Once you’ve rolled out a Quote-to-Cash solution, you need to be certain an upgrade is worth the effort and can be executed correctly. In this session, you’ll hear advice from implementation experts, who will share the proven assessment model that enterprises in life sciences and other industries have used successfully to evaluate upgrade decisions. You will learn the “5 Ws of Upgrades” and gain a framework for action that you can use in your company.

1. © 2018 Apttus Corporation
#AccelerateMO
Protik Mukhopadhyay, Standav
Jason Pritchard, KAP Consulting
May 15, 2018
Creating A Framework For
Technology Upgrade Decisions

2. © 2018 Apttus Corporation
Program Management
Life Sciences ERP & CRM
Jason Pritchard
“It's amazing how much can be accomplished if
no one cares who gets the credit.”
Jp@kapconsulting.co
Over 20 years of experience in Life Sciences program and
project management covering CPQ, PSA, ServiceMax, SAP,
Salesforce and Veeva.

3. © 2018 Apttus Corporation
Principal Partner and
Co-Founder
Protik
Mukhopadhyay
“Discover, Plan, Improve & Succeed!”
protik@standav.com
Leads the Standav team in delivering CRM & Quote-to-Cash
transformations. Former member of Apttus’ professional
services team. Passionate about advising B2B SaaS firms on
customer success, devising GTM strategy with partners, and
charting-out a growth trajectory for enterprises.

4. © 2018 Apttus Corporation
3 Geographies 150%+ Growth over 3
years
45+ Consultants 50+ QTC Projects
Standav - Who We Are

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Global Enterprise Customers

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Why Should You Upgrade?
• Minimize SKU proliferation
• More responsive UX
• Simplified CPQ administration
• Quote collaboration
• Analyze cost & profitability
• Pricing call back
• Automation for discounts
• Performance
• Gaps in post agreement cycle
• Limitations in sourcing capabilities

7. © 2018 Apttus Corporation
Framework for Quote-to-Cash Upgrades
• Technical & Process Assessments - Exclusive Full Sandbox
• Force Upgrade in Sandbox
• Test & Validate
• Perform Upgrade in Production
• Quarterly Org Audit
• Support & Improvement
© 2018 Apttus Corporation

8. © 2018 Apttus Corporation
Data Scan
• Insights on asset records
• Scan for discounts, account-
to-opportunity, # of quotes
per opportunity
• Insights on won and lost
opportunities
Technical Assessment
Configuration Scan
• Unused categories, product
options, attributes, etc.
• Check for inclusion rules,
price matrix usage, etc.
• Review old vs. new
configuration settings
Code Scan
• Retrieve customization in the
org-callbacks, asset-related
customizations, etc.
• Code quality checks for Apex
classes, VF pages, etc.
• Scan for custom VF pages,
classes and triggers

9. © 2018 Apttus Corporation
New
Feature
Mapping
Object
Analysis
Products
API
Analysis
Best
Practices
Data
Analysis
Customization
Analysis
Insights
Game Plan
Key Activities

10. © 2018 Apttus Corporation
Process Assessment
Contract
Pricing
Rebates
Promotions
Complex
Pricing
Usage
Customer
Master
Item
Master
GL
Accounts
Price
Lists
Transaction
Data

11. © 2018 Apttus Corporation
65%
68% CODE QUALITY
66% METADATA
This report is broken into a
number of sections each of
which provides a score of
your Org versus best-
practice benchmark values.
100%
320 <501 LOC
<1000 LOC
>1000 LOC
100%
33% 60% 70%
OVERALL GRADE
APTTUS VERSION AVG. LINES OF CODE FOR
APTTUS
TEST CLASSES -
RATIO TO CLASSES
APTTUS - NUMBER OF
DEPRECATED FIELDS
APTTUS OBJECTS - LAST
USAGE DATE
73%
APTTUS OBJECTS
- RECORD COUNT
0 <3 Versions
>3 Versions
>6 Versions
82 <20000
6 >20000
12 >100000
194 NIL or 0
87 <1 Month
17 >1 Month
16 >4 Months
194 NIL
0 <100 Fields
262 >100 Fields
>500 Fields
>=1
<1 & >0.5
0.4 <0.5
48% OTHER METRICS
Technical Assessment Example

12. © 2018 Apttus Corporation
95%
APTTUS PROCESS
BUILDERS - ACTIVE
5 <10 P B
>10 P B
>40 P B
75%
APTTUS PROCESS
BUILDERS - INACTIVE
0 P B
4 10 P B
>25 P B
73%
APTTUS - TRIGGERS
ON SAME EVENT
<2 TR/EVENT
=2 TR/EVENT
2 >2 TR/EVENT
APTTUS - VALIDATION
RULES ACTIVE
8 >0 & <10 RULES
>=10 or <30 RULES
` >30 RULES
100%
75%
APTTUS OBJECTS -
VALIDATION RULES INACTIVE
0 RULES
4 >0 RULES
>= 3 RULES
90%
APTTUS - WORKFLOW
RULES ACTIVE
10 >0 & <10 RULES
1 >=10&<=30 RULES
>30 RULES
75% 45%
APTTUS - WORKFLOW
RULES INACTIVE
CUSTOMIZATION OF
CPQ
0 RULES
5 >0 RULES
>=3 RULES
<10 CLASSES
>10 & <40 CLASSES
41 >40 CLASSES
Technical Assessment Example

13. © 2018 Apttus Corporation
Reduced Quoting Cycle Times by 25%
Life Sciences Client
“Standav’s Tech Assessment greatly helped us identify bottlenecks, that were slowing down our
Quote-to-Cash process. Thanks to their upgrade recommendations, we could leverage the functionality
of Apttus’ latest product release to reduce the time for quote processing and make modifications to the
cart seamless.”
Objectives
• Version Compliance
• Current state since
launch
• Maximize revenue
impact
Execution
• Code & Config
review
• Structured Testing
Approach
• Cross-application
dependencies
Results
• OOB recommendations to replace
customizations
• Asset-based ordering
• Streamlined validation & constraint
rules
• Enhanced KPI’s for opportunity
pipeline & pricing insights
• X-Author output generation
• Introduction of mobile solution
© 2018 Apttus Corporation

14. © 2018 Apttus Corporation
Implementing New Out-of-the-Box Functionality
•Auto Renewal Opportunity Creation
•Asset-based Ordering
•Intelligent Workflow Approvals
•Shopping Cart Enhancements
•POCs on Apttus Max (AI) Capabilities

15. © 2018 Apttus Corporation
Crunching the Numbers...
© 2018 Apttus Corporation

16. © 2018 Apttus Corporation© 2018 Apttus Corporation© 2018 Apttus Corporation
Summary
• Envision a well-planned strategy for upgrades
• Assess existing systems & business practices
• Cross-team collaboration for requirement gathering
• Design & execute upgrades with a long term vision
• Make life easy for your teams!

17. © 2018 Apttus Corporation
Thank You