Transforming Microsoft Dynamics into a Revenue & Profit Optimization Engine

•

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This document discusses how configure, price, and quote (CPQ) solutions can transform Microsoft Dynamics CRM into an engine for optimizing revenue and profits when integrated. Traditional CPQ solutions have been shown to improve key sales metrics like cycle time, productivity, conversion rates and deal size according to research. However, combining CPQ with dynamic price optimization powered by data science can provide even greater benefits like shorter sales cycles, bigger deals, and improved quoting productivity leading to increased revenues and margins.

Software

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and
Proprietary.

Transforming Microso. Dynamics
into a revenue and proﬁt
op8miza8on engine
Jeﬀ Garre>
Alliances Director
March 2015

2
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Op8mism about growth
Diﬃcult to achieve
The race for growth is on -‐ are you ready?
90%+ Expect to grow this year
77%
Express op8mism about
the economic forecast
12% CSO’s conﬁdent they can
delivering growth
88% Expect posi8ve growth in the
industries they sell into
59% Reps hiRng quota
86% Quota a>ainment
Source:
Sirius
Decisions,
CSO
Insights

3
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To capture growth, sales eﬀec8veness is a top CSO objec8ve

Source:

CSO
Insights
-‐
2013
Sales
Performance
Op?miza?on
Study

65.3%
44.5%
42.8%
33.5%
21.4%
11.0%
7.5%
6.9%
31.2%
Increase sales eﬀec8veness
Increase exis8ng account penetra8on
Capture new accounts
Improve customer sa8sfac8on
Op8mize deal size
Reduce new rep ramp-‐up 8me
Reduce sell cycle 8me
Increase renewal rates
Improve margins/reduce discoun8ng

4
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But, CRM alone is not able to deliver business impact
Streamlining
Forecast
Process

Improves
Sales
Rep/Manager
Communica>ons

Reduced
Administra>ve
Burden
on
Sales

Improved
Order
Processing
Accuracy

Improved
Best
Prac>ces
Sharing

Improved
Support
of
Channels

Reduced
New
Sales
Rep
Ramp-‐up
Time

Shortened
Sell
Cycles

Increased
Revenues

Improved
Win
Rates

Other

62.4%

57.4%

40.6%

30.7%

28.7%

19.8%

17.8%

15.8%

15.8%

13.9%

5.9%

Measurable improvements in performance as a result of implemen8ng a CRM system
Fewer than 20%
see Revenue, Win
Rate, or Cycle
Improvements
Almost no one
sees margin
improvements

Source:

CSO
Insights
-‐
2013
Sales
Performance
Op?miza?on
Study

5
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Introducing Conﬁgure, Price, Quote
Proposal &
Contract
Catalog &
Guided
Selling
Solution
configuration
Quoting &
Pricing
Approval
Configure, price and quote (CPQ) application provides an
integrated set of technologies supporting the quote-to-contract
generation activities

6
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6

Tradi8onal CPQ has a strong impact
“Companies
using
CPQ
out-‐perform
other
companies.”

-‐Aberdeen
Group

Average
Sales Cycle
27%
Interac8ons
to Close
7%
Sales
Produc8vity
49%
Lead
Conversion
Rate
17%
Quota
A>ainment
26%
Average
Deal Size
2X
Source:
Aberdeen
Group
Research
Brief:

Conﬁgure-‐Price-‐Quote:
Best-‐in-‐Class
Deployments
that
Speed
the
Sale,
July
2013

7
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“In the en8re Gartner CRM technology landscape, only two
technologies are classiﬁed as “transforma8onal” beneﬁt:
Price Op8miza8on + CPQ”

8
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8

Data Science To Be Accurate and Ac8onable

9
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Transform Microso. Dynamics CRM into a Revenue and
Proﬁt Op8miza8on Engine
Gartner
research

Drive
real-‐>me
pricing
guidance
to
the
sales

team
so
they
can
nego>ate
from
an
informed

posi>on.

