The document discusses the complexity that manufacturers, distributors, and retailers face with multiple procurement systems, vendors, contracts, and portals as well as a lack of spend visibility and control. It introduces Apttus' quote-to-cash suite that includes solutions for strategic sourcing, contract lifecycle management, partner commerce, and artificial intelligence to help address these challenges and drive outcomes like sales effectiveness, compliance, and customer satisfaction. The suite is claimed to provide benefits such as faster deal approval, increased deal visibility, reduced rogue discounting, and improved quote quality based on results from Apttus customers.

1. © 2017 Apttus Corporation
1© 2017 Apttus Corporation

2. © 2017 Apttus Corporation
© 2017 Apttus Corporation
Todd Browning
VP & GM E-COMMERCE

3. © 2017 Apttus Corporation
• Multiple Lists of Vendors
• Multiple Procurement Systems
• Disparate Contract Repositories
• Isolated Supplier Portals
• Contract Compliance
• Inconsistent T&Cs
• Unclear Vendor Commitments
• Limited Spend Visibility
• Maverick Buying
• Supplier Risks
• Ad Hoc Performance Management
• Operational, Not Strategic
It’s a Complex World for CG Manufacturers,
Their Distribution Partners, and the Retailers They Serve
© 2017 Apttus Corporation
Manual processes plagued by lack of visibility and control

4. © 2017 Apttus Corporation
Challenge
Faced by B2B Firms
#1
“Digital channels are
complicating how they
sell, market, and service
their products.”
Aberdeen Research, Oct 2016
Digital Channels are Adding Even More Complexity
© 2017 Apttus Corporation

5. © 2017 Apttus Corporation
Digitally-Influenced
Buyers Driving Strategy
89%
89% of B2B Sellers say
Digitally-Influenced Buyers Drive Their
Strategy and Business Priorities
Digitally-empowered Customers Have Changed the Game
B2B Omni-channel
Experience Essential
97% of B2B Firms Say a High-quality
Omni-Channel Buying Experience is
Very or Extremely Important
97%
Base: 207 IT and business decision-makers with responsibility for cloud platforms and ecommerce at US enterprises
Source: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017
© 2017 Apttus Corporation

6. © 2017 Apttus Corporation
Base: 207 IT and business decision-makers with responsibility for cloud platforms and ecommerce at US enterprises
Source: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017
Most Business Buying Scenarios Now Require a
Mix of Self-Service and Human-Assisted Sales
© 2017 Apttus Corporation

7. 98% of B2B Firms Face Significant Challenges Delivering the
Seamless Omni-Channel Experience Buyers Want
98%Technology Channel Conflict
Base: 207 IT and business decision-makers with responsibility for cloud platforms and ecommerce at US enterprises
Source: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017
© 2017 Apttus Corporation

8. • 1% cost increase  Destroys >10% of margin
• Maverick buying  Millions of $ of leaked savings
• Unmanaged supplier risks  Serious compliance issues
• Failure of one strategic supplier  Impact on millions of $ of revenue
• Global contracts not shared with local organization  Unfavorable T&Cs
• Too many suppliers for the same goods  Diluted purchasing power
• Not enough suppliers  Dependency
• Pressing suppliers for marginal cost reductions  Short term vision
• Extended sales cycles and eroding average order sizes
The Result: Huge Impacts on Efficiency, Revenue and Margins
© 2017 Apttus Corporation

9. How do you address the complexity and meet the
demands of the digitally connected buyer?
© 2017 Apttus Corporation

10. A New Era of Self-Service for Distribution-centric Businesses
© 2017 Apttus Corporation
Supplier ManagementStrategic SourcingContract Lifecycle MgmtAI-Driven SavingsPartner Commerce +

11. Driving Outcomes That Matter for Sellers with Partner Commerce:
Channel Efficiency, Sales Effectiveness and Merchandising
© 2017 Apttus Corporation
 Increase deal size, win rates & ASP
 Simplify order capture and fulfilment
 Offer self-service options & improve
multi-channel performance
 Improve customer retention and
channel loyalty
Source: diegoactiv@apttusdemo.com / apttus2017

12. Driving Outcomes That Matter for Buyers with Supplier Relationship
Management: Visibility, Improved Pricing and Decreased Risk
© 2017 Apttus Corporation
 Improve supplier performance
 Increase savings
 Reduce supply chain risks
 Enforce compliance to contract
commitments

13. What if you could use AI to accelerate
revenue generation and maximize
business outcomes?
© 2017 Apttus Corporation

14. .
Assist
Guide
Coach
© 2017 Apttus Corporation
Meet Max—Artificial Intelligence to Simplify Your Applications
and Deliver Insights at the Moment of Maximum Impact

15. QUOTE CONTRACT REVENUEOPPORTUNITY ERP
ARTIFICIALINTELLIGENCE
BEHAVIOR
PROMOTIONS INCENTIVE COMPENSATION REBATES
X-AUTHOR
PROCESS
CONTRACT
MANAGEMENT
CONFIGURE
PRICE
QUOTE
DEAL MANAGEMENT
OMNI-CHANNEL E-COMMERCE
ORDER MANAGEMENT
BILLING
MANAGEMENT &
REVENUE
RECOGNITION
MAX
Hi, I’m Max…
How can I
help you?
Apttus Quote-to-Cash
Built on the Apttus Intelligent Cloud™
MACHINE LEARNING
© 2017 Apttus Corporation

16. Average Percentage Improvements Reported by Apttus Customers
Source: Apttus Quote-to-Cash (QTC) Impact Study conducted June 2017 by an independent third-party, Satmetrixon 200+ Apttus customer contacts randomly selected. Performancemetrics are
intended as a guideline based upon historical results from a sample set of customers. Results are dependent upon many differentfactors that are customer-specific.Therefore, actual results will
vary. Response size per question varies.
Compliance Sales Effectiveness Customer Satisfaction
Sales
+7to 25%Faster
Deal
Approval
+44%
Deal
Flow
Visibility
+51%
Faster
Audit
Reports
+47%
Contract
Compliance
+43%
Reduced
Rogue
Discounting
+32%
Faster
Contract
Processing
+42%
Contract
Processing
Volume
+42%
Faster
QTC
Cycle
+35%
Faster Deal
Closure
+34%
Win
Rate
+30%
Faster
Time to
Quote
+38% Quote
Volume
+27%
Deal
Size
+22%
Contract
Accuracy
+45%
Quote
Quality
+51% Reduced
Amendments
After
Signature
+23%
Contracts
Auto-
Renewed
+17%
Realizing Business Outcomes
© 2017 Apttus Corporation

17. © 2017 Apttus Corporation