Driving Profit into Every Deal with SAP Price and Margin Management by Vendavo

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1 Driving Profit into Every Deal with SAP Price and Margin Management by Vendavo Prashant Dube, Suite Solution Management SAP May 14, 2013 Session: 0204

2 Key Learning Points Objectives Illustrate how better pricing at the point of sale can improve profitability Solution Overview SAP Price and Margin Management Integration Overview SAP Business Suite and SAP Price and Margin Management Customer success

3 Agenda 1 Importance of Pricing Guidance in Sales 2 Solution Overview 3 Integration Overview 4 Wrap-up

4 Profit can t be assured by looking in the rear view mirror

5 Evolution of B2B sales Macro Trends Customer More sophisticated buyers Implications for Sales Customers know more than ever before Sales needs to know even more! Economy Increased cost volatility Technology Shifting from art to science You can no longer take a set it and forget it approach to pricing Sales needs the right tools to make profitable selling decisions at the point of sale Sales teams need to leverage enterprise data on the front lines Executive teams need to delegate profitability but don t have the tools

6 Profitability Happens at the Moment of Truth

7 What you don t know CAN hurt you! What happens at the Moment of Truth when you rely on the rearview mirror? All 30 of the last SAP Price and Margin Management customers evaluated were surprised to learn they had negative margin transactions, some as high as 30%. < Negative Margin % Positive > 10% 0% -10% Deal Price Case Study: Large CPG Company Findings: ~28% of transactions fell below break-even For a $5B company, this situation could cost as much as: $150M per year Source: Vendavo Customer Case Studies

8 at the point of sale?

9 Pricing transformation has real potential.. But how can you get there? Source: McKinsey

10 Agenda 1 Importance of Pricing Guidance in Sales 2 Solution Overview 3 Integration Overview 4 Wrap-up

11 The Solution is Simple ERP Transaction History 1. Extract profit insights from enterprise data SAP Price & Margin Management by Vendavo Deal Guidance 2. Deliver simple, actionable deal guidance to Sales CRM COD Deal Manager Prices

12 Today: Roles impacted by pricing Executives Sales Marketing CFO Sales Manager Pricing Analyst CEO Sales Rep Pricing Manager CSO Deal Desk Product Manager GM

13 SAP Price and Margin Management by Vendavo Uncover opportunities to improve profits Profit opportunity identification, sizing, and tracking Root cause analysis Actionable insights and analysis Views for users of all types 3 1 Optimize 2 Rapidly transition from static to dynamic pricing Manage base prices, list prices Set and manage deal price and margin guidance policies Manage approval workflow rules Plan and analyze strategic price moves Align sales behavior to corporate objective Negotiate better customer-specific pricing with confidence from insights and embedded analytics CRM

14 Bringing the profit team together Sales Executives SAP Price and Margin Management Marketing Monitor & refine strategy PROFIT Set profitable target & floor prices Close deals profitably & refine execution

15 With SAP Price and Margin Management you can: 1 Drive More Profit Close more deals, more profitably 2 Monitor and Refine Execution Continuously uncover additional profit opportunities 3 Maximize Results Set achievable, profitable target prices

16 With SAP Price and Margin Management you can: 1 Drive More Profit Close more deals, more profitably 2 Monitor and Refine Execution Continuously uncover additional profit opportunities 3 Maximize Results Set achievable, profitable target prices

17 Driving more profit Deliver intelligent profitable quotes on the spot directly in sales quoting process Sales View Analyst View

18 Driving more profit Boost price realization by empowering your sales team to negotiate confidently Sales Rep Sales Manager Head of Sales Close more profitable deals with clear insight to targets, terms, and escalating approvals

19 Driving more profit simplifying sales adoption Empowered selling at the moment of truth.

20 With SAP Price and Margin Management you can: Drive More Profit Close more deals, more profitably 2 Monitor and Refine Execution Continuously uncover additional profit opportunities 3 Maximize Results Set achievable, profitable target prices

21 Enhance your execution Know what s driving bad deals and track segment performance with deal performance analysis and margin causality SAP Price and Margin Management Profit Analyzer - Pocket Margin

22 Enhance your execution Understand the true profitability of customers and products over time with guided analytics SAP Price & Margin Management Profit Analyzer - Guided Analytics

23 Enhance your execution Identify and track your best and worst sales performers, by revenue and by deal margin SAP Price and Margin Management Profit Analyzer - Reports

24 With SAP Price and Margin Management you can: 1 Drive More Profit Close more deals, more profitably 2 Monitor and Refine Execution Continuously uncover additional profit opportunities 3 Maximize Results Set achievable, profitable target prices

25 Maximize Results Set optimal prices with unique Power & Risk B2B pricing methodology Vendavo Power & Risk B2B Pricing Methodology

26 How SAP Price and Margin Management segments and leverages Power & Risk Pricing Power Segments Segment 1 Segment 1 Region EMEA Channel Direct Channel Direct Industry Ind. Mfg. Type Type Order Size < 1,000 units Order Size Order Size Segments Step 1 Step 2 Unrealized ability to change prices Discount Variation Distribution Shape Pricing at List Competitive Intensity Product Scarcity.. Pricing Risk RESULT Optimal Pricing Guidance Target, Stretch, Floor, Approval Levels Measure of what is at stake for the business Step 4 Total Sales Step 3 # of Customers Customer Size..

