With Apttus Deal Maximizer, Sales Representatives can easily view the current rating of a deal at any time alongside suggested recommendations to improve it. You can create rules that define the various criteria of a good deal. This deal rating is available to Sales Representatives at the time of negotiation. The Sales Representatives can see the rating of their current deal and gain visibility into approval requirements ahead of time. Deal Maximizer guides the Sales Representatives towards proposing good deals.

Apttus Deal Maximizer boosts revenue by guiding Sales Representatives towards optimal deals that align with organization's objectives. CPQ allows you to selectively turn on or off deal guidance at a flow level. Your administrator must set the isPricingGuidanceDisabled parameter to True in the URL that you have configured on the Configure Products field of the respective quote. For more information, see "Creating Custom Buttons for Different Flows" in CPQ on Salesforce Spring 2020 Administrator Guide.

Deal Maximizer is a set of rules that displays a deal color band based on the previous constraints that you have set. The deal color band is displayed to the end-user right in the shopping cart so any changes can be in real-time.

With Deal Maximizer, your Rule can be set up based on Opportunity, Agreement, Agreement Line Item, Deal, Deal Line Item, Line Item, or Product Configuration. The Rule Criteria Measure Options can be set as Unit Price, Annual Price per Unit, % Discount, Discount Amount, and % Margin. You have the option to set the criteria rules as either a discrete value or a range.

Before implementing Deal Maximizer, you must talk to your customer and gather data on what defines a good, medium, and bad deal for their business. Business requirements will identify which specific parameters (Discount %, Price Override) should trigger that a deal is moving to a risky stage. Deal Maximizer uses data stored on the Line Item to determine deal acceptability. It can be configured in multiple ways and can be set with one parameter or set as a combination of parameters.

From the Shopping Cart, you can view Meta Data from these objects, in order to display the validity of the specific deal.

Once the rules have kicked in and the Deal Color Band appears, the End-user has a few options. If the Deal Color Band shows the deal as below average, the End-user can still technically approve the deal. However, this is not the best practice as it is very unlikely that the deal will be approved.

Instead, the End-user should reconfigure the deal and structure it in a way that moves the Deal Color Band from below average to average or above average.

The following packages must be installed in order to use Deal Maximizer

  • Apttus Deal Manager
  • Apttus Deal Maximizer
  • Apttus Deal Approvals Management

Use Case:

Below is an example of the color band matrix used for ACME CSD.

In this case, the Discount % and Quantity fields are used to determine the color bands and Acceptance level for ACME CSD deals. These fields are located in the Line Item object and displayed on the shopping cart. When identifying the color band triggers for your client, be sure to track where the data is held in Salesforce and determine if it is accessible by the DealMaximizer dimension records.

Deal Color Band:

Green

Yellow

Orange

Red

Acceptance

Level:

Target

Acceptable

Below Average

Not Acceptable


Below is the example of the range of quantity.

Quantity

Discount % -

Target

Discount % -

Acceptable

Discount % -

Below Average

Discount % - Not

Acceptable

1

0

5

8

99999

20

0

8

11

99999

40

0

11

14

99999

60

0

14

17

99999

80

0

17

20

99999

9999

0

20

23

99999

For more information about how to configure the deal guidance, refer to Deal Maximizer Administrator Guide.