the buzz around deal desk
DESCRIPTION
Slides from webinar on 05/09 on 'The Buzz Around Deal Desk' with Apttus CEO Kirk Krappe, and Ruyben Seth, Director of Legal Operations at Symantec.TRANSCRIPT
APTTUS
The Buzz around Deal Desk How to Increase Deal Profitability and
Close Deals Faster
Kirk Krappe CEO Apttus
Ruyben Seth Director, Legal Operations Symantec
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Current Sales Process & Structure
Customers
Sales, Partners, Product Teams
Legal, Finance, Order Ops
Exception Approvers
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Let’s Make a Deal
Door #1 Door #2
• $30M Deal
• Net 120-Day Payment
• 90 Day Free Support
• 30% Discount
• 5 Year Deal
• Multiple Products
• $4M deal
• Net 30-Day Payment
• No Free Support
• 10% Discount
• 2 Year Deal
• Single Product
OR
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Coordination of Groups and Processes Is Critical…
Contract Negotiation
Finance
Licensing Discounts
Order Management
Supply Chain
Compliance Services
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But Sales Is Challenged
• Salesperson does limited number of large deals
• Large deals need a lot of hand holding
• Legal unable to train new sales rep with each deal
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Customers
Sales, Partners, Product Teams
Legal, Finance, Order Ops
Exception Approvers
Deal Desk Is Center of Excellence
Deal Desk
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6 Ways Deal Desk Streamlines Coordination
Deal Desk
1. Early visibility of “good” deal or how to make a better deal
2. Automatic data flows from opportunity to contracting
3. Visibility of same information to different stakeholders
4. Discount and other exception approvals in one place
5. All requirements enforced or known upfront and consistent
6. Self-serve if standard T’s & C’s; low $$ high volume agreements
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#1: Insight to Make “Good” Deals
KEY INPUTS
• Pricing guidance
• Buying programs
• Overall sales history
• Discounts
• Customer history
Optimal Deal
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#2: Automated Flow from Opportunity to Contract
• Leverage systems that sales is already using
• Create contracts from items in salesforce.com
• Use standard opportunity information
• Select key terms to drive contract language
Contract Opportunity
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#3: Single View for All Stakeholders
Opportunities Deals
Accounts
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#4: Centralized Discounts and Approvals
• Consistent and streamlined deal approvals
• Improve visibility into who needs to do what
• Conditionally base approvals based on discount levels, product line, region, etc.
• Reduce rogue discounting through enforced approvals
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#5: Requirements Up Front
• Revenue recognition, order booking, etc.
• Standard and consistent
• Defined in templates and systems
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#6: Self-Service When Appropriate
Opportunity
Deal Desk
Sales
Low $ High Volume
Standard Templates
Complex, Large Deals
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6 Ways Deal Desk Streamlines Coordination and Helps Big Deals
Deal Desk
1. Insight to make good deals
2. Automated flow from opportunity to contract
3. Single view for all stakeholders
4. Centralized discounts and approvals
5. Requirements up front
6. Self-service when appropriate
APTTUS
Thank you
Ruyben Seth Director, Legal Operations
APTTUS
Automating the Deal Desk
Kirk Krappe
CEO
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Manual Processes
Home grown systems
Outside Salesforce
Managing Deals Today
ERP
Opportunity
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ERP
The Need for the Deal Desk
Opportunity
Deal Desk
Deal Manager
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Opportunity
Opportunity Contract Quote Revenue
Streamline Deal Management with Integrated Quote-to-Cash Process
ERP
Deal Desk
Deal Manager
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Apttus Quote-to-Cash with Deal Manager
Everything in Your Salesforce Instance
Single Platform, Admin, UI
Scalable, Secure, Reliable
Opportunity
Opportunity Contract Quote Revenue
Deal Manager
APTTUS
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Opportunity
Opportunity Contract Quote Revenue
Delivered on Most Advanced Technology Platform
Proven, Real-Time Scalability
Proven Reliability
Real-Time Query Optimizer
Real-Time Transparent System
Status
ISO 27001 Certified Security
Granular Security &
Sharing Proven , Real-Time
Integration Real-Time Upgrades
3 Global Data Centers and
Disaster Recovery
Real-Time Mobile
Deployment
Deal Manager
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Opportunity
Opportunity Contract Quote Revenue
Comprehensive Functionality
Deal Manager
CONTRACT MANAGEMENT
REVENUE MANAGEMENT
• Contract Wizard
• Contract Compliance
• Contract Discovery
• Deal Maximizer
• Renewals Management
• Rebate Management
X-Author Portal eSignature Analytics Mobile
CONFIGURE-PRICE-QUOTE
• Asset-Based Ordering
• Quick Quotes
• Guided Selling
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Opportunity
Opportunity Contract Quote Revenue
Manage Deals Inside Microsoft Office
Deal Manager
Observe Existing Guidelines and Rules
Quotes in Excel Contracts in Word Embedded Chatter
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Multiple Industries Rely on Apttus
Technology Health & Life Science
Consumer Goods
250+ Customers
Telecom and Media Financial & Insurance
Electronics
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About Apttus
300+ Customers
450,000+ Users
93% Renewal Rate
Profitable
100% Revenue Growth
200 Employees
8 Years Force.com
$200M Platform Spend
5 Patents Pending
Customer Centric
Financially Solid
Innovative
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Take the Next Step
www.apttus.com/resource
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Q&A
Kirk Krappe CEO Apttus
Ruyben Seth Director, Legal Operations Symantec