Enterprise business is taking a significant leap forward in its ability to maximize business outcomes using Applied AI – conversational and cognitive technologies. Leading organizations are accelerating digital transformation through machine learning, artificial intelligence and virtual assistants designed to streamline and accelerate revenue generation processes. In this presentation for executives and decision makers, we’ll share insights from the soon-to-be-published Harvard Business Review study on using Applied AI to accelerate B2B Quote-to-Cash processes and commerce. We’ll examine Applied AI emerging trends, best practices, and barriers to adoption.

1. Accelerate B2B Quote-to-Cash
Processes and Commerce with
Applied AI: Early Preview
Alex Clemente
Managing Director, Analytic Services

2. Sixty-four percent of executives say the meaning of the
term machine learning is unclear because it covers many
technologies and/or applications.
You Can’t Manage What You Can’t Define

3. What Does AI and ML Mean?
• Artificial Intelligence (AI) is a broad reference that includes a set of methods,
algorithms, and technologies that make underlying software capable of humanlike
behavior. AI is an umbrella term under which machine learning fits.
• Machine Learning (ML) is a class of algorithms that can learn from, and make
predictions on, data. The more data, the better the outcome for machine learning
techniques. Machine learning doesn’t require explicit rules to govern performance.
It does not require manual construction of “if this, then that.” It will make that
determination on its own, based on data.

4. Applied AI
• The practical application of AI to solve problems in business
• Can transform decision-making across many functional areas
• Can unite key functional areas on organizational goals
• Can improve efficiency, accuracy and profitability
• Allows staffers to do more creative and strategic work
• An extension of your analytics-based digital transformation

5. “Over the next decade, AI won’t replace managers, but
managers who use AI will replace those who don’t.”
- Andrew McAfee
Author and Co-founder of the MIT Initiative on the Digital Economy

6. Applied AI and Future Success
Sixty percent of executives believe their future success depends on
the successful implementation of AI.

7. Early Stages of Testing and Learning
• Half of respondents say they know the benefits AI will bring their organizations
• But less than 40% say their leaders can articulate a strategy
• And less than a third have a timetable for launching AI projects

8. Early Stages of Testing and Learning
In what stage is your organization in terms of investigating and/or implementing
machine learning?
48%
36%
26%
21%
3%

9. Top Uses of Applied AI Today
Which of the following machine learning areas are having the greatest impact on
your organization today?
(Multiple responses permitted)
82%
36%
35%
31%
27%
27%
27%

10. Applied AI for Quote-to-Cash
AI Technologies:
• Machine learning
• Natural language processing
• Virtual assistants
Use Cases:
• Cross-sell and up-sell products
• Pricing and discount guidance
• Alternative clause recommendations in business contracts

11. What’s Holding Back Digital Transformation?
Percentage indicating to what extent each of the following is a barrier to their organizations’ use of
digital technologies
(8-10 on a 10-Point Scale)
32
43
39
29
50
60
29
41
56
23
38
52
23
39
50

12. • Applied AI for B2B revenue generation processes offers huge
opportunities to benefit.
• Companies of any size can exploit AI-empowered software offerings.
Piloting is underway.
• Getting started and overcoming obstacles is not as difficult as in the
past.
• Companies that commit to and effectively adopt these AI-based
capabilities may achieve significant competitive advantages in revenue
generation.
What We See Unfolding…

13. About Apttus
Apttus, the category-defining Quote-to-Cash and Contract Lifecycle Management technology
company, drives the vital business process between a buyer’s interest and the realization of
revenue. Utilizing a patented combination of SaaS-based applications, the Apttus Intelligent Cloud
platform helps our customers, achieve better business outcomes. Enhanced by Machine Learning
and Max, an artificial intelligent agent, Apttus applications include Configure Price Quote,
Contract Lifecycle Management, E-Commerce, Billing Management, Revenue Recognition, Deal
Management, Order Management, Promotions Management, Incentive Compensation
Management, Rebate Management, and X-Author. The Apttus Intelligent Cloud platform is
powered by the world’s most trusted cloud platforms, including Salesforce and Microsoft Azure.
Apttus is based in San Mateo, California, with additional offices located across the globe. For
more information visit: apttus.com