Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Apttus Quote-to-Cash Impact Study

1,113 views

Published on

Have you been considering a Quote-to-Cash project but aren’t sure what benefits you will receive? Are you using a quoting, contract or e-commerce tool and want to benchmark your ROI against other companies?

Over 150 Executives were surveyed on the Impact of Apttus Quote-to-Cash within their organization. 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.

Published in: Software

Apttus Quote-to-Cash Impact Study

  1. 1. QUOTE-TO-CASH IMPACT STUDY 2016
  2. 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. 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. 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. 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. 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. 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. 8. Why Partner with Apttus for Quote-to-Cash Business Transformation
  9. 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. 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. 11. Over 500 Global Organizations Trust Apttus for Their Quote-to-Cash
  12. 12. Customers Agree Apttus is a Leader in Quote-to-Cash Agree Apttus is a leader in 92% * Strongly or Somewhat Agree
  13. 13. Customers Agree Apttus is a Trusted Business Advisor Agree Apttus is a Trusted Business Advisor 83% * Strongly or Somewhat Agree
  14. 14. Customers Agree Apttus Innovates Agree Apttus Provides Innovative Solutions 88% * Strongly or Somewhat Agree
  15. 15. Customers Agree Apttus is Committed to Customer Success Agree Apttus is Committed to Customer Success 84% * Strongly or Somewhat Agree
  16. 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. 17. Let’s Discuss How to Achieve These Results for Your Organization
  18. 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. 19. • Already created just waiting on files from daniel community 19
  20. 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.

×