CPQ Essentials Accelerator SOW

This CPQ Essentials Edition Accelerator Statement of Work (“SOW”) for Professional Services,  including any applicable addenda, annexes, exhibits, or other similar agreements, constitutes  a legal agreement between you, your employer, or other entity on whose behalf you enter into  this SOW (the “Customer”), and Apttus Corporation (“Conga”), and is issued pursuant to the  Professional Services Terms, or similar professional services agreement (collectively, “PS  Terms”), attached to the Master Subscription Services Agreement, or similar subscription  agreement (collectively, “MSSA”), by and between the parties. In the absence of existing PS  Terms between the parties, this SOW shall be governed by the Professional Services Terms located at: /legal-center/professional-services-terms.

YOU MUST READ AND AGREE TO THIS SOW PRIOR TO RECEIVING THE PROFESSIONAL  SERVICES. BY CLICKING ON THE “ACCEPT” BUTTON, SIGNING AN ASSOCIATED ORDER OR  ORDER FORM, OR RECEIVING THE PROFESSIONAL SERVICES, YOU ARE AGREEING TO BE  BOUND BY THE TERMS ON BEHALF OF CUSTOMER. 

IF YOU ARE ENTERING INTO THIS SOW ON BEHALF OF YOUR EMPLOYER OR ANOTHER  LEGAL ENTITY, THEN YOU REPRESENT AND WARRANT THAT YOU HAVE THE AUTHORITY TO  BIND THAT ENTITY AS THE CUSTOMER. 

Conga may amend this SOW from time to time by posting an amended version at its website  and sending Customer notice thereof (an email to Customer’s Project sponsor or designated  contact shall be deemed sufficient in this case). Such amendment will be deemed accepted  and become effective thirty (30) days after such notice (the “Proposed Amendment Date”),  unless Customer first gives Conga written notice of rejection of the amendment. In the event  of such rejection, this SOW will continue in its existing form, and the amendment will become  effective at the start of Customer’s next purchase of Professional Services meant to be  governed by this SOW following the Proposed Amendment Date. Customer’s continued use  of the Professional Services hereunder following the Proposed Amendment Date will confirm  Customer’s consent thereto. This Agreement may not be amended in any other way except  through a written agreement by authorized representatives of each party. 

Whereas, Customer wishes to have Conga provide certain Professional Services pursuant to  this SOW, 

For good and valuable consideration, the receipt and sufficiency of which is hereby  acknowledged, the parties agree as follows: 

Definitions: 

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“Project” refers to the scope of services, including performance of all work, activities, and  Deliverables, set forth in this SOW, including any and all appendices. Notwithstanding any  other provision of these terms, timelines and hours in this SOW are estimates only. 

“Services” and “Professional Services” as used herein means Professional Services work  rendered by Conga in relation to this SOW. It is distinguished from the meaning of  “Subscription Services” as used in the MSSA.

1. UNDERSTANDING OF OBJECTIVES

Our understanding of Customer objectives and desired outcome is the following:

• A global solution for end to end Configure, Price, and Quote (CPQ)

• A single cloud-based platform to manage the entire CPQ cycle for customers

• Setting up two process flows, one for new logo sales and another for purchased products (asset-based ordering), in the Conga system within the constraints of the scope detailed below

2. SCOPE OF WORK

This section defines the scope of Professional Services to be delivered by Conga, with support from  Customer resources, under this SOW. Detailed scope and objectives will be confirmed during the  define and design phases. If changes or expanded scope are necessary, a new SOW will be needed. 

2.1 Organizational Scope 

The following users, currency, and language are in scope: 

• Users – sales, approvers, administrators

• Currency and Language: One currency and one language (English) 

The efforts assume one configuration across the organization, and no effort or time is allocated to  design or configure variations. All countries, divisions, and user roles will leverage the same data  structures, processes, and approval workflows. 

2.2 Product Scope 

The following Conga solutions will be configured as part of this SOW: 

• Configure Price Quote (CPQ) Essentials Edition

• X-Author for Excel Enterprise Edition

• Deal Manager Plus (Intelligent Workflow Approvals – IWA)

• Conga Sign 

2.3 Functional Use Case Scope: 

The following Use Cases are in scope:

Business  

Process

Note: The parties agree that if any of the requirements are more complex than described in the use cases above (in Conga’ sole discretion), then Conga and Customer agree to in  good faith to execute a separate SOW for the delivery of the additional scope. 

