APTTUS Quote-to-Cash Quote-to-Cash Certification
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APTTUS Quote-to-Cash Quote-to-Cash Certification
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Miguel Tam, APTTUS Sr. Director of Product Marketing, APTTUS 20+ years launching new products Born in Lima, Peru Anagrammed name: name: “I’m gruesome talent!”
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Today’s Agenda
Configure, Price, Quote Overview Connecting Goods To Customers With Sales Configuration Capturing Maximum Value Value With Intelligent Pricing Bringing It All Together With Quoting The ROI of Configure, Price, Quote
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Configure, Price, Quote (CPQ) Overview
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Configure, Price, Quote (CPQ) Begins Where Traditional SFA Ends
LEAD
ACCOUNT MANAGEMENT
OPPORTUNITY
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A Smoother Path From Opportunity To Contract
LEAD
ACCOUNT MANAGEMENT
OPPORTUNITY
CONFIGURE
PRICE
QUOTE
CONTRACT
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CPQ Boosts Efficiency+Effectiveness Guided Selling
Proposal Generation
Configuration/Pricing/Quote
Sales Order Management
H G I H
Lead Distribution
Sales Incentive Compensation System Sales Content Management
Sales Contract Management
Hiring/Onboarding Systems Prospect Qualification
Territory Management Systems
y c n e i c i f f E
Coaching Systems
Effectiveness
Sales Training Management
Sales Pipeline Management Sales Forecasting
Appraisal/Evaluation Systems
W O L
Objective Management Quota Management
LOW
Effectiveness
HIGH
“How to Analyze Your Sales Processes on Efficiency versus Eff ectiveness.” Gartner. 2012.
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How CPQ Supports a Multi-channel Strategy Improved channel effectiveness Increased channel visibility
Control over channel-specific business rules Consistency across all your channels
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Connecting Goods To Customers With Sales Configuration
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How Do Your Reps Spend Their Day? What Your Sales Reps Do When They Aren’t Selling . . . . .
Outdated product catalogs
Learning sales scripts
Waiting for approvals
Complex Excel spreadsheets
Scheduling customer calls and appointments
Fixing mistakes
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Sales Configuration in Action
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Sales Configuration in Action
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But It’s Always More Complicated in the Real World Multiple delivery options
Warranties and manuals
Service packages
Compliance issues
Third party components
Geography-based or statusspecific pricing
Discounting offers
Product dependencies
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And There Are Big Costs For Getting It Wrong Sales quotes products that can’t be built
Errors in contracts, invoices, and orders Added costs from refunds/returns Slower sales cycle Sales doesn’t know what products they can sell
Bundles are quoted/shipped with missing elements Takes too long to monetize new products Powered by:
Configuration Eliminates Mistakes
Products to sell Requirements for each product Which products conflict? What services are included? Regional offerings Current special offers
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Capturing Maximum Value With Intelligent Pricing
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Pricing is the #1 lever you can pull to IMMEDIATELY impact revenue and margin!
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But Pricing is Complex! Subscription Pricing Contractbased
Ramp Pricing Volume Discounts
Flat Fee Price
Real Cost Customer Demand
Price Bundles
Competitive Prices
Channel ∫
Business Strategy
Usage-based Hourly
You must consider:
Pricing
Business Cycle Market Demographics
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Pricing Can Cause Big Problems
∫
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Or Be a Strategic Advantage
Increase revenue
Increase volume
∫
Influence behavior (reps & consumers)
Increase margins
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So let’s talk about pricing
strategy!
Promotions
35% off this week only! Powered by:
Volume Discounts Total Price
100.00 100 160.00 80 e c i r p t i n U
350.00 70 500.00 50 800.00 40
0
1
2
5
10
20
Quantity
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Geography-based Pricing
1M
$887,000 ) D S U ( e g a g t r o M e g a r e v A
500k $492,000 $235,000
$180,000 100k
Modesto
San Francisco
Los Angeles
Sacramento
Location
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Bundles
$1500
$300
$200
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Deal Guidance Empowers Reps
Increase deal size
Increase margins
Increase revenue Powered by:
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Not All Channels Are Created Equal
Scenario 1
Scenario 2
Scenario 3 Powered by:
Bringing It All Together With Quoting
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The Value of Quotes
Make a positive first impression!
Get the first mover advantage
Set the negotiation starting point
Get the customer to commit
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When Speed and Accuracy Compete
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Speed: What Gets In The Way? Poor product knowledge + accessibility challenges + unorganized approvals = SLOW QUOTES
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Accuracy: Systematic Process
Quoting errors are like resume errors—if you’ve got them, don’t be surprised when
your competitor gets the job!
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Don’t Let Contracts Be the Bottleneck!
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The ROI of Configure, Price, Quote
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The Real ROI of CPQ 105% larger deal size 49% higher proposal volume 28% shorter sales cycles 26% more reps achieving quota 17% higher lead-to-conversion rates Source: Aberdeen Group’s “Breaking the Laws of Physics” (April 2013)
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What We’ve Seen at Apttus
30% deal size increase for new deals
20% increase in renewal contract value
25% reduction in rogue discounting
80% faster time to quote
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What To Look For In a CPQ Tool
Configure
Price
Quote
Options, bundles and sub-bundles
Pricing tiers and ramps
Quotes from standard templates
Constraints and rules
Attribute-based pricing
E-Signature
Asset-based ordering for upsell, cross-sell and renewals
Subscription pricing
Mobile and offline quotes
Usage-based pricing
Excel-based quotes
Price adjustments, including percent, amount and markup
Partner portal
Dynamic recommendations Guided selling
Discount rules and alerts
E-Commerce and multi-channel sales
Guided search
Deal ratings
Contracts integration
Quick quotes
Incentive guidance
Visual product comparisons
Deal recommendations
Multi-lingual and multi-currency support
Renewals management
Price waterfalls
Reports and analytics
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Get Ready For The Quote-to-Cash Quiz View course videos at certification.apttus.com. Login under “already registered” Get certified on April 23 rd—and win a free pass to Apttus Accelerate Got questions? Send them to
[email protected]
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