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Enterprise Contract Lifecycle Management (CLM) has Arrived: Why CLM is the New “Must-Have” Technology
Contract Lifecycle Management (CLM) has evolved beyond the stale division between buy-side and sell-side. As companies face new regulatory requirements, multiplying business models and greater competition, CLM for the entire enterprise has evolved from a "nice-to-have" to a "must-have" for leading businesses. In this panel, Forrester analyst Andrew Bartels and top legal executives from global companies will discuss key CLM capabilities, best practices, measures of business impact and insights into the future of enterprise CLM.
Last year, we brought you the first ever Admin Royal Rumble. This year, we and 2016 Champion Adam Olshansky are back for more! Join us for 6 hacks that will help you run jobs faster, shortcut to desired outcomes, upgrade your research capabilities and more. This session is for CRM System Administrators, as well as Developers, who want to learn great hack tips & tricks for Salesforce.
Conversational interfaces are changing how users interact with Quote-to-Cash applications. According to Gartner, these interfaces will become a design imperative for business applications in the next 12 months. In this session, learn how the use of conversation through virtual assistants will open new opportunities to dramatically increase user adoption and productivity, and shorten process cycle times.
Adoption of Salesforce can be challenging, especially for a large global company that's grown through acquisitions. How do you focus a global sales team and get them using Salesforce CRM, Apttus CPQ and other tools they need to drive positive outcomes? Learn how one organization has delivered an integrated global business platform to empower its success.
The B2B World is Changing. How has the B2B world evolved and what’s been the impact for Sales Execs? Can you really stay competitive today if you haven't upgraded your sales methodology and processes?
Compensation plans are key levers for sales organizations to attract top talent, increase productivity, and drive company strategy. Or they can be a nightmare of complex administration, field distraction, and cross-functional contention. Attend this session to learn how to turn around a struggling sales compensation program without resorting to consultants or rigid frameworks.
One of the major challenges large information and media conglomerates face lies in the nature of their organizations, which comprise multiple independent business divisions spread across the globe. In this session, industry leader Hearst Business Media walks you through their visionary journey of driving CLM standardization across the globe. Learn how Hearst partnered with Apttus to enable back-office innovation and collaboration, resulting in greater profitability and improved customer experience.
Beginning this year, companies must follow a new set of rules for how revenue is recognized—every company will need to update how it treats revenue generated from customer contracts. This session will walk you through the new rules and show you how they will affect multiple roles in multiple, sometimes surprising, ways. You'll be armed with a better understanding of the impact of ASC 606, so your organization doesn't have to fear it.
In this informative session, Michelle Vazzana will contrast common sales management practices with those that yield real performance gains. Learn which practices are most highly correlated with getting more sellers to quota. This session will preview the most critical elements sales ops managers should consider when developing their own sales management process.
For some sales executives, their CRM app just doesn’t provide enough real value for the complexity and high cost. Low sales adoption, rising user subscription fees and a challenging user interface have some sales leaders looking for alternatives. In this session, we’ll discuss CRM that will get sales execs the results they need and deserve. If you’re ready for a change, join us.
Don't miss the opportunity to learn how Apttus partners are using the Excel UI, instead of their CRM system UI, to work in CRM. In this demo jam, see first-hand how partners use X-Author to build the most innovative apps to help their customers and their own business. You'll walk away with an understanding of the possibilities when the power of CRM and Excel are combined.
The general public may recognize ABB as one of the leading global robotics and power automation manufacturers with a rich corporate history that extends over a hundred years. It is also a leading provider of machine intelligence software that often serves as the brains for its highly sophisticated equipment. Come hear a leader in their Enterprise Software division discuss how automating the Quote-to-Cash process through Apttus will provide the business flexibility for ABB to grow in the next hundred years.
Digital transformation is achieved by engaging your clients, empowering your employees, optimizing your operations and transforming your products. Join this session to learn how Microsoft and Hitachi Solutions give Financial Advisors unprecedented visibility into client, company, and investment data so you can use it to make better-informed decisions and execute on new business opportunities, so you can stay in front of the pack.
