© Copyright 2014 The Sales Management Association.

Sales Management Association Webcast

21 August 2014

Presented by

Three Best Practices for Modernizing

Lead-to-Money Processes

#LeadToMoney

About The Sales Management Association

Slide 2© 2014 The Sales Management Association. All rights reserved.

A global, cross-industry professional association for sales

operations and sales management.

Focused in providing research, case studies, training, peer

networking, and professional development to our membership.

Fostering a community of thought-leaders, service providers,

academics, and practitioners.

Learn More: www.salesmanagement.org

Today’s Panelists

Slide 3© 2014 The Sales Management Association. All rights reserved.

#LeadToMoney

© Copyright 2014 The Sales Management Association.

Sales Management Association Webcast

21 August 2014

Presented by

Three Best Practices for Modernizing

Lead-to-Money Processes

Pace of change

• 25% of goods and services shipped and sold in the last 10yrsPace of Change

Products & Services

Pace of Change – Broadcast Media

Channel 1Channel 2Channel 3

Pace of Change - Communications

Sends

Web App Signs

Sends

Web App Signs

Sends

Web App Signs

Sends

Web App Signs

Sends

Web App Signs

Sends

Web App Signs

Mobile Signs

Sends

Web App Signs

Mobile Signs

Sends

Web App Signs

Mobile Signs

Sends

Web App Signs

Mobile Signs

Sends

Web App Signs

Mobile Signs

June, 2014

Is your sales force keeping up

with this pace of change?

Opportunity to Modernize: Quoting

Old process:

• Off-line price books – easily becomes

outdated

• Quotes prepared in Excel – error prone

• No visibility to potential up-sell or cross-

sell opportunities – lost revenue

• Risk of unplanned discounting – negative

margin impact

• Slow process – days or weeks to build

proposal

Challenges we hear from our customers

Slow and Costly Operations

Regulatory Risk and Compliance

Violations

Prohibitiveand Error Prone

Experience

Opportunity to Modernize: Quoting

Modernize with Configure Price Quote (CPQ):

• Centralized price book – always current

• Quotes prepared in the CPQ system –minimizes errors

• Guided selling – ensures configuration is always correct

• Alerts for up-sell and cross-sell opportunities –educates reps on opportunities to increase revenue

• Pre-approved discounting thresholds – gives empowerment to the rep

• Automated approval workflow – ensures margins are protected

• Proposals built in minutes

Are contracts created and

negotiated manually?

Why stop with automating proposals?

Opportunity to Modernize: Contracts

Current Process:

• Contracts built off-line

• Sales acts as go between customer and legal

• Contracts are signed manually

• No central repository

• No ability to automatically track renewals

Opportunity to Modernize: Contracts

Modernize with Contract Lifecycle Management:

• Rep creates contract with pre-approved templates and clauses

• Negotiates happen in secure portal

• Contracts digitally signed

• Central repository for all executed contracts

• Alerts for tracking renewals

Best Practices to Consider

• Gather all stakeholders

• Identify top priorities/issues

• Determine business requirements

• Outline current processes

• Outline desired process

• Streamline approval process to eliminate unnecessary steps

• Determine timelines

• Have a change management plan

How do we take advantage of

mobile devices and reduce use

of old-fashioned paper?

Unmanageable Records

Disconnected Systems

Challenge: Current disconnected business processes

INTE

RN

AL

EXTE

RN

AL

Manual Processing

Prohibitive Experience

Digital to Paper

High incompletion/error rates No authentication Slow manual routing

Customers

Manually validate Return to customer if errors Rekey data

Operations

Scrutiny and fines from poorly documented process

Auditors/Regulators

Sales

CRM

CPQ

Admin time displaces selling time No status visibility No workflow automation

No upstream connectivity Manually kick off downstream

Finance/IT

IncentiveCompensation

Solution: Streamlined processes with DocuSign DTM

Accessibleand Fully Documented

Integrated Downstream Processing

Secure Frictionless Transaction

Digitally Managed Business Process

Automated audit tracking and storage integration

Auditors/Regulators

Sales

Automated workflow Management and Transparency

Integrated with upstream systems

CRM CPQ

DTM

Other

Authentication options Accessible on any device Data validation Digital audit trail

