#AccelerateQTC#AccelerateQTC

Moving the Dial on Selling and Impacting Deals

Mary Beth Gargani, Aesynt

Michael Dunne, Apttus

#AccelerateQTC

Mary Beth Gargani

Director of Sales Effectiveness

Michael Dunne

Director, Product Marketing

#AccelerateQTC

Today’s Session

• Sales Efficiency & Effectiveness

• The Aesynt Story

• Questions and Answers

#AccelerateQTC#AccelerateQTC

Why They Matter

Sales Efficiency; Sales Effectiveness

#AccelerateQTC

Upping the Sales Game Matters

PLATEAUING

PERFORMANCE

• Complacency

• Set Sales Culture

SOURING

TRENDS

• Longer Sales Cycles

• Deal Slippage

• Lower Deal Sizes

RISING SALES

COSTS

• Labor Intensive

#AccelerateQTC

Achieve Big Things as a Way of Life

One Step at

a Time

• Manageable Scope (Not Boiling the Ocean)

• Thorough Planning

• The Right Technology

• Adoption/Measurement

Build Upon

Success

• Repeatable Approaches

• Stream of Clear Wins

Sustain Decisive

Advantage

• Culture of Continuous Improvement

• Adopt/Usability Mastered

• Tool Usage Becomes Second Nature

#AccelerateQTC

Lots of Opportunity for Improvement:

Call Center Field Sales High Value

0

10

20

30

40

50

60

70

80

90

100

NonsellingTime

Client-facingTime

AveragePercentof Time

Source: Gartner

#AccelerateQTC

Process is Key for Impacting Sales

Sales Efficiency – Do Things Faster

• Shorter Cycle Times

• Agile

• Responsive

Sales Effectiveness – Do Things Better

• Impressive

• Credible

• Persuasive

#AccelerateQTC

Sales Efficiency & Sales Effectiveness

Incentive Compensation

Coaching SystemsTerritory Management Systems

Appraisal, Evaluation Systems

Sales Training Management

Hiring/Onboarding Systems

Objective/Quota Management

Lead Distribution

Content Management

Configuration/Pricing/Quote

Proposals/Contracts

Prospect Qualification

Account Management

Sales Forecasting

Contact Management

Sales Pipeline

Guided Selling

Order Management

Effi

cie

ncy

EffectivenessSource: Gartner

#AccelerateQTC#AccelerateQTC

Truly Moving the Dial on Selling

The Aesynt Story

#AccelerateQTC

Aesynt Background

Based in Cranberry Woods, PA

Formerly McKesson Automation

Hospital and Health System Pharmacy Automation

- Medical Robots

- Bar-Coding Technologies

- Storage & Inventory Management

- Packaging & Preparation

Over 850 Employees

Serve Over 1,400 Customers- Hospitals

- Health Systems

Central Pharmacy Solutions

Point of Care Solutions

Enterprise Medication

Management

IV Automation Solutions

#AccelerateQTC

Project Profile

Stakeholders

• 70 in Sales customers- Field Sales

- Sales Engineers

• 120 User Community- Legal

- Accounting

- Executive Team

• Complex Sales

Target Capabilities

• Configure Price Quote- Configure-to-Order

• Workflow- Approvals

- Case Management

• Contract Integration

• Mobility with

• Forecasting with Salesforce

#AccelerateQTC

Pain & Aspirations

PRESSURES

• Rapid Growth

• Homegrown Systems (Cumbersome)

• Inaccuracies (Rework)

• Time Consuming Processes (Manual)

IMPROVEMENTS

• Collaboration & Cooperation

• Brand Promise (Help Clients Be Efficient & Effective)

• Customer Experience (Sales & Post-Sales)

• Managing Demanding Clientele

#AccelerateQTC

Approach

AdoptionFocus on Sales Experience Played to Self Interest WIIFM

DeploymentKnew What to Do Methodical

SelectionCompetitive Product Had Legs

Build vs BuyConfident IT Team Cost of Ownership

SalesforceDeploying Surfaced Needs

#AccelerateQTC

Results

Win Rate

Deal Size

Face Time

2%

35%

30%

100% Adoption

#AccelerateQTC

Q&A

#AccelerateQTC

Mary Beth Gargani

Director of Sales Effectiveness

Aesynt

#AccelerateQTC

Liven up your Accelerate experience by:

• Downloading Accelerate content

• Engaging in discussions

• Reading session recaps

Participate

Learn how to join at the Community Table in the Regency Foyer

for a chance to win an Apple Watch

APTTUS Community

#AccelerateQTC

Thank You

#AccelerateQTC