Industries

Aerospace & Defense

Navigate complex deals with visibility, so every customer requirement is matched with the value delivered.

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Business Criticality

Contracts can be riddled with inconsistencies around price, volume, product specification, and delivery dates which can translate into poor value capture as you procure.

Manual production of quotes and arduous approval processes makes the Aerospace and Defense (A&D) industry ripe for productivity gain not only from workflow automation but also from adopting value based selling practices.

To not be left behind, A&D companies must quickly transform their commercial processes to remain a viable vendor on earth and in space.

Vendavo is the market leader in working with A&D companies to modernize their quote-to-cash processes and deliver a superior customer experience while optimizing profitability.

How Does Vendavo Unlock Growth + Profitability?

Product Configuration and Quoting

Enable effective eCommerce for your A&D products.

Analyze every data point to build up a picture of current offerings performance to drive action that improves customer- and product-specific pricing. Make it easy for customers and sellers to configure valid complex product offerings and submit for quotes at the speed of digital commerce.

5-15

Revenue Increase

that digital technologies can deliver to Aerospace & Defense companies.

B2B Digital Negotiations

Make every deal a profitable deal.

Through segmented customer profiles, you can provide precise pricing for every customer experience, including those made through self-service channels, that include the gives & gets needed for direct sales.

2.5

of All Transactions

in Aerospace & Defense are conducted online

Powerful Pricing Guidance

Predictably drive higher margins.

Control price execution amid changes in market conditions. Your sales representatives need the ability to defend pricing, to feel confident about the prices their customers are willing to accept.

80

of Aerospace & Defense Executives

believe all aspects of the workforce will be influenced by AI

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Industry Challenges & Vendavo Outcomes

Pricing Selling Leadership
Pricing

Challenges

  • Lack of advanced commercial pricing models
  • Limited spare parts profit optimization
  • Lack of understanding of perceived customer segment value
  • Limited measures for profitability visibility across the value chain
  • Your commercial processes struggle with getting the optimized, winning price in front of the customer quickly

Outcomes

  • Automated Intelligent Pricing
  • Price Optimization
  • Dynamic Pricing
  • Centralized Price Management
  • Market Data Management
  • Transfer Price Management
  • List Price Management
  • Pricing Guidance
  • Pricing Analytics
  • Incentive Management
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Selling

Challenges

  • Growing competition from new entrants
  • Meeting new, more demanding customer expectations
  • Limited capabilities for digital commerce and sales
  • Cumbersome commercial processes resulting in slow time to quote
  • Lack of relevant customer context for deal negotiation
  • Lack of a single integrated view of your customer

Outcomes

  • Improved Win Rates
  • Fast Accurate Quotation
  • B2B Ecommerce
  • Product Availability
  • Guided Selling
  • Deal Profitability
  • Price Agreements
  • Product/Offering Configuration
  • Automated Proposal Generation
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Leadership

Challenges

  • Lack of value chain digitalization
  • Supply and demand disruptions
  • Ineffective use of artificial intelligence
  • Limited profitability and performance visibility
  • Limited ability to adjust to or meet changes in the market
  • Sales teams are struggling with executing deals appropriately to acquire and retain customers
  • Lack of integrated eCommerce and direct sales commercial processes

Outcomes

  • Artificial Intelligence
  • ERP and CRM Integration
  • Margin Optimization
  • Deal Negotiation Insights
  • Price Volume Mix Analysis
  • Advanced Segmentation Modeling
  • Predictive Business Alerts
  • Configurable Dashboards
  • Advanced Commercial Visualization
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Vendavo has identified significant opportunities to improve margin without compromising on our growth strategy.

Global Pricing Manager
Leading Motion Manufacturer in Aerospace & Defense

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