The Big Book of Growth and Profitability
30 success stories demonstrating how global manufacturers and distributors use strategic pricing, sales effectiveness, smart rebate management, and AI to grow profitably.
01
Optimizing Prices for Profitable Growth
Stories of leading manufacturers and distributors who
have used smarter pricing strategies to fuel their growth, maximize
margins and create long-term value.
02
Faster, More Accurate Quotes for Increased Revenue
Learn how manufacturers and distributors have accelerated their quote- to-cash processes, improving both revenue and operational efficiency by delivering precise quotes at the right time.
03
Modernizing Rebate Programs with Smarter Channel Management
Explore how top manufacturers and distributors have transformed
their rebate programs to drive profitability while simplifying
complex channel dynamics.
04
Uncover Hidden Revenue and Growth Opportunities with AI and Analytics
Discover how forward-thinking manufacturers and distributors have
leveraged AI and analytics to gain deep insights into their operations,
uncovering new opportunities for profit and driving sustained growth.
05
Tips from the Trenches
Learn how manufacturers and distributors have accelerated their quote-to-cash processes, improving both revenue and operational efficiency by delivering precise quotes at the right time.
06
AI-driven guidance across your entire growth and profitability journey
You need speed and agility for faster, more profitable business
processes. Vendavo’s explainable, controllable guidance for
success comes from the combination of Artificial Intelligence +
Human Intelligence. Find key opportunities that drive growth and
uncover hidden profitability gaps.
Are you leaving millions of dollars on the table?
Today’s market is relentless. Margins are shrinking, costs are spiraling, and inefficiency is robbing businesses of the growth they’ve worked hard to achieve. It feels like there’s pressure coming from every angle: economic uncertainty, rising complexity, and shrinking windows to take action. Every decision either drives profitability or leaves money on the table.
It’s important to study the companies who win in volatile markets. They have a lot in common: they turn data into decisive action, eliminate margin leaks, and automate workflows. But it’s worth taking a deeper look at their strategies for success. That’s why we’ve gathered 30 real-world use cases from the world’s most profitable manufacturers and distributors to show you exactly how businesses like yours are navigating today’s volatility.
With insights that pinpoint hidden revenue opportunities, strategies to optimize every decision, and clear steps to crush inefficiency, the Big Book helps you turn pressure into profit.
- Fuel profitable growth by managing and optimizing prices
- Increase revenue and efficiency with faster, more accurate quotes
- Modernize rebate programs with smarter channel management
- Use AI and analytics to uncover hidden revenue leaks and growth
Each case study offers a window into real-world challenges, growth and profitability strategies, and unmatched results. More importantly, they show what it’s like to have complete control over every lever of your profitability engine – knowing where your margins are leaking and where growth is possible, and having the tools to act instantly.
Optimizing Prices for Profitable Growth
Price optimization is one of the most powerful tools for driving profitability in a volatile market. Companies that strategically manage pricing by understanding market conditions, customer willingness to pay, and competitor activity see higher margins and sustained growth. But simply adjusting prices isn’t enough. It’s about developing a data-driven approach that continuously adapts to market changes and customer needs, ensuring you’re capturing every opportunity for profit.
These are the stories of leading manufacturers and distributors who have used smarter pricing strategies to fuel their growth, maximize margins and create long-term value.
ABC Supply Delivers Accurate Pricing at a National Scale
ABC Supply, a major distributor of roofing materials and other building products, faced significant challenges with pricing inconsistencies and scaling their pricing strategy across numerous locations. To address these issues and enhance their operational efficiency, they partnered with Vendavo to implement real-time, accurate pricing solutions. This strategic move aimed to improve the customer experience and ensure pricing precision and consistency nationwide, reinforcing ABC Supply’s commitment to commercial excellence.
Challenges:
- Complex pricing dynamics in the building and construction distribution sector
- Need for up-to-date, massive, and accurate commercial project quotes
- Navigating supply chain complexity and volatile market conditions
Strategy:
- Partnered with Vendavo to enhance commercial excellence and maintain competitive pricing consistency
- Implemented technology solutions for real-time, accurate pricing to improve customer service
- Focused on delivering a seamless pricing platform with minimal downtime
Results:
- Achieved accurate, competitive, and consistent pricing on a national scale
- Reduced price overrides and simplified maintenance processes
- Ensured up-to-date and accurate quotes for commercial projects with little to no downtime
“The experience working with Vendavo has been very strong. They have a great technology foundation that scales very well for our customers and for our needs. Vendavo has allowed us to give our customers accurate pricing at a national scale.”
