Creating a World-Class Sales Organization
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Learn how Apttus has leveraged a world-class sales operations team to become the leader in Quote-to-Cash. Get a first-hand look at how Ankur Ahlowalia, Apttus VP of Sales Operations, built a winning ops team that stayed lean, embraced hyper-growth, and drove success.
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Creating a World-Class Sales Organization
- 1. 1© 2017 Apttus Corporation
- 2. Ankur Ahlowalia SVP SALES OPERATIONS © 2017 Apttus Corporation
- 3. A Customer’s Perspective KPI Win Rate SaaS bookings # of SKU’s # of Price books Install Base Bookings as % of overall Bookings Deal Approval Cycle Time 2012 (Prior to Apttus CPQ) 18% 40% 1800 6 45% 4 Business Days 2015 74% 96% 600 2 70% 12 Hours © 2017 Apttus Corporation
- 4. © 2017 Apttus Corporation Apttus Growth
- 5. The Market Has Taken Notice Awards Analyst Coverage © 2017 Apttus Corporation
- 6. © 2017 Apttus Corporation Technology Stack Used For Sales Growth Territory Planning & Management Core Systems Prospecting & Lead Management Sales Acceleration Sales Enablement Support
- 7. Ops Major Functions Training & Enablement Analytics & Reporting Business Systems Order Management Deal Desk RFP Management Territories & Org Alignment Compensation Process & Methodology Strategy & Planning © 2017 Apttus Corporation
- 8. Strategy and Planning SALES HIERARCHY DEFINITION Design and Setup ACCOUNT TRANSFERS Redistribution of Accounts COMPENSATION PLANNING Build Comp Plan for Each Role PEOPLE ALIGNMENT Assign People to Sales Hierarchy COMPENSATION: DOC ACCEPTANCE Signed Comp Due for Each Rep TERRITORY PLANNING Define Sales Territories © 2017 Apttus Corporation
- 9. 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
- 10. Process and Methodology © 2017 Apttus Corporation
- 11. 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
- 12. 12 Compensation
- 13. 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
- 14. 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 List Wells Fargo Barclays Sell to Wells Fargo and Barclays across the Global geo-region or geo-region © 2017 Apttus Corporation
- 15. © 2017 Apttus Corporation Propensity to Buy Scoring Model Annual Revenue Employee Count Top 6 Verticals Historical Spend* Products Owned* Open Pipe Partner Influence
- 16. Ops Major Functions © 2017 Apttus Corporation Training & Enablement Analytics & Reporting Business Systems Order Management Deal Desk Strategy & Planning Process & Methodology Compensation RFP Management Territories & Org Alignment
- 17. RFP Management © 2017 Apttus Corporation Apttus differentiators are called out using
- 18. 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
- 19. Deal Desk Q3 Q4 # Quotes # Quotes 0 2 4 6 Q3 Q4 Avg Approval Time Avg Approval Time 174% INCREASE in number of quotes 80% DECREASE in average approval time © 2017 Apttus Corporation
- 20. 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
- 21. Order Management © 2017 Apttus Corporation
- 22. 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
- 23. © 2017 Apttus Corporation Integrated Business Systems
- 24. 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
- 25. Analytics and Reporting © 2017 Apttus Corporation
- 26. 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
- 27. © 2017 Apttus Corporation Training and Enablement
- 28. Apttus Intelligent Cloud for Apttus Launch Qualify Prove Vendor of Choice Negotiate 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 © 2017 Apttus Corporation
- 29. © 2017 Apttus Corporation Quote-to-Cash Intelligence (A4A) © 2017 Apttus Corporation
- 30. © 2017 Apttus Corporation Quote-to-Cash Intelligence (A4A) © 2017 Apttus Corporation
- 31. Realized Transformation for Customers Overall Sales Quoting Cycle Times 50% to 80% Shorter Size of New Deals 30% Higher Rouge Discounting 25% Lower Revenue Growth 2% to 5% More Revenue Lower © 2017 Apttus Corporation 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
- 32. 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
Hinweis der Redaktion
- Ankur is a former client of Apttus who joins us from Saba Software where his Sales Operations team led improvements in Quote to Cash cycle utilizing Apttus CPQ application which led to dramatic improvements in Win Rates and SaaS Bookings.
- Ankur is a former client of Apttus who joins us from Saba Software where his Sales Operations team led improvements in Quote to Cash cycle utilizing Apttus CPQ application which led to dramatic improvements in Win Rates and SaaS Bookings.
- Apttus overview (from old slide) Cloud Quote-to-Cash (QTC) Leader Built on Salesforce Platform 500+ Customers – 100+ F500 450,000+ Users in 50 Countries 1000+ Employees in 4 Continents Cash Flow Positive for First Seven Years After Inception 100% YoY Growth Every Year Founded in 2006 and headquartered in San Mateo, CA
- Regular, in-depth content focused on Apttus’ unique positioning in the marketplace. Awards that provide validation for our leadership team, product suite, and leadership, in particular the Deloitte Fast 500, Best in Biz awards, and entrepreneurial kudos for Kirk Krappe. Validation for CPQ, E-Commerce, Billing and Order Management in recent and upcoming Tier 1 analyst reports from industry pillars Gartner, Forrester and more.
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Territory planning is the process of defining and assigning sales territories to commissionable employees from all of Apttus sales orgs, including: AE, Channels/Partners, Overlays A sales territory defines the selling responsibilities of a commissionable employee, and typically consists of a list of accounts or a geographic region Territories are commonly defined by one of these parameters: Geography or Named Accounts
- Territory planning is the process of defining and assigning sales territories to commissionable employees from all of Apttus sales orgs, including: AE, Channels/Partners, Overlays A sales territory defines the selling responsibilities of a commissionable employee, and typically consists of a list of accounts or a geographic region Territories are commonly defined by one of these parameters: Geography or Named Accounts
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Apttus differentiators are used in the WHY APTTUS section of every RFP response and where formatting makes it possible in the response body
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT
- Process and methodology – nail down sales stages, steps, forecast categories, and activities within each step, reduce stages from 10 to 6, simplified (use one pager document from Ankur to fill this in) Compensation – SPIFFS slide Territories/org alignment - improving CRM data - account data cleanliness, parent/sub hierarchy, lead routing (screen shot of lean data/territory rep assignment), eliminated the territory conflicts RFPs – slides added Deal desk – slide 13 Order management – order form templates: getting from Ankur CRM – dashboard screenshots, KPI tracking, etc. Ankur getting from Candice Analytics & reporting – win rates, propensity analysis, screenshot of Excel sheet – Dan sent to Shailla Renewals – GainSight screenshot from Ankur – clean up the shot and add Gainsight logo if its missing Training and enablement – screenshot of saleshood Strategy and planning – Targets, pipelines ratios, conversion ratios, capacity, projections – ankur to send aviso webinar – take screenshots from there – slide 10 from the PPT