Highlighted Business Outcomes
Better transparency
Improved transparency into revenue, margin, and pricing for sales and finance teams
Improved selling options
Empowered sellers to focus on value-add selling rather than resorting to selling by price
Enhanced experiences
Adopted solutions to improve infrastructure and guidance for improved agility and speed
A Pump Manufacturer on a Journey of Commercial Excellence
In 1944, on the heels of World War II, Poul Due Jensen founded a die-casting and machine company in the cellar of his private villa. One year later, a farmer approached him to order a small automatic pump to water his fields. That’s when Jensen developed his first pump, affectionately nicknamed “the pig” because of its design.
Since then, Grundfos has become the world’s largest pump manufacturer, with more than 10% market share. Grundfos sells 18 million pumps per year and is committed to pioneering solutions for the world’s water and climate challenges and improving the quality of life for millions of people. For Grundfos, commercial excellence is about evaluating and optimizing sales performance and processes, while delivering exceptional customer experience.
Vendavo is not just software. We rely on Vendavo for consultation, technical implementation, and guidance.
Jesper Olesen
Vice President, Digital & Customer Excellence
Optimal Pricing for Continued Growth
For the last decade, Grundfos has been strategically focused on improving their global pricing governance model. Before partnering with Vendavo, the company faced increasing competition, dynamic markets, suboptimal internal pricing processes, a rapidly growing mix of product variants, and a disconnect between field and corporate pricing.
To meet these challenges and foster continued growth, Grundfos invested in Vendavo Profit Analyzer. They needed to move from Excel spreadsheets and human price administration to strategic, intelligent pricing analytics with a high degree of automation, accuracy, transparency, compliance, and pricing visibility.
A Strategic Shift from Finance to Sales
Before partnering with Vendavo, Grundfos evaluated sales numbers and margins manually within their finance system. Today they have an automated system that provides transparency. They’ve moved the pricing conversation from the finance team to the sales team, and can drill up and down between multiple dimensions to see product, customer classification, customer levels, and customer hierarchies. They can now have conversations about margins and prices on specific products and customer types.
Vendavo offers Grundfos a solid foundation for insights on pricing, enabling the team to analyze and slice the data without effects on customer pricing. Additionally, Vendavo allows Grundfos’ divisions to determine pricing and commercial terms for customers.
Grundfos is committed to continuously improving the way they serve their customers. Vendavo is providing the infrastructure, transparency, and guidance Grundfos needs to foster agility and commercial excellence.
