Director of Product

Marketing, APTTUS

Writes about Quote-to-Cash
on the Apttus Blog

Develops Quote-to-Cash
training content for Apttus
internal teams and partners

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Alex Gammelgard, APTTUS
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Quote-to-Cash: Key Terms & Processes

Pivotal Players in the Quote-to-Cash Process

Common Quote-to-Cash Challenges

Measuring The Benefits of Quote-to-Cash


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Todays Agenda
Quote-to-Cash:
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Key Terms and
Process Flow
Quote-to-Cash (QTC) describes the process
of creating a quote, engaging and negotiating an
agreement, then collecting and managing the
revenue stream once the deal is signed
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What is Quote-to-Cash?
It starts when a
prospect expresses
need . . .
And extends
through the entire
customer lifecycle
including renewals

Quote-to-Cash is an end-to-end process that
brings signicant strategic value

- Increased sales
- Increased deal size
- One view of the customer
- Multi-channel
- Mobile
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Moving from Tactics to Strategy
Quote-to-Cash
Process Flow
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CONFIGURATION: An ideal combination of products
and services is created.

PRICING

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING

REVENUE RECOGNITION

RENEW

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Ten Steps: From Quote-to-Cash
CONFIGURATION

PRICING: Volume discounts, promotions, bundles,
and ramp pricing are applied to the deal.

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING

REVENUE RECOGNITION

RENEW

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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE: A quote is generated, approved and sent
to the customer.

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING

REVENUE RECOGNITION

RENEW

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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE

CONTRACT CREATION: Upon approval of the
quote, a contract or order form is created.

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING

REVENUE COLLECTION

RENEW
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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION: Contract terms and
clauses may be redlined and changed.

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING

REVENUE COLLECTION

RENEW
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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION: An approved contract
is signed, and the deal is done.

ORDER FULFILLMENT

BILLING

REVENUE COLLECTION

RENEW
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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT: The order is received,
processed, and delivered to your end customers.

BILLING

REVENUE COLLECTION

RENEW
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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING: Final charges are calculated, and an
invoice is sent to the customer.

REVENUE COLLECTION

RENEW

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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING

REVENUE COLLECTION: Cash is received.

RENEW
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Ten Steps: From Quote-to-Cash

CONFIGURATION

PRICING

QUOTE

CONTRACT CREATION

CONTRACT NEGOTIATION

CONTRACT EXECUTION

ORDER FULFILLMENT

BILLING

REVENUE COLLECTION

RENEW: The process begins again.

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Ten Steps: From Quote-to-Cash

Pivotal Players in the
Quote-to-Cash Process
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Finance Legal Sales and Sales
Operations
Operations
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Cross-functional Quote-to-Cash
Cross-functional Quote-to-Cash
Finance Legal Sales and Sales
Operations
Operations
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Proposal Pricing
Quoting
Negotiation
Billing Revenue
Forecast
Contracts Order Invoice
Customer Service
Renewals
Challenges:

Product knowledge
Quote accuracy
Approval bottlenecks
If I can wrap upsells, cross-sells, and offer intelligent
discounts and bundling options, I know I can increase the
size of the deal. But most importantly, the quote has to be
accurate, and I have to get it to the customer fast!
Goals:

Sales efficiency
Sales effectiveness
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Sales/Sales Operations
Finance
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Goals:

Increase cash flow
Financial compliance
Improve margins

Our shareholders expects us to provide accurate revenue
forecasts. But its a moving target. Invoice credits,
performance bonuses, special discounts, non-standard
payment terms, product bundles, and regional differences
are all over the place and these things drastically impact
when were allowed to realize revenue.
Key Challenges:

Driving performance and business value
Maintaining margins and cash-flow
Financial data transparency
Legal
Goals:


Its always a back and forth struggle between wanting to
help sales close deals quickly and making sure they include
the necessary termsand the most up-to-date language to
avoid putting our company at risk.
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Maintain compliance
Protect the organization
from risk
Improve efficiency

Key Challenges:

Lack of visibility into
contractual risk
Lack of alignment with
business groups

Operations
Goals:


We carry the company on our back, and do it with
fragmented processes and limited visibility into customer
data, service contracts, warranties, and entitlements.
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Key Challenges:
Improve inventory
management
Improve manufacturing
capacity

Process efficiency
Cost management

Five Signs Its Time
For a Quote-to-Cash
Transformation
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1. It takes two hands to count
the number of systems used to
close a deal
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2. Sales spends more than 25%
of their time creating quotes
and proposals
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3. More than 10% of your
orders have signicant errors,
unapproved discounts, or
require re-work
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4. Your contract cycle times
span from days to weeks
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5. Restatements are a regular
part of recognizing revenue
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Bridge The Gap With Streamlined,
Integrated Quote-to-Cash
OPPORTUNITY QUOTE CONTRACT REVENUE
ERP
CRM
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Measuring the
Benefits of
Quote-to-Cash
Sales Efficiency

Sales Effectiveness

Cost

Risk


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Four Areas Quote-to-Cash Helps

Quote-to-Cash For Sales Efficiency
Reduce sales cycle times

Reduce contract cycle times

Respond to customer requests ahead of the
competition

Give Sales more time to sell

Reduce executive involvement in routine deals

Make new reps and partners effective faster

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Quote-to-Cash For Sales Effectiveness
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Increase average deal size

Increase close rates

Help more sales reps achieve quota

Sell more effectively across the entire product catalog

Present error-free, professional looking quotes and contracts

Proactively drive renewals and growth



Quote-to-Cash For Cost Reduction
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Get visibility into spend across all lines of business

Increase deal profitability

Eliminate rogue supplier spend

Reduce cost of errors and rework

Get more value out of your sales support resources

Ensure incentives for sales channels align with
business goals


Quote-to-Cash For Risk Mitigation
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Get visibility into how in-flight transactions impact business
strategy

Deliver error-free quotes, contracts, and invoices

Get full visibility into contract changes, amendments,
compliance, expirations, and renewals

Reduce fines and litigation costs

Ensure accurate billing schedules, revenue recognition and
pipeline conversion forecasts


Real Life Business Benefits
49% higher proposal volume

105% larger average deal size

28% shorter sales cycles

26% more reps achieving quota

17% higher lead conversion rates
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From Gartners report, Marketscope For Congure, Price And Quote Application Suites. Gartner.


Get Ready For The Quote-to-Cash
Quiz

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