The Financial Services Digital Transformation Revolution is Underway… Get Ready
Transcript of The Financial Services Digital Transformation Revolution is Underway… Get Ready
1© 2017 Apttus Corporation
Cory HaynesGLOBAL HEAD OF FINANCIAL SERVICES PRACTICE
© 2017 Apttus Corporation
Apttus the World Leader in Quote-to-Cash
Category Defining Enterprise SaaS Company
1300 Employees
500+ Customers, 1 Million + Users
100% Revenue Growth Rate
$41 Billion Global Market Opportunity
Proven, Experienced Management Team
$186M Investment from , KIA, ICONIQ, K1 & Salesforce
Recognized Leader Across Quote-to-Cash Categories
Defined the Category of Quote-to-Cash (QTC)
Deepest Team of QTC Experts Ever Assembled
Tier 1 Customers: Many of the Fortune 500
Community of 1M+ Users Globally
Financially Strong, Public-Market Ready
Largest Investment Across QTC Technology for Innovation
© 2017 Apttus Corporation
The Financial Services Industry Is in the Middle of a Perfect Storm
Talent Expectations
Macro-Economic Conditions
Customer Expectations
Emerging Tech
Emerging Competitors
Public Perception
Regulatory Impacts
Shareholder Angst
Apttus believes these external pressures can be a transformative catalysts for innovation
© 2017 Apttus Corporation
New Business Models
Subscriptions
Renewals
Solution Selling
Everything-as-a-Service
New Engagement Models
Digital Commerce
Social
Mobile
Multi-Channel
Conversational
Augmented Reality
New Insights Models
Artificial Intelligence
Internet of Things
Predictive Analytics
True Personalization
© 2017 Apttus Corporation
© 2017 Apttus Corporation
New Business Models New Engagement Models New Insights Models
Markets in Financial Instruments Directive (MiFID II)
© 2017 Apttus Corporation
Research Unbundling Headlines
© 2017 Apttus Corporation
The Elite Club
The Limited
The Retail Seller
The Specialist
Don’t Tread on Me
McKinsey & Company: 5 Predicted Outcome
© 2017 Apttus Corporation
ContractEngage SellSolution Comply
and SettleRenew and Grow
Opportunity
SELF DIRECTED
AUGMENTED REALITY
CRM
EXTERNAL SALES
INTERNAL SALES
Develop Propose
Next interaction Create Offer
Last interaction
Opportunity
Configure-Price-Quote(Offer & Price Development)
Proposal
Structured Deal
Service 2
INTELLIGENTRECOMMENDATIONSBased on your criteria, the optimal configuration is…Pricing Management
Product Management
Relationship Pricing Model
1
3
2
$$
$$
$
20%
10%
No Commission
Works
!Does Not Work
Recommended
Price Comissions Assessment
Product 1
Apttus Connects and Extends Revenue Processes in the Enterprise
CLM and Billing
E-CommerceCommissions
Deal Mgmt.CPQ
Order Mgt.
RebatesQuote-to-Cash Intelligence
QTC
Ap
ps
Contract & Approve
Legal
Customer Approver
Sales Mgmt
CONTRACT
TERMS & CONDITIONS
DURATION
BETWEEN
DEFINITIONS
DESIGN REQUIREMENTS
AND
$$
V1
V2
V3
CONTRACT
$
ORDERSent to ERP.
Order, Bill, Fulfill, Disburse Commissions, Renew
INVOICE
$$
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 Proposal for MIFID-II Research UnbundlingBuilt on the Apttus Intelligent Cloud™
MACHINE LEARNING
REVENUE RECOGNITION
BILLING MANAGEMENT &Proposal
Define and agreeresearch classification and services offering
to Fund Manager/Client
ContractContract performance terms and
consumption obligationsCentralized document repository
Deal ManagementControl compliance, approval,
and audit regulations
BillingMonitor usage and engagement
(CRM-activities, calls, events, research distribution).
Invoice for usage based on terms in the
proposal and agreement.
RESEARCH PROPOSAL BACK OFFICEPAYMENT
© 2017 Apttus Corporation
Meet Max...Artificial Intelligence to Deliver Insights and Provide Conversational User Experiences That Reflect
how We Work in Today’s Social, Mobile, Virtual World
Should I send the NDA ahead of the meeting with ACME Global Bank at 2pm today at 85 Broad St?60%
of executives believe their future success
depends on the successful
implementation of AI.
Assist
Guide
Coach
Statistically similar clients did 5% more repeat business within 90 days, if 10 analyst hours are included in the proposal
I suggested routing this to Linda for faster approval, as she completed reviews 12% faster than other reviewers
© 2017 Apttus Corporation
APTTUS Proposal to Payment for Research Unbundling
Research Services to Quotable Product
Aligned research content to product offerings and Configure, Price, Quote to tailor services to client:> Research Material> Analyst Calls> Events/Roadshows
Contract Obligation Management
Agree trackable and accountable obligations and performance to attribute research services into trade execution> Term> Obligations> Performance> Payment
Usage Data Capture
Capture and manage usage against quoted and agreed obligation through:> CRM Activities> Research Distribution> Attendance Events> Call Logs > Call Reports> Web-Portal
Billing/Invoice
Schedule billing at price and configuration agreed through CPQ/Contract and track usage and payment from research payment account> Usage – over/under> Pre-Pay/ Pay-Per-Use> Milestone Review> Trade Execution© 2017 Apttus Corporation
Discussion “The end is just the beginning.”
– T.S. Eliot
© 2017 Apttus Corporation