Just what does it take to successfully transform your Configure Price Quote (CPQ) process? In this session will cover the three pillars of success for CPQ: The arts of design, governance, and training. All three are essential for an optimized Quote-to-Cash experience.

1. © 2018 Apttus Corporation
#AccelerateMO
Frank Sohn, President & CEO, Novus CPQ Consulting, Inc.
Amjad Chaudhry, Product Owner - CPQ & CRM, Boral Australia
Lisa Keim, Senior Applications Administrator, WageWorks
The Path to
Configure Price Quote (CPQ)
Sustainability

2. © 2018 Apttus Corporation
Frank Sohn, President & CEO
Industry Analyst providing vendor-
agnostic CPQ advisory services and
research information to business
leaders globally.
Lisa Keim, Senior Applications
Administrator
Responsible for ongoing CRM and
CPQ/CLM management.
Amjad Chaudhry, Product Owner -
CRM & CPQ
Portfolio Delivery Manager and
Business Lead of both initial
implementation and ongoing
CRM & CPQ management.

3. © 2018 Apttus Corporation
Novus CPQ Consulting, Inc. is based in Fort Collins, Colorado and provides
vendor-agnostic Configure-Price-Quote advisory services and research information
to business leaders globally

4. © 2018 Apttus Corporation
At Boral, we recognise that sustainability is fundamental to our future success and our ability to Build Something Great™.
This means providing a safe, diverse and rewarding workplace for our people, minimising our environmental impacts
and taking a socially responsible approach to how we operate. Delivering world-class safety performance and
developing less resource and energy-intensive products for our customers are also central to our vision of
delivering performance excellence and sustainable growth.
Build Something Great™
Australia’s largest construction materials and building supplier

5. © 2018 Apttus Corporation
As a leading Consumer-Directed Benefits (CDB) provider, WageWorks will show you how and why your benefits work, so
you can put the best plan in place. We’ll manage your CDBs on one, secure platform, easing administrative hassles. We
can give you insight into where the industry is headed, what options to consider and why it all matters.
For more information, visit www.wageworks.com.

6. © 2018 Apttus Corporation
Presents an on-going effort. This is not a project that is installed and then runs by itself.
Examples - Product Model Maintenance, Pricing Administration, Integration with 3rd party systems (CAD)
Cross Functional Teams are involved. This is a project where Sales,
Sales Operations, Marketing, Product Management, Product Engineering, Finance,
Legal and IT need to work together!
A new way of doing business may be needed instead of “just” adding a new tool.
This review is not necessarily part of a CPQ implementation project but should be part of design process.
Why Are CPQ Projects Different?

7. © 2018 Apttus Corporation
1. The Art of Design (Prepare)
• Select a CPQ Solution (if applicable)
• Prepare for a CPQ Implementation
2. Governance (Execute & Maintain)
• Change Management
• Team Engagement & Ongoing Resources
3. Training (On-going Development)
• CPQ Admin & Product Model & Pricing Administration
• Monitor CPQ Market Developments
All three pillars are essential for optimal Quote-to-Cash Processes
© 2018 Apttus Corporation
Transforming Your CPQ Processes
Three Pillars for CPQ Success

8. © 2018 Apttus Corporation© 2018 Apttus Corporation
Define
Analyze
Measure
A Problem Not Defined Cannot Be Solved• Visible & Vocal Executive Sponsorship
• Cross-Functionally Involved Users
• Robust Selection Process
• What Core Business Problem Solving?
• Future Operationalization
• Design With End in Mind/Future Phases
• Billing/OM/Rev Rec/ERP
• Incentives/Rebates/Promotions
• Integrations
• Order Forms
• Metrics
• Renewals
Organizational Design Considerations

9. © 2018 Apttus Corporation
Prepare for a CPQ Implementation Project
Select a CPQ Solution
© 2018 Apttus Corporation
The Art of Design
– Gather and prioritize Business Requirements / User Stories
– Determine budget, requirements and decision makers
(e.g. form a selection committee)
– Score CPQ Demos using defined success criteria
based upon desired business outcomes
– To increase your chances for success, do not let the time between
buying your new CPQ Solution and starting your implementation
project pass by without preparing!

