50 Most Admired Companies of the Year 2016

Driving the Vital Business Processes between a Buyer’s Interest & the Realization of Revenue: Apttus


Apttus is built upon three principles: Tier One Everything – striving for excellence in every facet – 100% customer satisfaction (our minimum measurement of success), and lastly, everything Apttus does is about people. People are what have made Apttus successful for over a decade and will continue to do so in the years ahead.” – Kirk Krappe

Founded in 2006, Apttus, the category-defining Quote-to-Cash Software Company drives the vital business processes between a buyer’s interest and the realization of revenue. Apttus’ offerings are fueled by the Apttus Intelligent Cloud™, which maximizes the entire revenue operation by driving behavior and providing prescriptive data to company decision-makers.

Based in San Mateo, California, Apttus was bootstrapped by Kirk and his 3 co-founders from day one and despite the inherent risk remained profitable and expansive for the next 7 years. No other enterprise-level application has ever used technology in this way, and as a result, Apttus is uniquely positioned to deliver successful customer outcomes, improving the realization of revenue from the top-down, while also solving symptomatic issues within the sales cycle.

The Apttus Intelligent Cloud
The Apttus Intelligent Cloud extends the Apttus “Quote-to-Cash” suite of process automation applications, which enable companies to define, achieve and continually improve business outcomes. It enhances every aspect of a business’ revenue cycle by bringing speed and efficiency to the sales process, reinforcing effective sales behavior, and leveraging machine learning to power dynamic recommendation engines that optimize deals. The world’s largest enterprises and organizations with the most complex product offerings now have an “easy button” for evolving and streamlining their entire revenue operations and for automating their sales cycles at scale.

The Apttus Intelligent Cloud includes:

  • The Full Apttus Quote-to-Cash Suite: streamline sales cycles from end-to-end with cutting-edge Configure Price Quote (CPQ), Contract Lifecycle Management (CLM), Omni-Channel E-Commerce and Revenue Management.
  • Incentives Suite: Leveraging a complete incentives suite including advanced promotions, sales compensation, and rebates, Apttus’ customers will motivate their prospects, customers, partners and sales reps to take the actions that will best improve revenue at every stage of the sales cycle. Additionally, Apttus’ X-Author solution increases adoption of these tools across your organization by allowing Microsoft Word and Excel to function as user interfaces for CRM platforms.
  • Intelligence Suite: Through Deep Learning, including artificial intelligence and machine learning, Apttus customers utilize prescriptive and dynamic recommendations that will allow them to take relevant, informed actions and improve their enterprise revenue outcomes. The top percentile of every sales organization will serve as a model for the entire sales operation.

The Standout Factors
The Apttus Intelligent Cloud™ drives desired behaviors from everyone on the revenue team and provides real-time information to company decision makers to significantly enhance Apttus’ category-defining Quote-to-Cash applications, maximizing revenue for Apttus customers.

Sales teams now have full visibility into purchased products, expiring contracts, and most likely up-sell and cross-sell opportunities, so it’s easier to grow recurring revenue. Apttus customers are also able to improve customer retention rates, capture-and create-renewal opportunities, and be easy to work with at every touch point.

Being able to manage the revenue process-from product and service configuration, pricing, quote creation, contract negotiation and execution, to invoicing, billing, orders, revenue recognition and renewals-in one place gives customers a competitive advantage by having a comprehensive 360-degree understanding of their customers.

No other enterprise-level application uses this technology and as a result, Apttus customers are uniquely positioned to deliver successful customer outcomes, improve the realization of revenue from the top-down, while also solving symptomatic issues within the sales cycle.

Apttus’ target industries include  Communications, Financial Services, Healthcare, High Tech, Life Sciences and Manufacturing. industries includes 100 of the Fortune 500 including companies like Paypal, Healthwise, Adobe, CenturyLink, Docusign, Seagate and many others.

 Client Speaks
“Apttus gives us the innate ability to link the entire Quote-to-Cash process together in one system. We will be able to scale our operation and leverage the benefits of this great toolset at the same relative cost of our manual processes that were not scalable. The benefits of dealing with only one software set and vendor are innumerable. This solution will optimize our end to end sales support process and will allow us to keep the focus on the most important part of our business – our clients.” – Darra Wray, Senior VP of Finance, Healthwise

Looking at the Future
The biggest growth opportunity will come from The Apttus Intelligent Cloud™ which extends the Apttus Quote-to-Cash suite of process automation applications (including CPQ, CLM, EC and Billing) to include a Behavior Layer (Promotions, Incentive Compensation, Rebates and X-Author) and an Intelligence Layer (prescribing actions to improve the revenue process with artificial intelligence and machine learning delivered through Quote-to-Cash Intelligence). The company sees massive growth opportunities across the entire suite of applications for Salesforce and Microsoft Dynamics CRM customers.

Knowing the Leadership Team

Kirk Krappe, Co-Founder and CEO – Kirk is a veteran of Enterprise Software with over two decades of SaaS experience and an EY Entrepreneur of the Year Finalist, having been involved in the very first instances of online enterprise applications. Kirk has extensive experience marketing, selling and delivering enterprise solutions to organizations worldwide. In 2006, Kirk co-founded the SaaS Company, Apttus. Today, under Kirk’s leadership as CEO the company has over 500 customers, offices in several countries and multiple patents pending.

Neehar Giri, CIO and Co-Founder – Neehar is an Apttus co-founder, internet and enterprise software “visionary” and veteran in the Contract Lifecycle Management and Enterprise Quoting business processes. He co-founded Nextance, a provider of enterprise software for large organizations in 1999. Previously, Neehar was Chief Solutions Architect at Clarify, a leading CRM company. Neehar has an MBA from San Jose State University and a B.S. in Mathematics from the University of Madras, India.

Kent Perkocha, Chief Customer Officer – Since 2006, Kent has been instrumental in advising customers on maximizing value from their Apttus solutions. Kent has over twenty years of enterprise sales experience in the software Industry. Kent is recognized as an industry leader in contract lifecycle management and has been a frequent speaker at industry leading Contract Management events. Prior to Apttus Kent held senior sales management roles at contract lifecycle providers, I-many and Nextance. Earlier in his career, Kent held marketing and sales management roles at Oracle. Kent has a degree in Geography from UC Davis.

Kamal Ahluwalia, CRO – As Chief Revenue Officer, Kamal has the global responsibility for accelerating growth and establishing Apttus’ Quote-to-Cash footprint as a critical pillar of modern business. Kamal is an established industry leader, and has a tremendous history of success developing long-term productive relationships with large global brands. Prior to Apttus, Kamal served as Chief Marketing Officer for Selectica. Prior to Selectica, he held leadership positions at Model N, Oracle, Apple, and RadioMail. Kamal holds a Master of Science degree in Computer Science from Utah State, and a Bachelor of Science degree in Computer Science from IIT Roorkee.

“Apttus is customer-centric, so we prioritize based on our customers’ needs. Through our Community, user groups, advisory boards and award winning Customer Success program (HappyCustomersTM), we engage with our customers to identify where we can add the most value to their business at the greatest speed and focus there.”