2.4 Out of Scope 

Professional Services and/or scope not included and/or not itemized as “Scope” in this SOW  are out of scope, including: 

• Non-Conga program management

• Data migration of in-flight and legacy quotes, assets migration

• Data archiving

• Development of training materials

• Additional Languages (apart from English) and Currencies

• Interfaces/Integrations

• Auto Renewals

• Third-Party support and related activities

• Any scope item not explicitly listed in section ‘Use Case Scope’

• Additional documentation that are not specified in section ‘Project Methodology and Delivery Assurance’

• Change Management including, but not limited to, stakeholders management; change readiness; communications plan and execution; training plan and execution  including development of training materials; adoption tracking

• Creation/Definition of business requirements document

• UI Enhancement/Guidance

• Data extraction from any source systems or hard-copy papers

• Management and migration of Customer’s CRM records (e.g. Accounts, Contacts)

• Automation testing

• Performance testing

• Automated QA Testing or automated test scripts

• Deployment strategy, plan and execution for non-Conga systems

• Translation services of Conga standard and non-standard fields in different languages

• Any third-party support related activities

• Other Conga Services such as Conga Education Services and Conga Application  Management Services (AMS) 

• Refactoring the standard Conga user flow, e.g. splitting standard pages into multiple  pages, rerouting transitions amongst standard pages, development of custom pages,  development of custom widgets.

• Services for the migration of legacy Data (e.g. legacy Quotes, in-flight Quotes, and  Assets) migration, data quality, said performance of data loads to and from the Conga solution(s) and the readiness and configuration of the standard CRM objects/entities  for which the intended solution is dependent upon.

• Specification of eSignature software data input tags (Defining the type of “tag” and  location of the “tag”)

• Advanced security capabilities e.g. data sharing, role/hierarchy driven sharing,  permission set driven sharing

• Training and enablement for CRM system and platform capabilities, including  creation or delivery of user training

• Production of Customer’s CRM reports

   

3. DELIVERABLES AND ACCEPTANCE CRITERIA

3.1 Deliverables 

The anticipated Deliverables provided by Conga for the scope of this SOW will be:

• Project kick off & Implementation Plan

• Welcome packet and workshop deck

• User Stories with process flows, design & test scripts

• CPQ workbooks & Go-live Checklist(s)

• Configured system  

3.2 Acceptance of Conga Deliverables 

Deliverables will be produced in accordance with the Project Plan. Conga will provide early  drafts when feasible to facilitate prompt review and approval. 

Customer shall have two (2) business days from the date of receipt of a Deliverable to provide  final acceptance or rejection of the Deliverable in writing. 

If Customer rejects a Deliverable, it will specify in reasonable detail each deficiency and / or  nonconformance serving as the basis of rejection in writing. Upon receipt of such Deliverable rejection notification, Conga will promptly correct such deficiencies and / or nonconformities  and re-deliver the Deliverable for Customer’s review. Upon re-delivery of the Deliverable,

Customer shall provide notification of final acceptance or rejection in writing as soon as  reasonably possible, but no later than two (2) business days from the date of receipt. 

If Customer does not provide notice of final acceptance or rejection within two (2) business  days in writing of a Deliverable or re-delivery of a rejected Deliverable, the Deliverable will be  deemed accepted.

4. PROJECT METHODOLOGY & DELIVERY ASSURANCE

4.1 Methodology 

The following Implementation Methodology will be used for this Project. The Project methodology  includes six phases. Conga provides delivery assurance throughout the Project lifecycle as part of  the methodology. 

The phases are outlined below: 

Customer Readiness 

• Send Welcome packet to customer with Product and Pricing Workbook, and Approval templates

• Work with customer to prepare data for the above artifacts

• Deploy accelerator components + Data in the customer org

• Exit Criteria

  • Completed product, pricing, approval workbooks

  • Templates, Images, Company Logo

  • Customer Sandbox updated with Conga accelerator packages and product/pricing  data 

If the above Exit Criteria are not met, then Conga and Customer agree to in good faith to  execute a separate SOW for the delivery of the project.  

Define 

• Project Kick-off

• Walk through Pre-Defined Process Flows and User stories

• Capture the delta in process flows and user stories, document and analyze as per  Accelerator scope 

Build

• Sprint planning to setup JIRA with the stories, detailed tasks, story grooming, story points  etc.

• Configure Product and Pricing metadata

• Configure Quote Flows

• Modify page layouts, related lists, and shopping cart layout

• Modify the approval setup

• Build the Customer Facing Document templates by Modifying the existing template

• Modify user permissions / profiles

• Sprint demos, feedback

• Modify SIT scripts as required

• Modify UAT scripts as required 

SIT/UAT  

• Execute SIT scripts and UAT scripts

• Conga to verify the solution.

• Customer to confirm that system is configured according to agreed requirements and  design.  

Launch  

• Deployment of the solution from UAT to Production environment

• Post Production support (Hypercare) of 2 weeks. 