10. © 2018 Apttus Corporation
Change Management & Guidance
Governance
Change Management Governance Board Team Engagement
• Definition: The objectives of
Change Management:
• Minimize the resistance to
organizational change through
consistent involvement of key
players and stakeholders
• Maximize the collective
benefits of improvements
in an organization
• Keep Senior Executives actively
engaged
• Gets buy-in for requested
changes & ensures required
resources are available
• Ensures that people impact of
proposed changes is fully
understood in a timely manner
• Stay engaged both during CPQ
implementation and during the
operational use of the Solution!
• Communication between CPQ
Solution Provider, System
Implementer and customer is
critical.
• Ensure for ongoing resource &
toolset management
Consider Solution Governance Best Practice

11. © 2018 Apttus Corporation
Go Live
Ongoing
Onboarding
Training
Types
Product Model & Pricing Administration
CPQ Administration
Training & Administration
– Determine Training Audience & Delivery Method – Go Live, Ongoing, Onboarding
– Determine who will maintain & enhance your CPQ Solution
– Review Product Releases
– Agree on Product Modeling Structures to ensure a consistent
User Experience across different Routes-to-Market and Products
– Determine How Implemented Rules Documented
– Renewals & Customer Lifecyle Management

12. © 2018 Apttus Corporation
CPQ Market Developments
Monitor the latest developments in the CPQ market such as:
— Internet of Things (Industry 4.0, Smart Manufacturing)
— Artificial Intelligence (Machine Learning, Deep Learning)
— Visualization (2D, 3D) and Virtualization (VR, AR) capabilities
— Omni-Channel
— CPQ Integration with other systems (e.g. via REST APIs)
— Price Optimization

13. © 2018 Apttus Corporation
— Stay curious!
— Your CPQ Solution is an evolving solution
— Extending using 3rd party apps for additional capabilities and integration to
other systems means potentially more Return on Investment!
— Learn more about CPQ
— Examples: CPQ Podcast, CPQ Solution Providers like Apttus,
Gartner/Forrester/IDC/MGI Research Analyst Reports, Capterra,
TrustRadius, G2 Crowd, Forbes authors like Louis Columbus and many
more
Where To Go From Here

14. © 2018 Apttus Corporation
Frank Sohn
President & CEO
Lisa Keim
Senior Applications Administrator
Amjad Chaudhry
Product Owner - CRM & CPQ
Twitter: @NovusCPQ
Mail: Frank.Sohn@NovusCPQ.com
Web: NovusCPQ.com
LinkedIn: Frank Sohn
Mail: Amjad.Chaudhry@boral.com.au
Web: Boral.com.au
LinkedIn: Amjad Ali Chaudry
Mail: Lisa.Keim@wageworks.com
Web: wageworks.com
LinkedIn: Lisa Keim

15. © 2018 Apttus Corporation
Appendix
Extended Edition

16. © 2018 Apttus Corporation
Prepare for a CPQ Implementation Project
Select a CPQ Solution
© 2018 Apttus Corporation
The Art of Design
– Gather and prioritize Business Requirements / User Stories
– Determine company limitations (e.g. available budget, technical requirements, system
environment)
– Determine decision makers (e.g. form a selection committee)
– Propose and agree on evaluation criteria
– Determine potential CPQ Solution Providers
– Demo of CPQ Solutions
– Score CPQ Demos using defined success criteria based upon desired business outcomes
– Make a decision
– Do not let the time between buying your new CPQ Solution and starting your
implementation project pass by without preparing because this can increase
your chances for success considerably!
– Review (and document) current Business Processes
– Ensure “reasonable” amount of Business Requirements or User Stories has
been prioritized
– Learn CPQ Basics!

