HomeMy WebLinkAbout8-5-13 cc memo and attachments BSTF grant Apttus.pdf1
Commission Memorandum
REPORT TO: Honorable Mayor and City Commission
FROM: Brit Fontenot, Director of Economic Development
SUBJECT: Commission Resolution 4464 Authorizing the submittal and administration of the Big Sky Trust Fund (BSTF) Economic Development Grant Application by the Prospera Business Network on behalf of Apttus Corporation
MEETING DATE: August 5, 2013
AGENDA ITEM TYPE: Consent
RECOMMENDATION: Approve Commission Resolution 4464 authorizing the submittal and administration of the Big Sky Trust Fund Economic Development grant application by the Prospera Business Network on behalf of Apttus Corporation.
BACKGROUND: Apttus Corporation is a leading developer of, and delivers, category-
defining software that drives the vital business process between the buyer’s interest in a purchase and the realization of revenue. Delivered on the industry’s most advanced cloud infrastructure, Force.com, Apttus’ Quote-to-Cash solutions increase sales and maximize visibility and control.
Founded in 2006, Apttus has grown to over 220 employees and has been profitable every quarter
of its existence. Currently, Apttus is hiring five to 10 new employees per week in locations around the world. To accommodate this growth, Apttus is expanding its presence to Bozeman which will be part of their larger network including locations in the Silicon Valley; Windsor, UK; and Ahmedabad, India.
In 2013-2014, Apttus intends to hire up to 77 new employees in their Bozeman facility. Currently there are 2 employees preparing for on-boarding all of the new employees into the Apttus family. They have secured a new facility location and are working with the local developer/builder on the completion of a 10,000 square foot facility that will enable them to
scale up hiring in the near future.
This BSTF application will help Apttus leverage over $2 million of their investment dollars aimed solely to build out the Bozeman location to acquire new equipment through the Big Sky Economic Development Trust Fund (BSTF) Category I program.
The Prospera Business Network has been working with the company since May 2013, to help ensure a smooth transition into the Bozeman community. The City and Prospera have been working closely with local contact Stephanie Covert, Sr. Director of Sales Operations, on an
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integrated approach for their job creation and workforce training goals. Prospera would
continue to provide grant administration and contract management under the BSTF grant funding. Currently, Prospera is managing seven active BSTF grants under the Montana Department of Commerce program, including the North Park Preliminary Engineering Report project. Additionally, Prospera currently manages the City’s Revolving Loan Fund.
UNRESOLVED ISSUES: None
ALTERNATIVES: As proposed by the City Commission
FISCAL EFFECTS: None identified at this time.
Attachments:
1) Commission Resolution 4464;
2) Big Sky Trust Fund Economic Development Grant Application on behalf of Apttus
Corporation; and 3) Apttus Corporation’s proposal for Big Sky Trust Fund Economic Development Grant.
Report compiled on: 7-31-13
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COMMISSION RESOLUTION NO. 4464 A RESOLUTION OF THE CITY COMMISSION OF THE CITY OF BOZEMAN, MONTANA, RELATING TO THE APPLICATION TO BIG SKY ECONOMIC DEVELOPMENT TRUST FUND PROGRAM ADMINISTERED BY THE STATE OF MONTANA, DEPARTMENT OF COMMERCE, ON BEHALF OF APTTUS COPORATION.
WHEREAS, the Bozeman City Commission is committed to facilitating economic
diversification in the City and the region; and
WHEREAS, the Bozeman City Commission is committed to facilitating job creation and
expansion, thus positively impacting the economy of the entire region; and
WHEREAS, Apttus Corporation, desires to expand their business and create additional
technology-related jobs in Bozeman; and
WHEREAS, the City Commission has determined that the technology sector has high
growth potential and supports economic diversity; and
WHEREAS, the Montana Department of Commerce administers the Big Sky Economic
Development Trust Fund Category I job creation program; which is a state-funded program to
create good paying jobs for Montana residents, promote long-term, stable economic growth in
Montana, create partnerships, expand existing businesses and provide a better life for future
generations through greater economic growth and prosperity in Montana; and
WHEREAS, the City Commission hereby authorizes and appoints the Prospera Business
Network to administer, on behalf of the City of Bozeman, all aspects of the Big Sky Trust Fund
Economic Development Grant and provide administrative support and other responsibility for
the management and appropriate reporting to the Montana Department of Commerce.
NOW, THEREFORE, BE IT RESOLVED by the City Commission of the City of
Bozeman, Montana, the City agrees to submit an application, through the Prospera Business
Network, to the Big Sky Economic Development Trust Fund Program to assist Apttus
Corporation in their expansion project and that the Prospera Business Network will manage all
aspects of the grant.
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PASSED AND APPROVED by the City Commission of the City of Bozeman,
Montana, at a regular session thereof held on the _____ day of ________, 2011.
___________________________________ SEAN A. BECKER Mayor ATTEST: ________________________________________
STACY ULMEN, CMC City Clerk APPROVED AS TO FORM:
___________________________________ GREG SULLIVAN City Attorney
Big Sky Economic Development Trust Fund Program Application Guidelines Effective July 1, 2013
Montana Department of Commerce 1 Category I – Economic Development –Job Creation
APPENDIX A: APPLICATION FORM – ECONOMIC DEVELOPMENT PROJECTS
MONTANA DEPARTMENT OF COMMERCE
BIG SKY ECONOMIC DEVELOPMENT TRUST FUND (BSTF)
CATEGORY I: ECONOMIC DEVELOPMENT JOB CREATION PROJECT
Please reference the Application Guidelines for a complete explanation of required application
information. Requirements:
Submit 1 original and 2 copies (3-hole punched, not spiral bound or double-sided).
I. APPLICANT INFORMATION – LOCAL/TRIBAL GOVERNMENT
Name of Local/Tribal Government Entity City of Bozeman
Federal Tax ID Number 81-6001238
Chief Elected Official
(Full Name & Title) Sean Becker, Mayor
Contact Person (Full Name & Title) Brit Fontenot, Director of Economic Development
Address (Street, City and 9-Digit Zip Code) 121 North Rouse Avenue PO Box 1230
Bozeman, MT 59771
County Gallatin
Phone Number 406-582-2258
Email Address bfontenot@bozeman.net
Fax Number 406-582-2323
II. ASSISTED BUSINESS INFORMATION
Legal Name of Business to Receive
Assistance
Apttus Corporation
Address of Project Location Street address TBD, Bozeman MT (under
construction)
Contact Person (Full Name & Title) Stephanie Covert, Sr. Director of Sales
Operations
Address (Street, City and 9-Digit Zip Code) 1400 Fashion Island, Suite 200 San Mateo CA
94404
Phone Number 650.539.2053 or 406.599.4944
Email Address scovert@apttus.com
Business North American Industrial
Classification System (NAICS) or
Standard Industrial Classification
(S.I.C.) Code
7372 Pre-packaged software
Business Federal Employer
Identification Number (FEIN)
20-554-2615
Business Project Status
(Startup, Expansion, Relocation, etc.) Expansion
Big Sky Economic Development Trust Fund Program Application Guidelines Effective July 1, 2013
Montana Department of Commerce 2 Category I – Economic Development –Job Creation
III. PROJECT SUMMARY INFORMATION
Total Project Cost (Must match the Sources and
Uses form)
$3,346.284
Type of Assistance Requesting (Grant
or Loan)
GRANT
Amount of BSTF Funds Requested
The maximum total BSTF funding may not exceed up
to $5,000 per new eligible job for counties not defined as a High-Poverty County or up to $7,500 per new
eligible job for counties that meet the High-Poverty
County definition. Current poverty map and Award
Calculator Map can be found on the program’s website
at www.bstf.mt.gov
$365,750.00
Total Matching Funds
(see Section I – definition of Match)
The matching funds must be investment by the local or
tribal government and/or the assisted business at the Montana site no earlier than six months before the
BSTF award and must be equal to or greater than $1 of
local funds for every $1 of BSTF (100%) funding
received for counties not defined as a High-Poverty
County or $1 of local funds for every $2 of BSTF funds
(50%) for counties that meet the High-Poverty County
definition.
