Facing Common Challenges
Rogers Communications, not the company I mentioned in the above paragraph, is a leading, diversified public communications and media company headquartered in Toronto, Ontario, Canada. Rogers is Canada’s largest wireless communications carrier as well as Canada’s largest cable television provider. Rogers faced similar challenges around how to deliver a unified solution to their customers through disparate, multiple systems. The Enterprise Business Unit at Rogers handles all business-to-business transactions, and is a combination of several historical business units, each of which had it’s own contracting and quoting systems when Rogers acquired the businesses. Prior to implementing Apttus, when a Rogers business customer wanted to purchase services from multiple Rogers business units, each separate business unit used its own quoting process and issued its own contract. As Michelle Asselin, Director, Deal and Contract Management at Rogers says, “When you are trying to sell as one Rogers, obviously this isn’t a very good message.”
“You really figure that out once you start to get into execution mode if you’ve picked the right platform”
Cameron McCormick, Senior Manger, Enterprise Process Automation, Customer Experience, Rogers
The Integrated Solution
Rogers Communications saw the need to consolidate information from multiple CRMs to help drive innovation and efficiency, as well as eliminate redundancy. The first step in their transformation was to merge three Salesforce orgs into one. At this point they also began searching for an integrated CPQ and CLM solution. This is when they discovered Apttus, and as Cameron McCormick, Senior Manger, Enterprise Process Automation, Customer Experience at Rogers says, “We really needed a product that was highly configurable and could handle the complexity of our pricing.”
After implementation of Apttus CPQ and CLM, as well as X-Author for Excel, Rogers now has sales forecasts tied to actual data and directly to product categories. Sales stages are linked directly to the progress of the opportunity through the system, and a single opportunity take a customer across all lines of business. Some of the benefits Rogers gained after implementation include a 64% reduction in quoting time, increased forecast accuracy, and improvements in the sales cycle time.