Many lawyers and service providers struggle to marry technology and talent. Today, practitioners must demonstrate a heightened level of transactional productivity to remain competitive. This presentation offers research-based ideas for reinventing law department operations through records realignment, and a perspective on the trajectory of technology. Attendees will learn how to incorporate innovation, metrics and efficiency to enhance their roles in our ever-changing legal world.
There are only 10 million developers in the world but projects in aggregate require 50 million. How can you create the software tools you need when there's only one set of hands for every five you need? Go codeless! This session will provide hands-on demonstrations to get your Salesforce apps up and running with clicks, not code. Get your fingers dirty with John Graf, Salesforce MVP and Business Process Director at World Water Works, as he shows us how to…
Just what does it take to be successful in Quote-to-Cash business transformation? From vision, to strategy, to technology, to metrics, hear one organization's journey to deliver a true 360-degree view of the customer. Join this session and learn the eight building blocks of Quote-to-Cash business transformation.
The communications world is in a process of rapid transformation, with communication service providers turning into digital service providers and customer centricity becoming the primary focus. Service providers need to gain complete visibility into their customers and leverage intelligent insights to offer personalized bundles. Attend this session to learn how Spark Digital, New Zealand’s leading telecommunications provider, is transforming the speed of engagement with their customers, converting slow and manual selling processes into rapid digital experiences on the cloud.
For years, B2B buyer expectations have exceeded companies’ abilities to deliver. These expectations have not only forced companies to rethink how they conduct their business but have also forced them to reevaluate their technology investments to support buyer-seller engagement. Learn how CPQ has risen to the challenge of supporting both modern buyers and sellers alike, and hear how technological advancements position CPQ solutions to drive business success.
Machine learning is all around us. It is driving familiar B2C brands like Amazon and Google. And it is now driving our Quote-to-Cash process. Learn how to streamline and run a global sales operations organization leveraging machine learning to increase sales efficiency and to increase margins and revenue.
Do you have a transformational digital strategy for your business processes? In an environment of heavy competition and shrinking budgets, it's not enough to make small changes—you need to think big. In this session, you'll hear how Linda Chuan used CLM to transform strategic sourcing at Salesforce, turning a traditional process into a sensational program. Learn the essential elements needed for your digitization strategy!
Microsoft Excel is a common tool in the workplace; it’s the spreadsheet that can do everything. But have you ever thought about Excel as more than just a spreadsheet? A complex calculation tool used behind CRM for quick formulas and fast decision making? A quote doc generation solution for easy editing and production? Come to this session to learn how to see the light by connecting Excel with CRM in brilliant new ways.
As companies embrace “digital business” and introduce “as a service” business models, the shortcomings of incumbent business processes and legacy ERP are being exposed. Wholesale ERP replacement is not realistic. However, process and systems changes can deliver real results. By improving monetization capabilities and reducing friction across the organization, progressive companies are realizing top and bottom line gains. Highlighting best practices, lessons learned, and survey data, this session will detail what leading organizations are doing to optimize their Quote-to-Cash processes…
Rational economic theory might have us believe that cash is the king of all motivators. More money equals more effort, right? A deeper understanding of human behavior however, reveals surprising insights into what truly motivates us to give it our all in the workplace. Grounded in social psychology and behavioral economics, this talk on behavior and motivation will help us shift our perception of incentives, from transactional to emotional, identifying actionable insights for ultimate salesforce motivation.
Digitization is transforming the global media and information industry. Attend this session to learn how Thomson Reuters is leveraging the power of Quote-to-Cash in the cloud to stay on top in this digitized landscape. Sales enablement leader Craig Eiter will talk about the experience of partnering with Apttus to drive superior customer experience, streamline selling and simplify sales processes while ensuring 100% collaboration within Thomson Reuters.
Every interaction with our customers centers on making them more successful. Apttus has the largest group of Quote-to-Cash thought leaders in the world and we leverage their knowledge to help customers define a vision of change, identify success factors and build a complete plan for execution. In this session, we will share more information about our Inspire and Business Value programs and provide examples of customer success that resulted from this program.
