© 2017 Apttus Corporation
• Multiple Lists of Vendors
• Multiple Procurement Systems
• Disparate Contract Repositories
• Isolated Supplier Portals
• Contract Compliance
• Inconsistent T&Cs
• Unclear Vendor Commitments
• Limited Spend Visibility
• Maverick Buying
• Supplier Risks
• Ad Hoc Performance Management
• Operational, Not Strategic
It’s a Complex World for CG Manufacturers, Their Distribution Partners, and the Retailers They Serve
© 2017 Apttus Corporation
Manual processes plagued by lack of visibility and control
© 2017 Apttus Corporation
ChallengeFaced by B2B Firms
#1“Digital channels are
complicating how they sell, market, and service
their products.” Aberdeen Research, Oct 2016
Digital Channels are Adding Even More Complexity
© 2017 Apttus Corporation
© 2017 Apttus Corporation
Digitally-Influenced Buyers Driving Strategy
89%
89% of B2B Sellers say Digitally-Influenced Buyers Drive Their
Strategy and Business Priorities
Digitally-empowered Customers Have Changed the Game
B2B Omni-channel Experience Essential
97% of B2B Firms Say a High-quality Omni-Channel Buying Experience is
Very or Extremely Important
97%
Base: 207 IT and business decision-makers with responsibility for cloud platforms and ecommerce at US enterprisesSource: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017
© 2017 Apttus Corporation
© 2017 Apttus Corporation
Base: 207 IT and business decision-makers with responsibility for cloud platforms and ecommerce at US enterprises
Source: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017
Most Business Buying Scenarios Now Require a Mix of Self-Service and Human-Assisted Sales
© 2017 Apttus Corporation
98% of B2B Firms Face Significant Challenges Delivering the Seamless Omni-Channel Experience Buyers Want
98%Technology Channel Conflict
Base: 207 IT and business decision-makers with responsibility for cloud platforms and ecommerce at US enterprisesSource: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017
© 2017 Apttus Corporation
• 1% cost increase Destroys >10% of margin
• Maverick buying Millions of $ of leaked savings
• Unmanaged supplier risks Serious compliance issues
• Failure of one strategic supplier Impact on millions of $ of revenue
• Global contracts not shared with local organization Unfavorable T&Cs
• Too many suppliers for the same goods Diluted purchasing power
• Not enough suppliers Dependency
• Pressing suppliers for marginal cost reductions Short term vision
• Extended sales cycles and eroding average order sizes
The Result: Huge Impacts on Efficiency, Revenue and Margins
© 2017 Apttus Corporation
How do you address the complexity and meet the demands of the digitally connected buyer?
© 2017 Apttus Corporation
A New Era of Self-Service for Distribution-centric Businesses
© 2017 Apttus Corporation
Supplier ManagementStrategic SourcingContract Lifecycle MgmtAI-Driven SavingsPartner Commerce +
Driving Outcomes That Matter for Sellers with Partner Commerce: Channel Efficiency, Sales Effectiveness and Merchandising
© 2017 Apttus Corporation
Increase deal size, win rates & ASP
Simplify order capture and fulfilment
Offer self-service options & improve multi-channel performance
Improve customer retention and channel loyalty
Source: [email protected] / apttus2017
Driving Outcomes That Matter for Buyers with Supplier Relationship Management: Visibility, Improved Pricing and Decreased Risk
© 2017 Apttus Corporation
Improve supplier performance
Increase savings
Reduce supply chain risks
Enforce compliance to contract commitments
What if you could use AI to accelerate
revenue generation and maximize
business outcomes?
© 2017 Apttus Corporation
.
Assist
Guide
Coach
© 2017 Apttus Corporation
Meet Max—Artificial Intelligence to Simplify Your Applications and Deliver Insights at the Moment of Maximum Impact
QUOTE CONTRACT REVENUEOPPORTUNITY ERP
AR
TIFI
CIA
L IN
TELL
IGEN
CE
BEH
AV
IOR
PROMOTIONS INCENTIVE COMPENSATION REBATES
X-AUTHOR
PR
OC
ESS
CONTRACT MANAGEMENT
CONFIGUREPRICE
QUOTE
DEAL MANAGEMENT
OMNI-CHANNEL E-COMMERCE
ORDER MANAGEMENT
BILLING MANAGEMENT &
REVENUE RECOGNITION
MAX
Hi, I’m Max… How can I help you?
Apttus Quote-to-CashBuilt on the Apttus Intelligent Cloud™
MACHINE LEARNING
© 2017 Apttus Corporation
Average Percentage Improvements Reported by Apttus CustomersSource: Apttus Quote-to-Cash (QTC) Impact Study conducted June 2017 by an independent third-party, Satmetrix on 200+ Apttus customer contacts randomly selected. Performance metrics are intended as a guideline based upon historical results from a sample set of customers. Results are dependent upon many different factors that are customer-specific. Therefore, actual results will vary. Response size per question varies.
Compliance Sales Effectiveness Customer Satisfaction
Sales
+7 to 25%Faster DealApproval
+44%
DealFlow Visibility
+51%
Faster AuditReports
+47%ContractCompliance
+43%
ReducedRogueDiscounting
+32%
FasterContractProcessing
+42%
ContractProcessingVolume
+42%
FasterQTCCycle
+35%
Faster Deal Closure
+34%
Win Rate
+30%
FasterTime toQuote
+38% QuoteVolume
+27%Deal Size
+22%
ContractAccuracy
+45%
Quote Quality
+51% ReducedAmendmentsAfterSignature
+23%
ContractsAuto-Renewed
+17%
Realizing Business Outcomes
© 2017 Apttus Corporation