Page 26 - SCP Summit 2020 Solex Handbook

SAP Paybacks and Chargebacks by Vistex for SAP S/4HANA

Product Sales Guide

MarketDemand Customer Pain Points– Whatto Listen for Valueto Customer
Customers that require an enterprise-class solution that improves cash ➢ Unable to validate claims – “we just pay them what they ask” Improve Cash Flow / Reduce Costs
flow and profitability by effectively managing claim-based programs (i.e. ➢ Too many deductions for disputes and/or outstanding claims ➢ Reduces overpayment errors on invalid claims
MDF/Co-op, contract pricing) and reducing inaccurate chargeback ➢ Speeds payments with less errors and faster claim validation
payments and associated cost of dispute handling. ➢ Amount of outstanding claims is affecting financial picture—or should, ➢ Tracks claim eligibility to avoid missed chargebacks
if finance had the appropriate awareness ➢ Reduces manual administrative work and dispute-handling costs
TargetCustomers ➢ Lack necessary information before and during negotiation phase to ➢ Provides complete profitability picture of agreements
define the most favorable agreement for the company Streamline Business Processes
➢ Cross-industry with strong solution focus in Consumer Product,
Manufacturing, Wholesale Distribution, High Tech, LifeSciences ➢ No pain – many companies don’t bother to audit and don’t know there ➢ Better visibility into promotional budgets and available funds
➢ SAP ERP (ECC) or SAP S/4HANA could be a problem! ➢ Improve partner satisfaction by reducing disputes and delays
➢ Increases compliance through real-time links with financials to record
➢ Target titles: CFO, VP Sales, VP IT, Contract Administrators accruals & settlements
Competition Solution Capabilities
➢ Model N – LS&HT industries focus End-to-end solution to manage revenue-generating business scenarios BusinessResults
➢ Blacksmith – CP industryfocus integrated to SAPERP or SAPS/4HANA: reimbursements, claims, market ➢ Reduce contract creation time by 30-60%
➢ Adesso – CP industry focus development funds (MDFs) ➢ Reduce contract proposal simulation from 2 weeks to 1 day
Qualifying Questions ➢ Get all price, margin and volume information before and during ➢ Increase claim revenue by 118% and income by 5%
negotiation phase to define the most favorable agreement for the ➢ Reduce claim reconciliation time by 63%
➢ Do you have complex payback/chargeback administration with high company ➢ Reduce claim rejections by 70% and errors by 90%
dollar & transaction volume? ➢ Recover or prevent over $4M in invalid claims
➢ Increase control and facilitate compliance by providing real-time
➢ Do you have challenges with inaccurate payments, untimely financial visibility to the entire claim management business process ➢ Process over 160,000 transaction lines per minute
postings & lack of centralized data? Pricing
➢ Full management visibility and analytics of all chargeback accruals and
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➢ Are you able to validate claimed transactions and their amounts settlements ➢ 7019811 SAP Paybacks and Chargebacks by Vistex for SAP S/4HANA
against the appropriate agreement terms and your own calculations?
➢ Reduce revenue leakage with effective integration with contracts and ➢ 7009547 SAP Paybacks and Chargebacks by Vistex
➢ Areyou claiming everything you are entitled to? pricing Key Contacts andMaterials
➢ Can you forecast, accrue and account for claim payments?
➢ Full claim validation and error management to ensure effective claim
Customer Objectives resolution and error reconciliation ➢ Global Partner Director: Catherine Moran, Catherine.moran@sap.com
➢ Boost productivity by automating complex, work intensive, and manual ➢ Regional 3PS
➢ Contract management – authoring/collaboration processes ➢ Chris Rieger (APJ) chris.rieger@sap.com
➢ Membership/cross reference management ➢ Tim Croucher (EMEA North) tim.croucher@sap.com
➢ Support of product serial number tracking in billback / chargeback
➢ Chargeback/billback management – including resubmissions claim processes ➢ Toby Silberman (EMEA South) tobias.silberman@sap.com
➢ MDF/Co-op programs, price protection and claim-based programs ➢ Automatically track inventory sold into the channel including date, ➢ Luiza Schulz (MEE) luisa.schulz@sap.com
quantity and invoice cost ➢ Paulo Mendes (LA) Paulo.mendes.sousa@sap.com
Key Differentiators
➢ Reimburse channel partners automatically for price protections, or ➢ Regional Vistex sales contacts:
➢ Validate claims using channel inventory & update levels automatically validate their submitted claims against tracked inventory ➢ Tushar Shah (NA/LA) Tushar.shah@vistex.com
➢ Manage claims & external data feeds for all promotion/incentive ➢ Automatically accrue and deplete promotional funds as part of ➢ Chirag Shah (APJ/MENA) chirag.shah@vistex.com
programs (rebates, royalties, promotions, reimbursements, fees and transacting business, and have immediate, accurate fund balances ➢ Udo Hannemann (EMEA/MEE) udo.hannemann@vistex.com
commissions) in a single solution suite (when combined with other ➢ Manage complex quantitative and qualitative targets and calculations ➢ Jam link
solution extensions by Vistex)
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