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QUOTE-TO-CASH

IMPACT STUDY
Quote-to-Cash connects a customers
intent to buy with a companys
realization of revenue, and encompasses
the entire sales, contract, and customer
relationship lifecycles.

Because Quote-to-Cash is at the heart of


every companys ability to drive revenue
and manage risk, it is arguably the most
important process for businesses to
master.
Apttus surveyed over 150 executives driving
Quote-to-Cash business transformation projects in
their organizations.
These organizations spanned the globe and
represented a variety of industries including
communications, biotech, manufacturing,
healthcare, electronics, utilities, consulting, high
technology, retail, semiconductors, business
services, transportation, and insurance.
Respondents were in a variety of roles including
IT, operations, legal, and sales.
The Quote-to-Cash success metrics documented
here represent the average percent improvements
these executives reported achieving from their
Quote-to-Cash business transformation efforts.
Apttus Configure Price Quote (CPQ) Increases Sales Revenues
Quote
Faster
Quality Faster
QTC
+28 % Cycle Time to
Quote
Reduced
+26 % +23 % Rogue
Discounting
+21%
+7 %
Deal Quote Sales
Closure Volume
Deal Size
+11 % +11 % +8 % Win Rate
+6 %

Average Percentage Improvements Reported by Apttus Customers


Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected.
Response sizes per question vary.
Apttus Contract Lifecycle Management
Faster
Accelerates Deals and Eliminates Risks
Contract
Processing Increase in Faster
Compliance Audit
+41% +37 % Reports Contract
Accuracy Contract
+32% +31 % Processing
Contracts
Improvement
in Supplier/
Volume Reduction in
Auto- Vendor
+25% Renewed Relationship Amendments
After
Mgt.
+19 % Signature
+10 % +6 %

Average Percentage Improvements Reported by Apttus Customers


Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers randomly selected.
Response sizes per question vary.
Apttus Intelligent Workflow Approvals Accelerates Deals

42%
Increase
37%
Faster
in Deal Time to
Flow Approve
Visibility a Deal
Average Percentage Improvements Reported by Apttus Customers
Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus
customers randomly selected. Response sizes per question vary.
Apttus X-Author Increases Salesforce Adoption
Faster Time
to Complete
Excel-Based Tasks

+108% Faster Time


to Export,
Manipulate,
and import
+18%
Salesforce Data Faster Time
to Transfer
Salesforce
+49% Data Between
Salesforce Orgs
Adoption
+24%
Average Percentage Improvements Reported by Apttus Customers
Source: Apttus Quote-to-Cash Impact Study conducted June 2016 by an independent third-party, Satmetrix on 150+ Apttus customers
randomly selected. Response sizes per question vary.
Why Partner with Apttus for
Quote-to-Cash Business
Transformation
Apttus is a leader in Quote-to-Cash
solutions and our research shows
these solutions produce 4.2 times
more ROI than core CRM apps.
Rebecca Wettemann, Vice President of Nucleus Research

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Apttus solutions accelerate time to close. Their apps have a direct impact on sales, and, in
particular, on deal momentum. Their CPQ tools, for example, enable an organization to
configure the right products, even complicated product bundles, at the right price in a fraction of
the time traditionally needed. This has impact on a companys ability to bid and win time-
sensitive business but also its ability to keep deal momentum going.

Apttus solutions include machine learning to analyze for example, all successful quotes and
provide prescriptive and dynamic recommendations to drive desired business outcomes
across any sales channel. They have built-in intelligent Guided Selling making it easy for
sales reps to act on these dynamic recommendations to always stay within the product and
pricing parameters defined by the business. Apttus contract management tools accelerate the
negotiation process while increasing transparency. At Nucleus we recommend prioritizing
projects like these as they produce the greatest potential return.

Rebecca Wettemann, Vice President of Nucleus Research


Over 500 Global Organizations Trust Apttus for Their Quote-to-Cash
Customers Agree
Apttus is a Leader
in Quote-to-Cash

92%
Agree Apttus is a leader in

* Strongly or Somewhat Agree


Customers Agree
Apttus is a Trusted
Business Advisor

83%
Agree Apttus is a Trusted
Business Advisor
* Strongly or Somewhat Agree
Customers Agree
Apttus Innovates

88%
Agree Apttus Provides
Innovative Solutions
* Strongly or Somewhat Agree
Customers Agree
Apttus is Committed
to Customer Success

84%
Agree Apttus is Committed
to Customer Success
* Strongly or Somewhat Agree
Apttus Customers are Extremely Loyal

99%
Plan to Extend their Usage
47%
Have Already
of Apttus or Keep it as is Recommended Apttus
Lets Discuss How to Achieve
These Results for Your Organization
Customer Strategy & Value Consulting Teams Help You Unlock Value
Quote To Cash Maturity Matrix
Strategy QTC Vision & Strategy Business Alignment Performance Management

Organization, Roles and

People Workforce Effectiveness Change Management

Assess Your Organizations Quote-to-Cash


Responsibilities
Quote-to-Cash Maturity Assessment
Quote-to-Cash Capability Maturity Score
Solution Design & Offering Contract Management Order Management
Awareness Developing Competitive Leading
(CPQ) (CLM) (Fulfillment / Billing)

Maturity
Strategy 1. QTC vision & strategy
Process:
Quote-To-Cash Intelligence 2. Business alignment
Incentives
Omni-Channel (Machine Learning, 3. Performance management
(Promotions, Rebates,
(eCommerce) Dynamic CPQ, & QTC
Compensation) People 4. Organization, Roles and Responsibilities
Intelligence)
5. Workforce Effectiveness

6. Change management
Performance, Scalability, Platform Capabilities &
Technology Security & Accessibility

7. Solution Design & Offering (CPQ)


& Reliability Ecosystem Core Quote-to-

Provide In-depth Business Diagnostics


Cash Processes 8. Contract Management (CLM)

APTTUS Confidential APTTUS 9. Order To Cash (OM / Billing)

Extended Quote- 10. eCommerce


to-Cash Processes 11. Compensation

12. Machine Learning (QTC Intelligence)

Technology 13. Performance analysis & reporting

14. Core IT systems (CRM, ERP, etc.)

Identify Key Business Value Drivers Current Capability


15. Knowledge Sharing

Desired Capability
Minimal Gap (< 0.5) vs.
Desired Capability
Moderate Gap (< 0.5 -1)
vs. Desired Capability
Significant Gap (< = 1)
vs. Desired Capability

Build Business Case for Change


Provide Prioritized Recommendations
Develop a Roadmap for Long-term Success
Share Industry Best Practices
community

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ABOUT APTTUS
Apttus, the category-defining Quote-to-Cash software company, drives the vital business
process between the buyers interest in a purchase and the realization of revenue. Utilizing a
patented combination of SaaS-based applications, the Apttus Intelligent CloudTM maximizes
the entire revenue operation by driving behavior and providing prescriptive data to company
decision-makers. Apttus offers enhanced Configure Price Quote (CPQ), E-Commerce,
Contract Management, Renewals and Revenue Management solutions on the worlds 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.