How long do you spend manually updating user profiles, pricing and permissions, or migrating data from one system to another? These business processes and many more can easily be automated with point-and-click tools. With automated processes in place, users can get more work done faster and more accurately, and you can spend time on tasks that need your attention. This session will reveal tricks and techniques that anyone can use to apply automation in their businesses.
Effectively managing a renewal business is critical to driving growth of predictable, recurring revenue streams. However, many considerations must be carefully addressed like pricing, packaging, different types of renewals & assets, and even partners. Hear how one organization is managing the customer journey more effectively to cultivate a healthy renewal business.
In this session, we'll demo and discuss the latest innovations in B2B E-Commerce. Learn how to add a low-cost, low-touch, revenue-driving storefront fast. See how modern mobile storefronts, machine learning and intelligent agents are reshaping B2B E-Commerce.
Sure, CPQ can produce great quotes quickly and Contract Management ensures your Legal department and commercial teams are on top of sales contracts. But what happens if you connect the two systems and allow them to work from a single data model? Hear how one organization lived through the “dark days” of disconnected systems, and then came into the light with a single-vendor integrated CPQ and Contract management solution and started closing their deals at light speed.
Running an effective sales organization and consistently exceeding sales targets is more challenging than ever before. Join this session to learn where to begin to drive culture change within sales teams, how to use data to help the team, as well as the individual, how to empower everyone with data insights, and ultimately how to leverage data to improve sales performance.
Companies that deliver solutions to complex problems have complex contracts. Life Sciences companies deal with many challenging factors: multiple regulatory frameworks, data privacy, partners, payors, suppliers, the need to define measurable outcomes, and much more. Learn how Genomic Health is addressing these challenges with a centralized contracting system and tackling the IT implications of driving meaningful change.
As an Admin, working with CRM can be a love/hate relationship. You cover up the mistakes everyone else makes, handle all the frustrating grunt work, and spend a lot of time dealing with people who hate and don't understand CRM – all of which could encourage a glass or two at the end of a long day. Hear from our panel of CRM Admins on their daily frustrations, and how they overcome them and succeed – with or without the…
Zero to 100% on Day 1: Getting All Users and Contracts onto an Enterprise Contract Management Solution at Launch
Companies can transform their business significantly by driving all of their contracts into one centralized system. Avanir Pharmaceuticals started with paper contracts and achieved an ambitious goal of getting all of its users and all of its contracts on Apttus Contract Management on Day 1. Attend this session to hear how this life sciences pioneer drove adoption, what they learned along the way and the results they achieved.
Conventional sales tactics are getting in the way of building the types of productive relationships that lead to strong bookings and sustained growth. Join LinkedIn Sales Solutions as they dispel traditional sales 'myths' and share the modern sales motions your team can adopt to succeed in today's buying landscape.
Buyers today have more information at their disposal than ever – but increasingly many simply abandon the buying process for lack of clarity on the best solution for their needs. Sellers have more tools than ever to help them sell. Tools often don’t help sellers to break through the information overload buyers are bombarded with. At its heart, business buying hasn’t changed: Buyers need to solve business problems. Learn how to uncover buyers’ pain points and efficiently leverage sales tools…
Across organizations, at the end of the month or quarter, heroes are made as unachievable quotas are reached by closing last-minute deals. How can these big, quota-saving wins actually be costing millions? Attend this session to learn how sales operations can help solve this “hockey stick effect” at the end of period and proven strategies for solving this costly problem.
If you're working with your team effectively, you can overcome any challenge, whether it is a business problem or one of the world's great issues. This session will reveal tools and techniques that can make any team of any size more effective. With collaboration, you'll climb higher, go farther, and achieve more than you ever thought possible.
Looking to find out how to structure your own Admin and Ops org? Hear from the Apttus Admin team, including leaders from Sales Ops, Marketing and IT, on how we create alignment within the company, deliver a seamless Apttus4Apttus Quote-to-Cash system and all work together to become the world leader in Quote-to-Cash technology.
