Prepare Sales for the Year 2020October 2, 2014

Today’s Featured Speakers

Heidi SpirgiSVP Managing Consulting ServicesAppirio

Christina Bebee KemperVP of SalesCallidusCloud

Gerhard Gschwandtner, ModeratorFounder & CEOSelling Power

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CallidusCloud

3,400+Customers

650+Employees

100+Partners

12Awards:

New Product Best CompanyBest Cloud App

Favorite Company

#1Gartner

Aberdeen GroupForrester

INSURANCE

FINANCIAL SERVICES MEDIA & COMMS

PHARMA

HI-TECH

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© 2014 Appirio, Inc. - Confidential

Appirio: A Global Cloud Consultancy that Helps You Achieve Results Fast by Harnessing a Global Expert Community

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Your Business Reimagined

7 years, 800 enterprises, 3 million users moved to the cloud

World's Top Designers, Developers & Data Scientists

Services Powered by 600k Member [topcoder]TM Community

and Crowdsourcing Platform

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We Live In An Era Of Change

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More and More Technology Separates Business Leaders From the Rest

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YourIndustry

What Usually Happens

Huge Expectations

Great Demo

Expectations Lower

Implementation

What Happened?

Go-Live

Now What?

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< = >LESS IS MORE

12 © 2014 Appirio, Inc. - Confidential

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Leverage the CloudBest practices to modernize your

sales force

Evaluate and optimize your Lead to Money process

Make the right information available at the right time

Limit the number of Cloud vendors

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Accelerate Your Lead to Money Process

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POLL QUESTION:

In looking at your sales process, where do deals typically get stuck?

A) Lead passing

B) Pricing

C) Contracts

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Keeping up with the Pace of ChangeBest Practices to Modernize your Sales Force

Stop using spreadsheets to prepare quotes and proposals and adopt a system that guides sales through the process to help your reps sell more

Automate the contract management process to accelerate the generation, negotiation, and execution of contracts

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Opportunity to Modernize: Quoting

Modernize with Configure Price Quote (CPQ):

• Centralized price book – always current

• Quotes prepared in the CPQ system – minimizes errors

• Guided selling – ensures configuration is always correct

• Alerts for up-sell and cross-sell opportunities – educates reps on opportunities to increase revenue

• Pre-approved discounting thresholds – gives empowerment to the rep

• Automated approval workflow – ensures margins are protected

• Proposals built in minutes

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Opportunity to Modernize: Contracts

Modernize with Contract Lifecycle Management:

• Rep creates contract with pre-approved templates and clauses

• Negotiates happen in secure portal

• Contracts digitally signed

• Central repository for all executed contracts

• Alerts for tracking renewals

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73%

Customer renewal rate

22%

Reduced contract turn around time

25%

Shorter sales cycle

5.6%

Fewer contract errors

Automated Contract Management Results

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Call To Action

25 © 2014 Appirio, Inc. - Confidential

Workplace 2020 Requires Action

TODAY

Provide simple, Cloud based tools and technology to

your sales team

Modernize your quoting and contract

management cycles

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Questions?

Thank you!

Heidi SpirgiSVP, Management Consulting Servicesheidi@appirio.comFollow me on Twitter: @hspirgi

Christina Bebee KemperVP of Sales cbebee@calliduscloud.comCallidusCloud

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