Driving the Future of Sales Operations with Artificial Intelligence

September 2017
Driving the Future of Sales
Operations with Artificial
Intelligence

Jack Borland
Sales Operations Manager
Wolters Kluwer
Kingman Tang
Quote-to-Cash Intelligence
Apttus
©2017 Apttus Corporation

• What is Artificial Intelligence
• How is Wolters Kluwer applying AI to Sales Operations
• Demo
• Questions
Agenda

Artificial Intelligence is All Around Us
Self Driving Car
Personal Assistant
Page Rank, Search Results
Product Recommendations
Movie Recommendations

What Do AI And ML Mean?
• Artificial Intelligence (AI) is a broad reference that includes a set of
methods, algorithms, and technologies that make underlying software
capable of humanlike behavior.
• Machine Learning (ML) is a class of algorithms that can learn from,
and make predictions on, data. It is a discipline of AI that gives
"computers the ability to learn without being explicitly programmed”.

Applied AI
• The practical application of AI to solve problems in business
• Can transform decision-making across many functional areas
• Can unite key functional areas on organizational goals
• Can improve efficiency, accuracy and profitability
• Allows staffers to do more creative and strategic work

Applied AI And Future Success
Sixty percent of executives believe their future success
depends on the successful implementation of AI

Data is Fueling AI
8 *IDC Digital Universe report, 2014 http://www.emc.com/infographics/digital-universe-2014.htm
**Data Scientist: The Sexiest Job of the 21st Century, Oct 2012 https://hbr.org/2012/10/data-scientist-the-sexiest-job-of-the-21st-century

Use Apttus CPQ with Machine Learning to Drive
Quote-to-Cash Outcomes
Quote Scoring
Predicts the probability of
winning the deal and gives
sales reps recommendations
to improve the quote and
increase the win probability.
Cross-Sell / Up-Sell
Cross-sell and up-sell
recommendations for products
and services that customers are
most likely to purchase based on
analysis of past purchases and
similar customers.
Pricing Intelligence
Recommends optimal price
or discount levels for each
deal based on machine
learning analysis of the
deal characteristics
and sales history.

Virtual Assistants are the New UI
Assist
Guide
Coach

• Cross-sell / Up-Sell
• Pricing intelligence
• Quote scoring
• Alternative clause recommendation
• Contract cycle time prediction
• Contract risk scoring
• And more
And Max Gets Even Smarter with Apttus Machine Learning

Polling Question #1
What is the time horizon for your company to use AI?
We are using it now
In the next 12 months
12-24 months
Not a priority
Don’t know
AI can help us
50%
20%
10%
10%
10%

We are a global company that provides information, software, and services.
Our customers are legal, business, tax, accounting, finance, audit, risk,
compliance, and healthcare professionals.

• Very large product catalog
• Large amount of historical contract data
• Primarily a subscription business
Help sales rep find appropriate products to cross-sell
• Top line growth – more sales
• Rep efficiency gains – automate account research
Wolters Kluwer Legal & Regulatory US Business Case
for Artificial Intelligence

• 6 Month Development Effort
– June-September 2016
– On Hold for Q4
– January-March 2017
• Launched April 2017
• Initial Feedback – saves time, provides valid recommendations
• Recommendations refreshing monthly
• Winner of the WK Legal & Regulatory Enterprise Achievement and Excellence in Action
Award for Q1 2017
• Foundational for account planning strategic initiative
How is AI working at WK now

DEMO

Account Planning

Makes Cross Sell Recommendations

Creates A Quote Shopping Cart

Creates A Quote

Drives Next Steps

Artificial Intelligence in the Future
IMMEDIATE
Create Whitespace
Max Assist -
Oppty/Quote Creation
NEAR TERM
Territory Coverage
Recommendations
Max User Guidance
MID TERM
Best Quote
Recommendations
Price Optimization
+ Usage
Max Coach

• Define a clear business case for ML
• Set clear expectations
– Value increases as system learns
• Socialize the value of ML to identify additional stakeholders & use cases
• Plan for the future
– Extend incrementally
Best Practice Recommendations

Polling Question #2
What challenges do you see AI solving?
Adoption
Forecast Visibility
Bigger Deals / Renewals
Rogue Discounts
Other
AI can help us
7%
33%
60%
0%
0%

QUESTIONS

About Apttus
Apttus, the category-defining Quote-to-Cash and Contract Lifecycle Management technology
company, drives the vital business process between a buyer’s interest and the realization of
revenue. Utilizing a patented combination of SaaS-based applications, the Apttus Intelligent Cloud
platform helps our customers, achieve better business outcomes. Enhanced by Machine Learning
and Max, an artificial intelligent agent, Apttus applications include Configure Price Quote,
Contract Lifecycle Management, E-Commerce, Billing Management, Revenue Recognition, Deal
Management, Order Management, Promotions Management, Incentive Compensation
Management, Rebate Management, and X-Author. The Apttus Intelligent Cloud platform is
powered by 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

Driving the Future of Sales Operations with Artificial Intelligence

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Driving the Future of Sales Operations with Artificial Intelligence