Want to know what’s new and what's coming next on the industry’s most innovative CPQ roadmap? Join Apttus executives to hear the vision for Apttus CPQ and get your most burning questions answered.
With customers across industries demanding superior omni-channel experiences, industrial manufacturing leaders must keep pace. Attend this session to witness how KUKA, a leading industrial robotics company, is empowering their customers with a self-service portal on the Apttus Intelligent Cloud. Learn how KUKA is utilizing E-Commerce and CPQ to gain scale and reach customers across the globe with a single, unified interface.
Learn how you can make an immediate impact to your customer’s business by providing them insight into their own data. Attend this session to hear real stories of how proper dashboards, reporting and analytics can increase customer satisfaction, drive desired outcomes and bring visibility into key metrics for your customers!
Despite the best intentions, many enterprise CLM implementations can stall if they aren't actively nurtured and advanced across the organization. In this session, Mainspring will show you how to sustain excitement for contract management, and you will hear the firsthand story of a company that is experiencing CLM success with Mainspring.
MCG Health, a provider of clinical decision support solutions, shares their journey from paper and spreadsheets to a Quote-to-Cash solution. Hear from MCG Health's Chief Financial Officer about this incredible business transformation, which led to the best sales results in the company's history.
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.
B2B buyers are increasingly demanding a self-serve E-Commerce buying option. In addition to this customer-centric imperative, there are hard revenue growth and cost reduction benefits to adding omni-channel E-Commerce to your marketing and sales strategy: 1. Expanding market coverage, 2. Driving revenue growth, 3. Accelerating sales velocity and 4. Reducing selling costs.
Legal Ops professionals depend on a variety of technologies. According to the 2016 Law Department Operations Survey, just 18% of law departments have a strategy for acquiring the right technologies and ensuring their effectiveness. In this session, legal ops visionary Brad Blickstein shares his advice for creating a department-wide strategy to get the outcomes you want from your legal tech investments.
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Excellence and Recurring Revenues
Given the pace of business, its imperative that Sales Ops enables the sales organization with high-quality proposals and quotes that can be turned around quickly and efficiently. Attend this session to learn best practices in pricing and contracts that are mutually beneficial for your company and your customers.
Manufacturers succeed when their assembly lines are fast, efficient, and easy to manage. Technology solutions for manufacturing should meet the same standard so that manufacturers can sell effectively. Join Duncan Taylor, industry leader for manufacturing at Microsoft, to learn how he partnered with Apttus to enable manufacturing customers to master their Quote-to-Cash processes.
Contract Automation and Compliance Digitization: A Financial Services Company’s Journey into the 21st Century
In the heavily regulated Financial Services industry, contracts are not only complex and “data heavy”, but also drive compliance with regulatory authorities. Global operations add to the challenge, creating a need to standardize and streamline contract management processes. Join this session to learn about Fitch Ratings' success in automating their global Contract Lifecycle Management processes using Apttus to drive digitization, compliance and accuracy.
Why do some sales organizations succeed while others don’t? It’s the question we’re all asking. InsideSales.com conducted a rigorous study to find the answer. The conclusion: there are five scientific steps sales organizations must master to win. In his presentation, sales transformation expert Ken Krogue reveals the five steps and clearly explains how sales leaders can implement them to achieve revolutionary organizational improvement.
Pairing Cloud Quoting and Contracting with Your Cloud ERP for Better Outcomes for Subscription Customers
Hear from Workday and Apttus on the synergies of cloud ERP and cloud Quote-to-Cash and how these two respective solutions can come together to create more powerful solutions that accelerate adoption. Deliver better customer outcomes with the crossover of new business paradigms that are driving subscription-based solutions across industries.
Looking to shine as an Admin? Build killer Salesforce dashboards and reports that give key members of your organization realistic and valuable insights into what matters most to them. Not only will you learn what it takes to create relevant and valued dashboards, you will also see examples of sales, marketing and forecasting dashboards to replicate at your organization! Attend this session to receive your free "Intelligent Guide to Salesforce Dashboards."
