Interesting price optimization mash-up into Salesforce

1. Leave Less Money on the Table(while selling faster) Reuben Swartz President reuben@mimiran.com

2. Agenda The importance of pricing in the sales cycle Why past attempts have failed What you can do now Demo

3. About Us Founded in 2001 Focus on applying technology to improve pricing performance

4. Times are tough

5. So what’s the plan for 2009? Plan A: Take corporate jet to ask Congress for taxpayer’s money. What’s Plan B?

6. Where can we find water?

7. The critical part of the sale The price! Each 1% of discount has a 10% impact on profit Buyer is armed and prepared to negotiate Many sales teams only have a list price and a “minimum price”

8. “We’re leaving $ on the table!” Where? How can we get it?

10. Data may be useless for analysis

11. Perverse results from cost-cutting

12. “Floor” becomes the target priceSticky Notes Legacy Excel Contract DB ERP

13. “Sales prevention” ?

14. The old tradeoff

15. The basic math

16. Example This isn’t worth the effort!

17. Can we make sales faster? Credible, context-specific pricing guidance Not just a “minimum price” Before the quote Automate the approval process for true exceptions

19. Manage price portfolios Target Price Distribution of related price points.

20. Traditional sales support Price Books

21. Who are the right prospects? How fast do they buy? How much price erosion is there? What is the win rate? Do they order the proposed amount? Who are the wrong customers?

22. What do they need? What products to these types of customers buy? What options or services? What pricing programs will have the best ROI?

23. What’s the right price? What is the appropriate discount? What form should it take? (Invoice/off-invoice) What should we get in return? What constraints might impact the situation? (Don’t give away the farm when the factory is full.)

24. What can we do?

25. Case Study: Semiconductors

26. Demonstration Sales rep quoting guidance Sales manager discount approval and dashboards

27. Get started with a 30 Day Free Trial Subscriptions start from $99/month. Contact info@mimiran.com to start your Free Trial.

28. Appendix: Screenshot Tour

29. Real pricing guidance Mimiran Deal Managers provides real target pricing based on deal context. Target pricing guidance that reps can believe. Pricing guidance for the opportunity right inside salesforce.com. Fully configurable analytics include target pricing, incentive estimates, average customer prices, and more. Create a PDF quote. Immediately see target price and approval status.

30. What about exceptions? Most companies have manual approval processes that slow down sales cycles and still fail to optimize prices. Mimiran Deal Manager provides electronic workflow to deal approvers, and provides analytics so they can make a fast, profitable decision. Approval status Some products are not within pricing guidelines. Opportunity is now locked while awaiting approval.

31. Information where you need it No more struggling with Excel. Configurable analytics at your fingertips. See how this order compares to other orders by this customer or in this segment. See details on margin not available in sales rep view.

32. How am I doing? Dashboards provide insight into performance for sales reps. Dashboards, configurable by role. See you how you perform compared to other reps. See how you’re tracking against your goals. See who is driving your revenue and commission.

33. Executive dashboards Dashboards are configurable. Here are some examples. Which reps are most improved? See which reps drive revenue and profit. Which accounts are at risk? See which accounts drive the top and bottom line.

34. MIMIRAN Deal Manager Take the guesswork out of pricing.