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Watch Now: 5 Key Pricing Challenges
Best Practices for the Manufacturing Sector
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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
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
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
Play Video
VENDAVO VIDEO
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.
HEAVY EQUIPMENT BRANDS POWERED BY VENDAVO
Vendavo is a game-changer for our whole company around the globe.
Stephan Fessner
Head of Commercial Management and Processes
Trending Resources for Heavy Equipment
Infographics
Infographic: Aftermarket Value Outcome
Discover the typical value delivered by Vendavo Commercial Excellence Solutions in the Aftermarket Industry
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