IMPACT STUDY 2017

Apttus X-Author for Excel increases CRM system user adoption by turning Excel into a highly productive user interface for CRM systems such as Salesforce and Microsoft Dynamics CRM.

Export CRM data and use the familiar Excel interface to quickly for example, update the forecast for hundreds of opportunities without ever logging into CRM, and with one click, import the updated data back into the CRM system. Use X-Author for Excel offline to do many CRM system tasks much faster and then sync these changes automatically to your CRM system when back on line. Perform complex calculations without having to create customizations in your CRM.

CRM administrators can use X-Author to perform many different functions. For instance, you can compare data across CRM orgs in a single workbook, reducing org-to-org data migration efforts by 80%. Quickly create Excel templates to improve the productivity of CRM users for an unlimited number of CRM use cases such as territory realignments, commission splits, campaign planning, price management, revenue recognition, demand planning, budgeting, and so many more. All use cases abide by the permissions, rules and security of the CRM system.

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5 Ways X-Author Makes a Direct Impact

1. Connect Excel and Any CRM SystemAdd, update or delete records for any number of objects from Excel, while maintaining the permissions, rules and security of your CRM system.

2. Boost CRM System User Adoption and ProductivityUse Excel as the data entry interface instead of the browser to get CRM work done 10x faster and achieve 100% CRM system adoption.

3. Get More Value From Your CRM System Investment Automate legacy Excel processes by connecting them to your CRM system, creating powerful multi-object templates that save time and improve business productivity.

4. Easily Load Data Into Your CRM SystemEasily load or update any number of records from one reusable template, eliminating errors and repetition.

5. Migrate Data 80% FasterMigrate any number of related or unrelated objects in a single workbook, reducing the time required to move data between CRM orgs by 80% while greatly reducing the risk of errors.

+36 %

Faster Reporting

CRM Adoption

+34 %

Average Percentage Improvements Reported by Apttus Customers

X-Author for Excel by Apttus Increases CRM Adoption

+39 %

Greater Productivity +44 %

Faster Time to Export, Manipulate and Import CRM Data

+45%

Faster Business Process Cycle Time

+48 %

Better Data Accuracy

Faster Decision Making +55 %

Quicker Responseto Key Stakeholders +57 %

Faster Programming

+51 %

Source: Apttus X-Author Customer Impact Study conducted January 2017. Response sizes per question vary.

X-Author Supports Apttus Quote-to-Cash

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Speed Up CPQ DeploymentsX-Author allows salespeople to use Excel as a data-entry and mass data-transfer front

end to CRM, so users can easily and quickly set up their CPQ instance using Excel.

Use X-Author for mass data uploads, data transfers and data updates to easily and

quickly set-up your CPQ instance and once deployed, to quickly update product catalogs or price books for example.

Draft Accurate ContractsCreate contracts with valid and reliable data from CRM. X-Author boosts CRM adoption up to 100%, creating a single source of truth for the enterprise, and accurate contracts for the customers.

Track Revenue in ExcelX-Author enables users to use CRM as a

powerful system of record to support both regular processes and one-off projects. Save time and reduce risk of error for repetitive

data-entry tasks. Automate multi-stage calculations using certified tools, without

custom coding. Increase visibility into financial events – and share results easily

with the rest of the business.

CONFIGURE PRICE QUOTE CONTRACT MANAGEMENT REVENUE MANAGEMENT

What is Quote-to-Cash?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. It encompasses critical processes including Configure Price quote, Contract Management, and Revenue Management. 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.

X-Author is a Key Differentiator in Your Quote-to-Cash Processes

The following three companies are current Apttus X-Author customers.

Here is a look at their stories, their success metrics and the pain points

solved by implementing X-Author.

Apttus X-AuthorCustomer Success

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Motorola MobilityThe Company:Motorola Mobility, owned by Lenovo, exists to invent, build and deliver the best mobile devices on the planet, improving the lives of millions of people.

The Business Challenges:Motorola Mobility needed a solution where users could continue to work in Excel – with the speed, functionality and intuitiveness –and have the security and controls of Salesforce. They also sought to improve Salesforce user adoption.

The Key Benefits:• Increased Salesforce usage, adoption and data accuracy.• Provided greater visibility into terms, costs and margins for

business-side functionality.• Enriched customer relationships due to faster response times

and more accurate information.

“With X-Author, not only is data automatically in Salesforce, but we have full flexibility over the Excel layouts. It has completely changed how we use and think

about Salesforce.”

Aaron Biggs, Global Sales Operations Lead

Motorola Mobility5

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World Water WorksThe Company:

World Water Works (WWW) is a leading global manufacturer ofadvanced process and waste water treatment technologiesdedicated to yielding clean water, recovering energy and achievingother resource recovery.

The Business Challenges:

World Water Works relied heavily on Microsoft Excel to performcomplex mathematical modeling to design a treatment system. This process was manual, compounding inefficiency and inaccuracy.

The Key Benefits:

• Cut proposal creation time in half, while increasing accuracy and visibility.

• Secured most up-to-date information on all accounts.• Increased CRM adoption, driving earlier decision-making and reporting.

“Apttus X-Author for Excel helps us skip the extra step of

data entry, reducing the proposal generation time by

>50%.”

John Graf, BPA Director,

World Water Works

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PayPalThe Company:PayPal continues to be at the forefront of the digital payments revolution, processing almost 11.5 million payments per day for customers.

The Business Challenges:PayPal’s sales teams used Excel spreadsheets to collect customer information, however they were required to do administrative work, such as creating opportunity forecasts in Salesforce. The amount of time spent working in both systems was extremely counterproductive.

The Key Benefits:• Allow users to work with and act on data across multiple

objects on and offline.• Access Excel data from all users instantly and synchronize in

simultaneously in Salesforce.• Maintain data integrity by using Salesforce system controls.

“The marriage betweenExcel and Salesforce is amatch made in heaven.”

Chris O’Rourke, Director of EMEA Sales Operations,

PayPal

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Why Partner with Apttus X-Author

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"The Salesforce and Microsoft strategic partnership is ushering in a new era of efficiency and productivity by

seamlessly integrating the vast resources of the top CRM and productivity app. X-Author contributes to our quest by offering

our customers yet another powerful integration." Ryan Aytay, Executive Vice President,

Strategic Partnerships, Salesforce

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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

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ABOUT APTTUSApttus, 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 Cloud™ 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.

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