Slides from webinar on 2/26 with Sales Operations experts at Apttus, Xactly, The TAS Group, and Insidesales.com. Sales Operations is a complex field charged with the responsibility of ensuring a high-performance sales team is running like a well-oiled machine. In spite of their key contribution to sales success, they are too often undervalued by the executive team. Ensure your executive team gains visibility into the contributions and successes of sales operations at your organization.

1. APTTUS
Selling the Value of
Sales Operations to the
Executive Team

2. Today’s speakers
The TAS Group
Dave Belove Steve Silver
VP of Sales Sales Enablement
Enablement
Xactly Insidesales.com
Erik Charles Michael
Director of Critchfield
Product Marketing VP of Sales
APTTUS Confidential APTTUS

3. Housekeeping
• Ask questions via chat box
• Listen via VOIP or dial-in
• Presentation and slides will be emailed to all attendees
• Interactive sessions – polls throughout event
• Hashtag: #salesops2013
APTTUS Confidential #salesops2013 APTTUS

4. You’re Invited to the Series
• 6 Webinars – all for Sales Leaders and Operations
• Focus around better Salesforce utilization including
quoting, Chatter, contract management, and more
• Speakers include representatives from Saba, Symantec,
Salesforce, Motorola, and more
Details will be sent to ALL attendees
APTTUS Confidential #salesops2013 APTTUS

5. Defining Sales Ops
APTTUS Confidential #salesops2013 APTTUS

6. Key Sales Ops Skills
It’s a BIG Job!
APTTUS Confidential #salesops2013 APTTUS

7. Challenges in Sales Ops
• Big role with lots of responsibilities
• May lack insufficient investments or resources
• Hard to prove ROI
• Difficult to find strong talent
• Sales teams are often geographically spread
• Viewed as a Cost Center
• Executive team disconnected
APTTUS Confidential #salesops2013 APTTUS

8. What is Sales Operations?
!
Lead Marketing Setters Closers Accounts Revenue
Sales Operations

9. Characteristics of Sales Ops
Process Accountability Alignment

10. Sales Ops - Real Time

11. Sales Ops - Measureable

12. Sales Ops Review Periods
Lead Gen Review
 Generated 27
Marketing appointments Sales Review
Review in one day
 Closed $4k
 25 were SMB
 Generated MRR
 Sales should
record week in  Lead Gen
do their job
leads appts never
 Sales doesn’t hold
close enough  36 TQOs in
2012 – 10 in
2013
Neutral Eyes

13. Why Would He Buy?
David Elkington
CEO, InsideSales.com

14. Sell Smarter. Manage Better.
The TAS Group, a cloud software company, uniquely combines
two disciplines:
1. Intelligent Software Automation
2. Deep Sales Methodology Expertise
Customers who use our sales technology, methodology and process…
• Win more deals
• Shorten the sales cycle
• Improve forecast accuracy
• Increase average deal size
• Achieve 21% greater quota attainment, and
Source: Aberdeen
54% more reps make quota Group
© The TAS Group 2013

15. Sales Ops = Achieving Best-in-Class
90
Best-in-Class Average Laggard
80
70
60
50
40
30
20
10
83 51 22 23.1 7.2 9.7 1.9 1.4
0
-5.9 -0.4 -0.9 -7.1
-10
-20 YOY Quota YOY Revenue YOY Avg. Deal YOY Sales Cycle
Achievement Growth Size
© The TAS Group 2013
Source: Aberdeen Group 2011

16. Sales Success Requires…
Sales
People & Skills Sales Process
Methodology
• Do we have the right • Do we understand the • Are we calling on the
people? customer buying right accounts?
• Do they have the skills process? • Do we understand their
to execute? • Do we know where we business objectives?
• Are we calling on the are in the sale? • Is there really an
right customer at the • Do we have the right opportunity?
right time with the right resources allocated? • Can we compete?
message? • Can we win?
• Do we have the • Is it worth winning
accounts and territories
segmented & assigned
appropriately?
• Is our comp plan
aligned with objectives?
Technology & Tools
© The TAS Group 2013

17. Best-in-Class Consistently Use
A Defined Sales Methodology And Process
70
60
50
Percentage
40
30
20
10
0
Quota Attainment Win Ratio
High Adoption (over 75%) Low Adoption (under 50%)
Source: CSO Insights, 2011 © The TAS Group 2013