10
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Inc.
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and
Proprietary.
10

More Deals -‐ Bigger Deals – Faster Deals
Sales
Cycle
27%
shorter!
OPPORTUNITIES
49%
Improvement in
quo8ng produc8vity
DEALS
26%
Increase in reps making quota
Signiﬁcantly Bigger Deals
LEADS
17%
Improvement
conver8ng leads
to opportuni8es
RESULTS
2-‐4%
Revenue increase
15% margin increase
Aberdeen: Conﬁgure-‐Price-‐Quote: Best-‐in-‐Class Deployments that Speed the Sale, July 2013; Gartner research

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Transforming Microsoft Dynamics into a Revenue & Profit Optimization Engine

2. 2 ©2015 PROS, Inc. All rights reserved. Confiden>al and Proprietary. 2 Op8mism about growth Difficult to achieve The race for growth is on -‐ are you ready? 90%+ Expect to grow this year 77% Express op8mism about the economic forecast 12% CSO’s confident they can delivering growth 88% Expect posi8ve growth in the industries they sell into 59% Reps hiRng quota 86% Quota a>ainment Source: Sirius Decisions, CSO Insights

3. 3 ©2015 PROS, Inc. All rights reserved. Confiden>al and Proprietary. 3 To capture growth, sales effec8veness is a top CSO objec8ve Source: CSO Insights -‐ 2013 Sales Performance Op?miza?on Study 65.3% 44.5% 42.8% 33.5% 21.4% 11.0% 7.5% 6.9% 31.2% Increase sales effec8veness Increase exis8ng account penetra8on Capture new accounts Improve customer sa8sfac8on Op8mize deal size Reduce new rep ramp-‐up 8me Reduce sell cycle 8me Increase renewal rates Improve margins/reduce discoun8ng

4. 4 ©2015 PROS, Inc. All rights reserved. Conﬁden>al and Proprietary. 4 But, CRM alone is not able to deliver business impact Streamlining Forecast Process Improves Sales Rep/Manager Communica>ons Reduced Administra>ve Burden on Sales Improved Order Processing Accuracy Improved Best Prac>ces Sharing Improved Support of Channels Reduced New Sales Rep Ramp-‐up Time Shortened Sell Cycles Increased Revenues Improved Win Rates Other 62.4% 57.4% 40.6% 30.7% 28.7% 19.8% 17.8% 15.8% 15.8% 13.9% 5.9% Measurable improvements in performance as a result of implemen8ng a CRM system Fewer than 20% see Revenue, Win Rate, or Cycle Improvements Almost no one sees margin improvements Source: CSO Insights -‐ 2013 Sales Performance Op?miza?on Study

5. 5 ©2015 PROS, Inc. All rights reserved. Conﬁden>al and Proprietary. 5 Introducing Conﬁgure, Price, Quote Proposal & Contract Catalog & Guided Selling Solution configuration Quoting & Pricing Approval Configure, price and quote (CPQ) application provides an integrated set of technologies supporting the quote-to-contract generation activities

6. 6 ©2015 PROS, Inc. All rights reserved. Conﬁden>al and Proprietary. 6 Tradi8onal CPQ has a strong impact “Companies using CPQ out-‐perform other companies.” -‐Aberdeen Group Average Sales Cycle 27% Interac8ons to Close 7% Sales Produc8vity 49% Lead Conversion Rate 17% Quota A>ainment 26% Average Deal Size 2X Source: Aberdeen Group Research Brief: Conﬁgure-‐Price-‐Quote: Best-‐in-‐Class Deployments that Speed the Sale, July 2013

7. 7 ©2015 PROS, Inc. All rights reserved. Confiden>al and Proprietary. 7 “In the en8re Gartner CRM technology landscape, only two technologies are classified as “transforma8onal” benefit: Price Op8miza8on + CPQ”

9. 9 ©2015 PROS, Inc. All rights reserved. Conﬁden>al and Proprietary. 9 Transform Microso. Dynamics CRM into a Revenue and Proﬁt Op8miza8on Engine Gartner research Drive real-‐>me pricing guidance to the sales team so they can nego>ate from an informed posi>on.

10. 10 ©2015 PROS, Inc. All rights reserved. Confiden>al and Proprietary. 10 More Deals -‐ Bigger Deals – Faster Deals Sales Cycle 27% shorter! OPPORTUNITIES 49% Improvement in quo8ng produc8vity DEALS 26% Increase in reps making quota Significantly Bigger Deals LEADS 17% Improvement conver8ng leads to opportuni8es RESULTS 2-‐4% Revenue increase 15% margin increase Aberdeen: Configure-‐Price-‐Quote: Best-‐in-‐Class Deployments that Speed the Sale, July 2013; Gartner research

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