Successful Business Outcomes
80%
Faster contract processes
30%
Increases on prices for new deals
20%
Increases in renewal contract value

Intelligaia needed to come up with the ability to build intuitive workflows so that sales reps and partners can quickly, accurately and effortlessly translate dynamic product, pricing and proposal needs into accurate price quotes.

So how can the company increase average deal sizes and win rates?

Apttus CPQ handles simple to highly complex product & pricing configurations across all sales channels. To prepare a quote, their salespeople spent days tinkering spreadsheets, navigating rules and scrolling massive catalogs, all while customers waited. They definitely needed a better quoting experience for their business customers. One that cut out inefficiencies and frustrations that lengthen sales cycles, disappoint customers, and make it hard to close deals.

The goal was to make every sales rep perform like their best rep.

“We wanted to work with organizations seeking growth, influence, and agility to design and build the next generation of products, services, and experiences.”

VP, CPQ

Apttus

Streamlining the sales process to increase revenue

Apttus’ ever-expanding product catalog and fragmented quoting processes involved multiple manual steps. They desired a more modern and innovative solution for the entire revenue-generating team. There was a need to streamline the entire sales process and reduce exceptions and non-standard pricing, which enabled sales reps to spend more time pursuing new business deals.

Finding a purpose to tackle challenges

Let’s have a look at what was holding Dan, a Sales Rep from achieving winning sales.

Unable to easily add/configure products to Shopping Cart

Dan wants to view multi-level bundles appearing under a particular product but is overwhelmed with the information that is cluttered and poorly structured.

The absence of customized views of order statuses and actions based on every person's unique role within the organization

Dan wants an organized way to view information like approval status, pricing guidelines along with the ability to perform actions like Configure, Copy, Remove, Create Price Ramp and so on.

So how can we use design to make things better for people?

By listening to stakeholders and researching the businesses Apttus aimed to serve, it became clear CPQ could be redesigned to become an asset not just to sellers, but to a wide spectrum of people within the enterprise. Sellers needed to close deals and reach quotas quickly. Managers needed to see the larger picture of the sales pipeline and make speedier approvals. Legal wanted better visibility of the pipeline to deliver the right contract, at the right time for sales reps.

Additionally, financial planners wanted to harness the insights of the CPQ app to make better financial predictions and suggest pricing strategies to increase company revenues and margins. Marketers wanted to see which promotions and marketing message were translating into profitable sales with maximum ROI.

How we redesigned the way Apttus CPQ works and saw profits soar?

Reps need to configure more than just the product. Now, they need to “configure the deal.” Understanding the requirements, we began designing an interactive flow that would lead to a simple CPQ experience. We designed the interface to organize all information about the sales pipeline so that salespeople would have an accurate view of pricing and discounting guidelines. Additionally, we made it easy for sales managers to see orders needing approvals, to keep sales moving through the pipeline.

Unlimited attributes for pricing and configuration

Understanding the importance of price accuracy in streamlining the CPQ process and building trust with their customers, we designed a flow so that salespeople could easily view and make changes to product attributes from within the shopping cart--with the total price always visible. Additionally, we made sure the most up-to-date prices, discounts and bundling options were visible to the seller. This created a distinct advantage for managing complexity and interdependencies more effectively than ever before.

Configurable Nested Bundles

Apttus CPQ easily manages bundles within bundles while fully aligning multiple rules and hierarchies to ensure accuracy throughout the entire product.

So what does success look like?

  • Improved sales effectiveness
  • Reduced time to market
  • Increased revenue with faster quote cycle time

“A progressive vision for the future is what makes Intelligaia a company we are confident that can meet our quote-to-cash process requirements even as our business changes and expands.”

VP, CPQ

Apttus

80%
Faster contract processes
30%
Increases on prices for new deals
20%
Increases in renewal contract value
...