How to Drastically Improve the Quoting Process inside Salesforce
description
Transcript of 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
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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
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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
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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’
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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™
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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
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“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
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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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