Mike Kaechele, Director of Business Solutions
DeLaval Increases Customer Satisfaction Through Value-Based Pricing
Dairy farming solutions leader DeLaval sought to improve customer relationships and internal efficiency by transitioning from cost-plus to value-based pricing. Vendavo’s solutions helped them manage pricing globally and locally, enhancing
transparency and profitability.
Challenges:
- Outdated cost-plus pricing model poorly aligned with market dynamics and customer value perception
- Inconsistent pricing across markets led to a disjointed brand image and customer confusion
- Excessive time and energy spent on internal pricing approvals hindered responsiveness to market changes
Strategy:
- Shifted to a value-based pricing strategy to better reflect both the value delivered to customers and market conditions
- Implemented Vendavo Pricepoint to manage and maintain global and local prices effectively
- Conducted extensive training for teams to ensure smooth rollout and adoption of the new pricing strategy across all markets and products
Results:
- Achieved more consistent, competitive, and easily explained prices that improved customer relationships and trust
- Enhanced overview and quality of pricing strategies, aligning more closely with business objectives and market needs
- Improved internal governance and efficiency in managing, maintaining, and communicating prices globally and locally
“By moving from an internal sales price strategy to a value-based approach, we increased customer satisfaction, internal
efficiency, and profits.”
Pricing Specialist
Emerson Delivers Fair, Trusted
Pricing with Profitable Results
Global technology and software provider Emerson needed to manage pricing cross a vast product portfolio while ensuring transparency and profitability. They leveraged Vendavo’s dynamic solutions to standardize pricing across global
markets for improved profitability, faster quote turnaround times, and better consistency.
Challenges:
- Managing a fair and profitable pricing strategy across an extensive product portfolio
- Building and maintaining trust with customers through fair pricing practices, especially in markets sensitive to changes like those experienced during the COVID-19 pandemic
- Needing to quickly adapt pricing strategies in response to market demands and competitive pressures
Strategy:
- Implemented Vendavo’s pricing solutions across 29 different internal teams to gain a comprehensive understanding of market opportunities and risks
- Utilized Vendavo Intelligent CPQ to enable sales teams to quickly generate accurate, on-brand pricing quotes
- Integrated Vendavo’s solutions with Emerson’s existing Oracle systems to ensure fast, seamless adaptation with minimal process interruption
Results:
- Delivered the right price at the right time for the right customer, enhancing customer satisfaction and trust
- Gained a comprehensive view of price realization across industries, brands, customers, and product lines, which is crucial for a company in the sensitive-to-change processing industry
- Achieved fast, accurate, and consistent price quoting, along with timely and accurate reporting, improving overall business efficiency
“Vendavo has been a game-changer for our team at Emerson. It’s user-friendly
interface and systems integration make it easy for us to navigate and analyze data.”
Catherine Hedermann, Global Business Excellence Manager
Molson Coors Taps into Vendavo for Streamline Pricing Strategy
Beverage giant Molson Coors Beverage Company needed to manage its complex pricing needs across diverse regions and an evolving product lineup. Molson Coors leverages Vendavo to accurately and efficiently set, manage, and optimize their global prices.
Challenges:
- Managing the complexities of pricing across different regions and distributor partners while handling large volumes of pricing data, new taxes, and regulation
- Scalability and adaptability in technology to support both the evolving and market demands
- Standardizing and modernizing their pricing strategies with the right people, processes, and technologies
Strategy:
- Implemented Vendavo to streamline and optimize pricing execution, ensuring that the pricing team can efficiently manage and adjust prices daily
- Configured Vendavo to align with the Molson Coors business model and trained all relevant employees use the system to quickly respond to market demand
- Focused on building trust and establishing the pricing execution team as the go-to department for billing and pricing issues within the organization
Results:
- Improved pricing accuracy, efficiency, and agility to better respond to market demands
- Increased internal trust and credibility with visibility into pricing and data insights
- Enhanced collaboration with distributor partners, leading to better business outcomes
- Reduced risk of pricing errors and inconsistencies, improving customer satisfaction
“We need to make sure that we have the right people, processes, and technology to price timely and accurately. Vendavo provides a great foundation to help us serve our customers.”
