What happens after you’ve completed a Quote-to-Cash transformation project and measured a swift, substantial benefit for your company? If you’re Greg McLaughlin, you go and do it again, and again, and again! In this session, you’ll hear from a true Quote-to-Cash All-Star about how he did it, and gain insight on how you can orient your career and company to deliver overwhelming benefits.

1. #AccelerateQTC
Greg McLaughlin / May 4th, 2017
Sales Transformation & Delivering Overwhelming Benefit

2. VP, Global Sales Operations
Greg McLaughlin
- Apttus Customer for 7 Years @ Two Different Companies
- Lighthouse Customer – Apttus E-Commerce
- Lighthouse Customer – Apttus Incentive Compensation
- Successful Implementations of CPQ & CLM
- #1 Apttus All-Star in 2016

3. Strategic Vision &
Definition of CRM
Enabling Behavior vs.
Driving Adoption
Introducing the Concept of …
Focus on Customer &
Customer Life Cycle
Delivering Value-Add
Technology Solutions

4. 4
CRM is a set of Customer-Focused Behaviors designed to create, foster and maximize
trusted relationships with our customers, prospects and partners.
CRM consists of a set of Processes & Practices that drive the customer-focused behaviors
necessary to successfully build and manage productive business relationships.
CRM employs Innovative Technology to guide us through our processes & practices and
help convert positive business relationships into profitable growth for our organization.
CRM is a Way of Life.
CRM will deliver OVERWHELMING BENEFIT.
Drive World Class Customer Relationship Management (CRM) Strategy
Strategic CRM Vision & Definition

5. CustomerBusiness
Intelligence
3rd Party Customer
Master Data
Marketing
Marketing
Automation
Customer Self-Service
E-Commerce
& Community
Customer Success Operations
Customer ServiceCustomer Insight & IntelligenceRenewal Customer Engagement Risk Management
Case
ManagementRequest
Management
Incentive
Compensation
Management
Contract
Lifecycle
Management
Configure,
Price & Quote
Sales Process
Quote to Cash
Qualify Plan Engage Propose Negotiate ClosePresent
Configure-Price-Quote Contract Management Incentive Comp
Salesforce
Automation
Focus on Customer & Customer Lifecycle
ACCOUNT
CONTACT
ACTIVITY
CAMPAIGN
LEAD
OPPORTUNITY
QUOTE
CONTRACT
CASE
REQUEST
Build Entire Organization Around Customer Touchpoints & Experience

6. 2-30 Minutes Per Process,
Physical Effort, & Printing Costs
Customer Signature
 Step 1: Open File
 Step 2: Print File
 Step 3: Walk to Printer
 Step 4: Find Pen
 Step 5: Hand Sign
 Step 6: Find Scanner
 Step 7: Scan to E-Mail
 Step 8: Save to Hard Drive
 Step 9: E-Mail Signed Document
Manual
Counter-Signature
 Step 10: Open File
 Step 11: Print File
 Step 12: Walk to Printer
 Step 13: Find Pen
 Step 14: Hand Sign
 Step 15: Find Scanner
 Step 16: Scan to E-Mail
 Step 17: Save to Hard Drive
 Step 18: E-Mail Signed Document
Delivering Value-Add Technology Solutions
Producing Overwhelming Benefit & Exceeding 3:1 Benefit
Two Quick Steps, No Physical
Effort, Faster Time to Revenue
E-Signature
Customer Signature
 Step 1: Click to Sign
Counter-Signature
 Step 2: Click to Sign

7. Getty Images; Credit: Boris Austin; Creative #: 494774871
 Easy to Log on
 Always Connected
 Access to People, Places, Information,
Maps, Suggestions
 Totally, Seamlessly Mobile
 Simple to Learn: No Manual & No Training
Required
 Combines Work with Social & Fun
 Automated Attendant
(Siri, Cortana, Alexa, Max, etc.)
Smart Phone BenefitsQuestion 1: Would you give me your
phone for a week?
Question 2: How do we deliver the
same Overwhelming BENEFIT as the
Smart Phone?
Call “Dad”
Producing Overwhelming Benefit & Extreme Value Equation: ∞:1
Delivering Value-Add Technology Solutions

8. Manual Contact Business Card
Data Entry = 1 Hour
(Customer Relationship Management)
CRM
CRM Contact Record
First Name:
Last Name:
Title:
Phone:
Mobile:
E-Mail:
Company:
Address:
City:
State:
Zip:
Country:
The Next Wave of CRM Transformative Gamechangers
Business Card Photo to Contact:
Free & Paid Apps = 30 Min
CRA(Customer Relationship Automation)
The MIN
Delivering Value-Add Technology Solutions

9. Manual Contact Business Card
Data Entry = 1 Hour
(Customer Relationship Management)
CRM
CRM Contact Record
First Name:
Last Name:
Title:
Phone:
Mobile:
E-Mail:
Company:
Address:
City:
State:
Zip:
Country:
The Next Wave of CRM Transformative Gamechangers
SPM(Sales Performance Management)
SPM Platforms:
Paid Apps = 5 Min
The MID
Delivering Value-Add Technology Solutions

