Ramping Software Deals in Uncertain Times How to

Ramping Software Deals in Uncertain Times How to leverage Salesforce CPQ – Multi Dimensional Quoting (MDQ) Organizational Challenges MDQ for Software Licensing In today’s climate with the recent challenges regarding COVID-19, it might seem difficult to keep the clients you have now, let alone expand to new business opportunities and software licensing agreements. We understand that one of the most important aspects of a business right now is that clients need to conserve cash and reduce unnecessary spending. With Multi-Dimensional Quoting (MDQ), your business can expand its client base while allowing clients to conserve cash in the near term. What is MDQ? MDQ allows for a license term to be segmented into monthly, quarterly, or custom ramping segments. License quantity and discounts can be applied to each segment to allow for near term cash conservation. Here’s how a software company selling subscription licenses can successfully leverage MDQ to continue growth. Benefits of deploying your solution in a ‘Best in Cloud’ platform: Quick Time-to-Value • Solution implemented • • • in weeks Data and Analytics in Real Time Leverage Out of the Box Features Easy, User Friendly Scenarios Insight and Analysis • Complete Reporting • and Dashboarding capability Enhanced pipeline forecasting Spaulding Ridge is a leading Advisory and Technology implementation firm. We are passionate about helping business leaders use technology and data to make better, faster decisions. Our clients maximize the return on their technology investment through tailored solutions, process automation and effective business enablement. Visit www. spauldingridge. com © 2020 SPAULDING RIDGE At Spaulding Ridge, we want to provide services and consulting that optimize the level of effort with a cash investment, while allowing flexibility in building and implementation. Here’s a sample case for how your business could work around these times and ensure steady cash flows in the future. Ø Smaller Investment Upfront Businesses are hesitant to invest cash in new projects with the uncertainty of future business. With MDQ, we can allow a client to start with a small amount of licenses. What may have seemed like a daunting investment before is now scaled down to a starting format that’s much more palatable to a weary investor. Ø Discount Upfront Similarly to allowing for a smaller investment upfront, MDQ allows for discounting upfront to get a project off the ground. As protecting cash is a top priority for many businesses in this climate, allowing flexibility in the payment upfront is a must-have. Ø Ramp up licenses in the calendar year Allowing for flexibility in upfront payment allows for organic growth over time. Once business conditions improve, you can bring in more licenses through MDQ. Starting off slow with options that a business is comfortable with, and slowly increasing the number of licenses as their economic condition improves is just one way that MDQ can help your business. Industry Spotlight MDQ is applicable to multiple industries such as Saa. S, Media, Insurance, Food & Beverage, and more. ATLANTA | AUSTIN | CHICAGO | DALLAS DENVER | HOUSTON | LONDON | MINNEAPOLIS NEW YORK | PARIS | SAN DIEGO SAN FRANCISCO | STOCKHOLM | TORONTO

Setting Up Multi-Dimensional Quoting – Click for Live Demo Simple and Out of the Box Setting up MDQ is very simple. All you need is a product that has been defined with Subscription Pricing and Term Length details. From the Product Record, create a new Price Dimension Record. Define the segmentation through the 'Type' field. Define Quantity and Discounting behavior, and you are set! It is also recommended to have an output document dedicated to your MDQ quotes so that you can call out the segmentation dates at the Quote Line level rather than the Quote level. Define your ramping however you would like: ü Monthly, Quarterly, Yearly, or Custom ü Custom Ramping allows for the end user to define each ramp by start and end date as seen above ü Set and customize additional discount each ramp Our Salesforce Practice Define your time to value Focus on meeting attainable goals that make an impact in the near term versus the long term. The time it takes to deploy a solution quickly to adjust to changing market conditions should be an option. Track and understand adoption As you deploy new solutions to your end users, consider that a tool is only as powerful as it is adopted. Adoption requires diligence from the team, Change Management, and an intelligent way to track adoption metrics. For example, add a field to each quote that checks to see if Products that are being segmented with MDQ. That way you can see how often your sales team are leveraging this new solution you recently deployed. Authors & Contact Details A certified Silver Salesforce partner, our practice is widely known as one of the most reliable Salesforce CPQ Partners in the ecosystem. Spaulding Ridge provides best in class Salesforce services for Sales Cloud, Service Cloud, CPQ + Billing, Pardot, Field Service Lightning, Communities, Mule. Soft, Einstein, and Tableau. Kyle Boston Partner - Salesforce kboston@spauldingridge. com +1 314 625 3448 Eric Jacobson Director - Salesforce ejacobson@spauldingridge. com +1 224 406 4472 © 2020 SPAULDING RIDGE