Download - QTC Cert Module 2 CPQ
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Introduction to Configure, Price, Quote
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APTTUSQuote-to-Cash Certification
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Sr. Director of ProductMarketing, APTTUS
20+ years launchingnew products
Born in Lima, Peru
Anagrammed name:Im gruesome talent!
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Miguel Tam, APTTUS
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Configure, Price, Quote Overview
Connecting Goods To Customers With SalesConfiguration
Capturing Maximum Value With Intelligent Pricing
Bringing It All Together With Quoting
The ROI of Configure, Price, Quote
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Todays Agenda
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Configure, Price, Quote
(CPQ) Overview
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Configure, Price, Quote (CPQ)Begins Where Traditional SFA Ends
LEAD ACCOUNTMANAGEMENT OPPORTUNITY
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A Smoother Path FromOpportunity To Contract
CONTRACT
ACCOUNTMANAGEMENT OPPORTUNITY CONFIGURE PRICE QUOTE
LEAD
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CPQ Boosts Efficiency+Effectiveness
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LOW HIGHEffectiveness
Efficiency
LOW
HIGH
Effectiveness
Sales Pipeline Management
Sales Forecasting
Objective Management
Sales TrainingManagement
Appraisal/EvaluationSystems
Coaching SystemsTerritory ManagementSystems
Prospect Qualification
Hiring/OnboardingSystems
Sales Content Management
Sales Incentive Compensation System
Quota Management
Configuration/Pricing/Quote
Guided SellingProposal Generation
Sales Order Management
Lead Distribution
Sales Contract Management
How to Analyze Your Sales Processes on Efficiency versus Effectiveness. Gartner. 2012.
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How CPQ Supports a Multi-channelStrategy
Improved channel effectiveness
Increased channel visibility
Control over channel-specific business rules
Consistency across all your channels
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Connecting Goods ToCustomers With Sales
Configuration
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How Do Your Reps Spend Their Day?
What Your Sales Reps Do When They Arent Selling . . . . .
Outdated productcatalogs
Complex Excelspreadsheets
Scheduling customer callsand appointments
Fixing mistakesLearningsales scripts
Waiting forapprovals
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Sales Configuration in Action
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Sales Configuration in Action
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But Its Always More Complicated inthe Real World
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Multiple delivery options
Service packages
Third party components
Warranties and manuals
Compliance issues
Geography-based or status-
specific pricing
Product dependenciesDiscounting offers
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And There Are Big Costs For GettingIt Wrong
Sales quotes products that cant be built
Errors in contracts, invoices, and orders
Added costs from refunds/returns
Slower sales cycle
Sales doesnt know what products they can sell
Bundles are quoted/shipped with missing elements
Takes too long to monetize new products
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Configuration Eliminates Mistakes
Products to sellRequirements for each product
Which products conflict?
What services are included?
Regional offerings
Current special offers
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Capturing MaximumValue With
Intelligent Pricing
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Pricing is the #1 lever you canpull to IMMEDIATELY impact
revenue and margin!
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But Pricing is Complex!
SubscriptionPricing
Contract-based
Usage-based
Hourly
Flat Fee Price
Ramp Pricing
VolumeDiscounts
Price Bundles
ChannelPricing
Real Cost
Customer Demand
Competitive Prices
Business Strategy
Business Cycle
Market Demographics
You must consider:
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Pricing Can Cause Big Problems
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Or Be a Strategic Advantage
Increase revenue Increase volume
Influence behavior (reps
& consumers)Increase margins
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So lets talk about pricingstrategy!
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Promotions
35% off this week only!
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Volume Discounts
Quantity
Unitprice
Total Price
0 1 2 5 10 20
100
80
70
50
40
100.00
160.00
350.00
500.00
800.00
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Geography-based Pricing
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Location
AverageMortgage(USD)
Modesto San Francisco Los Angeles Sacramento
1M
500k
100k
$887,000
$180,000
$492,000
$235,000
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Bundles
$1500 $300 $200
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Deal Guidance Empowers Reps
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Increase margins Increase revenue
Increase deal size
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Not All Channels Are Created Equal
Scenario 1
Scenario 3
Scenario 2
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Bringing It AllTogether With
Quoting
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The Value of Quotes
Make a positive first impression!
Get the first mover advantage
Set the negotiation starting point
Get the customer to commit
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When Speed and Accuracy Compete
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Speed: What Gets In The Way?
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Poor product knowledge + accessibilitychallenges + unorganized approvals =
SLOW QUOTES
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Accuracy: Systematic Process
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Quoting errors are like resume errorsifyouve got them, dont be surprised when
your competitor gets the job!
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Dont Let Contracts Be theBottleneck!
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The ROI ofConfigure, Price,
Quote
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The Real ROI of CPQ
Source: Aberdeen Groups Breaking the Laws of Physics (April 2013)
105%larger deal size
49% higher proposal volume
28% shorter sales cycles
26% more reps achieving quota
17% higher lead-to-conversion rates
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What Weve Seen at Apttus
30% deal size increase for new deals
20% increase in renewal contract value
25% reduction in rogue discounting
80% faster time to quote
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What To Look For In a CPQ Tool
Options, bundles and sub-bundlesConstraints and rules
Asset-based ordering for upsell,cross-sell and renewals
Renewals management
Dynamic recommendations
Guided selling
Guided search
Quick quotes
Visual product comparisons
Pricing tiers and rampsAttribute-based pricing
Subscription pricing
Usage-based pricing
Price adjustments, includingpercent, amount and markup
Discount rules and alerts
Deal ratings
Incentive guidance
Deal recommendations
Price waterfalls
Quotes from standard templatesE-Signature
Mobile and offline quotes
Excel-based quotes
Partner portal
E-Commerce and multi-channelsales
Contracts integration
Multi-lingual and multi-currencysupport
Reports and analytics
Configure Price Quote
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Get Ready For The Quote-to-CashQuiz
View course videos at certification.apttus.com.
Login under already registered
Get certified on April 23rdand win a free pass to
Apttus Accelerate
Got questions? Send them to [email protected]
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http://www.certification.apttus.com/mailto:[email protected]:[email protected]://www.certification.apttus.com/ -
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Thank you
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