10. Manual Contact Business Card
Data Entry – 1 Hour
(Customer Relationship Management)
CRM
CRM Contact Record
First Name:
Last Name:
Title:
Phone:
Mobile:
E-Mail:
Company:
Address:
City:
State:
Zip:
Country:
VSA(Virtual Sales Assistants)
VSA Applications:
Paid Apps = 1 Min
The Next Wave of CRM Transformative Gamechangers
The MAX
Delivering Value-Add Technology Solutions

11. Quotes Created Off-Line & E-Mailed for Approval
Contracts Manually Processed
Customer Prints, Signs, Scans & Re-Emails File
Comp Manually Processed
Off-Line E-Mail Approval Process
Getty Images; Credit: Aaron Foster; Creative #: 539973119
Connecting the Process Dots: Quote to Cash Example
Delivering Value-Add Technology Solutions

12. Sales Process
Pipeline
Management
Quoting &
Proposing
Forecasting &
Closing
Incentive Comp
Compensation
Management
Contract Management Operations
Billing Invoicing
ICMCLMCPQ Billing
Quotes Automatically Conform
to Product & Pricing Rules
Guided Selling
Drives Margin
Quote Converts
to Contract
Contract Draws from
Pre-Approved Clauses
Approvals Generated &
Executed in CRM System
ESignature Comp
Automation
Contract
Generates Billing
40% Fewer Process Steps 60% Faster Contract Signature 25% Reduction Contract Admin Cost
Getty Images; Credit: Aaron Foster; Creative #: 539973119
Connecting the Process Dots: Quote to Cash Example
Delivering Value-Add Technology Solutions

13. Enabling Behavior vs. Driving Adoption
Hot Prospects
Cold Suspects
Bad Dogs Puppy Dogs
Hot Dogs
Future Stars Rising Stars
Shooting Stars Guiding Lights
Measuring Engagement
Low Process & System Adoption/Engagement High
LowExpectedBusinessPerformanceHigh

14. Old Dogs Hot Prospects Puppy Dogs
Cold Suspects Future Stars Rising Stars
Hot Dogs Shooting Stars Guiding LightsGuiding Lights
 Praise Publicly
 Recognize & Reward
 Spotlight & Showcase
 Use as Mentors
Bad Dogs Hot Prospects Puppy Dogs
Cold Suspects Future Stars Rising Stars
Hot Dogs Shooting Stars
Enabling Behavior vs. Driving Adoption
• Criticize Publicly
• Provide Training
• Develop Improvement Plans
• Eliminate
• Provide Business Training
• Mentor with Guiding Lights
• Criticize Publicly
• Challenge Privately
• Provide Business Training
• Mentor with Guiding Lights
• Reward Adoption
• Convert to Other Role
• Criticize Publicly
• Challenge Privately
• Provide Additional Training
• Develop Improvement Plans
• Combine Strategies
• Connect with Guiding Lights
• Recognize & Reward
• Provide Business Training
• Reward Adoption
• Criticize Publicly
• Challenge Privately
• Provide Additional Training
• Compare to Guiding Lights
• Praise Publicly
• Recognize & Reward
• Provide Additional Training
• Demonstrate Opportunity
Facilitating Engagement
LowExpectedBusinessPerformanceHigh
Low Process & System Adoption/Engagement High

15. Getty Images; Credit: Libertad Leal Photography; Creative #: 136267742
Manual
Data Pulled from
Systems &
Analyzed Off Line.
Key Result:
• Payments Made
Compensation
Calculated at
Point of Quote
to Drive Sales
Behavior
Throughout
Sales Process.
Key Result:
• Payments
Made
• Lower Time &
Labor
• Higher
Accuracy
• Increased
Profitability
Strategic
Automated
Compensation
Calculated
Systematically at
Conclusion of Sales
Process.
Key Result:
• Payments Made
• Lower Time &
Labor
• Higher Accuracy
Intelligent Incentive Compensation Example
Enabling Behavior vs. Driving AdoptionLowExpectedBusinessPerformanceHigh
Holistic & Intelligent
Compensation Calculated at Point of Quote to
Drive Sales Behavior in Conjunction with
Intelligent Analytics for Deep Insight &
Guidance on Winning Comp Strategy.
Key Result:
• Payments Made, Lower Time & Labor, Higher
Accuracy
• Increased Profitability
• Greater Insight into Process Improvement
Opportunities
• Improved Control & Insight into Winning Comp
Strategy
• Greater Sales Rep Satisfaction & Retention
Low Process & System Adoption/Engagement High

16. Broader Applications of Overwhelming Benefit
Develop Customer-
Centric Products
…where the value the
product provides far
outweighs the cost and
the effort to adopt.
Improve Customer
Service Operations
…where the value of the
service delivered far
outweighs the effort to
engage and receive.
Maximize Valuable
Business Partnerships
…where the value of a
trusted partnership far
outweighs the cost and
effort to engage.
Improve Personal
Relationships
…where the value of being
together far outweighs
the effort required to stay
together.
Business & Beyond

17. Thank You!