Customers

Downstream processes such as account activation, billing and archiving are automatically triggered

Operations/Finance/IT

Digital Transaction Management Across the Enterprise

Close deals faster, improve visibility into deal status, and reduce rekeying of data using an out-of-the box CRM integration

Sales

Save time and reduce errors for hiring, onboarding, benefits enrollment and policy distribution

Human Resources

Simplify your supply chain by integrating with your contract management system and automating contracts and orders

Procurement

Increase document automation, efficiency and compliance for NDAs, contracts, and policy documents

Legal

Improve asset tracking and simplify systems and requirements sign-offs

IT/Operations

“We really like the security features…plus, now documents are traceable, so we have visibility into where everything is in the signing process”

COMPLIANCE Traceability

“DocuSign helps position Riverbed as an employer of choice in the competitive labor market by enabling us to send out employment offers and other new hire paperwork for immediate signature.”

CUSTOMER EXPERIENCE Human Resources

ROI

• Increased sales efficiency and reduced sales cycle time by eliminating fax

• Increased close rates by 30%

• Leveraging DocuSign for Salesforce

Mobile Field Sales

Accelerate Your Lead to Money Process

3 Best Practices

• Stop using spreadsheets to prepare quotes and proposals and adopt a

system that guides sales through the process to help your reps sell more

• Automate the contract management process to accelerate the

generation, negotiation, and execution of contracts

• Adopt a digital transaction management solution to streamline

disconnected business processes and close deals faster

Questions and Discussion

Slide 25© 2014 The Sales Management Association. All rights reserved.

Should you start with an

integrated CRM solution or a

point solution to prove the

concept?

#LeadToMoney

For more information

about DocuSign,

please contact us

at docusign@docusign.com

or (877)720-2040

For more information

about Callidus,

please contact us at

info@calliduscloud.com

or (866)812-5244

Questions and Discussion

Slide 26© 2014 The Sales Management Association. All rights reserved.

Are these solutions secure?

How do you reassure clients?

#LeadToMoney

For more information

about DocuSign,

please contact us

at docusign@docusign.com

or (877)720-2040

For more information

about Callidus,

please contact us at

info@calliduscloud.com

or (866)812-5244

Questions and Discussion

Slide 27© 2014 The Sales Management Association. All rights reserved.

What role does a central bid

desk play when you implement

these technologies? Does it

remove the need?

#LeadToMoney

For more information

about DocuSign,

please contact us

at docusign@docusign.com

or (877)720-2040

For more information

about Callidus,

please contact us at

info@calliduscloud.com

or (866)812-5244

Questions and Discussion

Slide 28© 2014 The Sales Management Association. All rights reserved.

Are there implementation

pitfalls? What are they and how

do people overcome them?

#LeadToMoney

For more information

about DocuSign,

please contact us

at docusign@docusign.com

or (877)720-2040

For more information

about Callidus,

please contact us at

info@calliduscloud.com

or (866)812-5244

Questions and Discussion

Slide 29© 2014 The Sales Management Association. All rights reserved.

Who typically leads the efforts

to introduce these technologies,

and how are systems

maintained?

#LeadToMoney

For more information

about DocuSign,

please contact us

at docusign@docusign.com

or (877)720-2040

For more information

about Callidus,

please contact us at

info@calliduscloud.com

or (866)812-5244

Questions and Discussion

Slide 30© 2014 The Sales Management Association. All rights reserved.

Is it the natural consequence of the

technology, which introduces guided

expertise, to remove the need for a

salesperson altogether?

#LeadToMoney

For more information

about DocuSign,

please contact us

at docusign@docusign.com

or (877)720-2040

For more information

about Callidus,

please contact us at

info@calliduscloud.com

or (866)812-5244

Questions and Discussion

Slide 31© 2014 The Sales Management Association. All rights reserved.

What’s on the horizon for

improved process technology

and efficiency for sales

organizations?

#LeadToMoney

For more information

about DocuSign,

please contact us

at docusign@docusign.com

or (877)720-2040

For more information

about Callidus,

please contact us at

info@calliduscloud.com

or (866)812-5244

© Copyright 2014 The Sales Management Association

Thank You.