27 Maximize Results Understanding the pricing science 1. Segmentation 2. Plugging Pricing Leaks 3. Exploiting Power & Risk Quantitative Segmentation % of Revenue Before After US Non-US Eliminated Upward pressure on prices Chem -ical Food & Bev Other Oil & Gas Motors Valves Other Direct Disti. Other $500 $550 $600 $650 $800 Price Valve RX23 Valve RX30 Valve DX15 Floor VP Approval Required 5. Implementing Pricing Policies 4. Setting Optimized Segment Prices Director Approval Required % of Revenue Floor VP Dir Target Net Price / List Price

28 Maximize Results Implement intelligent profitability ranges with target and floor prices and adjust dynamically SAP Price and Margin Management Price Manager - Price Console

29 What can all of this do for your sales team? Faster deal velocity! Accelerate negotiation and internal approvals Increased win rates! Educate the customer and be flexible when conditions demand it Increased deal revenue and margin! Knowing where your bottom is adds to the top

30 Demonstration Demo: SAP Price and Margin Management

31 SAP solution and partner landscape SAP Solution Extensions by Solution Partners SAP Price and Margin Management by Vendavo Endorsed Business Solutions Open Ecosystem (Partner Program Certifications) SAP Business Suite SAP Solution Extensions are subject to the most rigorous evaluation and qualification processes

32 SAP Price and Margin Management as an SAP Solution Extension Sold and supported by SAP just like any other SAP product! Extension of SAP s mature quote-to-cash platform Collaborative product roadmap and integration planning Subject to special Premium Qualification testing process for SAP product standards compliance Customer support directly through SAP OSS system SAP s solution partner selection process takes the risk out of your IT investment Architecture review SAP integration Solution partner financial analysis Leadership evaluation Fit for SAP customers Collaborative Product Roadmap Planning Joint Integration & Product Testing Strategic Best-in-Class Solutions (SAP Price and Margin Management) Integrated Customer Support

33 SAP Price and Margin Management by Vendavo with the SAP Business Suite Pricing Strategy Deal Manager Price Manager Profit Analyzer Price Optimization 3 SAP Price and Margin Management 2 Deal guidance integration to Quote 4 Price Conditions Master Data 1 Transaction and other data Lead Oppor tunity SAP CRM / SAP SOD Quote Contract Order Fulfill SAP ERP SD Quote to Cash in the SAP Business Suite Invoice Pricing Execution

34 Agenda 1 Importance of Pricing Guidance in Sales 2 Solution Overview 3 Integration Overview 4 Wrap-up

35 How are they connected? Accounts Contacts Opportunities SAP CRM Quotes & Orders Quote Details Deal Guidance. SAP Price & Margin Management Segmentation Pricing Analytics Price Setting & Optimization Pricing Master Data Transaction Data and Deal History Orders & Contracts SAP ERP Financials SAP Analytics Price Administration Deal Execution Profitability Data Historical Data Enterprise Data Mngt Integration Framework

36 How are they connected? CRM quote status change is triggered by SAP Price and Margin Management Profitability and approval information retrieved from SAP Price and Margin Management for quote evaluation Ability to negotiate discount or price Dedicated view (assignment block) with key pricing information User in CRM can submit price approval requests to SAP Price & Margin Mngt Pricing guidance and deal score for sales users, originating from SAP Price and Margin Mngt

37 Proven Customer Results Tangible ROI Consistent customer results of % additional profit yearly. 5.0% Return on Sales (Profit Increase as % of revenue) 4.0% 3.0% 2.0% 1.0% Transformational Over 3% return on sales (often over 30% more profit) Typical Average 1-3% return on sales and ~10-30% additional profit Initial Average.5-1% return on sales, 5-10% more profit 0.0% Initial Typical Transformational Level Of Pricing Transformation Source: Information based on customer experiences

38 A track record of customer success High Tech Manufacturing Industrial Products

39 Agenda 1 Importance of Pricing Guidance in Sales 2 Solution Overview 3 Integration Overview 4 Wrap-up

40 Where to go for more information SAP Price and Margin Management by Vendavo SAP Solution Information, Brief, Customer Stories, Value Calculator SAP Solution Brief, Improve Pricing Practices and Grow Profits Without Changing Your Core Processes (2011). Page 3 Vendavo SAP page

41 Key Learnings Profit can t be effectively realized by looking only through the rear-view mirror insight is required directly at the point-of-sale It takes a Profit Team collaborating on one platform to realize success SAP Price and Margin Management by Vendavo enables profit through price Sales closes deals faster, with more wins, and higher profitability Exclusive B2B pricing science under the hood Tangible ROI with annual profit increases ranging from 10-30% (1-3% ROS) Maximize your chances for success with one solution from SAP

42 THANK YOU FOR PARTICIPATING Please provide feedback on this session by completing a short survey via the event mobile application. SESSION CODE: 0204 For ongoing education on this area of focus, visit

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