Want to know what’s new and what's coming next on the industry’s most innovative Contract Lifecycle Management (CLM) roadmap? Join Apttus executives to hear the vision for Apttus CLM and get your most burning questions answered.
Integrating CPQ with your existing CRM, ERP and PLM tools is critically important, especially for companies that manufacture complex configure-to-order products and rely on tools like SAP Variant Configurator. In this session, learn how you can easily integrate SAP Variant Configurator and CPQ to better utilize your investment in SAP.
With changing B2B buyer expectations, offering an omni-channel solution is a must to compete and win today. This is good news for sales leaders. Learn how adding omni-channel capabilities can free up your team to focus on higher value accounts and deals, accelerate sales and drive revenue growth.
Setting the standard for how people buy and sell in an industry is an incredible advantage. With Digital marketplaces, immense opportunities are presented for enterprises to bring suppliers, partners and customers together on their own branded platform. With the burgeoning trend of connected products, the Internet of Things, whole new fields of digital commerce are rapidly opening up to add value to Internet connected goods and services. In this fireside chat, visionary eWeek Founder Chris Preimesberger and Apttus General Manager…
In this session, you'll learn how leading global companies have transformed their contracting delivery models and contract management platforms to drive efficiency, compliance and value creation. You will also learn how these leaders have overcome typical challenges such as process and staffing model disparities, legacy document migration, global security and user adoption, and how you too can become a leader.
What if you could get signed contracts in a fraction of the time and reduce the risk of stalled or dropped deals? And also improve signing experiences for everyone, create visibility into deal status, achieve auditability and compliance, and more? Attend this session, presented by Adobe Sign and featuring Nancy Nardin of Smart Selling Tools, to see how easy it is to achieve the transformative impact of e-signatures for your organization.
Don't miss this opportunity to see 5 exciting and beautiful demos highlighting X-Author for Excel's newest features and use cases, including Macs and iPads with Excel in the Cloud. This session will also showcase customer-specific applications covering legacy Excel workbooks, 10x faster data migrations and how to dramatically boost adoption. You'll walk away astonished at the possibilities when you combine the power of your CRM system and Excel.
Learn how enterprises benefit from Quote-to-Cash solutions that consolidate critical capabilities like bundling, quoting, contracting, ordering, renewals, promotions and more on one platform. Hear from a finance leader how Quote-to-Cash provides a strong foundation for innovative strategies, processes for managing subscriptions and renewals, and recurring revenues to drive profitable growth.
With trends like M2M/IOT and network function virtualization gaining momentum, telecom operators need a toolkit that streamlines the entire service-creation to order-fulfillment process on the cloud. Attend this session to witness the power of leveraging quoting and pricing analytics, advanced order fulfillment, network usage monitoring, and feedback loops to drive personalization and superior business agility.
As a sales operations leader, you know that executing against a strategic plan within your own organization can be a challenge. Compound that problem when dependence on the plan's success extends outside your sales organization to your channel partners and your customers. How can you coordinate your organization's efforts so that everyone is marching in the same direction? Learn how to leverage Apttus Incentives to optimize revenue across all your sales channels.
The Next Generation of Legal Metrics: How Hewlett-Packard Enterprise Uses Data to Save Money and Create the Future
Measurement is a modern obsession, but it's too expensive to collect numbers if you can't use them to take action. In this session, legal operations leaders from Hewlett-Packard Enterprise will review the history of data collection in the field of corporate law and describe how they moved HPE from measurement to action by establishing a Six-Sigma quality program. You'll learn how to create quick wins that save money, and gain insight into what's next in law metrics.
In this session, we will together share ideas to better understand how Mindfulness applies to today’s modern world and the meditation skills, daily routines and deeper practice principles needed to allow us to find more presence, peace of mind and compassion in life.
There is no question that Digital Disruption has affected the Media & Entertainment industry. Consumers now face a chaotic, fragmented media landscape and are searching for the ultimate entertainment experience. To compete in this new ecosystem companies must develop new products and business strategies that meet the needs of their binge-watching and music-loving subscribers. In this session, you’ll hear how beloved brand Tivo transformed their business and the benefits they realized.
