Increase Deal Profitability and Close Deals Faster with Deal Desk Automation
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Slides from webinar on 05/09 on 'The Buzz Around Deal Desk' with Apttus CEO Kirk Krappe, and Ruyben Seth, Director of Legal Operations at Symantec.
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Increase Deal Profitability and Close Deals Faster with Deal Desk Automation
- 1. APTTUS The Buzz around Deal Desk How to Increase Deal Profitability and Close Deals Faster Kirk Krappe CEO Apttus Ruyben Seth Director, Legal Operations Symantec
- 2. APTTUSAPTTUS Confidential Current Sales Process & Structure Customers Sales, Partners, Product Teams Legal, Finance, Order Ops Exception Approvers
- 3. APTTUSAPTTUS Confidential Let’s Make a Deal Door #1 Door #2 • $30M Deal • Net 120-Day Payment • 90 Day Free Support • 30% Discount • 5 Year Deal • Multiple Products • $4M deal • Net 30-Day Payment • No Free Support • 10% Discount • 2 Year Deal • Single Product OR
- 4. APTTUSAPTTUS Confidential Coordination of Groups and Processes Is Critical… Contract Negotiation Finance Licensing Discounts Order Management Supply Chain Compliance Services
- 5. APTTUSAPTTUS Confidential But Sales Is Challenged • Salesperson does limited number of large deals • Large deals need a lot of hand holding • Legal unable to train new sales rep with each deal
- 6. APTTUSAPTTUS Confidential Customers Sales, Partners, Product Teams Legal, Finance, Order Ops Exception Approvers Deal Desk Is Center of Excellence Deal Desk
- 7. APTTUSAPTTUS Confidential 6 Ways Deal Desk Streamlines Coordination Deal Desk 1. Early visibility of “good” deal or how to make a better deal 2. Automatic data flows from opportunity to contracting 3. Visibility of same information to different stakeholders 4. Discount and other exception approvals in one place 5. All requirements enforced or known upfront and consistent 6. Self-serve if standard T’s & C’s; low $$ high volume agreements
- 8. APTTUSAPTTUS Confidential #1: Insight to Make “Good” Deals KEY INPUTS • Pricing guidance • Buying programs • Overall sales history • Discounts • Customer history Optimal Deal
- 9. APTTUSAPTTUS Confidential #2: Automated Flow from Opportunity to Contract • Leverage systems that sales is already using • Create contracts from items in salesforce.com • Use standard opportunity information • Select key terms to drive contract language ContractOpportunity
- 10. APTTUSAPTTUS Confidential #3: Single View for All Stakeholders Opportunities Deals Accounts
- 11. APTTUSAPTTUS Confidential #4: Centralized Discounts and Approvals • Consistent and streamlined deal approvals • Improve visibility into who needs to do what • Conditionally base approvals based on discount levels, product line, region, etc. • Reduce rogue discounting through enforced approvals
- 12. APTTUSAPTTUS Confidential #5: Requirements Up Front • Revenue recognition, order booking, etc. • Standard and consistent • Defined in templates and systems
- 13. APTTUSAPTTUS Confidential #6: Self-Service When Appropriate Opportunity Deal Desk Sales Low $ High Volume Standard Templates Complex, Large Deals
- 14. APTTUSAPTTUS Confidential 6 Ways Deal Desk Streamlines Coordination and Helps Big Deals Deal Desk 1. Insight to make good deals 2. Automated flow from opportunity to contract 3. Single view for all stakeholders 4. Centralized discounts and approvals 5. Requirements up front 6. Self-service when appropriate
- 15. APTTUS Thank you Ruyben Seth Director, Legal Operations
- 16. APTTUS Automating the Deal Desk Kirk Krappe CEO
- 17. APTTUSAPTTUS Confidential Manual Processes Home grown systems Outside Salesforce Managing Deals Today ERP Opportunity
- 18. APTTUSAPTTUS Confidential ERP The Need for the Deal Desk Opportunity Deal Desk Deal Manager
- 19. APTTUSAPTTUS Confidential Opportunity Opportunity ContractQuote Revenue Streamline Deal Management with Integrated Quote-to-Cash Process ERP Deal Desk Deal Manager
- 20. APTTUSAPTTUS Confidential Apttus Quote-to-Cash with Deal Manager Everything in Your Salesforce Instance Single Platform, Admin, UI Scalable, Secure, Reliable Opportunity Opportunity ContractQuote Revenue Deal Manager APTTUS
- 21. APTTUSAPTTUS Confidential Opportunity Opportunity ContractQuote Revenue Delivered on Most Advanced Technology Platform Proven, Real-Time Scalability Proven Reliability Real-Time Query Optimizer Real-Time Transparent System Status ISO 27001 Certified Security Granular Security & Sharing Proven , Real-Time Integration Real-Time Upgrades 3 Global Data Centers and Disaster Recovery Real-Time Mobile Deployment Deal Manager
- 22. APTTUSAPTTUS Confidential Opportunity Opportunity ContractQuote Revenue Comprehensive Functionality Deal Manager CONTRACT MANAGEMENT REVENUE MANAGEMENT • Contract Wizard • Contract Compliance • Contract Discovery • Deal Maximizer • Renewals Management • Rebate Management X-Author Portal eSignature Analytics Mobile CONFIGURE- PRICE-QUOTE • Asset-Based Ordering • Quick Quotes • Guided Selling
- 23. APTTUSAPTTUS Confidential Opportunity Opportunity ContractQuote Revenue Manage Deals Inside Microsoft Office Deal Manager Observe Existing Guidelines and Rules Quotes in Excel Contracts in Word Embedded Chatter
- 25. APTTUSAPTTUS Confidential Multiple Industries Rely on Apttus Technology Health & Life Science Consumer Goods 250+ Customers Telecom and Media Financial & Insurance Electronics
- 26. APTTUSAPTTUS Confidential About Apttus 300+ Customers 450,000+ Users 93% Renewal Rate Profitable 100% Revenue Growth 200 Employees 8 Years Force.com $200M Platform Spend 5 Patents Pending Customer Centric Financially Solid Innovative
- 27. APTTUSAPTTUS Confidential Take the Next Step www.apttus.com/resource
- 28. APTTUS Q&A Kirk Krappe CEO Apttus Ruyben Seth Director, Legal Operations Symantec