Apttus will match BSTF funds $1 to $1.
Apttus will incur costs of $100,534 on
equipment, in addition to monthly operating
costs for commercial lease payments ranging
from $240,000 to $300,000 per month.
Proposed Use of BSTF Funds:
Eligible Activities Listed in Section II C. of the
Application Guidelines
Purchase of equipment for the direct use of
the assisted business.
Total Number of New Jobs to be
created
77
Total Number of New BSTF Eligible
Jobs to be created. 77
Hourly wage range for BSTF Eligible
Jobs to be created. Include the lowest hourly
wage rate and the highest wage rate. If benefits are to
be included in the calculation to meet the BSTF
required wage rate (page 5) –Appendix B—BSTF
Benefit Certification is mandatory.
Hourly wage rates will range from $19/hour to
$144 per hour.
IV. PARTNER ORGANIZATION (IF APPLICABLE)
Economic development organizations may be involved in implementing and administering a
project if the eligible applicant agrees to such an arrangement. If a partner organization will
be involved in the project, please provide the information in this section.
Contact Person (Full Name & Title) Stuart R. Leidner
Organization Prospera Business Network
Address (Street, City and 9-Digit Zip Code) 2015 Charlotte Street, Suite 1 Bozeman MT
59718-2015
Phone Number 406-587-3113
Email Address sleidner@prosperabusinessnetwork.org
What are the partner organizations
responsibilities relative to completing
the proposed project?
Project grant management and administration.
Big Sky Economic Development Trust Fund Program Application Guidelines Effective July 1, 2013
Montana Department of Commerce 3 Category I – Economic Development –Job Creation
V. PROJECT INFORMATION
Please describe, in detail, the project. Include the following:
a. The nature of the proposed project,
b. The nature of the assisted business,
c. For what the BSTF financial assistance would be used (ex: equipment purchase,
lease rate reduction etc.),
d. Identify the entities involved in completing the proposed project, including
management of the project/staffing plan,
e. An implementation plan/timeline for project activities start-up through closeout, and
f. Provide any relevant historical information on this project or the region it would
support.
Please see attached proposal document for detailed information.
Business’s Current Employment Level
in Montana
2
Business’s Current Employment Level
at the Project Site
2
Employee Benefits: See Appendix B (if ERISA eligible benefits are included in the calculation
to meet the wage requirement)
Employee benefits are described in the attached proposal document.
VI. PROJECT ECONOMIC IMPACT STATEMENT
Please provide a summary of the impacts (both positive and negative) the project would have
on the state, regional and community economy as well as any services or functions that the
business provides to the community, region or state. Also identify if the business associated
with the project is competing with any local or regional existing businesses.
There are no known negative impacts from this project on the community, region or state.
This project has significant positive economic impact, as the company is providing 77 net new
high wage jobs to the community, further diversifying the economic base of Bozeman, the
region and the state as a whole.
This company will help diversify the job opportunities in the area, attract new talent to the
labor pool, provide opportunities for the graduates of the university.
Apttus, is committed to being a community partner, and a partner with Montana State
University to help foster the growth of student opportunities in the engineering, and computer
sciences.
There are no know businesses that compete with this company locally or regionally for the
type of software product development at Apttus. This company further diversifies an
important economic cluster for economic development in the region and the state.
Big Sky Economic Development Trust Fund Program Application Guidelines Effective July 1, 2013
Montana Department of Commerce 4 Category I – Economic Development –Job Creation
VII. PROJECT SOURCES & USES OF FUNDS
SOURCE:
BSTF
MATCH
SOURCE:
Apttus Corp.
SOURCE:
SOURCE:
TOTAL
REQUESTED
Administration (up to
5%, max $30,000)
$18,287.50 $18,287.50
ACTIVITY BUDGET
Machinery/Equipment
Purchase
$365,750.00 $100,534.00 $466,284.00
Land Purchase
Lease rate Reduction
Employee Training
Other: Commercial
Lease/year
$2,800,000.00 $2,800,000.00
TOTAL PROJECT $384,037.50 $2,900,534.00 $ $ $3,284,571.50
Provide a total project cost breakdown.
Provide a narrative, including the source, use and status (on hand, awarded, committed,
applied for), of all funds to be utilized in satisfying the program matching funds
requirements.
Provide a description and documentation detailing how all project costs were verified,
specifying how and by whom they were determined (such as who prepared the cost
estimates, equipment lists) and describe the reasonableness and completeness of the
cost estimates.
Provide written commitments to make the investments (match) as described. The
commitment should be from the local or tribal government and/or the assisted business.
PLEASE REFER TO EQUIPMENT COSTS SECTION OF THE ATTACHED PROJECT
PROPOSAL.
The Department will withhold ten percent (10%) of the total authorized award amount for
administration, until all tasks outlined in the contract have been completed and
approved by the Department.
Big Sky Economic Development Trust Fund Program Application Guidelines Effective July 1, 2013
Montana Department of Commerce 5 Category I – Economic Development –Job Creation
VIII. CERTIFICATION BY LOCAL GOVERNMENT AND BUSINESS
As the responsible authorized agents of Local or Tribal Government Applicant: City of
Bozeman, and Applicant Business: Apttus, Corporation, we hereby submit this Big Sky
Economic Development Trust Fund Application.
The information presented in this application is, to the best of our knowledge, true, complete and
accurately represents the proposed project. We understand that additional information and
documentation may be required. In addition, we understand that the local or tribal government
applicant and the assisted business receiving BSTF financial assistance are liable for the full
amount of the award that is advanced by the Department if the assisted business: fails to create or
maintain the number of net new eligible jobs as specified in the executed contract and assistance
agreement, fails to inject the required amount of match into the project as specified in the executed
contract and assistance agreement, or ceases operations at the Project Site.
The Applicant designates Prospera Business Network, 406-587-3113, Stuart R. Leidner
Executive Director as the authorized contact for any additional Department requests for the
release of additional information regarding this application for BSTF funds.
Local or Tribal Government Applicant: Prospera Business Network will accept responsibility for
management of the project and compliance with Big Sky Economic Development Trust Fund
regulations.
Applicant Business: Stephanie Covert will accept responsibility for compliance with applicable Big
Sky Economic Development Trust Fund regulations as specified in this application.
Name (typed): Sean Becker
Local Government
Title (typed): Mayor, City of Bozeman City of Bozeman
Chief Elected Official
Signature: X
Date:
Name (typed): Neehar Giri Assisted Business
Title (typed): President Apttus, Corporation
Authorized Representative
Signature: X
Date:
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Apttus Corporation
Proposal for:
State of Montana
Big Sky Economic Development Trust Fund (BSTF)
Category I Economic Development
July 31, 2013
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Table of Contents
Nature of the proposed project ................................................................................................................. 3
The Nature of the Assisted Business ........................................................................................................ 3
About Apttus:........................................................................................................................................ 3
Apttus History:...................................................................................................................................... 3
Apttus Customers: ................................................................................................................................ 4
Our Market: .......................................................................................................................................... 5
Our Competition: .................................................................................................................................. 5
Apttus Management Team:................................................................................................................... 6
Apttus Solutions: .................................................................................................................................. 9
What BSTF Financial Assistance would be used for: ............................................................................ 15
Entities Involved in completed the Proposed Project ............................................................................. 15
Implementation Timeline Project ........................................................................................................... 15
Overall Economic Impact: ...................................................................................................................... 17
Current Employments Levels – Bozeman, MT: ..................................................................................... 17
Headcount Planning FY 13/FY14 Projections: .................................................................................. 18
General Job Descriptions by Role ...................................................................................................... 19
Projected Equipment Costs: .................................................................................................................... 26
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Nature of the proposed project
Apttus Corporation is expanding our operations in Bozeman, Montana. The project will be
the creation of a new office location with projected employment to 79 employees.
