Industries

Heavy Equipment

Employ value-based pricing and sales methods to optimize margin on everything you sell, from discreet products to the aftermarket.

Business Criticality

Digital transformation efforts have gifted Heavy Equipment manufacturers with more information than ever before.

To take full advantage of this new data rich world, companies must act fast using real-time data-driven insights to transform their commercial decisions to focus on customer interactions. The growing digital marketplace creates both opportunity and complexity in cultivating lasting value-based customer relationships.

Become easier to conduct business with using streamlined approval processes, self-service configuration, and defendable prices across customers and products.

Vendavo is the market leader in working with Heavy Equipment manufacturers to modernize their quote-to-cash processes while optimizing their aftermarket businesses to deliver a superior customer experience with greater profitability.

How Does Vendavo Unlock Growth + Profitability?

Dealmaking Made Simple

Make it easy to optimize your selling and profits.

Streamline team collaboration on customer-specific price lists and contracts, then automate the approval process to simplify the process for your customers.

30

Growth Possible

in long-term contract penetration by creating bundled offerings and developing new services

Product Configuration and Quoting

Enable eCommerce for your heavy equipment 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.

81

of heavy construction equipment manufacturers

are investing in digitalization projects

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.

4

of heavy equipment manufacturers

consider themselves to be digital leaders

Industry Challenges & Vendavo Outcomes

Challenges

  • Limited measures for profitability visibility across the value chain
  • Lack of innovative commercial pricing models
  • Limited spare parts profit optimization
  • Lack understanding of perceived customer segment value

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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Challenges

  • Equipment ownership duration is extending, decreasing new equipment sales
  • Changing and increasing customer requirements
  • Increasing competitive price pressure
  • Limited capabilities for digital commerce and sales
  • Parts and services are increasingly being sold online
  • Lack of relevant customer context for deal negotiation
  • Lack of single integrated view of the 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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Challenges

  • Growing trade and regulatory risk
  • Aftermarket spare parts business model evolution
  • Lack of commercial process automation
  • Limited use of data insights for business optimization
  • Sales teams are struggling with executing deals appropriately to acquire and retain customers
  • Lack of integrated Ecommerce and direct sales commercial processes
  • Ineffective use of artificial intelligence

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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The Commercial Excellence Zone

Learn how your ERP system can seamlessly integrate with your CRM through an enhanced commercial intelligence software platform. Vendavo’s Commercial Excellence Software brings you to a land of ultimate profitability through integrated pricing management, pricing optimization, and CPQ enhanced sales negotiation. Claim your commercial edge, with Vendavo.

Vendavo is a game-changer for our whole company around the globe.

Stephan Fessner
Head of Commercial Management and Processes

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