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Apttus Quote-to-Cash Impact Study

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QUOTE-TO-CASH IMPACT STUDY 2016
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Page 1: Apttus Quote-to-Cash Impact Study

QUOTE-TO-CASH

IMPACT STUDY 2016

Page 2: Apttus Quote-to-Cash Impact Study

Quote-to-Cash connects a customer’s intent to buy with a company’s realization of revenue, and encompasses the entire sales, contract, and customer relationship lifecycles. Because Quote-to-Cash is at the heart of every company’s ability to drive revenue and manage risk, it is arguably the most important process for businesses to master.

Page 3: Apttus Quote-to-Cash Impact Study

In June 2016, Apttus surveyed over 150 executives driving Quote-to-Cash business transformation projects in their organizations.

These organizations spanned the globe and represented a variety of industries including communications, biotech, manufacturing, healthcare, electronics, utilities, consulting, high technology, retail, semiconductors, business services, transportation, and insurance.

Respondents were in a variety of roles including IT, operations, legal, and sales.

The Quote-to-Cash success metrics documented here represent the average percent improvements these executives reported achieving from their Quote-to-Cash business transformation efforts.

Page 4: Apttus Quote-to-Cash Impact Study

+28 %

Quote Quality

Sales +7 %

Average Percentage Improvements Reported by Apttus Customers

Apttus Configure Price Quote (CPQ) Increases Sales Revenues

+26 %

Faster QTC Cycle

+23 %

Faster Time to Quote

+21%

Reduced Rogue Discounting

+11 %

Deal Closure

Quote Volume

+8 % Deal Size

+6 % Win Rate +11 %

Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.

Page 5: Apttus Quote-to-Cash Impact Study

+41%

Faster Contract Processing

Average Percentage Improvements Reported by Apttus Customers

+37 %

Increase in Compliance

+32%

Faster Audit Reports

+31 %

Contract Accuracy

+25%

Contract Processing Volume

+19 %

Contracts Auto-Renewed

+10 %

Improvement in Supplier/ Vendor Relationship Mgt.

+6 %

Reduction in Amendments After Signature

Apttus Contract Lifecycle Management Accelerates Deals and Eliminates Risks

Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.

Page 6: Apttus Quote-to-Cash Impact Study

37% Faster Time to Approve a Deal

Apttus Intelligent Workflow Approvals Accelerates Deals

42% Increase in Deal Flow Visibility

Average Percentage Improvements Reported by Apttus Customers

Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.

Page 7: Apttus Quote-to-Cash Impact Study

+108%

Faster Time to Complete Excel-Based Tasks

Average Percentage Improvements Reported by Apttus Customers

+49%

Faster Time to Export, Manipulate, and import Salesforce Data

+24%

Faster Time to Transfer Data Between Salesforce Orgs

Salesforce Adoption

+18%

Apttus X-Author Increases Salesforce Adoption

Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected. Response sizes per question vary.

Page 8: Apttus Quote-to-Cash Impact Study

Why Partner with Apttus for

Quote-to-Cash Business

Transformation

Page 9: Apttus Quote-to-Cash Impact Study

“Apttus is a leader in Quote-to-Cash

solutions and our research shows

these solutions produce 4.2 times

more ROI than core CRM apps.”

Rebecca Wettemann, Vice President of Nucleus Research

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Page 10: Apttus Quote-to-Cash Impact Study

“Apttus solutions accelerate time to close. Their apps have a direct impact on sales, and, in

particular, on deal momentum. Their CPQ tools, for example, enable an organization to

configure the right products, even complicated product bundles, at the right price in a fraction of

the time traditionally needed. This has impact on a company’s ability to bid and win time-

sensitive business but also its ability to keep deal momentum going.

Apttus solutions include machine learning to analyze for example, all successful quotes and

provide prescriptive and dynamic recommendations to drive desired business outcomes

across any sales channel. They have built-in intelligent Guided Selling making it easy for

sales reps to act on these dynamic recommendations to always stay within the product and

pricing parameters defined by the business. Apttus contract management tools accelerate the

negotiation process while increasing transparency. At Nucleus we recommend prioritizing

projects like these as they produce the greatest potential return.”