Professionals in law, contract management, and legal administration have been working with information technology for years. More recently, machine learning and artificial intelligence have started to disrupt how these workers do their jobs. If you're a law professional you don't have to resist the Rise of the Machines. In this session, you'll learn about these new technologies, how they're starting to be used, and how you can take control of this accelerating trend to make yourself even more valuable in…
As a CRM admin, you’re always looking to expand your skill set and keep up to date about the latest and greatest in CRM. This session provides the opportunity to learn how to succeed as a Microsoft Dynamics CRM professional and how to harness the power of the Microsoft Community, so maybe one day, you can earn the title of Microsoft Dynamics CRM MVP.
This presentation will include findings from a study with 530 B2B buyers about the behaviors of sellers that cause buyers to readily accept meetings and see things through to the close of a sale. Buyers want sellers to replace stereotypical sales behaviors with leadership behaviors from Quote-to-Cash, all the way through the customer experience. Hear the research that reveals surprising findings all sales organizations need to understand.
Modern sales operations professionals manage more than tactical operations. They are the change agents of the sales organization, serving vital, strategic roles in organizational restructuring, compensation roll-outs, system deployments and more. Attend this session to learn how leading organizations have leveraged technology to better enable change management in constantly evolving sales organizations and enhance adoption of sales solutions.
From prospect to customer to renewal, treat everyone as a “customer account.” Join Matt Amundson, VP of Sales Development & Field Marketing at Everstring as he shares his philosophy and success on how selling has evolved to focus on “accounts” from day one. Customer expectations have shifted dramatically but luckily technology has adapted to give today’s sellers more tools to satisfy those customer needs.
Effective pricing is one of the most important levers for driving profitable growth. As businesses adapt to increasingly competitive Industry dynamics, pricing excellence will be a key competency for enterprises to master. Hear from experts of bellwether industries on innovative pricing practices that have helped their organizations grow while protecting their margins.
Data integration is more about business processes than the actual data itself. Knowing all the players involved takes skill, and keeping the focus on developing efficient processes is the ultimate goal. In this session you'll learn about this refreshing new perspective on integration.
Business is cyclical, and revenues can ebb and flow based on several factors like seasonality and market conditions. When the business plan calls for a flow, but sales have started to ebb, what tools are at your disposal to help close the gap between expectations and reality? Attend this session to learn how to deploy targeted nudges to close the behavioral gap and drive positive business outcomes.
Descriptive analytics are essential for keeping on top of your business and understanding how to continuously improve your Quote-to-Cash processes. Learn how to master the competency of capturing insights from data to strengthen line-of-sight and decision making to drive profitable revenue growth.
Knowing what naturally drives a salesperson and what is innately rewarding to them is extraordinarily powerful. Learn how to find what drives your sales professionals and how to get them what they want so they can sell as much as possible. 100 random attendees will receive a copy of Amy Slater’s book, “Moments: Magic, Miracles and Martinis. How to Move Forward in Times of Uncertainty”.
It’s All About the Journey: Making the Most of Your Quote-to-Cash Investment (and Having Fun on the Way)
Are you are interested in taking your Quote-to-Cash investment to the next level? This game show-style session is ideal for current Apttus customers seeking best practices, and for those considering Quote-to-Cash software who want to better understand how to get started. Learn more about Quote-to-Cash and win fabulous prizes along the way!
The Legal Department of Ecova identified opportunities to leverage the treasure trove of data contained in contracts to increase overall business performance. Learn how the Chief Legal Officer and Legal Operations at Ecova implemented Apttus CLM in an innovative way and established a CLM Center of Excellence blending internal staff and Sumati Apttus CLM Certified Developers to efficiently deploy Apttus CLM.
Do you include rebate programs in your quoting, pricing and/or discounting processes? If not, you may be missing an opportunity to maximize your rebate ROI. Rebates are often considered a separate activity owned by marketing or channel sales, but there is power in incorporating them into a more comprehensive strategy, execution and communication. Attend this session to learn how to develop rebate programs that drive real business results.