Manufacturers succeed when their assembly lines are fast, efficient, and easy to manage. Technology solutions for manufacturing should meet the same standard so that manufacturers can sell effectively. Join Duncan Taylor, industry leader for manufacturing at Microsoft, to learn how he partnered with Apttus to enable manufacturing customers to master their Quote-to-Cash processes.

1. #AccelerateQTC
Duncan Taylor, ISV Solutions Director, Microsoft Cloud and Enterprise Group
May 4th, 2017
Speed Up Your Sales AssemblyLine withMicrosoft

2. ISV Solutions Director
Industry Marketing, Cloud and Enterprise Group, Microsoft
Duncan Taylor

3. Modern manufacturers are embracing customer centricity,
innovating faster and becoming more agile
Marketing Services
SalesSupply R&D Production
Production
R&D
Supply
Marketing
Sales
Services `
Physical DigitalDigital Transformation
Smart products
Service ecosystems
Production assets
Raw materials and products
Connected consumersPreventive maintenance

4. COMPETITOR
Thank you
for your order!
Time to quote
is now a deal breaker
Automation and IoT
are now requirements
Increasing regulations
and risk
Accelerated automation and the
emerging Internet of Things (IoT) are
transforming industry fundamentals. To
be successful, manufacturers need to
streamline their systems to support any
order, any charge model, any channel,
and ensure that they can bill and collect
easily.
$
Evolving customer
expectations
Sales
?
Legacy processes and product
complexity with multiple SKU’s and
product variances getting in the way of
supplying quotes fast, leading to lost
deals.
???
Increasingly global operational models
means more reporting, compliance
issues, and warranty claims as
businesses are facing increasing
governmental regulation
We went with
someone else
because we got
their quote first.
CONFIGURE
Configuration 11
Configuration 22
Configuration 33
From made-to-order configurations, to
engineer-to-order configurations, to
self-service eCommerce, to subscription
services, customer expectations are
rapidly evolving and manufacturing
systems must meet their needs.

5. VP of Sales
I want to close big deals faster, but
our quoting, contracting, renewals
and billing processes are mostly
manual and not integrated. This
leads to revenue leakage, delays
and missed renewals.
General Counsel
I am balancing risk management
with the need to speed up the pace
of business. Inconsistent contract
language and lack of visibility
delays our Quote-to-Cash cycle
time and makes us vulnerable to
risk.
Chief Financial Officer
I lack visibility into key
revenue risks and drivers. Manual
processes make managing
customer orders difficult. And
worse, my data sits in multiple
systems.
Chief Information Officer
I would like to maximize my
investments in CRM and unlock the
value of my ERP but my data and
processes are very fragmented.
Our outdated application
infrastructure is expensive to
upgrade.

6. Quote-to-Cash
The Basics…

7. • Create quotes, process
orders and submit
invoices without leaving
Dynamics 365
• Automate tasks and
workflows with familiar
Microsoft Office tools
Connect teams on
Dynamics 365 with
a single application
• Motivate partners and
direct sales organizations
by showing compensation
• Accurately price by
integrating pricing
hierarchies & tiers across
partners, regions &
segments
Show sales
incentives
within the quoting
process
• Recommend products,
upsells and cross-sells
based on purchase history
• Increase deal size with
pricing recommendations
based on deal
characteristics and sales
history
Improve up-sell
and cross-sell
through machine
learning
• Easily generate product
and service bundles
• Enable seamless
configuration of
accessories and sub-
assemblies
Handle even the
most complex
configurations
• Easily track contractual
obligations, products and
pricing for an easier
buying and billing
experience
• Speed up quote times
for higher win rates
Drive contract
revisions within
Microsoft Word
and approve
requests quickly
• Improve visibility into
expiring contracts for
more accurate demand
forecasting
• Streamline business
processes through
automated workflows
Native integration
with back-end ERP
systems

