Business Criticality
The High Tech industry must balance the current temporary demand decline with increasing complexity in the value delivery chain to ensure sustainable profitability and prepare for tech’s critical role in the global recovery. Vendavo is the market leader in working with High Tech companies to modernize their quote-to cash processes and deliver a superior customer experience while optimizing profitability.
High Tech Industry
Industry Intelligence
3%
Reduction in IT spending forecast for 2020
Deloitte
200-800
Basis point EBITDA improvement in one year for technology companies implementing value-based pricing
BCG
73%
Share of Tech CFOs planning to double down on new offerings to rebuild revenue streams.
PwC
Business Challenges in High Tech Industry
Selling
- Complex commercial relationships between OEMs/ contract manufacturers/ retailers/ resellers/ distributors
- Increasing transparency, price pressure, and commoditization
- Rapidly changing market expectations and regulatory environments
- Lack of relevant customer context for deal negotiation
- Lack of single integrated view of customer
C-Suite
- Preserve sustainable profitability
- Limited ability to adjust to or meet changes in the market
- Prepare to fully take advantage of increased tech role during global recovery
- 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
- Historic cost-plus pricing does not reflect demand-based differentiations
- Value created by the combination of products and related services is difficult to measure and translate to pricing guidance
- Managing pricing across complex contractual arrangements is cumbersome
- Proliferating regulatory requirements
Vendavo Solutions
Commercial Excellence for High Tech Industry
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
Global Hi-Tech Industry
Case Study: Dell
Arunkumar Narayanan, Executive Director of Global Pricing Transformation, Dell, outlines the steps they took to ensure a successful Vendavo implementation that focused on time-to-quote velocity, pricing effectiveness, and gained margin, as well as the correlation of quoted price to sales compensation. Hear the results of their pricing optimization journey, including how 90% of their quotes were now going out within 4 hours, with huge improvements in margin delivery.
Powered by Vendavo
Global Commercial Excellence in High Tech Companies
