The Financial Services Digital Transformation Revolution is Underway… Get Ready

1© 2017 Apttus Corporation

Cory HaynesGLOBAL HEAD OF FINANCIAL SERVICES PRACTICE

© 2017 Apttus Corporation

Apttus the World Leader in Quote-to-Cash

Category Defining Enterprise SaaS Company

1300 Employees

500+ Customers, 1 Million + Users

100% Revenue Growth Rate

$41 Billion Global Market Opportunity

Proven, Experienced Management Team

$186M Investment from , KIA, ICONIQ, K1 & Salesforce

Recognized Leader Across Quote-to-Cash Categories

Defined the Category of Quote-to-Cash (QTC)

Deepest Team of QTC Experts Ever Assembled

Tier 1 Customers: Many of the Fortune 500

Community of 1M+ Users Globally

Financially Strong, Public-Market Ready

Largest Investment Across QTC Technology for Innovation


The Financial Services Industry Is in the Middle of a Perfect Storm

Talent Expectations

Macro-Economic Conditions

Customer Expectations

Emerging Tech

Emerging Competitors

Public Perception

Regulatory Impacts

Shareholder Angst

Apttus believes these external pressures can be a transformative catalysts for innovation


New Business Models

Subscriptions

Renewals

Solution Selling

Everything-as-a-Service

New Engagement Models

Digital Commerce

Social

Mobile

Multi-Channel

Conversational

Augmented Reality

New Insights Models

Artificial Intelligence

Internet of Things

Predictive Analytics

True Personalization



New Business Models New Engagement Models New Insights Models

Markets in Financial Instruments Directive (MiFID II)


Research Unbundling Headlines


The Elite Club

The Limited

The Retail Seller

The Specialist

Don’t Tread on Me

McKinsey & Company: 5 Predicted Outcome


ContractEngage SellSolution Comply

and SettleRenew and Grow

Opportunity

SELF DIRECTED

AUGMENTED REALITY

CRM

EXTERNAL SALES

INTERNAL SALES

Develop Propose

Next interaction Create Offer

Last interaction

Opportunity

Configure-Price-Quote(Offer & Price Development)

Proposal

Structured Deal

Service 2

INTELLIGENTRECOMMENDATIONSBased on your criteria, the optimal configuration is…Pricing Management

Product Management

Relationship Pricing Model

1

3

2

$$

$$

$

20%

10%

No Commission

Works

!Does Not Work

Recommended

Price Comissions Assessment

Product 1

Apttus Connects and Extends Revenue Processes in the Enterprise

CLM and Billing

E-CommerceCommissions

Deal Mgmt.CPQ

Order Mgt.

RebatesQuote-to-Cash Intelligence

QTC

Ap

ps

Contract & Approve

Legal

Customer Approver

Sales Mgmt

CONTRACT

TERMS & CONDITIONS

DURATION

BETWEEN

DEFINITIONS

DESIGN REQUIREMENTS

AND

$$

V1

V2

V3

CONTRACT

$

ORDERSent to ERP.

Order, Bill, Fulfill, Disburse Commissions, Renew

INVOICE

$$

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 Proposal for MIFID-II Research UnbundlingBuilt on the Apttus Intelligent Cloud™

MACHINE LEARNING

REVENUE RECOGNITION

BILLING MANAGEMENT &Proposal

Define and agreeresearch classification and services offering

to Fund Manager/Client

ContractContract performance terms and

consumption obligationsCentralized document repository

Deal ManagementControl compliance, approval,

and audit regulations

BillingMonitor usage and engagement

(CRM-activities, calls, events, research distribution).

Invoice for usage based on terms in the

proposal and agreement.

RESEARCH PROPOSAL BACK OFFICEPAYMENT


Meet Max...Artificial Intelligence to Deliver Insights and Provide Conversational User Experiences That Reflect

how We Work in Today’s Social, Mobile, Virtual World

Should I send the NDA ahead of the meeting with ACME Global Bank at 2pm today at 85 Broad St?60%

of executives believe their future success

depends on the successful

implementation of AI.

Assist

Guide

Coach

Statistically similar clients did 5% more repeat business within 90 days, if 10 analyst hours are included in the proposal

I suggested routing this to Linda for faster approval, as she completed reviews 12% faster than other reviewers


APTTUS Proposal to Payment for Research Unbundling

Research Services to Quotable Product

Aligned research content to product offerings and Configure, Price, Quote to tailor services to client:> Research Material> Analyst Calls> Events/Roadshows

Contract Obligation Management

Agree trackable and accountable obligations and performance to attribute research services into trade execution> Term> Obligations> Performance> Payment

Usage Data Capture

Capture and manage usage against quoted and agreed obligation through:> CRM Activities> Research Distribution> Attendance Events> Call Logs > Call Reports> Web-Portal

Billing/Invoice

Schedule billing at price and configuration agreed through CPQ/Contract and track usage and payment from research payment account> Usage – over/under> Pre-Pay/ Pay-Per-Use> Milestone Review> Trade Execution© 2017 Apttus Corporation

Discussion “The end is just the beginning.”

– T.S. Eliot
