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Increase Deal Profitability and Close Deals Faster with Deal Desk Automation
1. APTTUS
The Buzz around Deal Desk
How to Increase Deal Profitability and
Close Deals Faster
Kirk Krappe
CEO
Apttus
Ruyben Seth
Director, Legal Operations
Symantec
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Let’s Make a Deal
Door #1 Door #2
• $30M Deal
• Net 120-Day Payment
• 90 Day Free Support
• 30% Discount
• 5 Year Deal
• Multiple Products
• $4M deal
• Net 30-Day Payment
• No Free Support
• 10% Discount
• 2 Year Deal
• Single Product
OR
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Coordination of Groups and
Processes Is Critical…
Contract
Negotiation
Finance
Licensing Discounts
Order
Management
Supply Chain
Compliance Services
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But Sales Is Challenged
• Salesperson does limited
number of large deals
• Large deals need a lot of hand
holding
• Legal unable to train new sales
rep with each deal
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6 Ways Deal Desk Streamlines
Coordination
Deal Desk
1. Early visibility of “good” deal or how to
make a better deal
2. Automatic data flows from opportunity to
contracting
3. Visibility of same information to different
stakeholders
4. Discount and other exception approvals in
one place
5. All requirements enforced or known
upfront and consistent
6. Self-serve if standard T’s & C’s; low $$
high volume agreements
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#1: Insight to Make “Good” Deals
KEY INPUTS
• Pricing guidance
• Buying programs
• Overall sales history
• Discounts
• Customer history
Optimal
Deal
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#2: Automated Flow from
Opportunity to Contract
• Leverage systems that
sales is already using
• Create contracts from
items in salesforce.com
• Use standard opportunity
information
• Select key terms to drive
contract language
ContractOpportunity
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#4: Centralized Discounts and
Approvals
• Consistent and streamlined deal
approvals
• Improve visibility into who needs to
do what
• Conditionally base approvals based
on discount levels, product line,
region, etc.
• Reduce rogue discounting through
enforced approvals
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6 Ways Deal Desk Streamlines
Coordination and Helps Big Deals
Deal Desk
1. Insight to make good deals
2. Automated flow from opportunity to contract
3. Single view for all stakeholders
4. Centralized discounts and approvals
5. Requirements up front
6. Self-service when appropriate