QUOTE-TO-CASH IMPACT STUDY
Quote-to-Cash connects a customer’s intent to buy with a company’s realization realiz ation of reven revenue, ue, and encompasses the entire sales, contract, and customer relationship lifecycle lifecycles. s. Because Quote-to-Cash is at the heart of every company’s 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 Quality
+28 %
Faster QTC Cycle
+26 %
Faster Time to Quote
+23 %
Reduced Rogue Discounting
+7 %
+21% Deal Closure
Quote Volume
Sales 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.
Faster Contract Processing
Apttus Contract Lifecycle Management Accelerates Deals and Eliminates Risks Increase in Faster Compliance Audit Reports
+41% +37 %
+32%
Contract Accuracy
+31 %
Contract Processing Volume
+25%
Contracts AutoRenewed
+19 %
Improvement in Supplier/ Reduction in Vendor Relationship Amendments After Mgt. Signature
+10 %
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.
+6 %
Apttus Intelligent Workflow Approvals Accelerates Deals
42% Increase in Deal Flow Visibility
37% Faster Time to Approve 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
Apttus X-Author Increases Salesforce Adoption Faster Time to Complete Excel-Based Tasks
+108%
Faster Time to Export, Manipulate, and import Salesforce Data
+49%
+18% Faster Time to Transfer Data Between Salesforce Orgs
Salesforce 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
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
“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 company’s ability to bid and win timesensitive 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 i ntelligent 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 Nuc leu s w e recommend p ri or it izin g proj ects li ke these as they produce the greatest potenti al 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
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 of Apttus or Keep it as is
47% Have Already Recommended Apttus
Let’s Discuss How to Achieve
These Results for Your Organization
Customer Strategy & Value Consulting Teams Help You Unlock Value Quote To Cash Maturity Matrix
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Assess Your Organization’s Quote-to-Cash Maturity
Strategy
Q T CV i si o n & St r at e gy
B u si n es s Al i gn m en t
P er f or m an c e M a na g em e nt
People
Organization, Roles and Responsibilities
Workforce Effectiveness
Change Management
Solution Design & Offering (CPQ)
Contract Management (CLM)
Order Management (Fulfillment/ Billing)
Process: Quote-To-Cash
Technology
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Provide In-depth Business Diagnostics
Quote-to-Cash Maturity Assessment
APTTUS Confidential
Quote-to-CashCapability MaturityScore A wa e r n e ss
Strategy
Omni-Channel (eCommerce)
Incentives (Promotions, Rebates, Compensation)
Intelligence (Machine Learning, Dynamic CPQ, & QTC Intelligence)
Performance, Scalability, & Reliability
Security & Accessibility
Platform Capabilities & Ecosystem
APTTUS
D ev el op n i g
C om p e ti ti ve
1.QTCvision & strategy 2.Businessalignment 3.Performancemanagement
People
4.Organization,RolesandResponsibilities 5.Workforce Effectiveness 6.Changemanagement
Core Quote-toCashProcesses
7.SolutionDesign& Offering (CPQ) 8.Contract Management (CLM) 9.Order ToCash(OM /Billing)
ExtendedQuoteto-CashProcesses
10.eCommerce 11.Compensation 12.Machine Learning (QTCIntelligence)
Technology
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Identify Key Business Value Drivers
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Build Business Case for Change
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Provide Prioritized Recommendations
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Develop a Roadmap for Long-term Success
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Share Industry Best Practices
13.Performance analysis& reporting 14.Core IT systems(CRM, ERP, etc.) 15.Knowledge Sharing
C u rr e n tC a p a bilti y
D e sir edC a p ab iilt y
MinimalGap (<0.5) vs. DesiredCapability
Moderate Gap (<0.5-1) vs.DesiredCapability
Significant Gap (<=1) vs.DesiredCapability
L ea di ng
community
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ABOUT APTTUS Apttus, the category-defining Quote-to-Cash software company, drives the vital business process between the buyer’s 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 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.
