CallidusCloud Webinar - Prepare Sales for the Year 2020
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Transcript of CallidusCloud Webinar - Prepare Sales for the Year 2020
Prepare Sales for the Year 2020October 2, 2014
Today’s Featured Speakers
Heidi SpirgiSVP Managing Consulting ServicesAppirio
Christina Bebee KemperVP of SalesCallidusCloud
Gerhard Gschwandtner, ModeratorFounder & CEOSelling Power
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CallidusCloud
3,400+Customers
650+Employees
100+Partners
12Awards:
New Product Best CompanyBest Cloud App
Favorite Company
#1Gartner
Aberdeen GroupForrester
INSURANCE
FINANCIAL SERVICES MEDIA & COMMS
PHARMA
HI-TECH
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© 2014 Appirio, Inc. - Confidential
Appirio: A Global Cloud Consultancy that Helps You Achieve Results Fast by Harnessing a Global Expert Community
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=+
Your Business Reimagined
7 years, 800 enterprises, 3 million users moved to the cloud
World's Top Designers, Developers & Data Scientists
Services Powered by 600k Member [topcoder]TM Community
and Crowdsourcing Platform
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We Live In An Era Of Change
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More and More Technology Separates Business Leaders From the Rest
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YourIndustry
What Usually Happens
Huge Expectations
Great Demo
Expectations Lower
Implementation
What Happened?
Go-Live
Now What?
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< = >LESS IS MORE
12 © 2014 Appirio, Inc. - Confidential
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Leverage the CloudBest practices to modernize your
sales force
Evaluate and optimize your Lead to Money process
Make the right information available at the right time
Limit the number of Cloud vendors
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Accelerate Your Lead to Money Process
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POLL QUESTION:
In looking at your sales process, where do deals typically get stuck?
A) Lead passing
B) Pricing
C) Contracts
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Keeping up with the Pace of ChangeBest Practices to Modernize your Sales Force
Stop using spreadsheets to prepare quotes and proposals and adopt a system that guides sales through the process to help your reps sell more
Automate the contract management process to accelerate the generation, negotiation, and execution of contracts
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Opportunity to Modernize: Quoting
Modernize with Configure Price Quote (CPQ):
• Centralized price book – always current
• Quotes prepared in the CPQ system – minimizes errors
• Guided selling – ensures configuration is always correct
• Alerts for up-sell and cross-sell opportunities – educates reps on opportunities to increase revenue
• Pre-approved discounting thresholds – gives empowerment to the rep
• Automated approval workflow – ensures margins are protected
• Proposals built in minutes
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Opportunity to Modernize: Contracts
Modernize with Contract Lifecycle Management:
• Rep creates contract with pre-approved templates and clauses
• Negotiates happen in secure portal
• Contracts digitally signed
• Central repository for all executed contracts
• Alerts for tracking renewals
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73%
Customer renewal rate
22%
Reduced contract turn around time
25%
Shorter sales cycle
5.6%
Fewer contract errors
Automated Contract Management Results
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Call To Action
25 © 2014 Appirio, Inc. - Confidential
Workplace 2020 Requires Action
TODAY
Provide simple, Cloud based tools and technology to
your sales team
Modernize your quoting and contract
management cycles
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Questions?
Thank you!
Heidi SpirgiSVP, Management Consulting [email protected] me on Twitter: @hspirgi
Christina Bebee KemperVP of Sales [email protected]
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