QUOTE- TO- CASH WITH MACHINE LEARNING

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1 What Is Machine Learning? Machine learning is an innovative category of artificial intelligence that focuses on recognizing patterns in data, predicting outcomes, and recommending relevant, intelligent actions. Apttus Quote- to- Cash applications with machine learning deliver insights not previously available, using real- time pattern recognition and analysis of customer, sales, service, pricing, and product data. Any of the Apttus Quote- to- Cash applications can be purchased with machine learning to recognize patterns in data, predict outcomes, and recommend relevant, intelligent actions. For example, Apttus provides machine learning to help your sales force navigate to the optimal deal by offering the right products, at the right discounts, that a buyer is most likely to accept. Apttus Quote- to- Cash solutions with machine learning use your entire sales and asset history, including every customer characteristic in your systems to find the patterns that link customers and the products they have purchased. Apttus then makes intelligent predictions about products that a customer, whether in the install base or new to you, may be likely to buy based on their characteristics and any purchase history. These predictions are served to your sales representatives, or E- Commerce customers, in Apttus as highly relevant options to consider. Apttus then auto- creates a new opportunity in your CRM system to alert your sellers to highly actionable sales events that they may not have uncovered in customer discussions. APTTUS Corporation apttus.com US: +1 (650) EMEA: +44 (0)

2 QUOTE- TO- CASH WITH MACHINE LEARNING Optimize Every Deal, in Any Sales Channel Machine Learning s Strategic Role in the Enterprise In the enterprise, machine learning is proving to be effective at providing prescriptive, actionable, timely and consumable recommendations for your sales organization to act on. With Quote- to- Cash applications with machine learning you can define which behaviors have the highest propensity to drive desired business outcomes and prescribe those actions to users in the form of recommendations. Benefits include Help your sales force navigate to the most optimal deal Compare customer and sales history to gain insights that help your sales organization to rapidly create winning quotes Create new opportunities by comparing your customer to every other customer to find the patterns that connect them based on the products they own. Provide guidance in the sales process for initial and walk- away discounts Enterprises eager to compete and win more customers are applying machine learning today. Move Beyond Reporting and Dashboards Apttus Quote- to- Cash applications with machine learning moves the enterprise beyond descriptive and predictive analytics to provide data- driven prescriptive insights, intelligence, and recommendations unmatched in the industry. Let us help you identify and promote the best practices of your top sellers, to the rest of your sales force including all your selling channels with Apttus Quote- to- Cash applications with machine learning MLA 2016 APTTUS 2

3 Apply Machine Learning to Your Quote- to- Cash Operations At Apttus, we ve made it easy to start using machine learning today. As the leader in Quote- to- Cash software, we re uniquely qualified to help you apply machine learning to the area of your business that will have the greatest impact winning deals. Utilizing the Apttus data model and data from any source including your ERP system, your website, social data, usage data, and sensor data, Apttus provides powerful predictive and prescriptive recommendations to your sales teams to maximize deal size, close deals faster and uncover new opportunities. Help your sales force navigate to the most optimal deal, with an easy to deploy, quick- start package that includes everything you need from machine learning infrastructure, to data science managed services, to implementation assistance for: 1 Cross- sell and up- sell recommends products and services that your customers are most likely to purchase next, based on analysis of past purchases by similar customers. Cross- sell and up- sell recommendations help your reps increase deal size and increase account penetration based on machine learning insights. 2 3 Pricing intelligence recommendations for optimal price or discount levels for each quoted product based on past purchase history for the customer segment. This solution inspects related contracts to ensure that the contractual pricing terms are honored to provide the most appropriate renewal pricing. Pricing intelligence helps your sales reps and sales operations deal desk in the quoting and negotiation process with guidance for initial, target, and walk- away price levels for every deal. With pricing intelligence, integrated with intelligence approval workflow you can now eliminate rogue discounting, curtail margin erosion and increase overall profitability. Quote scoring that predicts the probability of quote conversion based on the current sales stage of the quote. This solution also recommends next steps to improve the quality of the quote to increase conversion probability. All available quote information is leveraged to identify similar historical quotes to recommend the next step so that all sales reps can sell like your top sales representatives. APTTUS 3

