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

© 2017 Apttus Corporation

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

© 2017 Apttus Corporation

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

© 2017 Apttus Corporation

© 2017 Apttus Corporation

New Business Models New Engagement Models New Insights Models

Markets in Financial Instruments Directive (MiFID II)

© 2017 Apttus Corporation

Research Unbundling Headlines

© 2017 Apttus Corporation

The Elite Club

The Limited

The Retail Seller

The Specialist

Don’t Tread on Me

McKinsey & Company: 5 Predicted Outcome

© 2017 Apttus Corporation

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

© 2017 Apttus Corporation

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

© 2017 Apttus Corporation

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

© 2017 Apttus Corporation