Seventy Seven of those employees will result from the creation of net new jobs in
Montana.
The Nature of the Assisted Business
About Apttus:
Apttus delivers category-defining software that drives the vital business process
between the buyer’s interest in a purchase and the realization of revenue.
Delivered on the industry’s most advanced cloud infrastructure, Force.com,
Apttus’ Quote-to-Cash solutions increase sales and maximize visibility and
control. Applications include Configure-Price-Quote (CPQ), Proposal
Management, Contract Management and Revenue Management. With more than
300 enterprise customers and 450,000+ users worldwide, Apttus is the
industry’s fastest-growing provider of Quote-to-Cash solutions. Additionally,
Apttus’ patent pending X-Author technology enables Microsoft Office to be a
user-interface with full interaction and control between Salesforce and Microsoft
Office. Apttus is based in San Mateo, California, with additional offices in
London, UK and Ahmedabad, India.
Apttus History:
Apttus was founded in 2006 by Kirk Krappe (CEO), Neehar Giri (President and
Chief Solutions Officer), and Kent Perkocha (SVP Sales and Customer Success).
In classic Silicon Valley fashion, the company was funded using the founder’s
credit cards until the first sales started rolling in. But unlike other startups,
Apttus was able to continue its meteoric growth without an infusion of venture
capital—a point of pride for the company to this day. And a validation of the
company’s innovative Software as a Service (SaaS) business model based on the
Salesforce.com platform.
The premise for the company was that users of the rapidly growing
Salesforce.com CRM application needed a native contract management solution,
an area that the founders had extensive experience with earlier in their careers.
Signing large corporate customers like Delta Airlines and Conoco Phillips
validated the idea and led to expansion of the product line beyond contract
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management to include complex quoting (called Configure, Price, Quote) and
other related features and modules.
Salesforce.com noticed Apttus’ pioneering success and formalized the idea of
allowing third-party application developers to produce native applications for
what became the Salesforce.com Force.com platform and the Salesforce.com
AppExchange. Today, there are thousands of applications available through the
Salesforce.com AppExchange and Apttus is the best example of this approach to
business-to-business application development and delivery.
Over the past seven years, Apttus has grown to over 220 employees and has
been profitable every quarter of its existence. Currently, Apttus is hiring five to
10 new employees per week in locations around the world. To accommodate this
growth, Apttus is expanding its presence in the Silicon Valley, Windsor, UK,
Ahmedabad, India, and, we are pleased to announce, Bozeman, Montana.
Apttus Customers:
The company is proud to count over 300 companies around the world as loyal
customers. These customers include over 450,000 Apttus application users.
Apttus is single mindedly focused on customer satisfaction. We prize our
customer list and will stop at nothing to achieve complete customer satisfaction.
Our business model is delivering software as a service. If we are not delivering
top class service, you will not be renewing your subscription. We have complete
“skin in the game” versus traditional software model providers We MUST deliver
tier one service.
Apttus customers cover a vast array of sizes both organizationally as well as the
size of deployments. Apttus customers are comprised of the who’s who of global
1000 Organizations as well as hundreds of mid-size companies across all
industries. Our customers are located in every geography, including the United
States, Europe and Asia. Apttus has numerous customers with global enterprise
usage with tens of thousands of users.
The audiences that use Apttus products include senior executives, mid-managers
as well as day to day users who perform power functions. Apttus customers
cover many industries including Telecommunication, Manufacturing, Technology,
Financial Services, Aviation, Healthcare, Entertainment, Services and many
more.
Representative customers include Abbott Labs, Alcatel-Lucent, Bombardier, Delta
Airlines, Google, McGraw-Hill, Motorola Solutions, NetApp, Quest Diagnostics,
Salesforce.com, Sony, Standard & Poors, Symantec, TimeWarner Cable, United
Healthcare, and Xerox
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Our Market:
The market for quote-to-cash solutions has traditionally been dominated by the major
software suppliers such as Oracle and SAP. These companies provide a broader suite of
Customer Relationship Management (CRM) and Enterprise Resource Management (ERP)
applications that include quote-to-cash elements. Over the past 10 years, Salesforce.com
has emerged as a strong competitor to these traditional players in the CRM space but they
have largely ignored quote-to-cash functionality—particularly for more complex scenarios
required by enterprise customers.
As a result, independent software providers like Apttus have entered this space. The total
available market for this segment of the enterprise software market is closely related to CRM
sales. Most CRM implementation for business-to-business sales scenarios requires a quote
and or contract. Enterprise customers typically pay an amount equivalent to, or greater than,
their investment in CRM for quoting and contract management, the primary components of a
quote-to-cash solution. Salesforce.com has approximately 150,000 customers that represent
three-million users. Salesforce revenues for fiscal 2012 were $2.27 Billion. The company
grew at a rate of 37% in 2012 and is expected to reach the $10 Billion mark within the next
several years.
While Apttus is not restricted to selling to Salesforce.com customers, the size of
Salesforce.com provides a rough approximation of the available market for Apttus.
Our Competition:
Apttus competitors fall into two primary camps: independent software manufacturers that
primarily provide quoting solutions and independent software manufacturers that provide
contract management solutions. Some of these companies are publicly traded. Others are
subsidiaries of larger companies. Competition in this space is moderate to weak. Based on
its market-disruptive 100% native Salesforce.com business model, Apttus has consistently
grown faster than the existing competition since its inception. The superiority of the Apttus
strategy was recently validated when Salesforce.com evaluation all available quoting
competitors and chose Apttus (Salesforce.com selected Apttus for contract management
several years ago).
Primary Apttus Competitors:
Competitor Description Segment
BigMachines Inc. Company that was taken private approximately two years ago.
Approximately $70 Million annual revenue. Apttus’ primary
competitor.
Quoting
Selectica Small, California-based public company with a very small
market cap.
Contract
Management
Cameleon Small, French based public company with a very small market
cap and a very small presence in the US.
Quoting
Emptoris/IBM A subsidiary of IBM. Contract
Management
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Apttus Management Team:
Kirk Krappe
Chairman and Chief Executive Officer
Kirk is a veteran of Enterprise Software, having been involved in the very first
instances of the internet and enterprise applications. Kirk has extensive
experience marketing, selling and delivering enterprise solutions to
organizations, worldwide. Previous to Apttus, Kirk held the role of Executive Vice
President of Worldwide Markets with I-Many, where he managed Sales,
Marketing, Business Development and International Operations.
