Unlock Commercial Excellence, Growth, and Profitability with Price Optimization
Every B2B organization wants to improve their financial position. In today’s volatile market fraught with long-term elevated inflation, supply chain issues, and global crises, consistently and efficiently monitoring and improving your financial health has never been more important. Pricing is, by far, the quickest and most influential lever to pull to make immediate impacts on your bottom line.
As market dynamics rapidly change, your organization won’t survive without pricing agility. Successful price optimization is fueled by crystal clear data and empowers you to offer your products to the right customers at the right prices. Optimal price points will deliver the best possible profits for your company. Read more
Bruno Slosse
President and CEO, Vendavo
Market Guide for B2B Price Optimization and Management Software
- Mark Lewis
- 25 January 2022
Business-to-business price optimization and management software exemplifies how machine learning can deliver substantial business benefits. Application leaders should use this research to determine whether B2B PO&M solutions are appropriate for their organization and to identify suitable vendors.
Overview
Key Findings
- Business-to-business (B2B) price optimization and management (PO&M) software solutions enable rapid and accurate updates of a large number of price points, thereby eliminating the need for complex spreadsheets and error-prone manual processes.
- Most PO&M solutions include machine learning (ML) algorithms that optimize the margin of negotiated deals. This often results in rapid ROI.
- PO&M vendors are broadening their offerings to include additional sales intelligence capabilities, such as white-space analysis, churn prediction and ML-driven upsell/cross-sell recommendations, as well as rebate management and customer sales agreements.
Recommendations
As an application leader responsible for sales technologies, you should:
- Evaluate whether your organization can benefit from a PO&M solution by using the tables in this Market Guide.
- Work with one or more PO&M vendors to build a business case for deploying PO&M software. The vendors should run their algorithms over your data to identify existing inefficiencies and potential benefits.
- PO&M vendors are broadening their offerings to include additional sales intelligence capabilities, such as white-space analysis, churn prediction and ML-driven upsell/cross-sell recommendations, as well as rebate management and customer sales agreements. Read more
Vendavo's POM Report Reaction
At Vendavo we look forward to Gartner's 2022 Market Guide for B2B Price Optimization and Management (PO&M) Software. So much of this Guide aligns with exactly what we provide our customers and others looking for solutions to their most complex pricing, selling, and profitability challenges. It also allows us to better understand where we can innovate and where this market is heading. Read more
Vendavo Customer Success
ABC Supply Generates Live and Accurate Pricing
ABC Supply, a large wholesale distributor of roofing supplies and building products, leverages Vendavo to stay competitive and consistent with their pricing. Vendavo empowers the ABC Supply team to deliver up-to-date and accurate quotes for commercial projects. In this video, hear from Mike Schwarz, Executive Director, Purchasing & Merchandising, and Mike Kaechele, Director of Business Solutions, about how Vendavo provides a foundation to give their customers accurate pricing at a national scale.
Grundfos Drives Pricing Agility and Transparency
Before partnering with Vendavo, Grundfos, a global pump manufacturer, evaluated sales numbers and margins manually within their finance system. Today, Vendavo offers an automated system that provides transparency, improves agility, and drives sales. In this video, hear from Jesper Olesen, Vice President, Digital & Customer Excellence, Grundfos, about how Vendavo provides the infrastructure, transparency, and guidance Grundfos needs to foster agility and commercial excellence.
