The Benefits of Integrated CPQ and Contract Management
•Download as PPTX, PDF•
1 like•593 views
Sure, Configure Price Quote (CPQ) can produce perfect quotes quickly, and Contract Lifecycle Management (CLM) 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? Learn how to speed up deal throughput, tighten revenue assurance and improve forecasting all at once.
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to The Benefits of Integrated CPQ and Contract Management
Similar to The Benefits of Integrated CPQ and Contract Management (20)
More from Apttus
More from Apttus (13)
Recently uploaded
Recently uploaded (20)
The Benefits of Integrated CPQ and Contract Management
- 1. © 2018 Apttus Corporation #AccelerateMO Michelle Asselin / May 16, 2018 Speed up Your Deal and Optimize your Forecast with Integrated CPQ and CLM
- 2. © 2018 Apttus Corporation Director, Deal and Contract Management Michelle Asselin
- 3. © 2018 Apttus Corporation About Rogers 3 Rogers Communications is a leading diversified public Canadian communications and media company. In 2017, Rogers reported $14.1 billion (Canadian) in revenue and $5.4 billion (Canadian) in adjusted operating profit. Rogers employs roughly 25,000 people across Canada. INNOVATIVE COMMUNICATION SERVICES POWERHOUSE MEDIA BRANDS WORLD-LEADING NETWORKS WORLD-LEADING NETWORKS POWERHOUSE MEDIA BRANDS TOMORROW’S INNOVATIONS TODAY
- 4. © 2018 Apttus Corporation About Enterprise Business Unit Rogers’ Enterprise Business Unit (EBU) Sells communications services to other carriers, governments, large corporations, and the small and medium business markets Wireless, wireline, data center and IOT Core Service Offerings EBU sales channels include direct sales, dealers, resellers, VARs and wholesale Sales Channels • $16.4 billion (Canadian) per year is the addressable market for the EBU • 28,377 agreement records transacted in 2017 • 45,154 quote records transacted in 2017 2017 Statistics
- 5. © 2018 Apttus Corporation Business Case Drivers 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
- 6. © 2018 Apttus Corporation Selection Process + Why Apttus 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 Allows businesses to support themselves Minimum custom development Highly Configurable
- 7. © 2018 Apttus Corporation Opportunity Quote Approval A single opportunity with 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 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
- 8. © 2018 Apttus Corporation KPIs and Efficiencies Average Number of Quotes Created per Month 3785 Average Turnaround Time (TAT) per Quote 7.4 days Average Number of Agreements Created per Month 1964 Average TAT per Agreement 10.9 days (8.2 days in signatures)
- 9. © 2018 Apttus Corporation What to Watch Out For when Implementing an Integrated CPQ/CLM • How well do you know your current sales systems and processes? – Probably not as well as you think! • How clean is your current customer and product data? – Probably not as clean as you’d like! • Whose issues are you solving for? – Focusing on 1 or 2 areas might merely result in moving the pain around • How many stakeholders own a portion of your Quote-to-Cash process? – Who’s driving the bus?
- 10. © 2018 Apttus Corporation What to Watch Out For when Implementing an Integrated CPQ/CLM • How much variance is there in the sales flow? – Try to flesh out as many exceptions as possible during requirements gathering. Slice the information different ways: by product, by channel, by customer type, by approval level, by sales stage, etc. • How do you future-proof your efforts? – Time won’t stop while the Q2C solution is built, so how do you ensure that new and evolving requirements are incorporated smoothly? • What is the governance structure for the Q2C system? – It’s never too soon to put it in place to manage change. • What is the most effect way to design training? – Focusing on button pushing will not get at the true changes to business process that likely underlie the transition.
- 11. © 2018 Apttus Corporation Four Key Takeaways 1. In combining CPQ and CLM together, in supporting selling processes, new avenues for attaining greater synergies and visibility are possible 2. Quote-to-Cash transformations are only as good as the data and processes on which they are based 3. Consider the new system and its inputs and outputs from as many perspectives as possible 4. Quote-to-Cash transformations will inevitably be destabilizing – find ways to leverage that destabilization for the greatest impact. Thank you very much for your time! An article on this topic was published to the IACCM’s online blog, located here: https://journal.iaccm.com/contracting-excellence-journal/delay-quote-to-cash-dont-be-a-dreamer
Editor's Notes
- ====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==== 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==== 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==== -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.
- 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.
- ====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==== -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.