Effective pricing is one of the most important levers for driving profitable growth. As businesses adapt to increasingly competitive Industry dynamics, pricing excellence will be a key competency for enterprises to master. Hear from experts of bellwether industries on innovative pricing practices that have helped their organizations grow while protecting their margins.
3. • Partners have worked full-time in Apttus, PROS and Deloitte
• Global company with 6 locations
• Focus on High-Tech, Healthcare and Manufacturing verticals
• Niche business knowledge on Quote-to-Cash solutions
• Hybrid model for competitive pricing
About Us
3
Salesforce & Apttus
Certified Consultants
Employees Quote-to-Cash
Implementations
70+150+ 55+
4. 1. CPQ Migration Framework to Apttus
2. Standav CPQ Analytics with insights
3. QTC Platform Selection Value Framework
4. Platform upgrade and release management Toolkit
5. Standav’s Agile Methodology for Implementation success
Our Proprietary Accelerators For Apttus
4
5. Architecture – How To Set It Up
5
CATALOG &
GUIDED
SELLING
CONFIGURATION QUOTING &
PRICING
APPROVALS
Intelligent CPQ
CONTRACTS
CRM ERP
INSIGHTS FROM
ANALYTICS
PRICE
MANAGEMENT
& OPTIMIZATION
Price Guidance
Guidance
Floor Typical Stretch
7. 72017 Cox Automotive, Inc. Confidential & Proprietary
COX AUTOMOTIVE
Powering the Wholesale and Retail Ecosystem
COMPLETE. CONNECTED. COMMITTED.
8. 82017 Cox Automotive, Inc. Confidential & Proprietary
Solutioning and Pricing Becomes Extremely Complex
Products are Complex
→ 26 Start-ups, 1,000s of SKUs
Customers are Complex
→ Multi-stage Value Chain
(OEM`s, Dealers)
Packaging is Complex
→ Understanding needs and
Willingness to pay
Pricing is Complex
→ 5 Flavors of pricing
models
Deals become Complex
→ Legacy contracts and
deals
Value Selling is Complex
→ Limited data on client
value
9. 9
Segmentation
Value
Strategy
Value Research
Needs-based
Packaging Strategy
Enterprise
Consulting
Dynamic
Pricing & Deal Making
Targeting customers
that have similar needs,
attitudes, and
behavioral
characteristics
Packaging our products
into solutions that solve
our client’s most pressing
problems
Pricing based on market influences in
order to maximize value capture
Helping our clients excel as
their trusted advisors in the
industry
Strengthening our client
relationships & solutions
through a deep
understanding of their
needs
11. Incentives Vary Within An Organization
• Operations – Focused on maximizing
capacity utilization
• Marketing – Maintaining/Gaining share
during product launch cycle
• Finance – Maintain/Achieve margins
based on historical numbers and annual
targets
• Sales – Compensation plans aligned with
hitting revenue targets
Why Have an Independent Pricing Organization
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Operations
Capacity
utilization
Marketing
Share
Sales
Revenue/Quota
Finance
Margin %
Pricing
12. Pricing Decisions Have Become More And More Complex:
• Advanced statistical modelling
• Dynamic pricing using real-time data
• Large data sets (competitive pricing, POS etc.)
Unified pricing policy across the organization drives consistency for both
internal stakeholders and external customers.
Drive Consistency
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13. There are Many Different Models Depending on Your Industry and Your
Organizational Structure:
• Centralized – Pricing decisions and operations all occur at a centralized
level across the organization typically as its own separate vertical
• Decentralized – Pricing managed independently within the business units
• Hybrid – Centralized corporate office to unify pricing policy with decision
rights by product maintained by business units
For each of these models, you can setup varying spans of control ranging
from sole decision maker to a support role.
Organizational Structure
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14. 14
“In the entire Gartner CRM technology landscape, only two technologies
are classified as providing “transformational” benefit in the next 2-5 years:
Price Optimization + CPQ.”