Slides from 'How to Drastically Improve the Quoting Process inside Salesforce' webinar with Apttus and Saba on 03/12/13

1. APTTUS
How to Drastically
Improve the Quoting
Process inside
Salesforce

2. APTTUSAPTTUS Confidential
Today’s speakers
Tom Banton
Principal Solution Architect
Ankur Ahlowalia
Sr. Director Global Deal Desk
#CPQ2013

3. APTTUSAPTTUS Confidential
Housekeeping
• Ask questions via chat box
• Listen via VOIP or dial-in
• Presentation and slides will be emailed to all attendees
• Interactive sessions – polls throughout event
• Hashtag: #CPQ2013
#CPQ2013

4. APTTUSAPTTUS Confidential
You’re Invited to the Series
• 6 Webinars – all for Sales Leaders and Operations
• Focus around better Salesforce utilization including
quoting, Chatter, contract management, and more
• Speakers include representatives from
Symantec, Salesforce, Motorola, and more
Details will be sent to ALL attendees
#CPQ2013

5. APTTUSAPTTUS Confidential
Embracing the Cloud
#CPQ2013

6. APTTUSAPTTUS Confidential
2012 - Chatter X-Author
for MS Office
2006 - First Salesforce Contract Lifecycle Mgt solution
2007 - Helped commercialize Force.com
2009 - Configure, Price, Quote
2007 - Appy Award – Best Application
iPad
OS
MS Office
2011 - iPad OS for CPQ
CPQ
2008 - Proposal & Quoting Mngt
Proposals
& Quoting
Contract
Management
2013 – Deal Maximizer
Deep domain expertise
300+ Customers
Over 60 Fortune 500
350,000+ Users
93% customer retention rate
Used by salesforce.com
About Apttus
#CPQ2013

7. APTTUSAPTTUS Confidential
Where to Quote - Salesforce or ERP?
#CPQ2013

8. APTTUSAPTTUS Confidential
Manual Processes
Home grown systems
Outside Salesforce
Quote-to-Cash Today …
ERP
Opportunity

9. APTTUSAPTTUS Confidential
You need seamless Quote-to-Cash
inside the Salesforce Cloud
Quote Propose Contract Comply
ERP
Opportunity
#CPQ2013
Apttus not only met out current quoting needs but will also
meet our anticipated future needs as our business expands.
”“ Larry Casey
Director
Global Applications

10. APTTUSAPTTUS Confidential
Create a Quote
from an
Opportunity
Quick Quotes
Guided Selling
Compare Quotes
Standard or
Advanced
Approvals
Proposal
Creation &
Delivery
Create and
Manage
Contracts
Quote &
Contract
Acceptance
Dashboards &
Reporting
Manage Installed
Base &
Renewals
Quote-to-Cash Flow
#CPQ2013
Viewable on iPad

11. APTTUSAPTTUS Confidential
Document
Management
Guided Selling
and Rules
Manage Pricing
Quote-to-Cash Administration
Product
Catalog/
Hierarchy
• Create
products, servic
es and bundles
• Add
images, attribut
es and
properties
• Create Pricelists
• Charge Types
• Price Types
• Methods
• Constraint Based
• Inclusion
• Exclusion
• Recommend
• Warn
• Create Templates
using Microsoft
Word and Apttus
X-Author
#CPQ2013
 All data within Salesforce
 Configured with Salesforce Admin tools
 Simple to complex Workflows and Notifications
‘Clicks, Not Code’

12. APTTUSAPTTUS Confidential
Results of Quote-to-Cash
• Days Sales Outstanding (DSO) Reduction
– Sales cycle velocity, AE empowerment, accurate quotes, Chatter
collaboration
• Contract risk reduction
– Pre-approved templates, commitment visibility for SOX
compliance.
• Increase Average Selling Price
– Guided Selling, Cross-Selling, Up-Selling
– Deal Optimization, Discount Management.
• Optimize RevRec (Revenue Recognition)
– Greater control through approval rules.
#CPQ2013