8. Improve up-sell and cross-
sell through machine
learning
Contract & ApproveOpportunity Configure-Price-Quote Order, Bill & Fulfill
ECOMMERCE
AUGMENTED REALITY
Dynamics 365
FIELD/PARTNER SALES
Quote
Main Assembly
Legal
Customer
ORDER
Sent
to ERP.
CALL CENTER
Sub-Assembly
Approver
Sales
Connect teams on
Dynamics 365 with a
single application
Show sales incentives
within the quoting
process
Handle even the most
complex configurations
Drive contract revisions
within Microsoft Word
and approve
requests quickly
Native integration with
back-end ERP systems
INTELLIGENT
RECOMMENDATIONS
Based on your criteria,
the optimal configuration is…Configure
CONTRACT
TERMS & CONDITIONS
DURATION
BETWEEN
DEFINITIONS
DESIGN REQUIREMENTS
AND
$$
Sub-Assembly
1
3
2
$$
$$
$
20%
10%
No
Promotion

Works
!
Does Not Work
Recommended
Price Promotions Assessment
Develop Propose
Next interaction Create Quote
Last interaction
Opportunity
Sub-Assembly
V1
V2
V3
CONTRACT
$
INVOICE
$$

9. Improve up-sell and cross-
sell through machine
learning
Contract & ApproveOpportunity Configure-Price-Quote Order, Bill & Fulfill
ECOMMERCE
AUGMENTED REALITY
Dynamics 365
FIELD/PARTNER SALES
Quote
Main Assembly
Legal
Customer
ORDER
Sent
to ERP.
CALL CENTER
Sub-Assembly
Approver
Sales
Connect teams on
Dynamics 365 with a
single application
Show sales incentives
within the quoting
process
Handle even the most
complex configurations
Drive contract revisions
within Microsoft Word
and approve
requests quickly
Native integration with
back-end ERP systems
INTELLIGENT
RECOMMENDATIONS
Based on your criteria,
the optimal configuration is…Configure
CONTRACT
TERMS & CONDITIONS
DURATION
BETWEEN
DEFINITIONS
DESIGN REQUIREMENTS
AND
$$
Sub-Assembly
1
3
2
$$
$$
$
20%
10%
No
Promotion

Works
!
Does Not Work
Recommended
Price Promotions Assessment
Develop Propose
Next interaction Create Quote
Last interaction
Opportunity
Sub-Assembly
V1
V2
V3
CONTRACT
$
INVOICE
$$

11. "Our partnership with Apttus enabled us to launch an innovative engineering application that
reduces the cycle time of configuring custom processes from days to minutes, improving our
responsiveness to customer inquiries and reducing manual mistakes."
Objectives
This manufacturer needed to
replace time-consuming manual
processes that took up to three
weeks to develop customer
quotes for their full, custom-
made semiconductor products.
Tactics
They streamlined and
automated their product
generation processes for
faster and more accurate
quote generation with the
Apttus solution.
Results
• $4M + average annual benefits
• 90% improvement in customer
response time
• 3 month payback period
• 20% gain in operational efficiency
• Quote time reduced from 3 weeks
to 3 days
Accelerated Business Opportunities
With Faster Time To Quote

12. Decreased Average Quoting
Cycle Time By 72%
“In the healthcare arena, improving interactions with customers through faster quote turnaround
time and accuracy is key to success. Apttus' logic inspired selling solutions helps our sales team to
more rapidly respond to changing customer needs.”
Objectives
This manufactuer needed a
cohesive customer engagement
system that could handle
complex configurations,
hundreds of line items and
numerous components in a
single quote.
Tactics
They deployed the Apttus
solution to accelerate their
quoting process, empower
customers with self-service
portals and maximize their
compliance.
Results
• Gained greater visibility into entire
customer history from quote to
contract signage
• Reduced quote times from 30
minutes to less than 8 minutes,
with 80% of reps using self-quoting
features

13. 3 weeks
3 days
8 minutes
3 minutes

14. Take a peek at the
solution today at

15. Thank You!