The Project team will utilize one or more of the following Conga tools to support the  implementation efforts. The tools are templatized for fast and consistent implementation  results. The client Project team may be granted access for the duration of the Project. The tools that may be utilized during the Project are Microsoft Project, Confluence, JIRA, Zephyr, and  Bitbucket. If the Project team has to use the client’s tools instead, then Conga and Customer  agree to in good faith to execute a separate SOW for the delivery of the project.

5. PROJECT PLAN

Project kick-off will be planned on a mutually agreed date, based on Conga and Customer resource availability and completion of the Customer Pre-requisite Deliverables defined below.  

As of the Effective Date, the known requirements, estimates effort, and scope the following  Project Plan (“Project Plan”) is anticipated for Conga solution delivery. The Project Plan will be  confirmed after the design phase. Any adjustments to the Project Plan (e.g. change in process  flow, scope changes) may require a new SOW. 

Maximum Project Plan Duration  

• 3 weeks of Customer Readiness

• 12 Weeks to Launch

• 2 Weeks of Hypercare  

Any extension beyond the allocated Project Plan will require a new SOW. For the avoidance of  doubt, a day is eight (8) hours, Monday through Friday, on Conga’ standard business days, excluding  holidays. 

5.1 Customer Readiness 

As outlined in Section 4.1 above, the Conga PS team is introduced and starts engaging with  the Customer team. The Conga PS team will provide s a walk-through of Product, Pricing, and  Approval templates and the Customer team updates the templates with the necessary  information as guided by Conga PS.  

5.2 Kickoff 

Conga will contact Customer within three (3) weeks of SOW Effective Date to establish a Project start date. The Project start date will be mutually agreed to in writing by the parties (email sufficient). 

5.3 Go-Live 

“Go-Live” refers to the on-boarding of users to Conga in the Production environment.

• A single go-live event is in scope. Additional go-lives are not in scope and any  functionality that is mutually agreed to be deferred from the single go-live is no longer  part of the scope of this SOW.

• Go-Live occurs after migration of the Conga solution to the Production environment.

• Customer will be responsible for Go-live planning and execution with guidance from  Conga as outlined in this SOW.

• Conga assumes Customer’s information technology policies that govern the  deployment of Conga solution to the Production environment and the go-live of new  information technology, will not extend the Project Plan described herein via a delay in  the deployment or Go-Live of the Conga solution. 

5.4 Hypercare Period 

“Hypercare Period” refers to the period and services following the Go-Live of the Conga solution.

• For a release of the Conga solution, the Hypercare Period begins at Go-Live and concludes after ten (10) business days, i.e. two (2) weeks.

• For clarity, issues identified after the Hypercare Period will be addressed per the terms set  forth in Customer’s applicable subscription agreement with Conga (i.e. Customer’s  purchased level of Technical Support in the MSSA and applicable Order or Order Form). Upon completion of the Hypercare Period, Conga will send Customer a notice (email  sufficient) acknowledging SOW Project completion. 

6. RESOURCING, ROLES AND RESPONSIBILITIES

6.1 Resourcing 

Conga and Customer resources share responsibility for Project execution, as outlined in this  SOW. Assigned resources are required to attend the Project kickoff, and to perform agreed  activities throughout the Project lifecycle. 

6.2 Customer Roles and Responsibilities

6.3 Conga Resourcing and Resource Allocations

The following Conga roles, sometimes also referred to as “Resources”, will be allocated to the  Project. This is subject to change based on further analysis and discovery through the Project stages. 

6.4 Pre-Requisite Deliverables 

Prior to Project start, Customer will provide Conga with Pre-Requisite Deliverables (collectively,  “Pre-Requisite Deliverables”): 

• Business objectives and Key Performance Indicators (KPIs)

• Filled in Product and Pricing Workbook

• Approval details and templates – Identify Approvers, conditions triggering approval request

• Email Notification Templates with customer branding/logo/disclaimer language

• Review the predefined business process flows built in the Conga CPQ Essentials  Accelerator and highlight any minor modifications

• Provide access to Conga to Customer Salesforce sandbox environments 

6.5 Project Work Products and Activities* 

The following Work Product and Activities are minimally required for the Project:

• Work Product: outputs to support Project delivery that do not require Customer approval

• Activity: methodology component that is a task that does not require Customer approval

• *Note: The below Work Product and/or Activities may result in the output of a  Deliverable as identified in Section 3.1.  

To complete the Work Products and Activities each parties’ Roles and Responsibilities are  defined as follows:

• R = Responsible: Conga or Customer performs the work to complete the Activity and  /or Work Product

• A = Accountable: Conga or Customer responsible for justifying actions or decisions  made to complete the Activity and / or Work Product

• C = Consulted -Conga or Customer whose opinions are sought by the person  responsible for the Activity and / or Work Product

• I = Informed - Conga or Customer that should be kept up to date on progress of the  Activity and / or Work Product 

Conga and Customer are each responsible for completing their assignments, as indicated in  the following table:

6.6 Customer Project Deliverables* 

During the Project, Customer is responsible for ensuring completing the following Customer  Deliverables are completed (collectively, “Customer Deliverables”) according to the Project Plan: 

• Functional Requirements

• UAT Test Plan

• UAT Test Cases

• UAT Testing

• Deployment Plan

• Training Plan

• Hypercare period Plan

• Signoff on Testing 

For clarity, the acceptance criteria set forth in this SOW does not apply to Customer Deliverables.

7. TRAVEL AND EXPENSES

7.1 Travel and Expenses 

No travel is anticipated for this SOW. In the event travel is required, Customer will be invoiced  separately for travel expenses incurred on a monthly basis pursuant to Conga’s Travel &  Expense policy, located At /legal-center/travel-expense-policy. Invoices shall be  issued and payment shall be due pursuant to the MSA terms.

8. PROJECT GOVERNANCE

During the Plan stage for the Project, the Customer and Conga will establish appropriate  governance to support effective and appropriate decision making, sign off, and escalation  procedures. Governance may include the following:  

• Project Status Meetings: Regularly scheduled with required participation from both Conga and Customer participants;

• Project Status Reports: Regularly provided by Conga to Customer’s Project management team, no more than weekly; 

The first level of escalation within the Project governance structure is the Customer and  Conga Project managers. Any issues which cannot be resolved at this level will be escalated  to the representatives below: 

Conga Representation 

1. Vice President, Conga Professional Services

2. Director, Conga Professional Services 

Customer Representation 

1. Senior Representative, To be determined by the parties (email being sufficient)

2. Senior Representative, To be determined by the parties (email being sufficient)

Appendix A. Salesforce Platform Assumptions 

Salesforce Lightning Platform Assumptions (referred to as “Platform”) Language  

The user interface can only support the languages that are supported by the Platform. 

Platform Limitations 

Conga is 100% native to the Platform. The Conga solutions are subject to the constraints,  limitations, features and capability provided by the Platform, e.g. the limitation of uploaded  files to twenty-five (25) megabytes, 

Advanced Configuration 

“Advanced Configurations” refer to Conga Solution components composed of the Salesforce  and software development technologies listed here: salesforce Apex, salesforce Visualforce,  salesforce triggers and JavaScript, Conga callbacks and APIs. Conga will make all commercially  reasonable efforts to minimize the design, development and testing of Advanced  Configurations. Customer will be responsible for the maintenance of all Advanced  Configurations following Go-Live, unless appropriate Conga Managed services are  procured. Conga Services will achieve a code coverage of eighty (80) percent for Conga code  exclusively. The Services included herein will not require the modification of third-party code  in Customer’s salesforce environments.  

Customer Salesforce Procured Lightning Platform Org Assumptions:  For clarity, the assumptions below apply only in situations where Customer has procured  Salesforce Lightning Platform Org Licenses independent of Conga for the purposes of Conga to deliver its product and services. If Conga has procured the Org Licenses, then the below  does not apply.  

Platform Dependencies 

As the Conga Solution is 100% native to the Platform, the execution of this SOW is dependent  on the Customer’s configuration and management of Customer Salesforce instances in so far  as the readiness of these instances support the following standard Salesforce features,  practices and policies. 

Cumulative Code Coverage 

Cumulative code coverage in Customer's Salesforce environment cannot be guaranteed by  Conga. In the event that Customer’s code coverage impacts the deployment of the Conga Solution, Customer will remediate code coverage in a timely manner. 

Customer Procured Third-party Apps and Configured Objects 

Conga will not be responsible for servicing any third-party App running on the Salesforce  platform and servicing any Customer configured Objects, unless specified in the SOW.  

Salesforce Environments 

Customer must provide all necessary Platform environments, including sandboxes, to enable  the performance of the Project as described herein. Customer is required to license all required  Platform environments, including sandboxes, directly from Salesforce. Failure to do so will alter  the expected duration and cost of the Project implementation and require a separate SOW. 

The Project is dependent upon Customer’s applicable Platform environments. Customer and  Conga will conduct all Solution configuration, testing and deployment activities in the  following four (4) salesforce environments, as licensed from Salesforce by Customer and managed by Customer, unless specified otherwise in the SOW: 

• Build – one (1) Salesforce sandbox environment (Developer Pro)

• QA – one (1) Salesforce sandbox environment (Developer Pro)

• Test – one (1) Salesforce sandbox environment (bare minimum Partial Sandbox, ideal  would be the full sandbox)

• Production – one (1) Salesforce production environment 

While lesser varieties of salesforce sandbox environments are available, the storage capacity of  a full-copy sandbox is required for the Conga Solution. Please consult salesforce materials at  help.salesforce.com for additional sandbox details.