Beth Weinrich, Senior Manager of Pricing Execution
Specialty Chemicals: Optimized Pricing Fuels Growth and Profitability
A multinational energy company, known for its commitment to generating cash flow and reinvesting in the business, faced challenges managing pricing across its lubricants and additives division. With over 5,000 SKUs spanning multiple industries and global markets, pricing was previously decentralized and difficult to manage. The company leveraged Vendavo’s pricing solutions to transform its approach, achieving agility, precision, and profitability.
Challenges:
- Fragmented pricing data spread across spreadsheets and SAP systems
- Need to optimize pricing for diverse industries, each with unique cost structures and value perceptions
- Lack of visibility into the impact of pricing changes on margins and revenue
Strategy:
- Implemented Vendavo’s pricing tools to consolidate all pricing data into a single, accessible system
- Utilized segmentation and price optimization to align pricing with customer value and market conditions
- Equipped sales teams with deal management capabilities to streamline approvals and improve negotiation outcomes
Results:
- Improved pricing visibility, enabling teams to assess the impact of price changes before implementation
- Enhanced collaboration between pricing and sales teams, leading to smarter, more strategic pricing decisions
- Achieved more consistent margins and optimized cash flow, supporting the company’s commitment to shareholder returns
“Vendavo pricing guidance helps make our brands stronger, sell smarter, and earn more so we can deliver on our goals of free cash flow growth and superior shareholder returns.”
Global Process Advisor for Pricing
Innovative Technology Leader Transforms Aftermarket Pricing
for Growth
A global leader in marine and energy technology, operating across 68 countries, needed to overhaul its aftermarket pricing strategy. Initially cost-based and inconsistent, their approach led to lost revenue and pricing misalignment. With Vendavo, they centralized pricing, transitioned to a value- based model, and implemented structured, scalable processes.
Challenges:
- Cost-based pricing led to inconsistent and uncompetitive pricing
- Dispersed pricing responsibilities resulted in inefficiencies and revenue loss
- Lack of pricing methodology and IT support hindered optimization
Strategy:
- Established a centralized pricing function with defined methodologies
- Shifted from cost-based to value-based and market-driven pricing
- Leveraged Vendavo Pricepoint to categorize and optimize pricing for 200,000+ SKUs
Results:
- Created a sustainable, centralized pricing model aligned with customer value
- Improved pricing consistency, boosting both internal and external satisfaction
- Enhanced control and visibility, enabling long-term profitability and growth
“Vendavo Pricepoint helps us create a sustainable process for value-based and market-driven pricing. This generates great value for the organization.”
Pricing Manager
Global Supplier Executes Value-Based Pricing Strategy with Vendavo Pricepoint
A 130-year-old global supplier of heat transfer, separation, and fluid handling solutions, serving over 100 industries, needed a more structured approach to pricing. Facing market volatility, raw material fluctuations, and evolving customer expectations, the company turned to Vendavo to execute a value-based pricing strategy.
Challenges:
- Competitive pressures and inconsistent pricing across 500,000 SKUs
- Need for a standardized value-based pricing approach
- Ensuring sales, finance, and marketing align on pricing strategies
Strategy:
- Implemented Vendavo Pricepoint to centralize and standardize pricing
- Established international reference prices and a structured price waterfall
- Provided organization-wide training to align teams on value-based pricing.
Results:
- Standardized, transparent pricing across business units
- Improved price management efficiency and customer satisfaction
- Enhanced alignment between pricing, sales, and marketing teams
“Having a tool that allows you to set prices with algorithms instead of manually is a great help for our company.
Pricing Tools and Developer Manager
Leading Electrical Distributor Improves Sales and Margin with Vendavo
A major wholesale distributor of electrical, sanitary, and construction products, serving 100,000+ customers with 4 million SKUs, needed a smarter pricing strategy. Facing digital transformation and volatile market conditions, they turned to Vendavo to improve pricing accuracy, efficiency, and margin control.
Challenges:
- Transitioning from a legacy ERP to a cloud-based system
- Managing 400,000 daily price requests amid frequent price fluctuations
- Reducing excessive discounting while maintaining customer satisfaction
Strategy:
- Implemented Vendavo for real-time pricing transparency across all sales channels
- Equipped sales teams with deal guidance and dynamic pricing tools
- Standardized pricing processes, integrating seamlessly with SAP
Results:
- Reduced discounts from $25 million to $4 million, significantly improving margins
- Made pricing and selling processes 6x more efficient
- Increased customer satisfaction with transparent, tailored pricing
“Vendavo has really kickstarted our pricing capability. Sales teams now have the right price at their fingertips.”
