7/21/16 Interview with Apttus

Let’s Get Real.

Let's Get Real with Apttus

In this series, we interview sales tool providers and get real about the problems they’re solving and why you should care (or not).

This week I interview Kamal Ahluwalia, CRO of Apttus.

Nancy: I ask guests to answer the first question using what I call the “You know how…” format. Tell us, what does your solution do?

Kamal: You know how every deal, especially in the enterprise, is a lengthy, complicated process? It doesn’t have to be.

In a world where companies have to deal with different vendors and solutions for Configuring Deals, Quoting Prices, Contract Management, E-Commerce, Billing and Revenue Management, we’ve created a single streamlined process called Quote-to-Cash. We’re using machine-learning to synchronize these processes and optimize every deal from beginning to end.

Ultimately, it has a substantial impact on deal speed, customer happiness, and of course the bottom line.

Nancy: That sounds like a problem worth solving (and a worthy solution). But let’s get real, sales and marketing organizations have a lot of challenges and they have to make choices about which to solve first. Why shouldn’t they continue with things the way they are if they’re getting by? What are the ramifications of not solving the problems you outlined?

Kamal: It’s about customer expectations at the end of the day; the world has changed, they can no longer afford to wait weeks or even days to get a quote approved, or a contract renewed.

B2B processes are now expected to operate at B2C speeds and this technology is how the largest, most sophisticated revenue operations in the world are getting there. If your customers aren’t happy with the speed or efficiency that you do business at, you won’t be doing business for very long.

Apttus CPQ Increases Sales Revenues


Nancy: What types of questions should Sellers ask to decide whether solving this problem should be a high priority?

Kamal: Do sellers want to create bigger, longer-lasting deals for their customers? Are they interested in cutting through the red tape and automating lengthy tasks like approval systems and manual data entry? Do they want to spend more time in the field selling? If the answer is yes to any of these, Apttus solutions should be a high priority.

Nancy: This question is your choice. What do you want to answer that I didn’t ask?

Kamal: I’d want you to ask, “What’s next?”

The answer is simple: we’ve gone beyond management of the revenue cycle and have launched a series of machine-learning and artificial intelligence driven apps that incentivize every member of your sales team to operate like the top 20% of it: we are creating sales rock stars that not only bring in bigger numbers, but do it faster and while making the entire process more approachable and convenient for prospects and customers.

Nancy: What should people do next?

Kamal: To learn more about the impact of quote-to-cash, download our free Quote-to-Cash Impact study to see average percent improvements executives reported achieving from their Quote-to-Cash business transformation efforts.