Sales Operations as the Change Agent of the Sales Organization
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Modern sales operations professionals manage more than tactical operations. They are the change agents of the sales organization, serving vital, strategic roles in organizational restructuring, compensation roll-outs, system deployments and more. Attend this session to learn how leading organizations have leveraged technology to better enable change management in constantly evolving sales organizations and enhance adoption of sales solutions.
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Sales Operations as the Change Agent of the Sales Organization
- 1. #AccelerateQTC Sales Operations as the Change Agent of the Sales Organization
- 2. VP of Sales Operations Ankur Ahlowalia
- 3. A Customer’s Perspective KPI Win Rate SaaS bookings # of SKU’s # of Price books Install Base Bookings as % of overall Bookings Deal Approval Cycle Time 2012 (Prior to Apttus CPQ) 18% 40% 1800 6 45% 4 Business Days 2015 74% 96% 600 2 70% 12 Hours
- 4. Apttus Growth 4 2013 2014 FY16 FY17E FY18E Enterprise Commercial Customers 2013 2014 FY16 FY17E FY18E Subscription Services Revenue 2013 2014 FY16 FY17E FY18E Subscription Services New Bookings (ACV) >$150M Revenue, >50% Growth Rate
- 5. The Market has Taken Notice Awards Analyst Coverage
- 6. The World Leader in Quote-to-Cash 6 Independent Research Firms Confirm Our Leadership. CPQ Leader Digital Commerce Visionary CLM Leader B2B Order Mgt. Leader Billing Strong Performer
- 7. Differentiator Focused on Delivering Outcomes & Business Transformation 7
- 8. Apttus by Numbers - 2013 NA, East 13 AEs EMEA 4 AEs BDRs: 10 WW NA, West 13 AEs 01372133454300137213344542542301372133463001372133413721334453410Total BDRs: 01372133454300137213344542542301372133463001372133413721334453430Total AEs:
- 9. Apttus by Numbers - Today NA 80+ AEs 35+ BDRs 15 ISRs ` EMEA 20 AEs 15 BDRs Japan 2 AE 01372133454300137213344542542301372133463001372133413721334453440+Total BDRs: Australia 3 AE 013721334543001372133445425423013721334630013721334137213344534100+Total AEs:
- 10. Apttus Around the World Sales Office January 2006January 2011March 2013Nov 2013June 2015August 2015Sept 2015Sept 2015 Sales Ops Support February 2016
- 11. Technology Stack Used For Sales Growth Territory Planning & Mgt Core Systems Prospecting & Lead Mgt Sales Acceleration Sales Enablement Support Business Intelligence
- 12. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 13. Strategy and Planning SALES HIERARCHY DEFINITION Design and Setup ACCOUNT TRANSFERS Redistribution of Accounts COMPENSATION PLANNING Build Comp Plan for Each Role PEOPLE ALIGNMENT Assign People to Sales Hierarchy COMPENSATION: DOC ACCEPTANCE Signed Comp Due for Each Rep TERRITORY PLANNING Define Sales Territories
- 14. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 16. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 17. 17 Compensation
- 18. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 19. Geographic Named Account Territories and Org Alignment SF Bay Area Region Sell to “non-named” accounts or partners in the SF Bay Area Region Account List Wells Fargo Barclays Sell to Wells Fargo and Barclays across the Global geo-region or geo-region
- 20. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 21. RFP Management Apttus differentiators are called out using
- 22. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 23. Deal Desk Q3 Q4 # Quotes # Quotes 0 2 4 6 Q3 Q4 Avg Approval Time Avg Approval Time 174% INCREASE in number of quotes 80% DECREASE in average approval time
- 24. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 25. Order Management
- 26. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 28. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 30. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 31. Renewals
- 32. Ops Major Functions Training & Enablement Renewals Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning
- 34. Apttus Intelligent Cloud for Apttus Launch Qualify Prove Vendor of Choice Negotiate Qualify Opportunity RFPs, Budgetary Quotes & Proposals Pricing Negotiations (Quote Revisions) Order Form & Contract Revisions Final Contracts & Order Forms Feature Functionality Review Apttus for Apttus (A4A) Automated Approval Routing for Discounts, (Non-)Standard Terms, CLM Competitive Intelligence Pricing Quote-to-Cash Intelligence (Dynamic Recommendations) Closed Won Usage Metrics RFP Propensity to Buy Win/Loss Reports
- 37. Realized Transformation for CustomersAchieved Transformation for Apttus Overall Sales Quoting Cycle Times 5 Days 8 hrs Productivity 73% 104% Q/Q Rogue Discounting ~15% Lower in 2H FY’16 Average Sales Cycle 21 Days Less Q3 Q4
- 38. Winning Strategy
Editor's Notes
- Ankur is a former client of Apttus who joins us from Saba Software where his Sales Operations team led improvements in Quote to Cash cycle utilizing Apttus CPQ application which led to dramatic improvements in Win Rates and SaaS Bookings.
- Regular, in-depth content focused on Apttus’ unique positioning in the marketplace. Awards that provide validation for our leadership team, product suite, and leadership, in particular the Deloitte Fast 500, Best in Biz awards, and entrepreneurial kudos for Kirk Krappe. Validation for CPQ, E-Commerce, Billing and Order Management in recent and upcoming Tier 1 analyst reports from industry pillars Gartner, Forrester and more.
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Territory planning is the process of defining and assigning sales territories to commissionable employees from all of Apttus sales orgs, including: AE, Channels/Partners, Overlays A sales territory defines the selling responsibilities of a commissionable employee, and typically consists of a list of accounts or a geographic region Territories are commonly defined by one of these parameters: Geography or Named Accounts
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Apttus differentiators are used in the WHY APTTUS section of every RFP response and where formatting makes it possible in the response body
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT