Driving the Future of Sales Operations with Artificial Intelligence

September 2017

Driving the Future of Sales Operations with Artificial Intelligence

Jack BorlandSales Operations Manager

Wolters Kluwer

Kingman TangQuote-to-Cash Intelligence

Apttus

©2017 Apttus Corporation

• What is Artificial Intelligence

• How is Wolters Kluwer applying AI to Sales Operations

• Demo

• Questions

Agenda


Artificial Intelligence is All Around Us

Self Driving Car

Personal Assistant

Page Rank, Search Results

Product Recommendations

Movie Recommendations


What Do AI And ML Mean?

• Artificial Intelligence (AI) is a broad reference that includes a set of methods, algorithms, and technologies that make underlying software capable of humanlike behavior.

• Machine Learning (ML) is a class of algorithms that can learn from, and make predictions on, data. It is a discipline of AI that gives "computers the ability to learn without being explicitly programmed”.


Applied AI

• The practical application of AI to solve problems in business

• Can transform decision-making across many functional areas

• Can unite key functional areas on organizational goals

• Can improve efficiency, accuracy and profitability

• Allows staffers to do more creative and strategic work


Applied AI And Future Success

Sixty percent of executives believe their future success depends on the successful implementation of AI


Data is Fueling AI

8 *IDC Digital Universe report, 2014 http://www.emc.com/infographics/digital-universe-2014.htm

**Data Scientist: The Sexiest Job of the 21st Century, Oct 2012 https://hbr.org/2012/10/data-scientist-the-sexiest-job-of-the-21st-century

http://www.emc.com/infographics/digital-universe-2014.htm

https://hbr.org/2012/10/data-scientist-the-sexiest-job-of-the-21st-century

Use Apttus CPQ with Machine Learning to DriveQuote-to-Cash Outcomes

Quote Scoring

Predicts the probability of winning the deal and gives

sales reps recommendationsto improve the quote and

increase the win probability.

Cross-Sell / Up-Sell

Cross-sell and up-sell recommendations for products and services that customers are most likely to purchase based on

analysis of past purchases and similar customers.

Pricing Intelligence

Recommends optimal priceor discount levels for each

deal based on machinelearning analysis of the

deal characteristicsand sales history.


Virtual Assistants are the New UI

Assist

Guide

Coach


• Cross-sell / Up-Sell

• Pricing intelligence

• Quote scoring

• Alternative clause recommendation

• Contract cycle time prediction

• Contract risk scoring

• And more

And Max Gets Even Smarter with Apttus Machine Learning


Polling Question #1


What is the time horizon for your company to use AI?

We are using it now

In the next 12 months

12-24 months

Not a priority

Don’t know

AI can help us

50%

20%

10%

10%

10%

We are a global company that provides information, software, and services. Our customers are legal, business, tax, accounting, finance, audit, risk,

compliance, and healthcare professionals.


• Very large product catalog

• Large amount of historical contract data

• Primarily a subscription business

Help sales rep find appropriate products to cross-sell

• Top line growth – more sales

• Rep efficiency gains – automate account research

Wolters Kluwer Legal & Regulatory US Business Casefor Artificial Intelligence


• 6 Month Development Effort

– June-September 2016

– On Hold for Q4

– January-March 2017

• Launched April 2017

• Initial Feedback – saves time, provides valid recommendations

• Recommendations refreshing monthly

• Winner of the WK Legal & Regulatory Enterprise Achievement and Excellence in Action Award for Q1 2017

• Foundational for account planning strategic initiative

How is AI working at WK now


DEMO


Account Planning


Makes Cross Sell Recommendations


Creates A Quote Shopping Cart


Creates A Quote


Drives Next Steps


Artificial Intelligence in the Future

IMMEDIATE

Create Whitespace

Max Assist -Oppty/Quote Creation

NEAR TERM

Territory Coverage Recommendations

Max User Guidance

MID TERM

Best Quote Recommendations

Price Optimization+ Usage

Max Coach


• Define a clear business case for ML

• Set clear expectations

– Value increases as system learns

• Socialize the value of ML to identify additional stakeholders & use cases

• Plan for the future

– Extend incrementally

Best Practice Recommendations


Polling Question #2


What challenges do you see AI solving?

Adoption

Forecast Visibility

Bigger Deals / Renewals

Rogue Discounts

Other

AI can help us

7%

33%

60%

0%

0%

QUESTIONS


About ApttusApttus, the category-defining Quote-to-Cash and Contract Lifecycle Management technology company, drives the vital business process between a buyer’s interest and the realization of revenue. Utilizing a patented combination of SaaS-based applications, the Apttus Intelligent Cloudplatform helps our customers, achieve better business outcomes. Enhanced by Machine Learning and Max, an artificial intelligent agent, Apttus applications include Configure Price Quote, Contract Lifecycle Management, E-Commerce, Billing Management, Revenue Recognition, Deal Management, Order Management, Promotions Management, Incentive Compensation Management, Rebate Management, and X-Author. The Apttus Intelligent Cloud platform is powered by the world’s most trusted cloud platforms, including Salesforce and Microsoft Azure. Apttus is based in San Mateo, California, with additional offices located across the globe. For more information visit: apttus.com

Driving the Future of Sales Operations with Artificial Intelligence

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