The 20-Minute Guide to Supplier-Centric Partner Commerce for CG & Retail

© 2017 Apttus Corporation

1© 2017 Apttus Corporation



Todd BrowningVP & GM E-COMMERCE


• 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


Manual processes plagued by lack of visibility and control


ChallengeFaced 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



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 enterprisesSource: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017



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


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 enterprisesSource: A commissioned study conducted by Forrester Consulting on behalf of Apttus, February 2017


• 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


How do you address the complexity and meet the demands of the digitally connected buyer?


A New Era of Self-Service for Distribution-centric Businesses


Supplier ManagementStrategic SourcingContract Lifecycle MgmtAI-Driven SavingsPartner Commerce +

Driving Outcomes That Matter for Sellers with Partner Commerce: Channel Efficiency, Sales Effectiveness and Merchandising


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: [email protected] / apttus2017

mailto:[email protected]

Driving Outcomes That Matter for Buyers with Supplier Relationship Management: Visibility, Improved Pricing and Decreased Risk


Improve supplier performance

Increase savings

Reduce supply chain risks

Enforce compliance to contract commitments

What if you could use AI to accelerate

revenue generation and maximize

business outcomes?


.

Assist

Guide

Coach


Meet Max—Artificial Intelligence to Simplify Your Applications and Deliver Insights at the Moment of Maximum Impact

QUOTE CONTRACT REVENUEOPPORTUNITY ERP

AR

TIFI

CIA

L IN

TELL

IGEN

CE

BEH

AV

IOR

PROMOTIONS INCENTIVE COMPENSATION REBATES

X-AUTHOR

PR

OC

ESS

CONTRACT MANAGEMENT

CONFIGUREPRICE

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-CashBuilt on the Apttus Intelligent Cloud™

MACHINE LEARNING


Average Percentage Improvements Reported by Apttus CustomersSource: Apttus Quote-to-Cash (QTC) Impact Study conducted June 2017 by an independent third-party, Satmetrix on 200+ Apttus customer contacts randomly selected. Performance metrics are intended as a guideline based upon historical results from a sample set of customers. Results are dependent upon many different factors that are customer-specific. Therefore, actual results will vary. Response size per question varies.

Compliance Sales Effectiveness Customer Satisfaction

Sales

+7 to 25%Faster DealApproval

+44%

DealFlow Visibility

+51%

Faster AuditReports

+47%ContractCompliance

+43%

ReducedRogueDiscounting

+32%

FasterContractProcessing

+42%

ContractProcessingVolume

+42%

FasterQTCCycle

+35%

Faster Deal Closure

+34%

Win Rate

+30%

FasterTime toQuote

+38% QuoteVolume

+27%Deal Size

+22%

ContractAccuracy

+45%

Quote Quality

+51% ReducedAmendmentsAfterSignature

+23%

ContractsAuto-Renewed

+17%

Realizing Business Outcomes

