creating a world-class sales organization

Ankur AhlowaliaSVP SALES OPERATIONS

© 2017 Apttus Corporation

A Customer’s Perspective

KPI

Win Rate

SaaS bookings

# of SKU’s

# of Price books

Install Base Bookings as % of overall Bookings

Deal ApprovalCycle Time

2012 (Prior to Apttus CPQ)

18%

40%

1800

6

45%

4 Business Days

2015

74%

96%

600

2

70%

12 Hours



Apttus Growth

The Market Has Taken Notice

Awards

Analyst

Coverage



Technology Stack Used For Sales Growth

Territory Planning & Management

Core Systems

Prospecting & Lead Management Sales Acceleration Sales Enablement

Support

http://www.data.com/


http://www.hoovers.com/

http://www.hoovers.com/

http://tractionondemand.com/

http://tractionondemand.com/

https://www.avention.com/

https://www.avention.com/



http://www.leandatainc.com/

http://www.leandatainc.com/

https://business.linkedin.com/sales-solutions/products/sales-navigator

https://business.linkedin.com/sales-solutions/products/sales-navigator

http://www.insidesales.com/

http://www.insidesales.com/

https://www.cornerstoneondemand.com/

https://www.cornerstoneondemand.com/

http://www.saleshood.com/


http://apttus.com/

http://apttus.com/

http://www.aviso.com/

http://www.aviso.com/

http://www.gainsight.com/

http://www.gainsight.com/

http://www.salesforce.com/

http://www.salesforce.com/

http://www.financialforce.com/

http://www.financialforce.com/

http://x-author.com/

http://x-author.com/

https://appexchange.salesforce.com/listingDetail?listingId=a0N30000004fjGWEAY&revId=a0S3000000HoG0xEAF&tab=r

https://appexchange.salesforce.com/listingDetail?listingId=a0N30000004fjGWEAY&revId=a0S3000000HoG0xEAF&tab=r

https://connect.data.com/login?session_info=1&continue=/directory/company/fortune/1000

https://connect.data.com/login?session_info=1&continue=/directory/company/fortune/1000

https://appexchange.salesforce.com/listingDetail?listingId=a0N30000004g7LnEAI

https://appexchange.salesforce.com/listingDetail?listingId=a0N30000004g7LnEAI

http://www.insidesales.com/products/communications/vision-by-insidesales

http://www.insidesales.com/products/communications/vision-by-insidesales

Ops Major Functions

Training & Enablement

Analytics & Reporting

Business Systems

Order Management

Deal Desk

RFP Management

Territories & Org Alignment

Compensation

Process & Methodology

Strategy & Planning


Strategy and Planning

SALESHIERARCHY DEFINITION

Design and Setup

ACCOUNTTRANSFERS

Redistributionof Accounts

COMPENSATION PLANNING

Build Comp Plan for Each Role

PEOPLEALIGNMENT

Assign People to Sales Hierarchy

COMPENSATION: DOC ACCEPTANCE

Signed Comp Due for Each Rep

TERRITORYPLANNING

Define Sales Territories


Ops Major Functions




Business Systems

Order Management

Deal Desk

RFP Management


Compensation

Strategy & Planning


Process and Methodology


Ops Major Functions




Business Systems

Order Management

Deal Desk

RFP Management


Strategy & Planning

Compensation


12

Compensation

Ops Major Functions




Business Systems

Order Management

Deal Desk

RFP Management

Strategy & Planning



Compensation

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 ListWells Fargo

Barclays

Sell to Wells Fargo and Barclays across the Global geo-region or

geo-region



Propensity to Buy Scoring Model

Annual Revenue

Employee Count

Top 6 Verticals

Historical Spend*

Products Owned*

Open PipePartner

Influence

Ops Major Functions




Business Systems

Order Management

Deal Desk

Strategy & Planning


Compensation

RFP Management


RFP Management


Apttus differentiators are called out using

Ops Major Functions




Business Systems

Order Management

Strategy & Planning


Compensation


Deal Desk

RFP Management

Deal Desk

Q3 Q4

# Quotes

# Quotes

0

2

4

6

Q3 Q4

Avg Approval Time

Avg Approval Time

174% INCREASEin number of quotes

80% DECREASEin average approval time


Ops Major Functions




Business Systems

Strategy & Planning


Compensation


RFP Management

Order Management

Deal Desk

Order Management


Ops Major Functions




Strategy & Planning


Compensation


RFP Management

Deal Desk

Business Systems

Order Management


Integrated Business Systems

Ops Major Functions



Strategy & Planning


Compensation


RFP Management

Deal Desk

Order Management


Business Systems

Analytics and Reporting


Ops Major Functions


Strategy & Planning


Compensation


RFP Management

Deal Desk

Order Management

Business Systems




Training and Enablement



Apttus Intelligent Cloud for Apttus

Launch Qualify ProveVendor of

ChoiceNegotiate

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



Quote-to-Cash Intelligence (A4A)


Realized Transformation for Customers

Overall Sales Quoting Cycle Times

50% to 80% Shorter

Size of New Deals 30% Higher

Rouge Discounting 25% Lower

Revenue Growth2% to 5% More

Revenue Lower


Achieved Transformation for Apttus

Overall Sales Quoting Approval Cycle Times

5 Days to 7 Hours

Sales Productivity 30% to >70%

Rouge Discounting ~25% Lower

Average Sales Cycle 71 Days Less

Winning Strategy


Strategy & Planning


Compensation


RFP Management

Deal Desk

Order Management

Business Systems