Before I-Many, Kirk was Chief Executive Officer of Nextance, a privately-held
contract management solutions provider and earlier in his career, he was the
Senior Vice President at Corio through its initial public offering where he was a
pioneer of the emerging SaaS and ASP application delivery models. Kirk also
served as Vice President of Solutions Marketing with Oracle and Vice President of
Industry Solutions with Siebel Systems. Earlier in his career, he was with Bain
and Company as a strategy consultant and began his career as an engineer with
Ford Motor Company. Kirk has an Electrical and Mechanical Engineering Degree
from the University of London and an MBA from INSEAD, Europe’s leading
business School
Neehar Giri
President and Chief Solutions Architect
Neehar is an 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 - Neehar was the Vice President of Products and Chief Strategy Officer at
Nextance. Previously, Neehar was Chief Solutions Architect at Clarify, a leading
CRM company. He architected and led the efforts for Clarify’s Service / Support
Software Offering, Vertical Solutions for the Telecom Industry, and the Next
Generation SFA / CRM Modules. Prior to Clarify, Neehar also spent several years
at Apple playing various technical leadership roles in the Apple Internet Services
and IS&T groups in the early days on internet technology. Neehar has an MBA
from San Jose State University and a B.S. in Mathematics from the University of
Madras, India.
Paul Averill
General Manager EMEA
Paul is responsible for rapidly scaling Apttus across the EMEA region and leading
the performance of an international team. Paul is a proven and experienced
leader who specializes in securing and expanding strategic customers and
partners in Europe. Paul brings a wealth of experience in building managing and
expanding international sales and operations. Paul has managed sales teams
within global enterprises such as EMC and Oracle. Paul has a variety of market
acceleration experiences including driving emergent initiatives such as the EMEA
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market entry for EMC Symmetrix and leading the Oracle UK team to achieve the
highest performing, large enterprise software services business globally.
Paul's prior experiences also include developing go to market teams at
Openwave and Cloudmark, specifically targeting and selling to tier-1 Telco
organizations across Northern and Central Europe. Immediately prior to Apttus,
Paul was Vice President and General Manager EMEA for Zuora, where he set up
operations and gained key global enterprise customers with particular emphasis
in the Telecom and Media sectors.
Nathan Krishnan
Chief Technical Officer
Nathan has over twenty years of experience in various roles such as application
software architect, ERP solution architecture, chief internet technologist and
CTO. Nathan is a deep technical evangelist with skills covering all contemporary
and advanced technologies - web applications and integration, ERP products,
salesforce.com, Peoplesoft, Oracle, SAP & J.D Edwards applications, J2EE & XML
applications, multicast based clustered applications and various other leading
edge technologies. Previous to Apttus, Nathan was the cofounder and CTO of
Nextance, Nathan has also held roles as the Chief Internet Technologist at DTI
and for other organizations.
Kent Perkocha
Senior Vice President of Sales and Customer Success
Since 2006 Kent has been instrumental in advising customers on maximizing
value from their Apttus solutions. His expertise covers domain knowledge in
advanced strategies for contract management, quoting, revenue management,
renewals and all aspects of the quote-to-cash process. 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.
Alston “Al” West
Senior Vice President Americas Sales
Al oversees Apttus field sales and is responsible for driving revenue growth for
the company throughout the Americas. Al has over two decades experience in
enterprise software sales and sales management. Al has extensive domain
expertise in both configure price quote and contract management solutions. Al
has developed deep domain expertise gained through his work with hundreds of
customers to address quote-to-cash needs across a broad range of
industries. Additionally, Al has a comprehensive background in Return on
Investment solutions, having managed Return on Investment services at
Platinum Technology. Prior experience includes sales and sales management
positions at enterprise software companies: Computer Associates, Platinum
Technology, Kana Software, I-many, and Emptoris. Previous to enterprise
software sales, Al held technical positions in database administration. He has a
BS in Computer Science from Louisiana Tech University.
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Ray Hein
Senior Vice President, Product Management & Product Marketing
Ray is a customer centric, products thought leader, who is responsible for
delivering on Apttus’ mission to launch category defining and innovative
solutions to the market. Ray has nearly twenty years’ experience in senior
product management roles successfully delivering products that delight
customers across a range of user disciplines and industries. Ray has extensive
global experience bringing product to market in both Asia and Europe. In
addition to organic product and product portfolio growth, Ray has also led
numerous acquisitions to expand solution footprints and drive market
penetration.
Prior to Apttus, Ray led product management and strategy teams at various
software and high-technology companies including; Micom Systems, Micropolis,
Agile Software (now Oracle PLM), and Centric Software. Most recently prior to
Apttus, Ray led Product Management and Strategy for Vendavo, a configure
price quote (CPQ) provider focusing on pricing and optimization. At Vendavo
Ray drove new and innovative solutions, channel expansion with partners, and
the launch of Vendavo’s first entry into mobile solutions
Maria Pergolino
Vice President, Marketing
Maria Pergolino is responsible for Corporate Marketing, Customer Marketing and
Demand Generation. Prior to Apttus, Maria was in leadership roles at the fast
growing salesforce.com partner and Marketing Automation SaaS solution
provider Marketo. Through her extensive writing and speaking sessions she has
established herself as a content and marketing automation expert. Additionally
Maria has deep domain expertise in all aspects of business to business marketing
strategies, campaign optimization, inbound and social media marketing.
Recently she has won numerous awards, including a Stevie Award for Women in
Business and has been named to both the Top 50 Most Influential People in
Sales Lead Management and 20 Women to Watch in Sales Lead Management
lists. She has over a decade of marketing experience as well as a Marketing
Degree and MBA from the School of Business at Rutgers University. Maria is a
salesforce.com Certified Administrator and user group leader, and a frequent
speaker on varied Marketing industry trends.
Jim Willis
Vice President, Global Alliances and Channels
As head of alliances and channels Jim is responsible for engaging and developing
partnerships with key strategic partners, global SI/VARS as well as regional and
specialized channel partners. Jim is a seasoned industry veteran with extensive
experience in building high value relationships for solution providers with
salesforce.com, Oracle, Microsoft, System Integration channels and ISV
partners. In the past Jim has been a key member of management teams of
several successful SaaS ISVs. Prior to Apttus, Jim established and grew the
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Jitterbit global System Integrator and VAR channels, including the relationship
with salesforce.com.
Prior, he ran alliances at Cast Iron/IBM where he also built strategic relationships
with salesforce.com, Oracle and their respective SI channels. Earlier in his
career, Jim held key sales or business development positions for a number of
highly successful companies including Lotus Development and Adobe
Systems. Jim is a retired U.S. Army Colonel (O6, Infantry). During his military
career he held a variety of active duty and reserve command and staff
positions. Jim has a MS Degree in Systems Management from the University of
Southern California and a BA in Political Science from San Jose State University
Jesal Mehta
General Manager, India Operations
Jesal is a seasoned software engineer and India operations manager. With over
two decades in the IT industry at various organizations, Jesal brings a diversified
and international perspective to his role. He has held senior positions at
numerous technology companies including iMANY, CIGNEX, Novell and Tata
Consulting Services. Jesal has both deep domain expertise in Enterprise
Contract Management as well as first-hand experience in successfully building
and managing offshore Development and Support operations. Jesal has an MBA
from Santa Clara University in the USA, and a Bachelors of Engineering in
Computer Engineering from Gujarat University, India.
David Belove
Vice President of Sales Enablement
David leads Apttus' sales operations, lead generation, sales engineering and
partner programs. David brings a wealth of salesforce.com domain and Sales
2.0 process experience to Apttus. Prior to joining Apttus, David was responsible
for global sales operations at Cloud9, a SaaS sales analytics Salesforce.com
AppExchange partner. Before Cloud9, he ran salesforce.com integration
company Altos Automation. In 2011, David was named a salesforce.com
Community AllStar. He has served as co-chairman of the Silicon Valley
Salesforce Users Group since 2010 and has been a speaker at the
Salesforce.com Dreamforce and Cloudforce events. David has been involved in a
number of high-profile high-tech startups including teleconferencing pioneer
Polycom, Internet backbone provider Level3 Communications, and digital music
specialist Gracenote. David has a MBA from Santa Clara University and a BS
degree from San Jose State University.
