AppDynamics Rocks the Market with Express CPQ (BMX)

Transcription

1 AppDynamics Rocks the Market with Express CPQ (BMX) Brian Hoyt, Director, Business Information Systems Megan Slater, Senior Business Analyst & Project Manager Jake Lewis, Business Analyst

2 Who We Are AppDynamics is the application intelligence leader that helps today's software-defined businesses proactively monitor, manage, and optimize the most complex software environments from desktop to mobile all in real time, and all in production. Land Adopt Expand Renew Copyright 2014 AppDynamics. All rights reserved. 2

3 Customers Copyright 2014 AppDynamics. All rights reserved. 3

4 Growth and Momentum Grew to customers 365 employees at the end of our last fiscal year to 550 at the beginning of this fiscal year. Copyright 2014 AppDynamics. All rights reserved. 4

5 Salesforce / BMX User Growth 2011 Salesforce roll out June 2013 ~100 SFDC users January 2015 (end Fiscal Year) 368 active users March SFDC users January 2016 Projected 900 SFDC users Custom Quoting Solution Initial BMX Purchase 60 Licenses 120 Users BMX Users 185 BMX Users >200 BMX Users? Copyright 2014 AppDynamics. All rights reserved. 5

6 Problem Before BMX Calculated fields were incorrect Partner deals Maintenance & Support As a result OrderOps would need to manually intervene and correct the math on the DrawLoop proposal Reps didn t trust the system and wouldn t use it Asked Jake for images for this slide? Copyright 2014 AppDynamics. All rights reserved. 6

7 Continued Copyright 2014 AppDynamics. All rights reserved. 7

8 Issues During Implementation Addressing the dependencies Understanding legacy code and taking it out all without impacting the reps and business as usual Cleaning-up legacy products and defining new products and pricing rules Unexpected go-live as a result of other changes that broke the old Quoting solution Rushed to roll-out BMX in 4 days Backlash against discount approval process Copyright 2014 AppDynamics. All rights reserved. 8

9 Rollout in 4 days Preparation Tons of Data loads that we had used to test were re-used but with the correct Ids Goal was set so that we just wanted to be able to use the quote for direct customers at the very least Perpetual and Subscription needed to be accounted for Deployment No quotes for 4 days Pricing rules went first 6,000+ Tons of Permissions needed to be created New templates had to be made and copied Burn In Support Addressing Partner Deals Giving out Big Machines Licenses Copyright 2014 AppDynamics. All rights reserved. 9

10 Our Instance Configuration 3 Core Maintenance Training Pricing Rules Volume Maintenance Proposal Templates 1 Copyright 2014 AppDynamics. All rights reserved. 10

11 Results thus far All of North America using BMX Hundreds of quotes generated per month Copyright 2014 AppDynamics. All rights reserved. 11

12 Lessons Learned Establish a roadmap representing priorities and communication plan Engage the Oracle BMX team early for their expertise Don t underestimate the nuances of working in a rapidly growing organization Engage sales reps early and document the business processes Collaborate early with Sales Enablement, Legal and RevRec Leverage the opportunities to communicate to the organization as a whole Involve marketing early in the process when designing client-facing documents, such as quotes/proposals Ensure everyone is ready for a formal approval process Address Partners and Partner Margin natively in Salesforce Copyright 2014 AppDynamics. All rights reserved. 12

13 Next Steps Decrease reliance on excel spreadsheets to generate quotes and negotiate price Reverse discounting Increase adoption worldwide Adoption w/ Docusign Decrease time between quote creation date to completion date Work with the business to drive emphasis on approvals Co-terms Blended Margins Copyright 2014 AppDynamics. All rights reserved. 13

14 Thank you