How to Drastically Improve the Quoting Process inside Salesforce

APTTUS

How to Drastically Improve the Quoting

Process inside Salesforce

APTTUSAPTTUS Confidential

Today’s speakers

Tom BantonPrincipal Solution Architect

Ankur AhlowaliaSr. Director Global Deal Desk

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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

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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

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Embracing the Cloud

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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

ContractManagement

2013 – Deal MaximizerDeep domain expertise

300+ Customers

Over 60 Fortune 500

350,000+ Users

93% customer retention rate

Used by salesforce.com

About Apttus

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Where to Quote - Salesforce or ERP?

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Manual Processes

Home grown systems

Outside Salesforce

Comply

ProposeContra

ct

Quote-to-Cash Today …

ERPOpportunity

CPQ


You need seamless Quote-to-Cash inside the Salesforce Cloud

Quote Propose Contract Comply

ERP

Opportunity

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Apttus not only met out current quoting needs but will also meet our anticipated future needs as our business expands. ”“

Larry CaseyDirectorGlobal Applications


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

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Viewable on iPad


Document Management

Guided Selling and Rules

Manage Pricing

Quote-to-Cash Administration

Product Catalog/

Hierarchy

• Create products, services and bundles

• Add images, attributes and properties

• Create Pricelists• Charge Types• Price Types• Methods

• Constraint Based• Inclusion• Exclusion• Recommend • Warn

• Create Templates using Microsoft Word and Apttus X-Author

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All data within Salesforce

Configured with Salesforce Admin tools

Simple to complex Workflows and Notifications

‘Clicks, Not Code’


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.

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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 %

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Saba Previous Quoting Process

SALES

Evaluate Needs

Submit Final Order Form request for

ApprovalsQualify

Opportunity

Submit Initial Proposal/ Budgetary

Quote (Manual)

Ongoing final Negotiations

(Product Mix/Discounts)

SubmitOrder Form

(Manual)

FIN/LEGAL/OPSSALES 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™


Process Improvement Methodology

Baseline analysis ofcurrent 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


“Sab

Quoting Process – Present State

Evaluate Needs

(Solution Selling)

Final Quote

QualifyOpportunity Submit Budgetary

Quote/Proposal

FinalNegotiations

(Revise Quote)

SubmitOrder Form

Leverage Deals Structuring

Best Practices/Prior Successes

Deal Desk

Intelligent Approval Routing forDiscounts, (Non-)Standard Terms

Dashboards/ ReportingCapabilities

Deal Analytics

QUALIFIED DISCOVERY SELECTED PROPOSAL/RFP/DEMO IN LEGAL


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!

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That’s Me!

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Q&A

Tom BantonPrincipal Solution Architect

Ankur AhlowaliaSr. Director Global Deal Desk

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