Rebecca Wettemann, Vice President of Nucleus Research

Page 11: Apttus Quote-to-Cash Impact Study

Over 500 Global Organizations Trust Apttus for Their Quote-to-Cash

Page 12: Apttus Quote-to-Cash Impact Study

Customers Agree Apttus is a Leader in Quote-to-Cash

Agree Apttus is a leader in

92% * Strongly or Somewhat Agree

Page 13: Apttus Quote-to-Cash Impact Study

Customers Agree Apttus is a Trusted Business Advisor

Agree Apttus is a Trusted Business Advisor

83% * Strongly or Somewhat Agree

Page 14: Apttus Quote-to-Cash Impact Study

Customers Agree Apttus Innovates

Agree Apttus Provides Innovative Solutions

88% * Strongly or Somewhat Agree

Page 15: Apttus Quote-to-Cash Impact Study

Customers Agree Apttus is Committed to Customer Success

Agree Apttus is Committed to Customer Success

84% * Strongly or Somewhat Agree

Page 16: Apttus Quote-to-Cash Impact Study

Apttus Customers are Extremely Loyal

47% Have Already

Recommended Apttus

99% Plan to Extend their Usage

of Apttus or Keep it as is

Page 17: Apttus Quote-to-Cash Impact Study

Let’s Discuss How to Achieve

These Results for Your Organization

Page 18: Apttus Quote-to-Cash Impact Study

• Assess Your Organization’s Quote-to-Cash Maturity

• Provide In-depth Business Diagnostics

• Identify Key Business Value Drivers

• Build Business Case for Change

• Provide Prioritized Recommendations

• Develop a Roadmap for Long-term Success

• Share Industry Best Practices

APTTUSAPTTUS Confidential

Quote To Cash Maturity Matrix

QTC Vision & Strategy Business Alignment Performance Management

Solution Design & Offering (CPQ)

Contract Management(CLM)

Order Management(Fulfillment / Billing)

Performance, Scalability, & Reliability

Platform Capabilities & Ecosystem

Organization, Roles and Responsibilities

Change ManagementWorkforce Effectiveness

Security & Accessibility

Omni-Channel(eCommerce)

Incentives(Promotions, Rebates,

Compensation)

Intelligence(Machine Learning,

Dynamic CPQ, & QTC Intelligence)

Strategy

People

Process: Quote-To-Cash

Technology

Quote-to-Cash Maturity AssessmentQuote-to-Cash Capability Maturity Score

Awareness Developing Competitive Leading

Strategy 1. QTC vision & strategy

2. Business alignment

3. Performance management

People 4. Organization, Roles and Responsibilities

5. Workforce Effectiveness

6. Change management

Core Quote-to-Cash Processes

7. Solution Design & Offering (CPQ)

8. Contract Management (CLM)

9. Order To Cash (OM / Billing)

Extended Quote-to-Cash Processes

10. eCommerce

11. Compensation

12. Machine Learning (QTC Intelligence)

Technology 13. Performance analysis & reporting

14. Core IT systems (CRM, ERP, etc.)

15. Knowledge Sharing

Current Capability Desired CapabilityMinimal Gap (< 0.5) vs. Desired Capability

Moderate Gap (< 0.5 -1) vs. Desired Capability

Significant Gap (< = 1) vs. Desired Capability

Customer Strategy & Value Consulting Teams Help You Unlock Value

Page 19: Apttus Quote-to-Cash Impact Study

• Already created just waiting on files from daniel

community

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Page 20: Apttus Quote-to-Cash Impact Study

ABOUT APTTUS

Apttus, the category-defining Quote-to-Cash software company, drives the vital business

process between the buyer’s interest in a purchase and the realization of revenue. Utilizing a

patented combination of SaaS-based applications, the Apttus Intelligent CloudTM maximizes

the entire revenue operation by driving behavior and providing prescriptive data to company

decision-makers. Apttus offers enhanced Configure Price Quote (CPQ), E-Commerce,

Contract Management, Renewals and Revenue Management solutions on 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.


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