Page 27 - SCP Summit 2020 Solex Handbook

SAP Data Maintenance Pricing 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 to plan & implement ➢ Unable to change prices quickly: there’s too many; it takes too long Revenue / Costs
price changes, calculate derivative/dependent/bundled pricing, and ➢ Difficulty understanding gross-to-net profitability by product and ➢ Increase visibility into profitability with accurate margin analyses
suggest optimal pricing to meet corporate objectives & policies. customer ➢ Gain customers and boost margins with suggested better prices
Provides efficient pricing administration, complex on-order pricing ➢ Customer pricing is inconsistent; product pricing is irrational ➢ Increase sales with bundled pricing promotions
execution and pricing analysis. ➢ Price analyses involve data extracts and manual number-crunching ➢ Preserve margins by enforcing pricing policies
TargetCustomers ➢ Lack data scientists & tools to make intelligent pricing decisions; Streamline Business Processes
➢ Streamline and simplify administration of price condition records
rely too much on intuition and educated guesses ➢ Improves efficiency and execution of pricing deals from simple to highly
➢ Cross-industry with strong solution focus in Consumer Product, ➢ Compliance with government regulations and necessary reporting is complex offers
Manufacturing, Wholesale Distribution, High Tech, LifeSciences inaccurate—or an “unknown” (pharmaceutical & medical companies) ➢ Enables pricesimulations and gross-to-net analyses
➢ SAP ERP (ECC) or SAP S/4HANA ➢ Provides workflow approvals for price proposals & change requests
➢ Target titles: CFO, VP Sales, VP IT, Contract Administrators VP Solution Capabilities Government Compliance
Marketing/Marketing, Pricing/Contracts Administration Pricing administration and communication ➢ Perform all government-mandated price calculations and reporting
Competition ➢ Track compliance for best pricing and Medicare rebates
➢ Pros, PriceFx, Aptus ➢ Price setting (price entry, analytical feedback, workflow approvals,
publication to SAPERP, S/4HANA& other systems)
Qualifying Questions ➢ Price automation (formulaic pricing based on references like base BusinessResults
UOM, commodity costs, BOMs/kits, etc.) ➢ Reduce SAPcondition record maintenance timeby 50%
➢ Do you have difficulty managing pricing data efficiently in SAP? ➢ Costing (allocation calculations to account for the prorated costs and ➢ Determine over 40 million prices per day
➢ Do you have high number of prices (products and/or customer-specific) offsets on a per-unit basis) ➢ Price 200 customer/material combinations in 2 seconds or less
to maintain? ➢ Pricelookups & feeding other systems (ecommerce, quotations, field
➢ Do you want to simplify maintenance by formulaically determining force tools, websites) Pricing
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pricing for multiple units of measure or kits/bundles? Complex on-order pricing execution ➢ 7009786 SAP Data Maintenance for ERP by Vistex, pricing
➢ Do you want to determine customer groups that should be priced the ➢ Customer-specific pricing (everyday pricing, customer discounts, ➢ 7019814 SAP Data Maintenance by Vistex, pricing option for SAP S/4HANA
same, and find outliers that should be more consistently priced? contracted pricing)
Customer Objectives ➢ Bundled pricing (on-order promotions, BOGOs, add-ons, free goods) Key Contacts andMaterials
Pricing analysis & simulation
➢ Price planning, guidance and gross-to-net analysis ➢ Price Waterfall and Gross-to-Net (margin analysis considering COGS, ➢ Global Partner Director: Catherine Moran, Catherine.moran@sap.com
➢ Mass maintenance of pricing cost of sales, promotions and lagged payments) ➢ Regional 3PS
➢ Chris Rieger (APJ) chris.rieger@sap.com
➢ Off-invoice promotion management ➢ Priceplanning (mass price-change effects, impacts of list priceor cost ➢ Tim Croucher (EMEA North) tim.croucher@sap.com
➢ Pharmaceutical compliance monitoring, government pricing/rebates, changes) ➢ Toby Silberman (EMEA South) tobias.silberman@sap.com
and reporting Pricing intelligence (powered by SAP HANA®) ➢ Luiza Schulz (MEE) luisa.schulz@sap.com
Key Differentiators ➢ Customer segmentation (group like-minded customers and develop ➢ Paulo Mendes (LA) Paulo.mendes.sousa@sap.com
tailored pricing strategy for each group)
➢ *Price management and optimization capabilities in a single solution ➢ Pricing power (ability to control shelf/street pricethrough list price ➢ Regional Vistex sales contacts:
➢ *Optimize pricing and evaluate gross-to-net considering all incentive manipulation) ➢ Tushar Shah (NA/LA) Tushar.shah@vistex.com
programs (rebates, royalties, promotions, reimbursements, fees and ➢ *Price optimization (best price to satisfy one or more objectives, e.g. ➢ Chirag Shah (APJ/MENA) chirag.shah@vistex.com
commissions) in a single solution suite (when combined with other volume, margin, etc.) ➢ Udo Hannemann (EMEA/MEE) udo.hannemann@vistex.com
solution extensions by Vistex) ➢ Price guidance (suggested pricing based on machine learning)
➢ Jam link
*Pricing science and optimization will require additional services for configuration
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