Business Criticality
From growing trade and regulatory risk to declining equipment sales and new sources of competition, heavy equipment manufacturers must adapt their existing commercial processes to the new realities of the digital marketplace. 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.
Heavy Equipment Manufacturers
Industry Intelligence
30%
Growth possible in long-term contract penetration by creating bundled offerings and developing new services.
McKinsey
81%
Proportion of heavy construction equipment manufacturers investing in digitalization projects.
Simon Kucher
4%
Proportion of heavy equipment manufactures that consider themselves to be a digital leader.
Bauma
Business Challenges of Heavy Equipment Manufacturers
Selling
- 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
C-Suite
- 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
Pricing
- 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
Vendavo Solutions
Commercial Excellence for Heavy Equipment Manufacturers
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
Vendavo Video
The Commercial Excellence Zone
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.
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Global Commercial Excellence in Heavy Equipment Manufacturers
