APTTUS

The Buzz around Deal Desk How to Increase Deal Profitability and

Close Deals Faster

Kirk Krappe CEO Apttus

Ruyben Seth Director, Legal Operations Symantec

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Current Sales Process & Structure

Customers

Sales, Partners, Product Teams

Legal, Finance, Order Ops

Exception Approvers

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Let’s Make a Deal

Door #1 Door #2

• $30M Deal

• Net 120-Day Payment

• 90 Day Free Support

• 30% Discount

• 5 Year Deal

• Multiple Products

• $4M deal

• Net 30-Day Payment

• No Free Support

• 10% Discount

• 2 Year Deal

• Single Product

OR

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Coordination of Groups and Processes Is Critical…

Contract Negotiation

Finance

Licensing Discounts

Order Management

Supply Chain

Compliance Services

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But Sales Is Challenged

• Salesperson does limited number of large deals

• Large deals need a lot of hand holding

• Legal unable to train new sales rep with each deal

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Customers

Sales, Partners, Product Teams

Legal, Finance, Order Ops

Exception Approvers

Deal Desk Is Center of Excellence

Deal Desk

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6 Ways Deal Desk Streamlines Coordination

Deal Desk

1. Early visibility of “good” deal or how to make a better deal

2. Automatic data flows from opportunity to contracting

3. Visibility of same information to different stakeholders

4. Discount and other exception approvals in one place

5. All requirements enforced or known upfront and consistent

6. Self-serve if standard T’s & C’s; low $$ high volume agreements

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#1: Insight to Make “Good” Deals

KEY INPUTS

• Pricing guidance

• Buying programs

• Overall sales history

• Discounts

• Customer history

Optimal Deal

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#2: Automated Flow from Opportunity to Contract

• Leverage systems that sales is already using

• Create contracts from items in salesforce.com

• Use standard opportunity information

• Select key terms to drive contract language

Contract Opportunity

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#3: Single View for All Stakeholders

Opportunities Deals

Accounts

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#4: Centralized Discounts and Approvals

• Consistent and streamlined deal approvals

• Improve visibility into who needs to do what

• Conditionally base approvals based on discount levels, product line, region, etc.

• Reduce rogue discounting through enforced approvals

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#5: Requirements Up Front

• Revenue recognition, order booking, etc.

• Standard and consistent

• Defined in templates and systems

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#6: Self-Service When Appropriate

Opportunity

Deal Desk

Sales

Low $ High Volume

Standard Templates

Complex, Large Deals

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6 Ways Deal Desk Streamlines Coordination and Helps Big Deals

Deal Desk

1. Insight to make good deals

2. Automated flow from opportunity to contract

3. Single view for all stakeholders

4. Centralized discounts and approvals

5. Requirements up front

6. Self-service when appropriate

APTTUS

Thank you

Ruyben Seth Director, Legal Operations

APTTUS

Automating the Deal Desk

Kirk Krappe

CEO

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Manual Processes

Home grown systems

Outside Salesforce

Managing Deals Today

ERP

Opportunity

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ERP

The Need for the Deal Desk

Opportunity

Deal Desk

Deal Manager

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Opportunity

Opportunity Contract Quote Revenue

Streamline Deal Management with Integrated Quote-to-Cash Process

ERP

Deal Desk

Deal Manager

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Apttus Quote-to-Cash with Deal Manager

Everything in Your Salesforce Instance

Single Platform, Admin, UI

Scalable, Secure, Reliable

Opportunity

Opportunity Contract Quote Revenue

Deal Manager

APTTUS

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Opportunity

Opportunity Contract Quote Revenue

Delivered on Most Advanced Technology Platform

Proven, Real-Time Scalability

Proven Reliability

Real-Time Query Optimizer

Real-Time Transparent System

Status

ISO 27001 Certified Security

Granular Security &

Sharing Proven , Real-Time

Integration Real-Time Upgrades

3 Global Data Centers and

Disaster Recovery

Real-Time Mobile

Deployment

Deal Manager

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Opportunity

Opportunity Contract Quote Revenue

Comprehensive Functionality

Deal Manager

CONTRACT MANAGEMENT

REVENUE MANAGEMENT

• Contract Wizard

• Contract Compliance

• Contract Discovery

• Deal Maximizer

• Renewals Management

• Rebate Management

X-Author Portal eSignature Analytics Mobile

CONFIGURE-PRICE-QUOTE

• Asset-Based Ordering

• Quick Quotes

• Guided Selling

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Opportunity

Opportunity Contract Quote Revenue

Manage Deals Inside Microsoft Office

Deal Manager

Observe Existing Guidelines and Rules

Quotes in Excel Contracts in Word Embedded Chatter

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Multiple Industries Rely on Apttus

Technology Health & Life Science

Consumer Goods

250+ Customers

Telecom and Media Financial & Insurance

Electronics

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About Apttus

300+ Customers

450,000+ Users

93% Renewal Rate

Profitable

100% Revenue Growth

200 Employees

8 Years Force.com

$200M Platform Spend

5 Patents Pending

Customer Centric

Financially Solid

Innovative

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Take the Next Step

www.apttus.com/resource

APTTUS

Q&A

Kirk Krappe CEO Apttus

Ruyben Seth Director, Legal Operations Symantec