This CPQ Essentials Edition Accelerator Statement of Work (“SOW”) for Professional Services,  including any applicable addenda, annexes, exhibits, or other similar agreements, constitutes  a legal agreement between you, your employer, or other entity on whose behalf you enter into  this SOW (the “Customer”), and Apttus Corporation (“Apttus”), and is issued pursuant to the  Professional Services Terms, or similar professional services agreement (collectively, “PS  Terms”), attached to the Master Subscription Services Agreement, or similar subscription  agreement (collectively, “MSSA”), by and between the parties. In the absence of existing PS  Terms between the parties, this SOW shall be governed by the Professional Services Terms located at: http://legal.apttus.com/#apttus-professional-services-terms.

YOU MUST READ AND AGREE TO THIS SOW PRIOR TO RECEIVING THE PROFESSIONAL  SERVICES. BY CLICKING ON THE “ACCEPT” BUTTON, SIGNING AN ASSOCIATED ORDER OR  ORDER FORM, OR RECEIVING THE PROFESSIONAL SERVICES, YOU ARE AGREEING TO BE  BOUND BY THE TERMS ON BEHALF OF CUSTOMER. 

IF YOU ARE ENTERING INTO THIS SOW ON BEHALF OF YOUR EMPLOYER OR ANOTHER  LEGAL ENTITY, THEN YOU REPRESENT AND WARRANT THAT YOU HAVE THE AUTHORITY TO  BIND THAT ENTITY AS THE CUSTOMER. 

Apttus may amend this SOW from time to time by posting an amended version at its website  and sending Customer notice thereof (an email to Customer’s Project sponsor or designated  contact shall be deemed sufficient in this case). Such amendment will be deemed accepted  and become effective thirty (30) days after such notice (the “Proposed Amendment Date”),  unless Customer first gives Apttus written notice of rejection of the amendment. In the event  of such rejection, this SOW will continue in its existing form, and the amendment will become  effective at the start of Customer’s next purchase of Professional Services meant to be  governed by this SOW following the Proposed Amendment Date. Customer’s continued use  of the Professional Services hereunder following the Proposed Amendment Date will confirm  Customer’s consent thereto. This Agreement may not be amended in any other way except  through a written agreement by authorized representatives of each party. 

Whereas, Customer wishes to have Apttus provide certain Professional Services pursuant to  this SOW, 

For good and valuable consideration, the receipt and sufficiency of which is hereby  acknowledged, the parties agree as follows: 

Definitions:  

“Project” refers to the scope of services, including performance of all work, activities, and  Deliverables, set forth in this SOW, including any and all appendices. Notwithstanding any  other provision of these terms, timelines and hours in this SOW are estimates only. 

“Services” and “Professional Services” as used herein means Professional Services work  rendered by Apttus in relation to this SOW. It is distinguished from the meaning of  “Subscription Services” as used in the MSSA.

1. UNDERSTANDING OF OBJECTIVES

Our understanding of Customer objectives and desired outcome is the following:

• A global solution for end to end Configure, Price, and Quote (CPQ)

• A single cloud-based platform to manage the entire CPQ cycle for customers

• Setting up two process flows, one for new logo sales and another for purchased products (asset-based ordering), in the Apttus system within the constraints of the scope detailed below

2. SCOPE OF WORK

This section defines the scope of Professional Services to be delivered by Apttus, with support from  Customer resources, under this SOW. Detailed scope and objectives will be confirmed during the  define and design phases. If changes or expanded scope are necessary, a new SOW will be needed. 

2.1 Organizational Scope 

The following users, currency, and language are in scope: 

• Users – sales, approvers, administrators

• Currency and Language: One currency and one language (English) 

The efforts assume one configuration across the organization, and no effort or time is allocated to  design or configure variations. All countries, divisions, and user roles will leverage the same data  structures, processes, and approval workflows. 

2.2 Product Scope 

The following Apttus solutions will be configured as part of this SOW: 

• Configure Price Quote (CPQ) Essentials Edition

• X-Author for Excel Enterprise Edition

• Deal Manager Plus (Intelligent Workflow Approvals – IWA)

• Conga Sign 

2.3 Functional Use Case Scope: 

The following Use Cases are in scope:

Business  

Process

Note: The parties agree that if any of the requirements are more complex than described in the use cases above (in Apttus’ sole discretion), then Apttus and Customer agree to in  good faith to execute a separate SOW for the delivery of the additional scope. 