Apttus Solutions:
Apttus solutions include Configure Price Quote (CPQ), Contract Management (CM),
Deal Management, Advanced Salesforce, X-Author, and Supplier Management (SM).
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These modules offer various user types tailored to suit specific roles. Below is a
complete list of the user types for each solution.
CONFIGURE PRICE QUOTE (CPQ)
Configure Price Quote (CPQ)
CPQ allows users to select a product or service from within Salesforce, and then
configure, price and generate a quote.
Guided Selling
The Guided Selling option enables CPQ users to select products by automatically
proposing the products and options based on a set of questions related to a
customer’s needs. Guided Selling users require CPQ user subscription.
Quick Quotes
Quick Quotes users are able to rapidly generate a quote for transactional situations
that do not require complex configuration.
Product Pricing Administrator
Product Pricing Administrator allows users to set up and manage product catalogs,
price lists and other administrative functions associated with CPQ. Administrators
have access to all the functional capabilities of Apttus CPQ.
iPad Quotes
iPad Quotes allows Apple iPad users to rapidly select and configure products, and
generate a quote through a native iOS application. iPad Quotes users require CPQ
user subscription.
X-Author for CPQ
X-Author for CPQ allows Microsoft Excel users to connect to the Apttus CPQ
application within Salesforce to create Excel-based quotes. Users must have access to
Salesforce/Apttus opportunities, quotes, products, product pricing, and agreement or
proposal objects.
X-Author Template Administrator
X-Author Template Administrator allows administrators to work within Microsoft Excel
to create and manage quote/proposal templates in conjunction with Apttus CPQ.
Users have access to core Apttus CPQ functionality. X-Author template administrator
is included in Pricing Administrator.
Quoting Customer Portal
Quoting Customer Portal provides external customer users that have access to the
Salesforce Customer Portal the ability to configure and price a product or service
quote.
Quoting Partner Portal
Quoting Partner Portal provides external partner users that have access to the
Salesforce Partner Portal the ability to configure and price a product or service quote.
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Electronic Signature
Electronic Signature allows users to send Apttus quotes, proposals, or other
documents to prospects, customers or partners for eSignature. Electronic Signature
users can send as many documents for signature as they need.
CONTRACT MANAGEMENT
Contract Wizard
Contract Wizard allows users to request or generate agreements from pre-approved
templates. Users have access to all other contract functionality in the system except
the power authoring capabilities. Contract Wizard includes the Contract Comply user
functions (search, approve, receive alerts and notifications, view dashboards and
reports).
X-Author for Contracts
X-Author for Contracts allows users to create, draft and negotiate contracts entirely
within Microsoft Word by utilizing Apttus contract features inside a Word document.
Users have access to all the contract functionality in the system except administrative
functions.
Contract Comply
Contract Comply allows users access to the repository, contract and related contract
information. Users can receive notifications, take actions and manage according to
agreement terms. Comply users have access to all Apttus contract functionality
except contract creation and negotiation (this functionality is available with the X-
Author for Contracts seat). Contract Comply
Contract Discover & Migrate Advanced (CDMA)
Contract Discover and Migrate Advanced allows users to automatically discover and
populate business terms and clauses in contracts that are stored in various electronic
file & content systems using a 37-filter set. Business terms and clauses are
automatically stored in Apttus Contract management for searching, reporting, alerts
and notifications. Users have access to all application features.
DEAL MANAGEMENT
Deal Optimizer
Deal Optimizer provides users with a deal quality score and a prescribed approval
process based on algorithmically-optimized historical data, such as pricing, market
geography and product lines selected.
Deal Manager
Deal Manager users can view and approve any deal parameter, across the entire
sales process from opportunity to close. Users have complete visibility across all
aspects of the deal including pricing, terms, exceptions, and other deal parameters
that may not be captured or managed in another application.
Request for Proposal (RFP) Manager
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RFP Manager enables users to manage the RFP response process using structured
content for answering RFP questions.
X-Author for RFP Manager
X-Author for RFP Manager allows users who work within Microsoft Word or Excel to
respond to RFPs using pre-defined, structured answers. Users have access to RFP
Manager for RFP preparation and response.
RFP Content Administrator
RFP Content Administrator allows administrators to establish and maintain a content
library of frequently used content for RFP responses, e.g., company information,
product information and technical information. Users will be notified when content
needs to be refreshed and verified.
Contract Customer Portal
Contract Customer Portal provides external customer users that have access to the
Salesforce Customer Portal with the ability to request a contract, approve a contract,
click to accept, and search.
Contract Partner Portal
Contract Partner Portal provides users that have access to the Salesforce Partner
Portal with the ability to request a contract, approve a contract, click to accept, and
search.
X-Author Template Administrator
X-Author Template Administrator allows users to work within Microsoft Word to create
and manage agreement and clause templates that will be used for contract
generation and negotiation in conjunction with Contract Management. Users have
access to core Apttus contract management functionality.
Contract Application Administrator
Contract Application Administrator allows administrators access to all the functional
capabilities of Apttus Contract Management. Administrators can access the tools to
set up security, business rules, add data fields, user provisioning and other
administrative functions.
Electronic Signature
Electronic Signature allows users to send Apttus agreements (or other documents) to
prospects/customers for eSignature. Electronic Signature users can send as many
documents for signature as they need.
Electronic Signature Adapter
Electronic Signature Adapter supports eSignature integration for existing Adobe
EchoSign or DocuSign customers.
Contract Discover & Migrate (CDM)
Contract Discover and Migrate allows users to automatically discover and populate
business terms and clauses in contracts that are stored in various electronic file &
content systems using a 13-filter set. Business terms and clauses are automatically
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stored in Apttus Contract Management for searching, reporting, alerts and
notifications. Users have access to all application features.
ADVANCED SALESFORCE
Advanced Workflow & Approvals (AW&A)
AW&A provides users with advanced approval functionality associated with CPQ and
Contract Management or any Salesforce custom object. Users can manage any
approval, any hierarchy, and any workflow process across multiple Salesforce objects.
Advanced Workflow & Approvals (AW&A) Administrator
AW&A Administrator provides users with the ability to configure and manage
advanced approval processes associated with CPQ and Contract Management, or any
Salesforce custom object.
Revenue Manager Module
Revenue Manager Module allows users to set up and model revenue schedules or fine
tune contract terms to understand revenue recognition and forecasting impacts.
Revenue Manager seats (see below) are required for individual users.
Revenue Manager
Revenue Manager allows users to set up and model revenue schedules or fine tune
contract terms to understand revenue recognition and forecasting impacts. Revenue
Manager requires a Contract Management license.
Doc Gen
Doc Gen users can generate merge fields and conditional documents related to any
Salesforce object. X-Author Template Administrator required.
Rebate Manager Module
Rebate Manager Module enables complete rebate management to be set up for any
financial structure. Users can calculate, track, process and report on any type of
rebate.
Rebate Manager
Rebate Manager users can manage the process of initiating and closing a rebate,
tasks and activities around the rebate, conditions of the rebate, and more. Rebate
Manager requires a Contract Management license.
X-AUTHOR CHATTER
X-Author Chatter provides Salesforce Chatter integration for Microsoft Office users.
X-Author Chatter for Word
X-Author Chatter for Word embeds Salesforce Chatter inside Microsoft Word. Users
can interact between the content in Word and Salesforce Chatter. Functionality is
limited to the user’s Salesforce license type, e.g., Chatter Free, Chatter Plus or
standard Salesforce license.
