Creating a World-Class Sales Organization
Transcript of Creating a World-Class Sales Organization
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1© 2017 Apttus Corporation
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Ankur AhlowaliaSVP SALES OPERATIONS
© 2017 Apttus Corporation
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A Customer’s Perspective
KPI
Win Rate
SaaS bookings
# of SKU’s
# of Price books
Install Base Bookings as % of overall Bookings
Deal ApprovalCycle Time
2012 (Prior to Apttus CPQ)
18%
40%
1800
6
45%
4 Business Days
2015
74%
96%
600
2
70%
12 Hours
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© 2017 Apttus Corporation
Apttus Growth
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The Market Has Taken Notice
Awards
Analyst
Coverage
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Technology Stack Used For Sales Growth
Territory Planning & Management
Core Systems
Prospecting & Lead Management Sales Acceleration Sales Enablement
Support
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Ops Major Functions
Training & Enablement
Analytics & Reporting
Business Systems
Order Management
Deal Desk
RFP Management
Territories & Org Alignment
Compensation
Process & Methodology
Strategy & Planning
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Strategy and Planning
SALESHIERARCHY DEFINITION
Design and Setup
ACCOUNTTRANSFERS
Redistributionof Accounts
COMPENSATION PLANNING
Build Comp Plan for Each Role
PEOPLEALIGNMENT
Assign People to Sales Hierarchy
COMPENSATION: DOC ACCEPTANCE
Signed Comp Due for Each Rep
TERRITORYPLANNING
Define Sales Territories
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Ops Major Functions
© 2017 Apttus Corporation
Training & Enablement
Analytics & Reporting
Business Systems
Order Management
Deal Desk
RFP Management
Territories & Org Alignment
Compensation
Strategy & Planning
Process & Methodology
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Process and Methodology
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Ops Major Functions
© 2017 Apttus Corporation
Training & Enablement
Analytics & Reporting
Business Systems
Order Management
Deal Desk
RFP Management
Territories & Org Alignment
Strategy & Planning
Compensation
Process & Methodology
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12
Compensation
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Ops Major Functions
© 2017 Apttus Corporation
Training & Enablement
Analytics & Reporting
Business Systems
Order Management
Deal Desk
RFP Management
Strategy & Planning
Process & Methodology
Territories & Org Alignment
Compensation
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Geographic Named Account
Territories and Org Alignment
SF Bay Area
Region
Sell to “non-named” accounts or partners in the SF Bay Area Region
Account ListWells Fargo
Barclays
Sell to Wells Fargo and Barclays across the Global geo-region or
geo-region
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© 2017 Apttus Corporation
Propensity to Buy Scoring Model
Annual Revenue
Employee Count
Top 6 Verticals
Historical Spend*
Products Owned*
Open PipePartner
Influence
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Ops Major Functions
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Training & Enablement
Analytics & Reporting
Business Systems
Order Management
Deal Desk
Strategy & Planning
Process & Methodology
Compensation
RFP Management
Territories & Org Alignment
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RFP Management
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Apttus differentiators are called out using
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Ops Major Functions
© 2017 Apttus Corporation
Training & Enablement
Analytics & Reporting
Business Systems
Order Management
Strategy & Planning
Process & Methodology
Compensation
Territories & Org Alignment
Deal Desk
RFP Management
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Deal Desk
Q3 Q4
# Quotes
# Quotes
0
2
4
6
Q3 Q4
Avg Approval Time
Avg Approval Time
174% INCREASEin number of quotes
80% DECREASEin average approval time
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Ops Major Functions
© 2017 Apttus Corporation
Training & Enablement
Analytics & Reporting
Business Systems
Strategy & Planning
Process & Methodology
Compensation
Territories & Org Alignment
RFP Management
Order Management
Deal Desk
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Order Management
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Ops Major Functions
© 2017 Apttus Corporation
Training & Enablement
Analytics & Reporting
Strategy & Planning
Process & Methodology
Compensation
Territories & Org Alignment
RFP Management
Deal Desk
Business Systems
Order Management
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Integrated Business Systems
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Ops Major Functions
© 2017 Apttus Corporation
Training & Enablement
Strategy & Planning
Process & Methodology
Compensation
Territories & Org Alignment
RFP Management
Deal Desk
Order Management
Analytics & Reporting
Business Systems
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Analytics and Reporting
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Ops Major Functions
© 2017 Apttus Corporation
Strategy & Planning
Process & Methodology
Compensation
Territories & Org Alignment
RFP Management
Deal Desk
Order Management
Business Systems
Training & Enablement
Analytics & Reporting
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© 2017 Apttus Corporation
Training and Enablement
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Apttus Intelligent Cloud for Apttus
Launch Qualify ProveVendor of
ChoiceNegotiate
Qualify Opportunity
RFPs, Budgetary Quotes & Proposals
Pricing Negotiations (Quote Revisions)
Order Form & Contract Revisions
Final Contracts & Order Forms
Feature Functionality Review
Apttus for Apttus (A4A)Automated Approval Routing for
Discounts, (Non-)Standard Terms, CLM
Competitive Intelligence
Pricing
Quote-to-Cash Intelligence(Dynamic Recommendations)
Closed Won
Usage Metrics
RFP
Propensity to Buy
Win/Loss Reports
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Quote-to-Cash Intelligence (A4A)
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Quote-to-Cash Intelligence (A4A)
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Realized Transformation for Customers
Overall Sales Quoting Cycle Times
50% to 80% Shorter
Size of New Deals 30% Higher
Rouge Discounting 25% Lower
Revenue Growth2% to 5% More
Revenue Lower
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Achieved Transformation for Apttus
Overall Sales Quoting Approval Cycle Times
5 Days to 7 Hours
Sales Productivity 30% to >70%
Rouge Discounting ~25% Lower
Average Sales Cycle 71 Days Less
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Winning Strategy
© 2017 Apttus Corporation
Strategy & Planning
Process & Methodology
Compensation
Territories & Org Alignment
RFP Management
Deal Desk
Order Management
Business Systems
Training & Enablement
Analytics & Reporting