Given the pace of business, its imperative that Sales Ops enables the sales organization with high-quality proposals and quotes that can be turned around quickly and efficiently. Attend this session to learn best practices in pricing and contracts that are mutually beneficial for your company and your customers.

1. #AccelerateQTC
May 4, 2017
Driving Higher Growth and Profit, the Trilogy: Solution
Selling, Pricing Excellence and Recurring Revenues

2. DIRECTOR, PRODUCT MARKETING
Michael Dunne
PRINCIPLE PARTNER
Protik MukhopadhyayMick Rejniak
ASSOC. DIRECTOR

3. DIRECTOR, PRODUCT MARKETING
Michael Dunne

4. • Founded in 2000, based in
Boston MA
• Over 600 published ROI case
studies
• Focused on ROI analysis of
real-world technology
implementations
• National Association of State
Boards of Accountancy
(Registration #108024)

5. • Negative impact of mixed bag of tools for
product configuration, pricing, and quotes
• 4X ROI of core CRM
• Interviewed Apttus QTC customers
• Customers choose Apttus QTC because:
– Ease of implementation
– Functionality
– Platform: Salesforce & Microsoft
The Situation

6. The Research
12-18%
Average increase in
sales rep productivity
100%
Increased employee
productivity

7. The Research
$800,000
Average annual savings
in avoided hires and
downsized staff
69%
Average faster
time to quote

8. PRINCIPLE PARTNER
Protik Mukhopadhyay

9. • Partners have worked full-time in Apttus, PROS and Deloitte
• Global company with 6 locations
• Focus on High-Tech, Healthcare and Manufacturing verticals
• Niche business knowledge on Quote-to-Cash solutions
• Hybrid model for competitive pricing
About Us
9
Salesforce & Apttus
Certified Consultants
Employees Quote-to-Cash
Implementations
70+150+ 55+

10. 1. CPQ Migration Framework to Apttus
2. Standav CPQ Analytics with insights
3. QTC Platform Selection Value Framework
4. Platform upgrade and release management Toolkit
5. Standav’s Agile Methodology for Implementation success
Our Proprietary Accelerators For Apttus
10

11. 11
“In the entire Gartner CRM technology landscape, only two technologies
are classified as providing “transformational” benefit in the next 2-5 years:
Price Optimization + CPQ.”

12. Challenges for Growth
Reduce
errors &
prevent
revenue &
margin leaks
Improve visibility
& control over
pricing decisions
Manage the
complexity
of price
changes
Competition
is Stiff
Procurement
Departments are
Tough
Loyalty is
Decreasing
Pricing Excellence Framework

13. Best Practices
Why
Customers
Buy from You
Price More
Profitably &
with
Confidence
Forecast Your
Performance

14. Architecture – How To Set It Up
CATALOG &
GUIDED
SELLING
CONFIGURATION QUOTING &
PRICING
APPROVALS
Intelligent CPQ
CONTRACTS
CRM ERP
INSIGHTS FROM
ANALYTICS
PRICE
MANAGEMENT
& OPTIMIZATION
Price Guidance
Guidance
Floor Typical Stretch

15. Associate Director,
Sales Ops & Strategy
Mick Rejniak

16. • Full Talent Management / Human Capital
Management
• 29 million users in 192 countries
• Apttus CPQ subscribers since 2012; CLM in
2016
• Founded 1999; NASDAQ: CSOD

17. 2012
• CPQ Only
• < 200 users
• Two regions
• 3 currencies
• Many missteps
2016
• CPQ, CLM, AWA
• > 400 users
• 3+ regions
• 6 currencies
• So much better …
Past and Present

18. Progress
Dave Vacanti

19. Impacts
Played a Key
Role in
Profitability
Avoided
Additional
Headcount
Increased
Operational
Efficiency

20. 1. Possible to Do Both: Innovative companies and research show that driving
higher growth and profitability is more feasible today
2. The Technology is There: Quote-to-Cash has evolved to enable enterprises
to realize substantially greater speed, productivity and cost savings
3. Three Hot Areas to Consider: Solution selling, renewals, and pricing
present rich opportunities for improvements/competitive advantages
Key Points to Takeaway