2.4 Out of Scope 

Professional Services and/or scope not included and/or not itemized as “Scope” in this SOW  are out of scope, including: 

• Non-Apttus program management

• Data migration of in-flight and legacy quotes, assets migration

• Data archiving

• Development of training materials

• Additional Languages (apart from English) and Currencies

• Interfaces/Integrations

• Auto Renewals

• Third-Party support and related activities

• Any scope item not explicitly listed in section ‘Use Case Scope’

• Additional documentation that are not specified in section ‘Project Methodology and Delivery Assurance’

• Change Management including, but not limited to, stakeholders management; change readiness; communications plan and execution; training plan and execution  including development of training materials; adoption tracking

• Creation/Definition of business requirements document

• UI Enhancement/Guidance

• Data extraction from any source systems or hard-copy papers

• Management and migration of Customer’s CRM records (e.g. Accounts, Contacts)

• Automation testing

• Performance testing

• Automated QA Testing or automated test scripts

• Deployment strategy, plan and execution for non-Apttus systems

• Translation services of Apttus standard and non-standard fields in different languages

• Any third-party support related activities

• Other Apttus Services such as Apttus Education Services and Apttus Application  Management Services (AMS) 

• Refactoring the standard Apttus user flow, e.g. splitting standard pages into multiple  pages, rerouting transitions amongst standard pages, development of custom pages,  development of custom widgets.

• Services for the migration of legacy Data (e.g. legacy Quotes, in-flight Quotes, and  Assets) migration, data quality, said performance of data loads to and from the Apttus solution(s) and the readiness and configuration of the standard CRM objects/entities  for which the intended solution is dependent upon.

• Specification of eSignature software data input tags (Defining the type of “tag” and  location of the “tag”)

• Advanced security capabilities e.g. data sharing, role/hierarchy driven sharing,  permission set driven sharing

• Training and enablement for CRM system and platform capabilities, including  creation or delivery of user training

• Production of Customer’s CRM reports

   

3. DELIVERABLES AND ACCEPTANCE CRITERIA

3.1 Deliverables 

The anticipated Deliverables provided by Apttus for the scope of this SOW will be:

• Project kick off & Implementation Plan

• Welcome packet and workshop deck

• User Stories with process flows, design & test scripts

• CPQ workbooks & Go-live Checklist(s)

• Configured system  

3.2 Acceptance of Apttus Deliverables 

Deliverables will be produced in accordance with the Project Plan. Apttus will provide early  drafts when feasible to facilitate prompt review and approval. 

Customer shall have two (2) business days from the date of receipt of a Deliverable to provide  final acceptance or rejection of the Deliverable in writing. 

If Customer rejects a Deliverable, it will specify in reasonable detail each deficiency and / or  nonconformance serving as the basis of rejection in writing. Upon receipt of such Deliverable rejection notification, Apttus will promptly correct such deficiencies and / or nonconformities  and re-deliver the Deliverable for Customer’s review. Upon re-delivery of the Deliverable,

Customer shall provide notification of final acceptance or rejection in writing as soon as  reasonably possible, but no later than two (2) business days from the date of receipt. 

If Customer does not provide notice of final acceptance or rejection within two (2) business  days in writing of a Deliverable or re-delivery of a rejected Deliverable, the Deliverable will be  deemed accepted.

4. PROJECT METHODOLOGY & DELIVERY ASSURANCE

4.1 Methodology 

The following Implementation Methodology will be used for this Project. The Project methodology includes five phases. Apttus provides delivery assurance throughout the Project lifecycle as part of  the methodology. 

The phases are outlined below: 

Customer Readiness 

• Send Welcome packet to customer with Product and Pricing Workbook, and Approval templates

• Work with customer to prepare data for the above artifacts

• Deploy accelerator components + Data in the customer org

• Exit Criteria

  • Completed product, pricing, approval workbooks

  • Templates, Images, Company Logo

  • Customer Sandbox updated with Apttus accelerator packages and product/pricing data 

If the above Exit Criteria are not met, then Apttus and Customer agree to in good faith to  execute a separate SOW for the delivery of the project.  

Define 

• Project Kick-off

• Walk through Pre-Defined Process Flows and User stories

• Capture the delta in process flows and user stories, document and analyze as per  Accelerator scope 

Build

• Sprint planning to setup JIRA with the stories, detailed tasks, story grooming, story points  etc.

• Configure Product and Pricing metadata

• Configure Quote Flows

• Modify page layouts, related lists, and shopping cart layout

• Modify the approval setup

• Build the Customer Facing Document templates by Modifying the existing template

• Modify user permissions / profiles

• Sprint demos, feedback

• Modify SIT scripts as required

• Modify UAT scripts as required 

SIT/UAT  

• Execute SIT scripts and UAT scripts

• Apttus to verify the solution.

• Customer to confirm that system is configured according to agreed requirements and  design.  

Launch  

• Deployment of the solution from UAT to Production environment

• Post Production support (Hypercare) of 2 weeks. 