13. APTTUSAPTTUS Confidential
Quote-to-Cash Success Metrics
• Pipeline by Product, Channel, Type, etc.
• Win (Pipeline Conversion) Rate %
• Average Quote-to-Contract Cycle Days by Deal Type #
• Average Selling Price $
• Weighted Discount and Margin $
• Non-standard contract terms %
• On-time Renewal Rate %
#CPQ2013

14. APTTUSAPTTUS Confidential
Saba Previous Quoting Process
SALES
Evaluate Needs
Submit Final Order
Form request for
Approvals
Qualify
Opportunity
Submit Initial
Proposal/ Budgetary
Quote (Manual)
Ongoing final
Negotiations
(Product
Mix/Discounts)
Submit
Order
Form
(Manual)
FIN/LEGAL/OPS
SALES OPS L
Approvals: Discounts/
Non-Standard Terms
Ad-Hoc
“Approval Shopping”
(Manual, Email, Phone)
Last Min.
Approvals
(Outside
BM)
• Lack of clear quoting best practices and approval processes
• Deals with Revenue Recognition issues
• Chaos/confusion during Quoting and Ordering process
• Negative Sales Productivity
• NO deal analytics or metrics/reporting capabilities
QUALIFIED DISCOVERY SELECTED
PROPOSAL/
RFP/DEMO
IN LEGAL
BigMachines
BigMachinesSalesforce™

15. APTTUSAPTTUS Confidential
Process Improvement Methodology
Baseline analysis of
current state
•AS-IS Process
•Interviews
•Business
Challenges/Pain
Points
•Understand Saba
Products and config’s
•TO-BE Process
•Use Case Demo
presentation set-up
and configuration
•Approval
Workflows
•ROI Analysis
•1:1 use Case Demo
with key
stakeholders
•Additional
analysis, if
required, to confirm
solution meets
business needs
Key Tasks
•Voice of the field
(VOF)
•Opportunity for
Improvement
•AS-IS Process
Maps
•Stakeholder
Analysis
•TO-BE Process
•Approval workflows
•Use Case
Demo/Presentations
•ROI Analysis
•Finalized TO-BE
Process
•Finalize Approvals
WorkFlows
•Pricing Committee
Approvals
•Executive
Presentations
Deliverables
Baseline
Current
Identify
Actions
Plan
Transition
Implementation
Readiness
•Business
Requirement
Document
(BRD)
•Analyze Quoting
Solutions
•Budgetary
Estimate
•Project Plan and
Timeline
•Saba Specific
Demo

16. APTTUSAPTTUS Confidential
“Sab
Quoting Process – Present State
Evaluate
Needs
(Solution Selling)
Final
Quote
Qualify
Opportunity
Submit Budgetary
Quote/Proposal
Final
Negotiations
(Revise Quote)
Submit
Order
Form
Leverage
Deals Structuring
Best Practices/
Prior Successes
Deal Desk
Intelligent Approval Routing for
Discounts, (Non-)Standard Terms
Dashboards/ Reporting
Capabilities
Deal Analytics
QUALIFIED DISCOVERY SELECTED
PROPOSAL/
RFP/DEMO
IN LEGAL

17. APTTUSAPTTUS Confidential
Lessons Learned
• Secure Executive Sponsorship PRIOR to starting a
project. Engage executive sponsor on a regular basis
via regular checkpoints.
• Identify other change agents and build a coalition to
drive change.
• Sales teams need clear and precise instructions on
Quoting and Approval processes. Ensure rigorous
training and documentation is available.
• Be Patient!
#CPQ2013

18. APTTUSAPTTUS Confidential
That’s Me!
#CPQ2013

19. APTTUSAPTTUS Confidential
Q&A
Tom Banton
Principal Solution Architect
Ankur Ahlowalia
Sr. Director Global Deal Desk
#CPQ2013