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X-Author Chatter for Excel
X-Author Chatter for Excel embeds Salesforce Chatter inside Microsoft Excel. Users
can interact between the content in Excel and Salesforce Chatter. Functionality is
limited to the user’s Salesforce license type, e.g., Chatter Free, Chatter Plus or
standard Salesforce license.
X-Author Chatter for Outlook
X-Author Chatter for Outlook embeds Salesforce Chatter inside Microsoft Outlook.
Users can interact between the content in Outlook and Salesforce Chatter.
Functionality is limited to the user’s Salesforce license type, e.g., Chatter Free,
Chatter Plus or standard Salesforce license.
X-Author Chatter for PowerPoint
X-Author Chatter for PowerPoint embeds Salesforce Chatter inside Microsoft
PowerPoint. Users can interact between the content in PowerPoint and Salesforce
Chatter. Functionality is limited to the user’s Salesforce license type, e.g., Chatter
Free, Chatter Plus or standard Salesforce license.
X-Author Chatter for Microsoft Office
X-Author Chatter for Office embeds Salesforce Chatter inside Microsoft Office. Users
can interact between the content in Office documents and Salesforce Chatter.
Functionality is limited to the user’s Salesforce license type, e.g., Chatter Free,
Chatter Plus or standard Salesforce license.
SUPPLIER MANAGER (SM)
Supplier Manager Module
SM enables organizations to effectively manage supplier relationships, including
vendor on-boarding, agreements, spend, purchase orders, vendor scoring, business
reviews, issue tracking, and 360-degree relationship dashboards.
Supplier Manager User
SM users can track all supplier engagement activities including vendor scoring,
incidents, spend visibility, calls, emails, and calendar events. SM users can manage
the contract process, supplier performance, supplier spend, and issue tracking. Users
can access pre-configured reports and dashboards.
Supplier Portal
Supplier Portal users can access Supplier Portal to register and manage profile
information.
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What BSTF Financial Assistance would be used for:
The BSTF Financial Assistance being requested by Apttus would go towards to purchase
of Equipment for direct use at the Apttus Bozeman, Montana location. The funds would
be used to purchase the following types of equipment:
Laptops and Accessories
Office Furnishings and desks
Office Equipment such as Copiers, Printers and Fax Machines
Entities Involved in completed the Proposed Project
The overall project will be ran and managed at the Executive Level in Apttus by Apttus’
co-founders
Kirk Krappe – Chief Executive Officer
Neehar Giri – Chief Solutions Officer
Kent Perkocha – SVP Sales
The overall project management onsite in Bozeman Montana will be run by
Stephanie Covert – Sr Director Operations
The overall hiring plan and plan attainment will be run by
Candy Gray – Director Human Resources
The project and staffing plan has been developed by Kirk Krappe and Neehar Giri in
conjunction with Candy Gray.
Implementation Timeline Project
The total project timeline and phase new job creation will run from Q3 Fiscal 2013 to Q3
Fiscal 2014. Recruitment has already commenced with specific Hiring projection for : Q3
13, Q4 13, Q1 14, Q2 14.
Estimated delivery date in turn key state is November 15, 2013. Apttus will continue to
hire during Fiscal Q3 and Q4 2013 having employees work remotely until the office is
complete. Below is an overview of the time line for office opening and hiring projections
by fiscal quarter:
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Apttus
Hiring Plan
2013/2014
HEADCOUNT SUMMARY Q3 13 Q4 13 Q1 14 Q2 14 Onboard Job Type Hr/Wk
Executive
Chief financial officer 0.00 1.00 1.00 1.00 1.00 Full Time 40.00
Customer Success Management
Vice president 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Customer Success Manager 3.00 5.00 5.00 5.00 5.00 Full Time 40.00
Tech Support Analyst 3.00 5.00 7.00 10.00 10.00 Full Time 40.00
Professional Services
Resource Manager 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Project Manager 3.00 5.00 7.00 10.00 10.00 Full Time 40.00
Business Analyst 4.00 6.00 10.00 15.00 15.00 Full Time 40.00
Delivery Director 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Technical Architect 1.00 2.00 4.00 5.00 5.00 Full Time 40.00
Solutions Architect 1.00 2.00 4.00 5.00 5.00 Full Time 40.00
Quality Assurance 1.00 2.00 4.00 5.00 5.00 Full Time 40.00
Managed Services 2.00 3.00 5.00 7.00 7.00 Full Time 40.00
Human Resources
Human resource generalist 0.00 1.00 1.00 1.00 1.00 Full Time 40.00
Information Technology
Director 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Finance and Accounting
Finance Director 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Invoicing Analyst 1.00 1.00 2.00 2.00 2.00 Full Time 40.00
General accountant 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Sales Enablement
Business Development Reps 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Marketing
TBD 3.00 3.00 4.00 4.00 4.00 Full Time 40.00
Total 29.00 43.00 61.00 77.00 77.00
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Overall Economic Impact:
This project will result in a projected creation of 77 net new jobs for Bozmean and the
State of Montana. The average salary for the net new jobs created will range from $19
per hour to $144 per hour. Employees are also offered benefits packages. Please see the
details below for the salary by job type as well as details on employee benefits received.
In addition Apttus will be partnering with MSU Bozeman on a number of various projects.
Proposed offering 2 full paid scholarships
Year round internship program
Alumni outreach programs to recruit back talent that has left the state
Partnering with TechLink to provide projects to the university to allow students to
work on real world projects
Partnership with the Department of Computer Sciences and Engineering to
participate in Cloud Computing lectures and advise on student projects
Currently proposing a hiring quota where Apttus will agree to take a set number of
new graduates from MSU per year into full time job positions
In addition, Apttus will also be participating in the Montana Ambassadors program
http://montanaambassadors.com/ to help advocate for additional business to expand
operations into Montana.
At this time Apttus is not currently directly competing with any local or regional
businesses in Montana.
Below please find details on Apttus’ hiring plan with salaries and job benefits
Current Employments Levels – Bozeman, MT:
Throughout this document, Headcount refers to the new job positions that are being
created. For example in the Hiring Plan below, the headcount overview of 77 headcount
is 77 total new positions being created.
The current employment level for Apttus in Bozeman is two (2) full time headcount. The
table below outlines the onboard headcount by role in Bozeman, MT.
Employee Name Role Onboard Headcount
Stephanie Covert Sr. Dir. Sales Operations 1
Ryan Donahue Solution Engineering 1
Total 2
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Headcount Planning FY 13/FY14 Projections:
The following table outlines the headcount projections for Apttus in Bozeman, MT for
fiscal quarters Q3 2013, Q4 2013, Q1 2014, and Q2 2014. The headcount by role, job
type (full time or part time) and hours per week are provided in the table below.
