Sure, CPQ can produce great quotes quickly and Contract Management ensures your Legal department and commercial teams are on top of sales contracts. But what happens if you connect the two systems and allow them to work from a single data model? Hear how one organization lived through the “dark days” of disconnected systems, and then came into the light with a single-vendor integrated CPQ and Contract management solution and started closing their deals at light speed.
3. 3
Rogers Communications is a leading diversified public Canadian communications and media company.
About Rogers
INNOVATIVE COMMUNICATION SERVICES POWERHOUSE MEDIA BRANDS
WORLD-LEADING
NETWORKS
WORLD-LEADING NETWORKS
POWERHOUSE MEDIA BRANDS
TOMORROW’S INNOVATIONS TODAY
4. Rogers – Solving the Challenges
4
SFDC Implemented
Wireless, IoT, Solutions
SFDC Org Consolidation
Merge 3 SFDC Orgs
(Wireless, Wireline, Data
Centre)
Extend SFDC for CPQ + CLM
Buildout to extend
Salesforce.com for CPQ /
CLM capabilities.
2013 (Nov)
2015 (Apr)
2016 (May)
5. Selection Process + Why Apttus
5
Built on SFDC Platform
No integrations required,
all data in a single source
SFDC Integration
Deep ability on both “sides
of the fence” critical
Uniquely positioned as a
complete package
Strong CPQ + CLM
Leverages Salesforce1
Mobile App
Mobile Capability
Allow the business to
support themselves
Minimize development at
all costs
Highly Configurable
6. Business Case Drivers
6
Cycle Time Reduction
Simplify and collapse
processes, serial vs parallel
Cost Avoidance
Sunset legacy platforms,
expensive to maintain
Revenue Assurance
Eliminate revenue leakage
from manual handoffs
FTE Savings / Re-Allocation
Focus on value add
functions, refocus FTE
15
Month
Payback
7. 7
Old State vs. Current State
Pricing Build & Approval
Contract Lifecycle
Management
Old State
Current State
Custom Quoting App
Custom Contract App
+ Pricing Approvals
=
=
= Quotes, MSAs
= 100%
Manual
Pricing Build & Approval
Contract Lifecycle
Management
Legacy Apps
8. Opportunity Quote Approval
A single opportunity
consisting of
products across
LOBs:
Wireless
Wireline
Data Centre
IoT / Services
Products across all
LOBs on a single
quote:
Wireless
Wireline
Data Centre
IoT / Services
A consistent and
standardized
approval process for
all LOBs:
Deal Desk
Quote
Contract
Agreement Body
Product
Schedules
Product
Schedules
Product
Schedules
CSOW
Quote
Amendment
MECA
Wireless Wireline Data Centre IoT / Services
Amendment Amendment Amendment
New Opportunity and Agreement Structure
9. 9
Turnaround Time and Forecasting Efficiencies
Before After
Wireline Quote
Turnaround Times 52 hours 18.5 hours 64% reduction
σ (StdDev) 233
(n-1069)
29.5
(n=846)
87% improvement
Forecast
Accuracy
• Relied on Sales estimates
of TCV and MRR
• Not tied to product
categories
• Based on actual values
• Tied directly to product
categories
Timing • Sales would move
opportunities through
stages randomly
• Sales stages tied to actual progress
of opportunity through system
• Closure tied to e-signature
10. 10
Implementation “Gotchas” to Avoid
Apttus is easy! The hard part is what Apttus doesn’t do!
• Do not underestimate upfront business case & planning effort
• “Stick to your guns” on implementation timelines
• Blow up current state processes COMPLETELY!
• Do not underestimate amount of change management + training
required
• Take easiest option possible for legacy data migration
• Large implementation? Don’t be a hero! Seek the help of a
partner
====Michelle to speak====
Innovation Communication Services:
Deliver state-of-the-art wireless communications to nine million Canadians
Offer next-gen digital cable and internet services to 1.8 million households
Powerhouse Media Brand:
Power Canada’s most iconic media brands:
Sportsnet
Macleans
Chatelaine
NHL
Toronto Blue Jays
Toronto Maple Leafs
The Shopping Channel
World-Leading Networks:
Invest $2 billion annually to provide customers with the fastest wired and wireless internet experience
Rogers is spending $5 billion over five years to deliver Canada’s first all IP platform
Tomorrow's Innovations Today:
Home Services
Mobile Commerce
Digital Services
Next Gen Business Services
====Michelle to speak====
-Our SFDC Journey
---We changed CRM platforms, implemented SFDC
---Rogers 3.0 formed EBU - consolidated 3 SFDC orgs
---then started building out the next logic steps of the roadmap to extend SFDC for CPQ CLM.