18. Automating Deal Cycle Intelligence
© The TAS Group 2013

19. © The TAS Group 2013

20. © The TAS Group 2013

21. www.thetasgroup.com/dealmaker-genius
© The TAS Group 2013

22. What Levers Can I Pull?
# Deals $ Value % Win Rate
Sales
Velocity
Length of Sales Cycle
© The TAS Group 2013

23. About Apttus
Deep domain expertise iPad MS Office
OS
300+ Customers
60+ Fortune 500 Companies
2012 Chatter X-Author
250,000+ Users
for MS Office
Financially stable CPQ
2011 iPad OS for CPQ
2009 Configure, Price, Quote (CPQ) solution
Proposals &
Quoting
2008 Proposal & Quoting Mgmt
2007 On-Stage at Dreamforce w/Marc
Appy Award – Best Application
2007 – Helped commercialize Force.com
Contract 2006 – first Salesforce application
Mngt Contract Lifecycle Management solution
APTTUS Confidential 2005 – Apttus Inception APTTUS

24. Sales Ops At Apttus
• Coping with explosive growth of sales team by:
– Recruiting a Strong Sales Ops Team!
– Goal Setting
– Measuring
– Prioritizing
2011: 5 Reps
– Training
– Automating Everything
2013: 50 BDRs, SEs, and AEs
APTTUS Confidential #salesops2013 APTTUS

25. Highest Value Way for Sales Ops to
Show Value
ERP
Opportunity
APTTUS Confidential #salesops2013 APTTUS

26. Quote-to-Cash Processes Today
ERP
Opportunity
Manual Processes
Home grown systems
Outside Salesforce CRM
APTTUS Confidential #salesops2013 APTTUS

27. How Fill The Quote-To-Cash Gap
Order
Mgmt
Opportunity Quote Propose Contract Comply
Configure, Price, and
Quote simple or complex
products or services
APTTUS Confidential #salesops2013 APTTUS

28. Fill the Quote-To-Cash Gap
Order
Mgmt
Opportunity Quote Propose Contract Comply
Assemble, send and
track quality customer
facing proposals
APTTUS Confidential #salesops2013 APTTUS

29. Fill the Quote-To-Cash Gap
Order
Mgmt
Opportunity Quote Propose Contract Comply
Request, approve,
negotiate, sign and store
contracts
APTTUS Confidential #salesops2013 APTTUS

30. Fill the Quote-To-Cash Gap
Order
Mgmt
Opportunity Quote Propose Contract Comply
Manage tasks, milestones
payments & revenue with
full visibility and reporting
APTTUS Confidential #salesops2013 APTTUS

31. Quote-To-Cash Success Metrics
• Pipeline by Product, Channel, Type, etc.
• Win (Pipeline Conversion) Rate %
• Average Quote-to-Contract Cycle Days by Deal Type #
• Average Selling Price $
• Weighted Discount and Margin $
• Non-standard contract terms %
• On-time Renewal Rate %
APTTUS Confidential #salesops2013 APTTUS

32. The Challenge for Sales Ops
Sales Ops Needs: a tool that makes their job faster and
easier, allowing them to be both Tactical Masters and
Strategic Contributors.
Xactly Offers: Automated incentive compensation
management software delivered in a SaaS model.
Tactical Result: The job is automated and takes less
time. Payments are timely and accurate, disputes are
reduced and resolution is easier.
Strategic Leverage: The ever-changing market
landscape can now be approached with strategically
applied incentive plans.

33. Meet Xactly
LEADER IN SAAS INCENTIVE COMPENSATION
MANAGEMENT
FASTEST GROWING PROVIDER
– OVER 500 CUSTOMERS
FOCUSED EXCLUSIVELY ON
INCENTIVES AND COMPENSATION
MANAGING >$6 BILLION IN
COMPENSATION ANUALLY

34. Solving a Universal Challenge
• Enterprise solution • SMB solution
• 100+ sales reps • 1-100 sales reps
• Customizable with • Can be implemented in
modules a few hours

35. Front-Line Value

36. Plan Management Made Easy

37. Sales Ops Takes Care of Themselves
SELF
SERVICE
CONFIGURABLE
MEET DYNAMIC NEEDS
WITHOUT
MESSY CUSTOMIZATIONS

38. Sales Operations is the Connection

39. Payoff!
FASTER
REVENUE
GROWTH
>2x
SHORTER QUICKER
SALES SALES
LOWER CYCLES
SALES
TURNOVER
MORE REPS 37%
MAKE 36%
QUOTA
25%
SOURCE:
Aberdeen Dec 2011
7%

40. Q&A
The TAS Group
Dave Belove Steve Silver
VP of Sales Sales Enablement
Enablement
Xactly Insidesales.com
Erik Charles Michael
Director of Critchfield
Product Marketing VP of Sales
APTTUS Confidential APTTUS