The document discusses improving sales efficiency and effectiveness. It describes the story of how Aesynt, a hospital pharmacy automation company, implemented a salesforce automation solution to address pressures from rapid growth and outdated systems. The new system improved collaboration, customer experience, and managing complex sales. Aesynt saw improved win rates, deal sizes, and sales representative face time with customers as a result of adopting the new solution.

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Moving the Dial on Selling
and Impacting Deals
Mary Beth Gargani, Aesynt
Michael Dunne, Apttus

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Mary Beth Gargani
Director of Sales Effectiveness
Michael Dunne
Director, Product Marketing

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Today’s Session
• Sales Efficiency & Effectiveness
• The Aesynt Story
• Questions and Answers

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Why They Matter
Sales Efficiency;
Sales Effectiveness

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Upping the Sales Game Matters
PLATEAUING
PERFORMANCE
• Complacency
• Set Sales Culture
SOURING
TRENDS
• Longer Sales
Cycles
• Deal Slippage
• Lower Deal Sizes
RISING SALES
COSTS
• Labor Intensive

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Achieve Big Things as a Way of Life
One Step at
a Time
• Manageable Scope
(Not Boiling the Ocean)
• Thorough Planning
• The Right Technology
• Adoption/Measurement
Build Upon
Success
• Repeatable Approaches
• Stream of Clear Wins
Sustain Decisive
Advantage
• Culture of Continuous
Improvement
• Adopt/Usability
Mastered
• Tool Usage Becomes
Second Nature

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Lots of Opportunity for Improvement:
Call Center Field Sales High Value
0
10
20
30
40
50
60
70
80
90
100
Nonselling
Time
Client-facing
Time
Average
Percent
of Time
Source: Gartner

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Process is Key for Impacting Sales
Sales Efficiency – Do Things Faster
• Shorter Cycle Times
• Agile
• Responsive
Sales Effectiveness – Do Things Better
• Impressive
• Credible
• Persuasive

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Sales Efficiency & Sales Effectiveness
Incentive Compensation
Coaching SystemsTerritory Management Systems
Appraisal, Evaluation Systems
Sales Training Management
Hiring/Onboarding Systems
Objective/Quota Management
Lead Distribution
Content Management
Configuration/Pricing/Quote
Proposals/Contracts
Prospect Qualification
Account Management
Sales Forecasting
Contact Management
Sales Pipeline
Guided Selling
Order Management
Efficiency
EffectivenessSource: Gartner

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Truly Moving the Dial on Selling
The Aesynt Story

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Aesynt Background
Based in Cranberry Woods, PA
Formerly McKesson Automation
Hospital and Health System Pharmacy
Automation
- Medical Robots
- Bar-Coding Technologies
- Storage & Inventory Management
- Packaging & Preparation
Over 850 Employees
Serve Over 1,400 Customers
- Hospitals
- Health Systems
Central Pharmacy Solutions
Point of Care Solutions
Enterprise Medication
Management
IV Automation Solutions

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Project Profile
Stakeholders
• 70 in Sales customers
- Field Sales
- Sales Engineers
• 120 User Community
- Legal
- Accounting
- Executive Team
• Complex Sales
Target Capabilities
• Configure Price Quote
- Configure-to-Order
• Workflow
- Approvals
- Case Management
• Contract Integration
• Mobility with
• Forecasting with Salesforce

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Pain & Aspirations
PRESSURES
• Rapid Growth
• Homegrown Systems (Cumbersome)
• Inaccuracies (Rework)
• Time Consuming Processes (Manual)
IMPROVEMENTS
• Collaboration & Cooperation
• Brand Promise (Help Clients Be Efficient &
Effective)
• Customer Experience (Sales & Post-Sales)
• Managing Demanding Clientele

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Approach
Adoption
Focus on Sales Experience Played to Self Interest WIIFM
Deployment
Knew What to Do Methodical
Selection
Competitive Product Had Legs
Build vs Buy
Confident IT Team Cost of Ownership
Salesforce
Deploying Surfaced Needs

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Results
Win Rate
Deal Size
Face Time
2%
35%
30% 
100% Adoption

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Q&A
#AccelerateQTC
Mary Beth Gargani
Director of Sales Effectiveness
Aesynt

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Thank You
#AccelerateQTC