In this story of Digital Transformation, learn how Quote to Cash Technology is driving performance in the Financial Services industry - from Research to renewal.

1. Cory Haynes, Head of Global Financial Services Vertical
Kelly Ward, Sales Engineer
Quote-to-Cash Technology Creates ROI
for Your Business and Your Customers:
A Story of Digital Transformation

2. Introductions
Winds of Change
Client Use Case: Research Unbundling
Demo Session
Discussion
Agenda
“The secret to change is to focus all of
your energy not fighting the old, but
building the new.” -- Socrates

3. Apttus Story

4. The World Leader in Quote-to-Cash
4
CPQ Leader CLM Leader
B2B Order Mgt. Leader Digital Commerce Visionary
Independent Research Firms Confirm Our Leadership.
Billing Strong Performer
B2B Commerce Strong PerformerCPQ Leader

5. Apttus Intelligent Cloud Platform for Financial Services
Apttus Empowers 70+ Financial Services Customers to Achieve Business Outcomes
5
Banking &
Payment Services
Financial
Technology
Insurance
& Retirement Services
Wealth & Asset
Management Services

6. Apttus Intelligent Cloud Platform
for Wealth & Capital Markets

7. 7
The Financial Services Industry Is In the Middle of a Perfect Storm
Talent
Expectations
Macro-
Economic
Conditions
Customer
Expectations
Emerging
Tech
Emerging
Competitors
Public
Perception
Regulatory
Impacts
Shareholder
Angst
Apttus believes regulatory pressures can be a transformative catalysts for innovation

8. Objective: Digitally transform your equity and research desk into a smart, efficient profit center
• Comply with regulatory bodies & legislation (e.g.,MIFIID II, QFC-DOT, BICE, etc.)
• Synthesize data into insights for faster client-focused decision making
• Multiple systems seamlessly integrated on a secure platform
• Enhanced collaboration for proposal to successful renewal
• Applied artificial intelligence for predictive and prescriptive insights
• Conversational user experiences to facilitate adoption and efficiency
• Immediate operational efficiencies, real ROI, and positive cash flow
(e.g., fee based research)
• Dedicated partnership for co-creation and value-added open solutions
The Capital Markets Opportunity
8

9. Deliver Performance from Research to Renewal with Apttus
9
Align Research content to Product Offerings
Aligned Research Content
to Product Offerings and
Configure, Price and Quote
to tailor services to Client:
• Research Material
• Analyst Calls
• Events/Roadshows
Contract Obligations Management
Agree trackable and
accountable obligations
and performance to
attribute Research Services
into Trade Execution
• Term
• Obligations
• Performance
• Payment
Usage Data Capture
Capture and Manage
Usage against Quoted and
Agreed Obligation through:
• CRM Activities
• Research Distribution
• Attendance Events
• Call Logs
• Call Reports
• Web-Portal
Billing/Invoice
Schedule Billing at Price and Configuration
agreed through CPQ/Contract and track
usage and payment from Research
Payment Account
Usage – over/under
Pre-Pay/ Pay-Per-Use
Milestone Review
Trade Execution

10. 10
PROPOSAL CONTRACT PAYMENTOPPORTUNITY
MIDDLE/BACK
OFFICE
INTELLIGENCE
BEHAVIOR
PROMOTIONS COMMISSIONS REBATES
X-AUTHOR
PROCESS
CONTRACT
MANAGEMENT
CONFIGURE
PRICE
QUOTE
DEAL MANAGEMENT
OMNI-CHANNEL E-COMMERCE
ORDER MANAGEMENT
BILLING
MACHINE LEARNING
Hi, I’m Max…
How can I
help you?
Apttus Proposal for MIFID-II Research Unbundling
Built on the Apttus Intelligent Cloud™
RESEARCH
Define and Agree
Research Classification
and Services Offering to
Fund Manager/Client
Contract Performance
Terms and Consumption
Obligations
Centralized Repository
Monitor Usage and
Engagement (CRM-
Activities, Calls, Events,
Research Distribution and
Invoice Against Quote and
Agreement
Control Compliance
Approval and Audit of
Regulations

11. 11
The Apttus 10-Step Proposal to Renewal Lifecycle
2 - Price
• Price specific combination
• Apply promotions, discounts,
incentives
3 - Proposal
• Commercial proposal generated
• Template for contract
Source: Chapter 3 from Intelligent Quote-to-Cash – The Outcome-Based Approach to Transforming Your Business, Kirk Krappe
4 – Contract Creation
• Formal agreement with T&Cs, pricing, etc.
drawn up
• Internal approval routing
5 - Contract Negotiation
• Redlining and version controls
• Further approval routing
• Providing visibility
6 – Contract Execution
• Final agreement
• Signature
• Information availability
7 – Order Fulfillment
• Product delivery
• Management of SLAs
• Management of changes (e.g. adds, renewals)
8 - Billing
• Invoicing, adjustments
• Usage Reporting
• Forecasting
9 – Revenue Recognition
• Financial management of pricing, payment
terms, delivery
• Reconciliation to invoices
• Subscription management
10 - Renewals
• Management of expiration timelines
• Add-ons, cross-sells, up-sells
• Leverage account history
1 – Configure
• Identify your services and products
• Make service and products combinations
recommendations
1
2
3
4
5
10
9
8
7
6

12. • Projected revenue: $25MM (Est. +15% increase)
• Reallocation of FTEs by 35% savings
• Increased deal size by 12%
• ROI: 6 months
The Results
12

13. Demo

14. DISCUSSION
“The end is just the beginning.”
- T.S. Eliot