Automating the middle office with Quote-to-Cash technologies yields dramatic gains in sales effectiveness, sales productivity, customer satisfaction and compliance. What will be the impact in your business? This session shares quantitative data from enterprises that have undertaken this business transformation, and offers methods you can use to drive a similar evaluation in your business.

1. © 2018 MGI Research, LLC
#AccelerateMO
Rita Hartman – Senior Pricing Analyst – Superion
Doug Denson – Director, Commercial Tools & Technology – Covance
Brandy Ichishita – Senior Manager, Deal Desk – Adobe
May 16 1:30 – 2:00 PM
How to Measure the Impact
of Quote-to-Cash
Business Transformation

2. © 2018 Apttus Corporation
Sr. Pricing Analyst
Rita Hartman
Dir, Commercial Tools &
Technology
Doug Denson
Senior Manager, Deal Desk
Brandy Ichishita

3. © 2018 Apttus Corporation
Average Percentage Improvements Reported by Apttus Customers
Source: Apttus Customer Impact Study conducted June 2017 by an independent third-party, Satmetrix on 200+ Apttus customer contacts randomly
selected. Response sizes per question vary.
Apttus Contract Management Accelerates Deals & Eliminates Risks
+47%Faster Audit Reports
+45%Improvement in Contract
Accuracy
+43%Increase in Contract
Compliance
+42%Faster Contract Processing
+42%Increase in Contract
Processing Volume
+23%Reduced Amendments
After Signature
+17%Increase in Contracts
Auto-Renewed

4. © 2018 Apttus Corporation
About Superion
• End to End Enterprise solutions for Local Governments and Authorities
• Providing solutions for 37+ years
• Vista Equity Companies
• Purchased SunGard Public Sector in February 2017
• Rebranded in April to Superion

5. © 2018 Apttus Corporation
Public Safety
First responders across the country rely on our technology for
instant information that helps keep their communities safe
Public Administration
City managers, financial directors and building
inspectors rely on our software to keep their
communities running smoothly.

6. © 2018 Apttus Corporation
Where We Started
• Two Sales Teams
• Public Administration
• Worksheets with paper price book
• Public Safety & Justice
• QuoteWerks with back end integration to Salesforce
• No conformity
• No products on the opportunities
• Created difficulty for reporting (and still does today)
• Sales Reports
• Accounting Reports
• Tool Adoption Challenges

7. © 2018 Apttus Corporation
Where We Are Today
• All users are required to use the system = Adoption/Use
• All quotes are created in Apttus
• All quotes automatically sync to the opportunity
• All opportunities must have proposal products to move to the accounting system
• Nothing is sent to Accounting without the integration in place
• In other words – if they want paid they create a quote in the system
• I am not going to lie….
• We have some frustrated users…..mostly related to their learning the tool

8. © 2018 Apttus Corporation
What We Gained
• Total Visibility
• Opportunities are complete and accurate
• Quotes are visible for every sale
• Improved forecasting
• Improved bookings
• Allows us to report on what products were sold….
• By product line
• By state
• By sales rep
• Allows us to more accurately book revenue

9. © 2018 Apttus Corporation
Where We Are Headed
• Replace Salesforce approvals with Apttus approvals
• Increase the number of apps we have in use for X-Author
• Load and implement the most recent UI (we are using Angular)
• Stream line product maintenance and cleanup (related to pricing not the tool)

10. 1 - Configure
• ID correct combinations
• Choose bundles
• Make grouping recommendations
2 - Price
• Price specific combination
• Apply promotions, discounts,
incentives
APTTUS defines a 10-step Quote-to-Cash Process1
3 - Quote
• Commercial proposal generated
• Template for contract
Notes: (1) Source: Chapter 3 from Intelligent Quote To Cash – The Outcome-Based Approach to Transforming Your Business, Kirk Krappe
4 - Contract Creation
• Formal agreement with T&Cs,
pricing, etc. drawn up
• Internal approval routing
5 - Contract Negotiation
• Redlining and version controls
• Further approval routing
• Providing visibility
6 – Contract Execution
• Final agreement
• Signature
• Information availability
7 – Order Fulfillment
• Product delivery
• Management of SLAs
• Management of changes (e.g. adds,
renewals)
8 - Billing
• Invoicing, adjustments
• Collections
• Forecasting
9 – Revenue Recognition
• Financial management of pricing,
payment terms, delivery
• Reconciliation to invoices
10 - Renewals
• Management of expiration timelines
• Add-ons, cross-sells, up-sells
• Leverage account history

11. Contract Lifecycle Management: Tier 1 KPI Details
Performance
Category
Recommended KPI Baseline
Minimum
Goal
Stretch
Goal
Calculated Value of
Improvement
Efficiency
Average Contract
Cycle Time
30 days 25 days 20 days
Δ deal days / baseline
days * total revenue *
pipeline quality factor
Effectiveness Renewal Rate, % 90.0% 90.5% 91.0%
Δ renewal rate
* Total $ revenue
Effectiveness
% of Non-Standard
Contract Clauses
40% 30% 20%
Δ % non-std * cost to
serve non-std
Effectiveness
% of Invoiced Costs
in Dispute
1% 0.9% 0.8%
Δ % invoice disputes *
collection rate * total $
disputed
Efficiency
# of Contracts per
FTE
500 600 700
Δ Contracts per FTE /
Baseline contracts per
FTE * FTE cost

13. © 2018 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.
$7.3B
FY2017
Revenue
Adobe is one of the largest and
most diversified software companies in the world
.
35
Years of
revolutionizing industries
~4,200
Patents*
76%
Of employees work in
LEED certified
workspaces
~18,000
Employees in
37 countries
* As of December 2016
$36.4
M
Given to the
community in 2017
13

14. © 2018 Apttus Corporation
Digital Transformation with Quote-to-Cash
SALES PERFORMANCE
METRICS
Contract management and
e-signatures enable sales
and management teams to
continuously improve win
rates and time to revenue.
VISIBILITY FOR GREATER
DEAL SUCCESS
Greater insight into the scope
and volume of deals being
closed via reporting tools helps
to refine strategies and increase
forecasting visibility.
USER EXPERIENCES –
ADOBE AND CLIENTS
Delivering great digital
experiences is critical to
successful negotiations and
lasting customer relationships.
© 2018 Apttus Corporation

15. © 2018 Apttus Corporation
Median Cycle Time
(Days from “Ready for Signature” to “Activated”)
3.4
15.4
6.7
12.413
19.8
0
5
10
15
20
25
Sent and Signed via Adobe Sign Not Sent and Signed via Adobe Sign
All Agreement Types ETLAs DMA