Manager, Pricing & Commercial Support
Danfoss Strengthens Pricing Alignment to Navigate Market Volatility
At Danfoss, a global leader in energy-efficient solutions, aligning pricing strategies across the organization was critical to overcoming silos and ensuring consistency. By developing a Pricing Excellence Framework, the company created a shared language that improved collaboration, integrated systems, and enhanced pricing transparency.
Challenges:
- Organizational silos made it difficult to achieve pricing alignment
- Stakeholders lacked a common understanding of pricing concepts
- Market volatility required a more structured and adaptable approach
Strategy:
- Established a Danfoss Pricing Excellence Framework to standardize pricing terminology
- Integrated pricing processes into systems like SAP for better reporting and decision-making
- Focused on educating teams to ensure pricing fundamentals were well understood
Results:
- Stronger cross-functional collaboration and pricing transparency
- Improved ability to manage market shifts, from inflation to recession cycles
- Laid the groundwork for future AI-driven pricing strategies
“You can talk about AI and all the advanced pricing strategies, but you need to get the basics right first.”
Jacob Møller Korsgaard, Pricing Director
Huhtamaki Drives Pricing Alignment and Sustainability Amid Market Challenges
Huhtamaki, a global leader in sustainable packaging, is navigating a complex pricing landscape shaped by economic uncertainty, regulatory changes, and the shift toward eco-friendly materials. The company is ensuring pricing strategies remain competitive and effective by fostering cross-functional alignment and
leveraging structured pricing reviews.
Challenges:
- Overcoming organizational silos to improve pricing collaboration
- Managing economic downturn effects on pricing strategies
- Balancing sustainability goals with the higher costs of eco-friendly materials
Strategy:
- Established regular pricing alignment meetings by category (e.g., QSR, distribution)
- Developed an efficient, collaborative pricing process without excessive complexity
- Leveraged a dedicated regulatory team to stay ahead of evolving EU laws
Results:
- Improved cross-functional collaboration and pricing transparency
- Strengthened sustainability-driven pricing while balancing costs
- Enhanced ability to navigate market fluctuations and regulatory shifts
“Sustainability is the key to saving the world and also for the business. But it brings challenges, as the cost of sustainable materials is not always the same as plastic.”
Kati Ilkka, Senior Pricing Manager
Avnet Silica Accelerates Pricing Transformation for a Faster, More Agile Business Challenges
Avnet Silica, a global technology distributor, is navigating a high-volume, transactional business where speed and accuracy in pricing are critical. By embracing digital transformation and automation, the company is breaking down silos, aligning pricing strategies, and adapting to volatile market conditions.
Challenges:
- Siloed operations made pricing alignment difficult
- Frequent price swings required faster updates to remain competitive
- Customer expectations for instant pricing demanded real-time automation
Strategy:
- Implemented a phased digital transformation to standardize pricing processes
- Leveraged a shared ERP platform to ensure pricing consistency across business units
- Automated pricing adjustments to reflect market trends in real time
Results:
- Improved speed and accuracy in pricing across all sales channels
- Increased pricing agility, enabling faster responses to market fluctuations
- Enhanced customer experience, meeting growing demand for instant, precise pricing
“Customers expect more speed and velocity. Nobody is willing to wait anymore, and pricing doesn’t escape that trend.”
Sophie Ranson, Director of Digital Transformation
Braskem Optimizes Pricing to Drive Sustainable Growth
Braskem, a global petrochemical leader, faced increasing pricing complexity due to competitive pressures, regulatory requirements, and market volatility. To ensure long-term profitability while advancing sustainability, the company partnered with Vendavo to centralize and streamline pricing decisions through data analytics and automation.
Challenges:
- Managing pricing complexity across multiple industries and geographies
- Navigating regulatory compliance while optimizing margins
- Ensuring real-time data accuracy for effective decision-making
Strategy:
- Selected Vendavo for its advanced pricing capabilities and seamless system integration
- Implemented data-driven pricing strategies to mitigate risks and enhance profitability
- Established real-time pricing visibility for better performance tracking
Results:
- Improved pricing accuracy and consistency across all products and regions
- Reduced manual pricing efforts through automation and system integration
- Strengthened long-term profitability while supporting sustainability goals
“Managing pricing in a complex and dynamic business environment can be overwhelming, but with Vendavo, we now have a centralized and streamlined approach that enables us to make data-driven pricing decisions.”
