Original Air Date: Tuesday, June 28, 2016 Speakers: Marie Francis (Apttus), Elliott Yama (Apttus), Keith Putt (Precor)

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Housekeeping
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3. Today’s Speakers
3
Keith Putt
Director of Information
Technology, Sales Technology
& Process
Elliott Yama
Associate Vice President,
Intelligent Solutions
Marie Francis
Product Marketing Manager,
CPQ
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4. CPQ as the Agent for Change
4
Process
Stakeholders
Engagement
+
Recipe for
Success with
CPQ Technology
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5. +28%
Quote
Quality
Sales
+7%
Average Percentage Improvements Reported by Apttus Customers
Source: Apttus Customer Relationship Survey conducted May 2016 by an independent third-party, Satmetrix on 150+ customers randomly
selected. Response sizes per question vary. QTC = Quote-to-Cash. CPQ = Configure, Price, Quote.
Apttus CPQ Increases Sales Revenue
+26%
Faster
QTC
Cycle
+23%
Faster
Time to
Quote
+21%
Reduced
Rogue
Discounting
+11%
Deal
Closure
Quote
Volume
+8%
Deal Size
+6%
Win Rate+11%

6. APTTUS CPQ +
MACHINE
LEARNING

7. Machine Learning is All Around Us
Self-driving Car
Personal Assistant
Page Rank, Search Results
Product Recommendations
Movie Recommendations

8. The Machine Learning Revolution is Now
8
Use machine learning to improve sales and
marketing performance40%
Credit machine learning for improvements in sales
performance metrics38%
Target higher sales growth with machine learning
76%
Source: Sales Gets a Machine-Learning Makeover, MIT Sloan Review, May 2016
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9. You Have to Move Beyond Legacy Analytics
The Apttus Intelligence Capability Pyramid™
Cognitive
Prescriptive
Predictive
DescriptiveReacting
Anticipating
Collaborating
Orchestrating
What will happen
and auto-adjust/inform
What will happen
and how to handle it
Anticipating what will
happen and assigning
probability
Understanding what
happened using
historical data

10. Apttus Approaches Applications From An Outcome Perspective
Incentives to
Optimize Behavior
BEHAVIOR
Machine-Driven
Insights to Maximize
Outcomes
INTELLIGENCETODAY
Single Platform QTC
Process Automation
PROCESS
Fully Integrated Enterprise
Quote-to-Cash Solution
on a Single Platform with
Behavior & Intelligence
Apttus Unique Capability
Fragmented
Point
Solutions
& Manual
Processes

11. Maximize Outcomes with Apttus Quote-to-Cash Intelligence

12. Quote-to-Cash Intelligence Use Cases
Prescriptive Sales Performance
Data-driven insights for all your reps
to increase deal value and win more
deals
Prescriptive Product Intelligence
Find patterns between customers for
data-driven product recommendations
Prescriptive Discount Intelligence
Analyze quotes for data-driven insights
into winning discounts levels and sales
guidance
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13. Elliott,
Intelligent CPQ Launches
New Opportunities
13 #CPQAgent

14. Sales Intelligence
13
Intelligent CPQ Identifies:
• New Opportunities
• Cross-sell and Up-sell
• Product and Service
Bundles
Because I’ve looked at all the
information about the
opportunity and the
customer and have
identified the most relevant
products and services.

15. Filter by:
• Similar customers
• Promotions
• Top performers
• Sales incentives and
bonuses
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Insights and Behavior
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16. Quote:
• Price
• Quantity
• Terms
• Discount
• Deal guidance
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Intelligent Guidance
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17. Pricing Intelligence

18. Maximize Deal Value

19. Intelligent Workflow Approvals

20. • Empower Sellers
• Create New Opportunities
• Grow Revenue
• Increase Margins
• Close Faster
• Leverage Data
• Align Priorities
Changing the Game
20 #CPQAgent

21. Apttus CPQ as the Agent for Change
21
Process
Stakeholders
Engagement
Recipe to
Success for
CPQ Technology
Purchased
Apttus CPQ
#CPQAgent

22. • Global Organization
• Subsidiary of Amer Sports Corp.
• Sell fitness equipment and programming
in commercial and consumer markets
• Multi Channel – Direct, Dealer and online

23. Problem: Global Business on Different, Broken Systems
• Salesforce as Global CRM
• North America: Existing CPQ tool not scaling
• Globally: Disconnected Excel spreadsheets without controls
• Channel and reseller strategies vary across locations
Solution Needed: A Global CPQ that Leverages Precor’s
Existing Salesforce Implementation

24. Precor’s Priority Needs for CPQ
Internal Metrics
— Visibility of global product demand
— More defined weighted pipeline
— Global approval process
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Customer Engagement
— Professional quote presentation
— E-Signature
— Integrated tax calculations
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25. Precor’s CPQ Process
1. Building Requirements
2. Selection Process
3. Design
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Recipe to Success: StakeholdersCPQ Technology Process Engagement
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26. • 6 months with Cross Functional Team
• Review Sessions and Feedback
• Identify Gaps and Common GroundProcess
1. Precor Building Requirements
26
• Executive vs Sales Operations Needs
Stakeholders
CPQ
Technology
• Business Requirements
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27. • Invited 4 Vendors to Present
• Demos, Re-Demos & Technical Demo
Process
2. Selection Process
27
• Organized Global Cross Functional Team
• Executive Visibility
Stakeholders
Engagement
• 15 Minute Highlight Reel of Demos
• Recorded Meetings Available
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28. • Review Existing Solutions
• Detailed Review of Master Data + Business Rules
• Understand Native Path of the Application
• Prototype and ReviewProcess
3. Design
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• Face-to-Face with Stakeholders
• Renewed Buy-in into Business Rules
Stakeholders
Engagement
• Transparency around Business Rules
+ Document Gaps in Business Process
• Conscious Decisions for Process Exceptions
• Review + Iterate
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29. 29
Building Requirements
6 months
Cross Functional
Review Sessions & Feedback
Identify Common Ground
Selection Process
Global Team
4 Vendors
15 Minute Highlight Reel
Design
Face to Face
Iterate
Document Gaps
Question, Investigate &
Recap
Recipe to Success: StakeholdersCPQ Technology Process Engagement
#CPQAgent

30. Preparing for UAT & Go-Live
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• Initial solution is a starting point
– E-Signature via
– Integrated tax calculations via
• Inside Sales Training
• Outside Sales Training
• Lower priority items for Phase One
markets, post go-live, Phase Two markets
• Address High and Medium priorities prior
to Phase Two markets
• Manage evolution
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31. “You don’t build systems for yesterday, and you ideally
should not build them just for today. You should build
them for today and everything in the future.”
-Keith Putt, Director of Information Technology, Sales Technology & Process
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32. Q&A

33. 33
Sales
+7%
Apttus CPQ as the Agent for Change
Stakeholders
Process
Engagement
#CPQAgent Visit apttus.com