Post on 07-Apr-2020
QUOTE-TO-CASH
IMPACT STUDY
Quote-to-Cash connects a customer’s intent to buy with a company’s realization of revenue, and encompasses the entire sales, contract, and customer relationship lifecycles.
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.
+28 %
Quote Quality
Sales+7 %
Average Percentage Improvements Reported by Apttus Customers
Apttus Configure Price Quote (CPQ) Increases Sales Revenues
+26 %
Faster QTC Cycle
+23 %
Faster Time to Quote
+21%
Reduced Rogue Discounting
+11 %
Deal Closure
Quote Volume
+8 %Deal Size
+6 %Win Rate+11 %
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.
+41%
Faster Contract Processing
Average Percentage Improvements Reported by Apttus Customers
+37 %
Increase in Compliance
+32%
Faster Audit Reports
+31 %
Contract Accuracy
+25%
Contract Processing Volume
+19 %
Contracts Auto-Renewed
+10 %
Improvement in Supplier/Vendor Relationship Mgt.
+6 %
Reduction in Amendments After Signature
Apttus Contract Lifecycle Management Accelerates Deals and Eliminates Risks
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.
37%Faster Time to Approvea Deal
Apttus Intelligent Workflow Approvals Accelerates Deals
42%Increase in Deal Flow Visibility
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.
+108%
Faster Timeto Complete Excel-Based Tasks
Average Percentage Improvements Reported by Apttus Customers
+49%
Faster Time to Export, Manipulate, and import Salesforce Data
+24%
Faster Time to TransferData Between Salesforce Orgs
SalesforceAdoption
+18%
Apttus X-Author Increases Salesforce Adoption
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
9
“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 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 AgreeApttus is a Leaderin Quote-to-Cash
Agree Apttus is a leader in
92%* Strongly or Somewhat Agree
Customers Agree Apttus is a Trusted Business Advisor
Agree Apttus is a Trusted Business Advisor
83%* Strongly or Somewhat Agree
Customers Agree Apttus Innovates
Agree Apttus Provides Innovative Solutions
88%* Strongly or Somewhat Agree
Customers Agree Apttus is Committed to Customer Success
Agree Apttus is Committedto Customer Success
84%* Strongly or Somewhat Agree
Apttus Customers are Extremely Loyal
47%Have Already
Recommended Apttus
99%Plan to Extend their Usage
of Apttus or Keep it as is
Let’s Discuss How to Achieve
These Results for Your Organization
• Assess Your Organization’s Quote-to-Cash Maturity
• Provide In-depth Business Diagnostics
• Identify Key Business Value Drivers
• Build Business Case for Change
• Provide Prioritized Recommendations
• Develop a Roadmap for Long-term Success
• Share Industry Best Practices
APTTUSAPTTUS Confidential
Quote To Cash Maturity Matrix
QTC Vision & Strategy Business Alignment Performance Management
Solution Design & Offering (CPQ)
Contract Management(CLM)
Order Management(Fulfillment / Billing)
Performance, Scalability, & Reliability
Platform Capabilities & Ecosystem
Organization, Roles and Responsibilities
Change ManagementWorkforce Effectiveness
Security & Accessibility
Omni-Channel(eCommerce)
Incentives(Promotions, Rebates,
Compensation)
Intelligence(Machine Learning,
Dynamic CPQ, & QTC Intelligence)
Strategy
People
Process: Quote-To-Cash
Technology
Quote-to-Cash Maturity AssessmentQuote-to-Cash Capability Maturity Score
Awareness Developing Competitive Leading
Strategy 1. QTC vision & strategy
2. Business alignment
3. Performance management
People 4. Organization, Roles and Responsibilities
5. Workforce Effectiveness
6. Change management
Core Quote-to-Cash Processes
7. Solution Design & Offering (CPQ)
8. Contract Management (CLM)
9. Order To Cash (OM / Billing)
Extended Quote-to-Cash Processes
10. eCommerce
11. Compensation
12. Machine Learning (QTC Intelligence)
Technology 13. Performance analysis & reporting
14. Core IT systems (CRM, ERP, etc.)
15. Knowledge Sharing
Current Capability Desired CapabilityMinimal Gap (< 0.5) vs. Desired Capability
Moderate Gap (< 0.5 -1) vs. Desired Capability
Significant Gap (< = 1) vs. Desired Capability
Customer Strategy & Value Consulting Teams Help You Unlock Value
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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.