Configure Price Quote w CLM

1. © 2014 Rovi Corporation. Company confidential.1© 2014 Rovi Corporation. Company confidential.
Configure, Price & Quote (CPQ) - Lite
Project Kick-off
Business Improvement Team & Statera
Feb 2, 2015

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Welcome to
the CPQ Project
Kick-off event

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• Problem Statement
• Project Goals and Objectives
• Success Criteria
• Program Timeline
• Scope Overview
• Project Team
• Implementation Methodology
• Timeline and Deliverables
• Resource Commitments
• Next Steps
Agenda

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Problem Statement
Rovi currently uses a manual process to configure products and calculate pricing while providing quotes
to customers. This process is not consistent, very cumbersome, high-maintenance, and error prone. This
also does not provide the ability to systematically track the progression of the quote through
negotiations with the customer and analyze the impact of negotiations on the final outcome.
• Lack of configurable product data across all product categories
• Proposal data not captured in the system to enable reporting
• Lack of system based price lists, pricing attributes and price rollups
• Unable to analyze deal progression through negotiations
• No system based discounts and approvals
• Unable to report on deal profitability
• Inability to report on bookings in a clear and concise way
• Lack of early visibility into the deal size as the opportunities are entered late into the system
contributing to delayed revenue forecasting

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Project Goals
1. Decrease deal cycle time
- Incorporate guided configuration of products, automated pricing and workflow driven approvals
for discounts
2. Drive greater share of wallet and renewal rates
- Introduce upsell and cross-sell strategies to promote new product introductions
3. Provide early visibility into the deals
Objectives
• Leverage the enterprise Apttus CPQ solution to streamline and optimize the product configuration,
pricing and proposal creation and management process
• Provide a robust set of CPQ functionality integrated into Rovi’s existing Salesforce.com platform
• Enable flow of data through our business systems
• Seamlessly integrate with the CLM solution
• Scale Apttus CPQ so that we are able to seamlessly transition to additional Phases

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Success Criteria
• The Sales team should have the ability to configure product offers in a consistent manner to improve
efficiency, and track and improve related sales metrics.
• Move complexity of pricing hierarchies and tiers to system level to avoid manual errors.
• Adjust price based on discounts, markups, and price overrides to improve the deal profitability.
• Generate professional, compelling proposals from templates and standard language to improve
company branding and productivity.
• Improved ability to generate revenue forecast and pipeline.
• Avoid duplicate data entry for product and pricing related data in CLM by integrating CPQ with CLM.
• Improve collaboration by allowing sales teams to jointly work on sales documents and sales calls with
Salesforce Chatter.

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1 2 3 4
Program Timeline
2014
9 10 11 12
2015
5 6
CPQ lite
In scope for CPQ Lite
• iGuide/Passport for NA
• DTA Guide for SPs (NA
and LTAM)
• TGxD for iGuide/Passport
(NA and LTAM)
In scope for Phase II
• Connected Guides
• Data products for SP/CE
• S&R – Video & Music
• IP Licensing
• Global Services
CPQ – 3
In scope for Phase III
• Advertising
• Analytics
• Fan TV Products
7 8 9 10 11 12
Jun-July
CPQ - 2
CLM
Apr-Jun
Feb to July
Feb to Apr
CPQ and CLM Go-Live at the
same time due to design
dependencies
Kick-off: 2 Feb
Kick-off: 9 Feb
Business
Owner
Kerry
Samovar
Amy Slater
Productsin
scope
We are here

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CPQ Lite – In Scope
Products in scope for CPQ Lite
§ iGuide for NA
§ Passport for NA
§ DTA Guide for SPs (NA and LTAM)
§ TGxD for iGuide/Passport (NA and LTAM)
CPQ Lite - Out of Scope
§ Asset based ordering - Quote from existing agreements and purchase history
§ X-Author for CPQ – MS Excel integration
§ eSignature for proposals
§ Analytical reporting
§ Historical data migration