The Project team will utilize one or more of the following Apttus tools to support the  implementation efforts. The tools are templatized for fast and consistent implementation  results. The client Project team may be granted access for the duration of the Project. The tools that may be utilized during the Project are Microsoft Project, Confluence, JIRA, Zephyr, and  Bitbucket. If the Project team has to use the client’s tools instead, then Apttus and Customer agree to in good faith to execute a separate SOW for the delivery of the project.

5. PROJECT PLAN

Project kick-off will be planned on a mutually agreed date, based on Apttus and Customer resource availability and completion of the Customer Pre-requisite Deliverables defined below.  

As of the Effective Date, the known requirements, estimates effort, and scope the following  Project Plan (“Project Plan”) is anticipated for Apttus solution delivery. The Project Plan will be  confirmed after the design phase. Any adjustments to the Project Plan (e.g. change in process  flow, scope changes) may require a new SOW. 

Maximum Project Plan Duration  

• 3 weeks of Customer Readiness

• 12 Weeks to Launch

• 2 Weeks of Hypercare  

Any extension beyond the allocated Project Plan will require a new SOW. For the avoidance of doubt, a day is eight (8) hours, Monday through Friday, on Apttus’ standard business days, excluding  holidays. 

5.1 Kickoff 

Apttus will contact Customer within three (3) weeks of SOW Effective Date to establish a Project start date. The Project start date will be mutually agreed to in writing by the parties (email sufficient). 

5.2 Go-Live 

“Go-Live” refers to the on-boarding of users to Apttus in the Production environment.

• A single go-live event is in scope. Additional go-lives are not in scope and any  functionality that is mutually agreed to be deferred from the single go-live is no longer  part of the scope of this SOW.

• Go-Live occurs after migration of the Apttus solution to the Production environment.

• Customer will be responsible for Go-live planning and execution with guidance from  Apttus as outlined in this SOW.

• Apttus assumes Customer’s information technology policies that govern the  deployment of Apttus solution to the Production environment and the go-live of new  information technology, will not extend the Project Plan described herein via a delay in  the deployment or Go-Live of the Apttus solution. 

5.3 Hypercare Period 

“Hypercare Period” refers to the period and services following the Go-Live of the Apttus solution.

• For a release of the Apttus solution, the Hypercare Period begins at Go-Live and concludes after ten (10) business days, i.e. two (2) weeks.

• For clarity, issues identified after the Hypercare Period will be addressed per the terms set  forth in Customer’s applicable subscription agreement with Apttus (i.e. Customer’s  purchased level of Technical Support in the MSSA and applicable Order or Order Form). Upon completion of the Hypercare Period, Apttus will send Customer a notice (email  sufficient) acknowledging SOW Project completion. 

6. RESOURCING, ROLES AND RESPONSIBILITIES

6.1 Resourcing 

Apttus and Customer resources share responsibility for Project execution, as outlined in this  SOW. Assigned resources are required to attend the Project kickoff, and to perform agreed  activities throughout the Project lifecycle. 

6.2 Customer Roles and Responsibilities

6.3 Apttus Resourcing and Resource Allocations

The following Apttus roles, sometimes also referred to as “Resources”, will be allocated to the  Project. This is subject to change based on further analysis and discovery through the Project stages. 

6.4 Pre-Requisite Deliverables 

Prior to Project start, Customer will provide Apttus with Pre-Requisite Deliverables (collectively,  “Pre-Requisite Deliverables”): 

• Business objectives and Key Performance Indicators (KPIs)

• Filled in Product and Pricing Workbook

• Approval details and templates – Identify Approvers, conditions triggering approval request

• Email Notification Templates with customer branding/logo/disclaimer language

• Review the predefined business process flows built in the Apttus CPQ Essentials  Accelerator and highlight any minor modifications

• Provide access to Apttus to Customer Salesforce sandbox environments 

6.5 Project Work Products and Activities* 

The following Work Product and Activities are minimally required for the Project:

• Work Product: outputs to support Project delivery that do not require Customer approval

• Activity: methodology component that is a task that does not require Customer approval

• *Note: The below Work Product and/or Activities may result in the output of a  Deliverable as identified in Section 3.1.  

To complete the Work Products and Activities each parties’ Roles and Responsibilities are  defined as follows:

• R = Responsible: Apttus or Customer performs the work to complete the Activity and  /or Work Product

• A = Accountable: Apttus or Customer responsible for justifying actions or decisions  made to complete the Activity and / or Work Product

• C = Consulted -Apttus or Customer whose opinions are sought by the person  responsible for the Activity and / or Work Product

• I = Informed - Apttus or Customer that should be kept up to date on progress of the  Activity and / or Work Product 

Apttus and Customer are each responsible for completing their assignments, as indicated in the following table:

6.6 Customer Project Deliverables* 

During the Project, Customer is responsible for ensuring completing the following Customer  Deliverables are completed (collectively, “Customer Deliverables”) according to the Project Plan: 

• Functional Requirements

• UAT Test Plan

• UAT Test Cases

• UAT Testing

• Deployment Plan

• Training Plan

• Hypercare period Plan

• Signoff on Testing 

For clarity, the acceptance criteria set forth in this SOW does not apply to Customer Deliverables.

