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Business Criticality

It’s no longer business as usual for aerospace and defense (A&D) companies. From changing customer preferences to new sources of competition A&D companies must quickly transform their A&D commercial processes to remain viable in the digital marketplace. 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.

Aerospace and Defense

Industry Insights

5%-15%

Amount of revenue increase that digital technologies can deliver to aerospace and defense companies.

McKinsey

2.5%

All transactions in Aerospace and Defense conducted online.

Digitalcommerce

80%

Percent of Aerospace and Defense executives that believe all aspects of the workforce will be influenced by Artificial Intelligence.

Aerospace and Defense Review

Business Challenges of Aerospace and Defense

Selling

  • 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

C-Suite

  • 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

Pricing

  • 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

Vendavo Solutions

Commercial Excellence for Aerospace and Defense

Sales Solutions

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

Commercial Intelligence Solutions

  • 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

Pricing Solutions

  • 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

SUCCESS STORIES

Managing a Successful Project in a Global Enterprise

Profit Summit 2013: Managing A Successful Project In A Global Enterprise – Honeywell

“Managing a Successful Project in a Global Enterprise” – Lonnie Luehmann and Alicia Vitalis, Honeywell.

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Global Commercial Excellence in Aerospace and Defense

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SURVEY

Aftermarket Benchmark Survey Report

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Vendavo Value Outcomes for Manufacturing Infographic

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Vendavo Value Outcomes for Aftermarket

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