Learn how enterprises benefit from Quote-to-Cash solutions that consolidate critical capabilities like bundling, quoting, contracting, ordering, renewals, promotions and more on one platform. Hear from a finance leader how Quote-to-Cash provides a strong foundation for innovative strategies, processes for managing subscriptions and renewals, and recurring revenues to drive profitable growth.

1. #AccelerateQTC
Darra Wray / May 4, 2017
Master the Subscription Economy
to Thrive in the Age of the Customer

2. Chief Financial Officer
Darra Wray
“My mission is it to transform data into
information and insights to enable and support
better business decisions.”
• Healthwise Mission: Help people make better health decisions
• $45M Self-Funded Healthcare Education Non-Profit
• Business Model: Product licensing and related services

3. “What got you here, won’t get you there”
– Marshall Goldsmith

4. Challenge 1: Automation
• 40 years of legacy contracts
• 100% manual invoicing
• Complex web of manual processes

5. Challenge 2: Scalability
• 100% growth in clients expected
in 3 years
• Higher volumes with lower
revenue per unit
• No funding for incremental
headcount

6. The Opportunity
• Expand our use of Salesforce for CRM
• No investment in back office integration

7. QUOTE CONTRACT REVENUEOPPORTUNITY ERP
INTELLIGENCE
BEHAVIOR
PROMOTIONS COMMISSIONS REBATES
X-AUTHOR
PROCESS
CONTRACT
MANAGEMENT
CONFIGURE
PRICE
QUOTE
DEAL MANAGEMENT
OMNI-CHANNEL E-COMMERCE
ORDER MANAGEMENT
BILLING
MACHINE LEARNING
Apttus Quote-to-Cash
Built on the Apttus Intelligent Cloud™
Accelerate
2014

8. Healthwise Quote-to-Cash
CRM ERP

9. Secret Sauce: Leadership Support
• Unified recommendation was key to
project approval
• Unified support has been critical
during implementation
Operations
FinanceIT

10. • > 90% of clients migrated to Apttus
(~80% revenue)
• 100% migration expected by 6/30
• Automated sales tax calculation
and filings
Challenge 1 Update: Legacy Business Migration
10

11. Secret Sauce: Project Champions
• Accounting & Finance users may be wary
• Critical to explain the benefits of moving
complexity to Force.com environment
• Initial critics may become your best
project champions

12. New hyper-growth business models supported by Apttus Quote-to-Cash
Challenge 2 Update: FASTPASS Quote-to-Cash
12

13. CPQ
(Configure,
Price,
Quote)
Q/P
(Quote,
Proposal)
CRW
(Contract
Request
Worksheet)
LR
(Legal
Request)
AGR
(Agreement)
INV
(Invoice)
Rev
Rec
Quote-to-Cash:
Legacy Business
APTTUS Word SalesforceWord Word NavisionNavision
7 Tools / Processes:

14. Quote-to-Cash:
“Fastpass” Business Models
CPQ
(Configure,
Price, Quote)
Q/P
(Quote,
Proposal)
AGR
(Agreement)
INV
(Invoice)
Rev Rec
One System
Apttus
End to End
Simple and Fast!

15. Secret Sauce: Key Stakeholder Support
• Key partners and stakeholders need
to understand the benefits to their
function and to the organization
• They will help you campaign for
support when needed

16. “Nothing worth Having Comes Easy”
– Theodore Roosevelt

17. Lesson 1: Plan for Change
• System migration is hard
• First time automation is harder
• Manual processes hide process
and workflow problems
• Add time to your project plan
for change management

18. Jim Collins said it best in Good to Great:
1. Get the right people on the bus
2. Get the wrong people off the bus
3. Get the right people in the right seats
Plan your project to match your capacity
Lesson 2: Assemble the Right Team

19. 1. Data structure is critical
2. Module interdependencies must be
understood
3. Optimize implementation design for your
solution needs
Lesson 3: Build a Strong Foundation

20. 1. Implementation for new business is relatively
easy:
– 2 weeks - 85% adoption for standard
quoting
– Only 15% required assisted quoting
2. On-boarding of our legacy business requires
serious heavy lifting
Lesson 4: New is Easy… Legacy is Harder

21. The Value Proposition for Healthwise
Improved
Coordinated
Workflow
& Workflow
Better
Business
Growth & Scale
Pricing
Optimization
& Financial
Controls
Increased
Increased
Productivity
& Scalability

22. “With Apttus we are able to support the entire Quote-to-Cash process in a fraction of the time and at relatively the same cost of
our legacy processes. The benefits of dealing with only one software set and vendor are innumerable. With APTTUS Quote to
Cash, we can optimize our business enablement process and focus on the most important part of our business – our mission.”
- Darra Wray, Chief Financial Officer
CHALLENGES
Previous System: Manual
• 2 to 4 hours per invoice
• Invoice and billing errors
• Extended cycle time for
negotiation & legal backlogs
• Market Growth Initiative: High
Volume with Lower Revenue
OUTCOMES
• Initial quite and contract in the
hands of the sales team
• Enhanced pricing controls
• Recurring invoices in minutes
• Elimination of calculation errors
• Increased capacity and volume
• Insight and analytics to sales, ops,
the Executive team and the Board
SOLUTIONS
“Healthwise enabled scale and revenue
growth with Apttus Quote-to-Cash.”