7. TRAVEL AND EXPENSES

7.1 Travel and Expenses 

No travel is anticipated for this SOW. In the event travel is required, Customer will be invoiced separately for travel expenses incurred. Payment is due net thirty (30) days from invoice. Invoices may be sent to the Customer via electronic mail. For clarity, travel and expenses are not included in the fees.

8. PROJECT GOVERNANCE

During the Plan stage for the Project, the Customer and Apttus will establish appropriate  governance to support effective and appropriate decision making, sign off, and escalation  procedures. Governance may include the following:  

• Project Status Meetings: Regularly scheduled with required participation from both Apttus and Customer participants;

• Project Status Reports: Regularly provided by Apttus to Customer’s Project management team, no more than weekly; 

The first level of escalation within the Project governance structure is the Customer and Apttus Project managers. Any issues which cannot be resolved at this level will be escalated  to the representatives below: 

Apttus Representation 

1. Vice President, Apttus Professional Services

2. Director, Apttus Professional Services 

Customer Representation 

1. Senior Representative, To be determined by the parties (email being sufficient)

2. Senior Representative, To be determined by the parties (email being sufficient)

Appendix B. Salesforce Platform Assumptions 

Salesforce Lightning Platform Assumptions (referred to as “Platform”) Language  

The user interface can only support the languages that are supported by the Platform. 

Platform Limitations 

Apttus is 100% native to the Platform. The Apttus solutions are subject to the constraints,  limitations, features and capability provided by the Platform, e.g. the limitation of uploaded  files to twenty-five (25) megabytes, 

Advanced Configuration 

“Advanced Configurations” refer to Apttus Solution components composed of the Salesforce  and software development technologies listed here: salesforce Apex, salesforce Visualforce,  salesforce triggers and JavaScript, Apttus callbacks and APIs. Apttus will make all commercially  reasonable efforts to minimize the design, development and testing of Advanced  Configurations. Customer will be responsible for the maintenance of all Advanced Configurations following Go-Live, unless appropriate Apttus Managed services are procured. Apttus Services will achieve a code coverage of eighty (80) percent for Apttus code  exclusively. The Services included herein will not require the modification of third-party code  in Customer’s salesforce environments.

Customer Salesforce Procured Lightning Platform Org Assumptions:  For clarity, the assumptions below apply only in situations where Customer has procured  Salesforce Lightning Platform Org Licenses independent of Apttus for the purposes of Apttus to deliver its product and services. If Apttus has procured the Org Licenses, then the below  does not apply.  

Platform Dependencies 

As the Apttus Solution is 100% native to the Platform, the execution of this SOW is dependent  on the Customer’s configuration and management of Customer Salesforce instances in so far  as the readiness of these instances support the following standard Salesforce features,  practices and policies. 

Cumulative Code Coverage 

Cumulative code coverage in Customer's Salesforce environment cannot be guaranteed by Apttus. In the event that Customer’s code coverage impacts the deployment of the Apttus Solution, Customer will remediate code coverage in a timely manner. 

Customer Procured Third-party Apps and Configured Objects 

Apttus will not be responsible for servicing any third-party App running on the Salesforce  platform and servicing any Customer configured Objects, unless specified in the SOW.  

Salesforce Environments 

Customer must provide all necessary Platform environments, including sandboxes, to enable  the performance of the Project as described herein. Customer is required to license all required  Platform environments, including sandboxes, directly from Salesforce. Failure to do so will alter  the expected duration and cost of the Project implementation and require a separate SOW. 

The Project is dependent upon Customer’s applicable Platform environments. Customer and Apttus will conduct all Solution configuration, testing and deployment activities in the  following four (4) salesforce environments, as licensed from Salesforce by Customer and managed by Customer, unless specified otherwise in the SOW: 

• Build – one (1) Salesforce sandbox environment (Developer Pro)

• QA – one (1) Salesforce sandbox environment (Developer Pro)

• Test – one (1) Salesforce sandbox environment (bare minimum Partial Sandbox, ideal  would be the full sandbox)

• Production – one (1) Salesforce production environment 

While lesser varieties of salesforce sandbox environments are available, the storage capacity of  a full-copy sandbox is required for the Apttus Solution. Please consult salesforce materials at  help.salesforce.com for additional sandbox details.