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CPQ Lite Project Team
Project Steering Committee
Person Organization Project Role
Pamela Sergeeff Legal Sponsor/Approver
Amy Slater Sales Operations Approver
Kerry Samovar Legal Approver
Beth Crocker Finance Approver
Emily Weigand FP&A Approver
Samrat Vasisht Marketing Approver
Teresa Wuchter Shared Services & Finance Approver
Igor Radovanovic I&O – Bus. Improvement Approver
Lori Sanders Statera Engagement Mgr Approver
Person Organization Project Role
Dan Fitzpatrick Statera Project Manager
Nick Leavitt Statera Apttus Functional Architect
Daniel Khan Statera Account Manager
Andrew Foster Apttus Apttus Account Manager
Ravi Thota Rovi Solution Delivery Manager
Aaron Nagamine Rovi Project Manager
Mark Church Rovi Functional Architect
Kavitha Kukkadapu Rovi Technical Architect
Joe Sims Rovi BI Architect
Arvind Balasubramaniam Rovi Salesforce Administrator
Sarah Ming Rovi Product and Pricing SME
Cory Tinkess Rovi Sales Operations SME
Xana Huerta Rovi Legal SME
Daria Duda Rovi Marketing SME
Core Team
Communication
• Weekly Core team meetings will be scheduled
• Weekly status updates will be sent via email
• Milestone approval meetings for steering committee members will be
scheduled upon completion of each major milestone

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Implementation Methodology (Statera)
The project is estimated to take approximately 7 weeks
Implementation Phases
• Solution Blueprint (Solution Functionality Definition in N2S) – Analysis and design activities
• Construction (Solution Validation in N2S) – Configuration and testing activities
• Deploy (Training, Communication & Go-Live in N2S) – Go-live activities including training and the
migration to production
• Transition (Adoption in N2S) – Knowledge transition, final documentation, and end user support
activities

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Timeline & Deliverables (Statera)
Feb 2 Feb 9 Feb 16 Feb 23 Mar 2 Mar 9 Mar 16
Milestone – Stakeholder Signoff

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Resource Commitments
o ~2-4 hours total during requirements validation workshop (Feb 3rd to 6th)
o ~14-16 hours during design workshop (Feb 9th to 20th)
o ~8-10 hours during testing (Mar 9th to 20th)
o 4 hours for training (Mar 18th - Tentative)
o 2 hours for production validation (For go-live on March 19 - Tentative)
Total 30-40 hours needed during the next 7-8 weeks.
Sarah Ming Product and Pricing SME
Cory Tinkess Sales Operations SME
Xana Huerta Legal SME
Daria Duda Marketing SME
Below are the time commitments we anticipate requiring from the following business SMEs

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Next Steps
• Schedule weekly status meetings with the core team
• Schedule requirement workshops with the SMEs
• Schedule design workshops with SMEs
**SMEs will be invited to the appropriate meetings

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Questions

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Annex
N2S Process flow

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Rovi N2S Process 2.0 – Detailed View
Need
Identify need or opportunity and lay out
value to be realized
Prioritization of Need
Define use cases, high-level business
requirements & success measures
Participate in demos, POCs, and
prototypes
Solution Proposals
Review
Business Capacity
Planning
Harmonize people, process and
technology
Solution
Solution
Functionality
Definition
Classify needs based on agreed upon
prioritization criteria
Solution is tested to
specification and validated
from usability and
functionality perspective
Solution Validation
Business
Requirements
Definition
Training &
Communication
Assess value based to the agreed
success measurement plan
NPS – IT BIS team
Data Cleanup and
Validation (Optional)
Identify capacity for
need realization
Identify functional
requirements
Participate in training while
organization prepares for change
Adoption
Project
G1
G4G2 G3
G5
Functional Steering Committee
Deliverable: Demand Document (Need, Value and Problem Statement),
High Level investment Estimates
Metrics: Need to Prioritization Time
Business Sponsors
Deliverable: BRD, Stakeholder
Evaluation Score Card, High Level
Gap-Analysis
Metrics: Need to Solution selection
time
Project Steering Committee
Deliverable: Project Plan
and kick-off deck
Metrics: Solution Selection
to Project Kickoff time;
Resource onboarding time
Project Kick-Off
Initiative
Project Steering Committee
Deliverable: Configured and fully
tested solution per requirements
Metrics: Number of
modified/added/deferred
requirements
Number of defects identified during
UAT
Solution development time;
% of requirements met through
configs.
Governance Body
Deliverable
Project Steering Committee
Deliverable: Cutover plan
Metrics: Need to Solution
time;
Variance to Plan and Budget
Go live
• Transparency of demand across business functions
• Stakeholder alignment
Clear understanding and
prioritizations of requirements
• Setting up expectations on the value realization of the solution
• Build stakeholder confidence that the
solution meets their needs

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Thank You!
rovicorp.com