Quarter over quarter onboard headcount growth projections are as follows:
Headcount Growth
Q2
2013
Q3
2013
Q4
2013
Q1
2013
Q2
2014 Total Growth
Headcount Hiring Projections 3 29 43 61 77 77
Growth Quarter over Quarter 867% 48% 30% 26% 2467%
*The numbers listed in the table above do not include the current onboard headcount of
two. These are incremental heads above the current Bozeman, MT employment levels
Apttus
Hiring Plan: 2013/2014
HEADCOUNT SUMMARY Q3 13 Q4 13 Q1 14 Q2 14 Onboard Job Type Hr/Wk
Executive
Chief financial officer 0.00 1.00 1.00 1.00 1.00 Full Time 40.00
Customer Success Management
Vice president 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Customer Success Manager 3.00 5.00 5.00 5.00 5.00 Full Time 40.00
Tech Support Analyst 3.00 5.00 7.00 10.00 10.00 Full Time 40.00
Professional Services
Resource Manager 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Project Manager 3.00 5.00 7.00 10.00 10.00 Full Time 40.00
Business Analyst 4.00 6.00 10.00 15.00 15.00 Full Time 40.00
Delivery Director 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Technical Architect 1.00 2.00 4.00 5.00 5.00 Full Time 40.00
Solutions Architect 1.00 2.00 4.00 5.00 5.00 Full Time 40.00
Quality Assurance 1.00 2.00 4.00 5.00 5.00 Full Time 40.00
Managed Services 2.00 3.00 5.00 7.00 7.00 Full Time 40.00
Human Resources
Human resource generalist 0.00 1.00 1.00 1.00 1.00 Full Time 40.00
Information Technology
Director 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Finance and Accounting
Finance Director 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Invoicing Analyst 1.00 1.00 2.00 2.00 2.00 Full Time 40.00
General accountant 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Sales Enablement
Business Development Reps 1.00 1.00 1.00 1.00 1.00 Full Time 40.00
Marketing
TBD 3.00 3.00 4.00 4.00 4.00 Full Time 40.00
Total 29.00 43.00 61.00 77.00 77.00
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General Job Descriptions by Role
Customer Success Manager:
Customer Success Managers are responsible for ensuring that customers are getting value
out of their Apttus solution. They are responsible for providing customers best practices and
making solution recommendations. In addition they are responsible for keeping customers
abreast of product updates and demo new solutions and enhanced features. Customer
Success Managers are also responsible for participating in customer onboarding activities and
monitor support requests coming in from customers. The Customer Success Manager also
works with the customer to capture customer performance metrics to be included in case
studies and related materials.
Business Analyst:
The Business Analyst are responsible for end-to-end execution of the project and the client
relationship management during the term of the project.
The Business Analyst are the primary client-facing resource and focuses on client
requirements rather than on specific technologies and, as a result, converts business
requirements into strategic solutions that address identified business challenges.
The Business Analyst must be familiar standard SDLC and Agile implementation perspectives
and concern themselves with analysis patterns while maintaining consistency with Client,
Apttus, and industry standards and delivery capabilities.
Technical Architect:
The Technical Architects are responsible for configuration and customization activities needed
to deliver the customer requirements. Software Engineers will be part of the product
development organization and will be responsible to developing new product functionality.
The candidates should be familiar with the technical needs of the project including any
integration technologies. The candidate must be familiar standard SDLC and Agile
implementation perspectives and maintain consistency with Client, Apttus, and industry
standards and delivery capabilities.
Solution Architect:
Responsible for the overall application scoping and design. Documents development
requirements for application, integrations and system environment. Consults with end users
to test and debug applications to meet client needs. Serves as expertise in all aspects of
designing and application development. Demonstrates expertise in a variety of the SaaS
concepts, practices, and procedures. Relies on extensive experience and judgment to plan
and accomplish goals. Performs a variety of complicated tasks. May provide consultation on
complex projects and is considered to be the top level contributor/specialist. Typically reports
to a manager or head of a unit/department.
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Quality Assurance Engineer
The Apttus Engineering team is responsible for development of Apttus products within the
salesforce.com development environment. The QA Engineer is responsible for reviewing
requirements and developing and executing test cases in very short release cycles. The
position is also responsible for developing and running automation test suites.
Business Development Rep:
The Business Development Rep (BDR) is responsible for lead generation through target
account selling, outbound calling and calling on Marketing campaign respondents and
inbound leads to generate qualified sales opportunities. In Addition BDRs are responsible to
demonstrate a clear understanding of the sales process and product and service value
propositions. They work closely with field Sales Representatives to implement sales
strategies and execute on revenue goals.
Technical Support Analyst
Requirements:
a) Five years enterprise developer level technical support experience for a SaaS vendor
(e.g. Salesforce)
b) A solid track record in working and resolving customer technical issues
c) Experience in providing timely and detailed email based support using a case (SR)
tracking system like Salesforce or Siebel
d) Experience in developing and publishing knowledge base content and or technical
notes to a customer Portal.
e) Experience in providing administration support for a case tracking system and or
customer self-help system like Salesforce or Siebel
f) Salesforce Admin certified and or strong technical skills in the Salesforce platform
g) Clear written and oral English communication skills
Invoicing and Revenue Analyst:
Review customer contracts to determine appropriate revenue recognition conclusions
in accordance with applicable accounting pronouncements and Company policies.
Maintain Customer contract depository and contract updates.
Be the “Go to” manager of Customer contracts
Assist in implementation of Company’s revenue recognition policies and practices.
Review revenue rec compliance and analyze and update quarterly.
Support monthly and quarterly revenue accounting close including journal entry
preparation, account analysis and reconciliation, financial reporting and analysis.
Interact with the company’s sales and business units to support revenue recognition
related questions or guidance.
Prepare management reports including revenue and commission analyses.
Assist in developing and driving cross-functional process improvements to increase
productivity and efficiency.
Ensure all commissions are calculated and paid in a timely and accurate manner.
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Provide high quality, timely responses to the sales field on their questions and queries
related to commission calculations.
Backup for Commission Calculations including Forecast, Accrual, and Commission
Statements.
Assist with creation of compensation plans and associated cost modeling
Assist in maintenance of commission reports.
Monthly and quarterly management key metric and budget variance reporting
Prepare ad hoc analyses and participate in special projects as needed
General Accountant:
Responsibilities:
Lead effort to continuously improve AP and related processes with automation and
procedural enhancements leveraging knowledge of best practices.
Hands on responsibility for full cycle AP process from purchase order, invoice receipt
to payment, including vendor and employee payables, travel and vendor maintenance.
Organize and track vendor billing, aging and payment information in a clear and
concise manner to ensure the highest quality of service for internal and external
customers.
Perform and supervise payment and month-end closing processes, ensuring tasks are
completed timely in compliance with corporate policies
Develop departmental policies, processes, procedures, and control
Assist in audits, including drafting and communicating accounting policies.
Ensure accounting activities comply with GAAP.
Maintain the vendor contracts, approvals, and workflows for both new and existing
vendors
Responsible for management of the Company’s T&E payments.
Process Vendor wires for US and International Wires
Perform assigned month end reconciliations that meet the closing deadlines
Work with internal and external customers regarding account inquiries
Ensure compliance with internal controls policy and assist with audit documentation
requests
Assist in special projects as required
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Chief Financial Officer:
Responsible for directing an organization’s overall financial policies. Oversees all financial
functions including accounting, budget, credit, insurance, tax, and treasury. Designs and
coordinates a wide variety of accounting and statistical data and reports. Requires a
bachelor’s degree and at least 15 years of direct experience in the field. Demonstrates
expertise in a variety of the field’s concepts, practices, and procedures. Relies on extensive
experience and judgment to plan and accomplish goals. Performs a variety of tasks. Leads
and directs the work of others. A wide degree of creativity and latitude is expected. Typically
reports to CEO or COO.
Marketing Analysts:
Responsible for designing, creating, and delivering marketing programs to support the
growth and expansion of company products and services. Develops sales presentations and
provides reports based on information collected such as marketing trends, competition, new
products, and pricing. Requires a bachelor's degree in area of specialty and 2-4 years of
experience in the field or in a related area. Familiar with a variety of the field's concepts,
practices, and procedures. Relies on experience and judgment to plan and accomplish goals.
Performs a variety of tasks. A wide degree of creativity and latitude is expected. Typically
reports to a supervisor or manager.
