79^%

Amount of companies that deal with pricing portfolio inconsistencies

Vendavo and EPP Pricing Survey

30^%

Number of organizations that will have deployed some form of AI by 2020 to augment their sales processes

Gartner

25^%

The level of improvement in revenue generation, customer satisfaction, and cost reduction from organizations that are able to leverage actionable data insights for digital commerce

Gartner

The B2B middle office is dealing with increasingly complexity in business processes. The ability to leverage insights into profitable commercial actions will determine the market winners. Today many enterprises are challenged by incomplete disconnected silos in their front and back office systems.

Lack of Customer Insights

• Limited understanding of customer buying behavior
• Lack insights into how customers perceive value of market offerings
• Can only differentiate market offering on price or product, instead of customer experience

Increasing Pricing Challenges

• Difficult to operationalize multiple complex pricing strategies
• Limited to “One size fits all” pricing strategies
• Unable to adjust pricing quickly to meet changing market and competitive conditions

Limited Margin Optimization

• Lacks visibility into detailed margin per transaction
• Unable to model deal line-item profitability
• Can’t explain changes in revenue or margin due to price, volume, or mix effects

Growing Sales Friction

• Friction & inaccuracy in the sales process
• Too much time spent on non-customer activities
• Not automated: quotes and approvals take far too long, resulting in lost deals