4 QUOTE- TO- CASH WITH MACHINE LEARNING Optimize Every Deal, in Any Sales Channel Apply Machine Learning to Your Quote- to- Cash Operations 4 Contract cycle time p rediction predicts the cycle time to execute a contract based on analysis of the contract template, terms and conditions, and approval history. The solution helps your sales reps and sale operations teams with recommendations for clauses and terms to reduce delay and speed cycle time. Your legal and finance teams benefit from guidance for on- time arrival of contracts and early warning delay risk identification. 5 Contract risk scoring recommendations for contract templates, terms, and conditions based on analysis of historic contracting and similar deals. The solution helps your sales reps and legal team create high acceptance contracts, mitigate risk exposure, and reduce delays in the contract process. 6 Alternate clauses recommendations for alternate clauses where needed in sales and purchasing contracts to manage risk. Alternate clauses are recommended based on comparison with similar clauses and historical, similar contracts. The solution keeps track of all clauses in a given contract in order to guide your sales reps to generate self- service contracts MLA 2016 APTTUS 4

5 Data Science as a Service What Is It? Data Science as a Service (DSaaS) is a subscription service from Apttusfor constantly increasing the value of machine learning insights flowing to your users and improving the outcomes driven by your Quote- to- Cash applications with machine learning. How It Works To begin, Apttus Business Consultants and Data Scientists engage with representatives from your business and IT team to prep your data and tune the models that power your Quote- to- Cash applications. Apttusprovides on- going service to improve the output of your machine learning applications as more data flows through the system. As changes occur in your business such as new product introductions, pricing changes or updates, product rationalization, and business acquisitions, DSaaSensures that the intelligence you receive is always relevant, accurate and high- impact. ApttusDSaaSworks with your team on an ongoing basis to track business outcomes and the impact on your business results that your users achieve. Your Outcome Apttusmeasures its success based on the value realized by our customers. Data Science as a Service helps each Apttuscustomer realize its unique potential for business growth using machine- intelligent insights. Embed data science into your business critical Quote- to- Cash process Provide consistent and valuable insights across your business Uncover new paths for revenue growth and margin expansion as your business evolves APTTUS 5

6 Getting Started with Machine Learning Achieve your goal to improve your business in three months using artificial intelligence and machine learning to accelerate and improve your Quote- to- Cash process. 90 PLAN FOR QUOTE-TO-CASH WITH MACHINE LEARNING Start Machine Learning Apttus modifies its machine learning models so they generate intelligent insights that reflect your business context Launch Platform Apttus constructs a beta Quote- to- Cash instance to deliver insights to your sales team, which will then be converted to a production instance once its finalized. Automate Intelligence Apttus monitors your outcomes, measures results, and tunes the models as your business grows to keep the insights and value flowing. 90 YOUR OUTCOME Accelerated and improved selling outcomes with an average 1.5% of top line revenue increase in direct selling scenarios, and an average 7.5% GMV in e- commerce channels APTTUS 6

7 About Apttus Apttus, the category- defining Quote- to- Cash software company, drives the vital business process between the buyer s interest in a purchase and the realization of revenue. Utilizing a patented combination of SaaS- based applications, the Apttus Intelligent Cloud maximizes the entire revenue operation by driving behavior and providing prescriptive data to company decision- makers. Apttus offers enhanced Configure Price Quote (CPQ), E- Commerce, Contract Management, Renewals and Revenue Management solutions on the world s most trusted cloud platforms, including Salesforce and Microsoft Azure. Apttus is based in San Mateo, California, with additional offices located across the globe. For more information visit: apttus.com. APTTUS 7