17. © 2018 Apttus Corporation
Change Management & Guidance
Governance
Change Management Governance Board Team Engagement
• Definition: The objective of
Change Management is to
• minimize the resistance to
organizational change through
consistent involvement of key
players and stakeholders.
• maximize the collective
benefits of improvements in an
organization
• Keep Senior Executives actively
engaged
• Gets buy in for requested
changes & ensures required
resources are available
• Ensures that people impact of
proposed changes is fully
understood
• Ensures communication to
impacted teams and individuals
happens in a timely manner
• Stay engaged not only during
the implementation of the CPQ
Solution but also during the
operational use of the Solution!
• Communication between CPQ
Solution Provider, System
Implementer and customer is
critical.
• Ensure for ongoing resource
management and toolset
management
Solution Governance – Best Practices
• Program Office structure by which proposed customized capabilities are reviewed by the business & technical teams to meet
business value and long term sustainability
• Provide a Program Architect to partner with Solution Governance Board
• Continually evaluate Customization and Solution Components against OOTB Capabilities
• Track Issues and Advise on Leading Practices for Usability & Scalability
• Determine Unplanned Update Process & Approvals
• Establish & Benchmark a set of KPI’s that drive Quote to Cash initiatives for maximum ROI

18. © 2018 Apttus Corporation
C LEVEL
•CEO-Executive
•COO-Operations
•CMO-Marketing
•CTO-Technology
•CIO-Information
•CXO-Other
MARKETING
•Product
•Engineering
•Lead Generation
•Brand Management
SALES
•Customers
•Competitors
•Offerings
•Forecasting
SUPPORT
•Customers/SLAs
•Satisfaction
•Research & Design
•Third Party Affiliates
FINANCE
•Billing/Revenue
•Accounting
•Forecasting
•Reporting
HUMAN CAPITAL
•HR/Administration
•Talent Acquisition
•Staffing & Comp
•Payroll/Benefits
•Training & Career
Mgmt
OPERATIONS
•Engineering
•Suppliers/Vendors
•Delivery/Logistics
IT
•ERP/Accounting
•CRM/SFA
•Content/Storage
•Asset Management
•Security
LEGAL
•Regulatory
•Compliance
•Contracts
•Risk Management
Solution Governance – Best Practices
Governance
Key Elements of Governance:
• Program Office structure by which proposed customized capabilities are reviewed by the business
and technical teams to meet business value and long term sustainability
 Establish a set of KPI’s that drive Quote to Cash initiatives for
maximum ROI
 Determine Success Criteria & Metrics
 Determine RACI
 Define and maintain guiding principles, strategic end-state
architectures
 Propose programmatic versus OOB capabilities
 Define a complexity grade for customized capabilities to manage risk
(0 – low, 4- High)
 Define effort estimates
Organization
 Identify the organizational impacts & stakeholders & Executive
sponsorship team
 Cross-functional architecture core team including business, IT, and
solution architect
 Minimum Viable Product vs Broader approach – Success Criteria
Strategies & Architectures
 Ensure development initiatives are in alignment with guiding
principles and target architectures
 Provide holistic view of enterprise architecture so that individual
initiatives are evaluated based on long-term contributions in addition
to tactical benefits
 Solution Provider recommendations taken into account
Compliance Processes Benchmarking

19. © 2018 Apttus Corporation
Go Live
Ongoing
Onboarding
Training
Types
Product Model & Pricing Administration
CPQ Administration
© 2018 Apttus Corporation
Training & Administration
– Determine Training Audience – Go Live, Ongoing, Onboarding
• Delivery Method can be Online, In-Person, Live, Recorded
– Determine who will maintain & enhance your CPQ Solution
– Templates & Integrations
– Review Product Releases
• Understand how they solve your business problems & timing impact
– Determine what type of information is required for each user (e.g. Help for Sales Reps vs. Help for End User on
an eCommerce website)
– Determine what on-going maintenance is required for 3rd party systems (e.g. CAD)s
– Agree on Product Modeling Structures to ensure a consistent User Experience
across different Routes-to-Market and Products
– Determine How Implemented Rules Documented
– Product Migration Procedures & Tools
– Product Selection, Comparison, Visibility & Guided Selling Levels
– Renewals & Customer Lifecyle Management