant Gap (< = 1)
vs. Desired Capability
Customer Strategy & Value Consulting Teams Help You Unlock Value
• Already created just waiting on files from daniel
community
19
ABOUT APTTUS
Apttus, the category-defining Quote-to-Cash software company, drives the vital business
process between the buyer’s interest in a purchase and the realization of revenue. Utilizing a
patented combination of SaaS-based applications, the Apttus Intelligent CloudTM maximizes
the entire revenue operation by driving behavior and providing prescriptive data to company
decision-makers. Apttus offers enhanced Configure Price Quote (CPQ), E-Commerce,
Contract Management, Renewals and Revenue Management solutions on the world’s most
trusted cloud platforms, including Salesforce and Microsoft Azure. Apttus is based in San
Mateo, California, with additional offices located across the globe. For more information visit:
apttus.com.

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Apttus Quote-to-Cash Impact Study

  • 2. Quote-to-Cash connects a customer’s intent to buy with a company’s realization of revenue, and encompasses the entire sales, contract, and customer relationship lifecycles. Because Quote-to-Cash is at the heart of every company’s ability to drive revenue and manage risk, it is arguably the most important process for businesses to master.
  • 3. In June 2016, Apttus surveyed over 150 executives driving Quote-to-Cash business transformation projects in their organizations. These organizations spanned the globe and represented a variety of industries including communications, biotech, manufacturing, healthcare, electronics, utilities, consulting, high technology, retail, semiconductors, business services, transportation, and insurance. Respondents were in a variety of roles including IT, operations, legal, and sales. The Quote-to-Cash success metrics documented here represent the average percent improvements these executives reported achieving from their Quote-to-Cash business transformation efforts.
  • 4. +28% Quote Quality Sales +7% Average Percentage Improvements Reported by Apttus Customers Apttus Configure Price Quote (CPQ) Increases Sales Revenues +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% Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.
  • 5. +41% Faster Contract Processing Average Percentage Improvements Reported by Apttus Customers +37% Increase in Compliance +32% Faster Audit Reports +31% Contract Accuracy +25% Contract Processing Volume +19% Contracts Auto- Renewed +10% Improvement in Supplier/ Vendor Relationship Mgt. +6% Reduction in Amendments After Signature Apttus Contract Lifecycle Management Accelerates Deals and Eliminates Risks Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.
  • 6. 37%Faster Time to Approve a Deal Apttus Intelligent Workflow Approvals Accelerates Deals 42%Increase in Deal Flow Visibility Average Percentage Improvements Reported by Apttus Customers Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.
  • 7. +108% Faster Time to Complete Excel-Based Tasks Average Percentage Improvements Reported by Apttus Customers +49% Faster Time to Export, Manipulate, and import Salesforce Data +24% Faster Time to Transfer Data Between Salesforce Orgs Salesforce Adoption +18% Apttus X-Author Increases Salesforce Adoption Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.
  • 8. Why Partner with Apttus for Quote-to-Cash Business Transformation
  • 9. “Apttus is a leader in Quote-to-Cash solutions and our research shows these solutions produce 4.2 times more ROI than core CRM apps.” Rebecca Wettemann, Vice President of Nucleus Research 9
  • 10. “Apttus solutions accelerate time to close. Their apps have a direct impact on sales, and, in particular, on deal momentum. Their CPQ tools, for example, enable an organization to configure the right products, even complicated product bundles, at the right price in a fraction of the time traditionally needed. This has impact on a company’s ability to bid and win time- sensitive business but also its ability to keep deal momentum going. Apttus solutions include machine learning to analyze for example, all successful quotes and provide prescriptive and dynamic recommendations to drive desired business outcomes across any sales channel. They have built-in intelligent Guided Selling making it easy for sales reps to act on these dynamic recommendations to always stay within the product and pricing parameters defined by the business. Apttus contract management tools accelerate the negotiation process while increasing transparency. At Nucleus we recommend prioritizing projects like these as they produce the greatest potential return.” Rebecca Wettemann, Vice President of Nucleus Research
  • 11. Over 500 Global Organizations Trust Apttus for Their Quote-to-Cash
  • 12. Customers Agree Apttus is a Leader in Quote-to-Cash Agree Apttus is a leader in 92% * Strongly or Somewhat Agree
  • 13. Customers Agree Apttus is a Trusted Business Advisor Agree Apttus is a Trusted Business Advisor 83% * Strongly or Somewhat Agree
  • 14. Customers Agree Apttus Innovates Agree Apttus Provides Innovative Solutions 88% * Strongly or Somewhat Agree
  • 15. Customers Agree Apttus is Committed to Customer Success Agree Apttus is Committed to Customer Success 84% * Strongly or Somewhat Agree
  • 16. Apttus Customers are Extremely Loyal 47%Have Already Recommended Apttus 99%Plan to Extend their Usage of Apttus or Keep it as is
  • 17. Let’s Discuss How to Achieve These Results for Your Organization
  • 18. • Assess Your Organization’s Quote-to-Cash Maturity • Provide In-depth Business Diagnostics • Identify Key Business Value Drivers • Build Business Case for Change • Provide Prioritized Recommendations • Develop a Roadmap for Long-term Success • Share Industry Best Practices APTTUSAPTTUS Confidential Quote To Cash Maturity Matrix QTC Vision & Strategy Business Alignment Performance Management Solution Design & Offering (CPQ) Contract Management (CLM) Order Management (Fulfillment / Billing) Performance, Scalability, & Reliability Platform Capabilities & Ecosystem Organization, Roles and Responsibilities Change ManagementWorkforce Effectiveness Security & Accessibility Omni-Channel (eCommerce) Incentives (Promotions, Rebates, Compensation) Intelligence (Machine Learning, Dynamic CPQ, & QTC Intelligence) Strategy People Process: Quote-To-Cash Technology Quote-to-Cash Maturity Assessment Quote-to-Cash Capability Maturity Score Awareness Developing Competitive Leading Strategy 1. QTC vision & strategy 2. Business alignment 3. Performance management People 4. Organization, Roles and Responsibilities 5. Workforce Effectiveness 6. Change management Core Quote-to- Cash Processes 7. Solution Design & Offering (CPQ) 8. Contract Management (CLM) 9. Order To Cash (OM / Billing) Extended Quote- to-Cash Processes 10. eCommerce 11. Compensation 12. Machine Learning (QTC Intelligence) Technology 13. Performance analysis & reporting 14. Core IT systems (CRM, ERP, etc.) 15. Knowledge Sharing Current Capability Desired Capability Minimal Gap (< 0.5) vs. Desired Capability Moderate Gap (< 0.5 -1) vs. Desired Capability Significant Gap (< = 1) vs. Desired Capability Customer Strategy & Value Consulting Teams Help You Unlock Value
  • 19. • Already created just waiting on files from daniel community 19
  • 20. ABOUT APTTUS Apttus, the category-defining Quote-to-Cash software company, drives the vital business process between the buyer’s interest in a purchase and the realization of revenue. Utilizing a patented combination of SaaS-based applications, the Apttus Intelligent CloudTM maximizes the entire revenue operation by driving behavior and providing prescriptive data to company decision-makers. Apttus offers enhanced Configure Price Quote (CPQ), E-Commerce, Contract Management, Renewals and Revenue Management solutions on the world’s most trusted cloud platforms, including Salesforce and Microsoft Azure. Apttus is based in San Mateo, California, with additional offices located across the globe. For more information visit: apttus.com.