====Michelle to speak====
-selection process
Highlight capabilities we were looking for:
---tight integration with SFDC
---mobile capabilities
---strong CPQ + CLM functionality
---highly configurable w/ ability to handle high complexity (did not want to repeat mistakes of the past - custom built solutions, costly and slow to maintain, etc)
Discuss how we did an in-depth look at what was out there (started with 5, downselected to 2).
Very structured evaluation approach: (expand? Detailed 300? HL requirements, full day demos where vendors had to demonstrate real scenarios in tool, etc)
-Why we landed on Apttus: 100% Native SFDC, Mobile (Salesforce1), Robust CPQ + CLM
X-Factor > X-Author ! (show a yellow ticket?)
- Ensure you have an engaged project team and executive sponsor.
====Michelle to speak====
Highlight how teams collaborated (Michelle's team + Cam’s Team)
---Cycle time reduction (efficiency gains in entire Q2C flow – majority of offline/manual processes to be simplified and collapsed in tool), serial vs parallel
---Highlight Revenue Assurance (huge, estimated $2M/year in savings)
---Cost Avoidance – legacy platforms maintenance costs (poor man’s apttus, except more costly and slow)
---FTE savings/re-allocation
15 Month Payback
====Michelle to speak====
Old state:
-Merging the EBU SFDC, foundational (first step) - quotes and contracts still in original silo mode (own unique process, tool or lack of)!
-customers buying products from multiple LOB results in multiple quotes. Single quote only possible if done manually offline
-data issues across silos a complete mess, lack of visibility
-various teams can now tap into this in a single source SFDC
Discuss desire to move to a "single deal for all products" strategy
Required us to create:
-Unified SFDC Opportunity
-Unified Apttus Quote (CPQ)
-Unified Apttus Agreement (CLM)
Implementing a unified CPQ/CLM solution allowed Rogers to unify our previously separate opportunity, quote, approval and contracting processes. For example, we are now able to quote a multi-line of business solution (data centre combined with IOT, for example) on a single quote and agreement. Likewise, our support teams like Finance, Deal Desk, Product and Pricing now experience the opportunity review process the same way, no matter what we’re selling.
When comparing pre- and post- implementation metrics, it is imperative to compare apples to apples. Only our pre-implementation wireline quoting turnaround times contained the same steps as post-implementation, but the above metrics are compelling.
Standard deviation is just as critical as actual TAT, as managing customer expectations is only possible when standard deviation is low.
Forecasting accuracy is now assured ONCE an opportunity reaches the quoting stage. We are still working on solutions for forecasting prior to quoting stage.
Sales stage discipline was embedded in the solution, so that proceeding to quote = qualify, proceeding to agreement = commit, and e-signature closes an opportunity as won automatically.
This disrupted previous forecasting expecations and behaviours.
====Michelle to speak====
-Don’t underestimate the upfront business case, and planning. (?)
-Set a realistic timeline to implement and don’t cut corners on:
---"initial planning" before jumping into implementation mode
---"User Acceptance Testing" before launching
-Don’t underestimate the amount of Change Management and Training required. (Apttus may be a great product that is intuitive, but your users will struggle with change to their day-to-day since you will most likely be flipping it on its head… technology and process wise)
-For a large implementation, get the help of a partner! (don’t try and figure it all out the first time on your own. )
-Consider blowing up your current state process completely! We started greenfield and just asked everyone "how should this work" . You are most likely heavily constrained by existing legacy technology and need to think freshly
-Take the easiest option possible for legacy data migration (do not try and shoehorn it into your new model, will become a data transformation nightmare!)
====Michelle to speak====
-Apttus enabled us to completely revamp our entire Quote to Contract in a relatively short amount of time.
-We are a large, complex business selling many different types of highly customizable solutions. Apttus is flexible enough to handle the complexity we required to support our business needs.
-We hope you found this presentation useful, thanks for taking the time to join our session. Please feel free to contact us after this session if you have any questions for us, we are happy to help.
====Michelle to speak====
-Thank the audience for their time
-Mention that we are accessible for questions now or via email / or find us on linkedin