Human Resource Generalist:
Administers human resources policies and procedures that cover two or more functional
areas. Collects and analyzes HR data, and then makes recommendations to management.
Processes paperwork for functional area according to established procedures. May prepare
internal employee communications regarding compensation, benefits, or company policies.
May require a bachelor's degree in a related area and 0-3 years of experience in the field or
in a related area. Has knowledge of commonly-used concepts, practices, and procedures
within a particular field. Relies on instructions and pre-established guidelines to perform the
functions of the job. Works under immediate supervision. Primary job functions do not
typically require exercising independent judgment. Typically reports to a manager.
IT Director:
Establishes, plans, and administers the overall policies and goals for the information
technology department. Analyzes the needs of different departments and determines ways to
meet business objectives by modifying existing or developing new information processing
systems. Requires a bachelor's degree in a related area with at least 8 years of experience in
the field. Familiar with a variety of the field's concepts, practices, and procedures. Relies on
extensive experience and judgment to plan and accomplish goals. Performs a variety of
tasks. Leads and directs the work of others. A wide degree of creativity and latitude is
expected. Typically reports to a CIO.
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Finance Director:
Directs an organization's financial policies. Oversees all financial functions including
accounting, budget, credit, insurance, tax, and treasury. Typically represents the 2nd most
senior finance executive. Typically requires an advanced degree with at least 10 years of
experience in the field. Familiar with a variety of the field's concepts, practices, and
procedures. Relies on extensive experience and judgment to plan and accomplish goals.
Performs a variety of tasks. Leads and directs the work of others. A wide degree of creativity
and latitude is expected. Typically reports to top management.
Delivery Director:
Improves business processes and supports critical business strategies by directing the
development, implementation, and maintenance of business applications systems.
Formulates business systems architecture plans, estimates costs, and ensures projects meet
strategic needs. Familiar with a variety of the field's concepts, practices, and procedures.
Relies on extensive experience and judgment to plan and accomplish goals. Performs a
variety of tasks. Leads and directs the work of others. A wide degree of creativity and
latitude is expected. Typically reports to top management.
Resource Manager:
The Resource Manager is responsible for assigning and schedule professional services
resources on active projects. The RM must be able to prioritize assignment based on
employee skillset and customer value. They will schedule resources in the Financial Force
application so experience with this application is critical. Previous RM experience is
preferred. The applicant must also be familiar with SaaS applications and the market place.
Project Manager:
Coordinates and monitors the scheduling, adherence to scope and resource planning for
solution implementations. Responsibilities also include aiding in the negotiation of contracts
and contractual changes and coordinating preparations change orders or additional
Professional Services engagements. Ensures adherence to Apttus Project Delivery
Methodology. Ensures projects are completed on time and within budget. Acts as advisor to
program team regarding projects, tasks, and operations. Familiar with standard concepts,
practices, and procedures within a particular field. Relies on extensive experience and
judgment to plan and accomplish goals. Performs a variety of complex tasks. A certain
degree of creativity and latitude is required.
Managed Services:
Lead the project from inception through completion, ensuring all project deliverables
Ensure project is delivered on schedule and on budget with a high degree of quality
and customer satisfaction
Manage up to 5 concurrent customer projects of varying sizes and complexity
Responsible for scheduling the resources required to complete your project
Develop strong working relationships with the customer
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Keep project updated in the Professional Services Automation solution per project
guidelines
Forecast project hours each month to determine project revenue
Hold project meetings to update the business owners on the status of the project,
including executive steering committees for large projects
Identify opportunities for expansion and coordinate with the sales team to scope the
specific requirements
Responsible for project budget management and scoping new requirements per Apttus
change control process by enforcing scope
Complete time cards and expense reports on time
Vice President Customer Success:
Enhance current operating procedures and tools
Identify and execute business ideas to improve service delivery and client retention
Develop and integrate customer feedback systems to improve quality of company's
service and processes
Recruit, on board, train, and develop new team members
Implement and manage call center systems including CRM, telephone, and ticket
management
Establish customer service performance metrics
Recruitment Process
Apttus will use a variety of methods for recruiting new employees
Ads in local and regional newspaper Classifieds
Posting on Job Boards Regional and National
In House recruiters
Participation in job fairs
Provide employee referral bonuses for referring a friend or colleague
Screening Process:
All candidates are pre-screened by in-house or outsourced recruiters as the first phase of
the their application process
For candidates the meet the requirements for each position, phone screens are conducted
between the candidate and the hiring manager for the position
If the candidate is selected as a finalist for the position, they will interview in person at
Apttus Headquarters with a pre-selected interview panel
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Assurance of Equal Opportunity and Non Discrimination Laws:
We are committed to equal-employment principles, and we recognize the value of
committed employees who feel they are being treated in an equitable and professional
manner. We strive to find ways to attract, develop, and retain the talent needed to meet
business objectives, and to recruit and employ highly qualified individuals representing
the diverse communities in which we live. Employment policies and decisions on
employment and promotion are based on merit, qualifications, performance, and
business needs. The decisions and criteria governing the employment relationship with
all employees are made in a non-discriminatory manner—without regard to age, race,
color, national origin, gender (including pregnancy, childbirth or medical condition
related to pregnancy or childbirth), gender identity or expression, religion, physical or
mental disability, medical condition, legally protected genetic information, marital status,
veteran status, sexual orientation, or any other factor (including medical marijuana
cardholder status for Arizona applicants and employees) determined to be an unlawful
basis for such decisions by federal, state, or local statutes. No legally protected
characteristic will be a factor in decisions regarding any of the following:
• Recruiting
• Hiring
• Termination of employment
• Discipline
• Promotion/demotion
• Training
• Compensation
• Scheduling
• Assignments, or
• Any other terms or conditions or privileges of employment.
Moreover, in accordance with federal and applicable state law, the company will make
reasonable accommodations whenever necessary for individuals with known disabilities,
provided that such individuals are qualified to perform the essential functions and
assignments of the job, with or without accommodation, and provided that any
accommodations would not impose an undue hardship on the company. The company
wishes to have timely, good faith discussions with a disabled applicant or employee to
determine what accommodations may be appropriate. Any applicant or employee who
requires an accommodation during the application process or in order to perform the
essential functions of the job should contact a company manager, a company officer or a
TriNet HR Representative to request such an accommodation.
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Projected Equipment Costs:
The following table provides a breakdown of the projected equipment costs per new job
created. Detailed information about the equipment can be found following the table.
Equipment costs for Office Furnishings are based on cost projections provided by:
COG: Contact Office Group
http://www.cog.com/
Equipment costs for Cellular phones are based on cost projections provided by
Verizon Wireless
www.verizon.com
Equipment costs for Laptops and accessories are based on cost projections provided by
Dell Inc
www.dell.com
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In addition to matching the remaining cost on equipment purchase. Apttus will be leasing
a 10K square foot building from Ted Mitchell Development at a cost per square foot of
$24-$30. Finalize lease details are still under negotiation. The cost per year to lease
office space will range from $2,800,000 on the low end to $3,600,000 on the high end.
Apttus anticipates to use some of the cost paid for lease to supplement the the BSFT
match of 1:1 dollars spent.
Office Furniture Details
80 workstations & Chairs
5 conference tables and chairs
Office furniture for 8 offices
Product $280,000
Services (incl Freight, Design, Assembly, excl tax) $55,000
Total $335,000
Sample photo of proposed office furnishings
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Laptops:
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Best Fit Diagram for Office Build Out
Proposed Move in Date for Building “S” November 15, 2013
Office Building Elevations
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