Guilherme Nosé, Pricing Coordinator
How Cencora Drives Profitability with Vendavo
DThe pricing team at Cencora, a leading pharmaceutical distributor, manages a diverse portfolio of generic drug pricing, customer deal profitability, and overall margin optimization. The team is consistently seeking ways to deliver value while navigating the challenges of a dynamic and
competitive market.
Challenges:
- Navigating a market that requires precision and agility amid healthcare reform and price transparency mandates
- Consistent need to implement innovative strategies to achieve cost savings, protect margins, and fill revenue gap
- Managing internal expectations with scalable processes and maintaining a culture of trust
Strategy:
- Partnered with Vendavo to implement advanced price management solutions, aligning the pricing, sales, and finance teams
- Streamlined workflows to manage pricing effectively at the product and customer levels
- Focused on building credibility through the consistent delivery of measurable outcomes
Results:
- Successfully implemented new pricing initiatives that closed revenue gaps and drove margin growth within existing customer agreements
- Enhanced operational efficiency, allowing the pricing team to focus on high-value strategic initiatives
- Strengthened stakeholder confidence and improved trust, enabling smoother adoption of future improvements
“Vendavo really took the time to learn the business and transformed the pricing function as a whole, enabling us to accelerate our business case and pay back the investment six months earlier than expected.”
Justin Eisenhart, Senior Vice President of Finance
Dentsply Sirona Champions Pricing Transformation with Vendavo
Dentsply Sirona, a global leader in dental technology, is driving pricing transformation by breaking down silos, prioritizing strategic initiatives, and embracing AI-driven innovation. With a proactive approach, the company is ensuring that pricing remains a key contributor to organizational success.
Challenges:
- Balancing competing priorities while ensuring pricing initiatives stay on track
- Overcoming organizational silos to improve pricing collaboration
- Leveraging AI and automation to enhance pricing strategy
Strategy:
- Adopted a “lightning rod” approach to champion pricing across the organization
- Prioritized pricing transformation without waiting for perfection
- Explored AI opportunities to enhance pricing efficiency and decision-making
Results:
- Strengthened internal alignment around pricing priorities
- Gained momentum for AI-driven pricing initiatives
- Ensured pricing remains a strategic focus amidst organizational demands
“Don’t wait for perfection. Be the lightning rod. Take the opportunity and channel the energy of the organization.”
Frederick Waithe, Director of Strategic Pricing
How Volvo Trucks Optimizes Spare Parts Pricing
Volvo Trucks, a global leader in truck manufacturing, is renowned for its commitment to quality engineering and sustainable transport solutions. Volvo Trucks has partnered with Vendavo to achieve precise value-based pricing and enhance efficiency through phased AI integration, maintaining their competitive edge across international markets.
Challenges:
- Aligning pricing strategies with escalating production costs while preserving market competitiveness
- Implementing a value-based pricing model adaptable to increased cost levels without compromising market position
- Exploring AI integration to enhance decision-making and operational efficiency in pricing
Strategy:
- Developed a value-based pricing strategy for spare parts to effectively respond to cost pressures without compromising customer satisfaction or competitive standing
- Adopted a phased approach to AI integration, starting with small, incremental applications to build confidence and allow gradual enhancement of pricing models with AI-driven insights
Results:
- Successfully implemented a value-based pricing strategy that aligned with cost adjustments competitively
- Targeted price increases on specific products, enabling margin protection without blanket increases across all offerings
- Phased AI integration that improved pricing team engagement and innovation, exploring its potential while maintaining control over key pricing decisions
“We’re exploring where we can use AI in our pricing. Starting small is critical. Incremental steps help us build confidence and bring the team along without handing over all control to AI immediately.”
Anders Hellman, Director Parts Pricing & BI Management
Yamaha Motor Europe’s Approach
to Profit-Driven Growth
Yamaha Motor Europe, a division of Yamaha Motor Corporation, faces the dual challenge of maintaining competitiveness and ensuring
profitability in a highly competitive market. Yamaha partnered with Vendavo to enhance its pricing strategies using advanced analytics and data-driven insights.
Challenges:
- Developing accurate pricing strategies that balance market competitiveness with profitability
- Addressing the risks associated with overpricing, which can lead to customer loss, and underpricing which erodes profitability
- Achieving a pricing model that supports long-term sustainability
Strategy:
- Leveraged Vendavo’s solutions to interpret quantitative and qualitative data
- Adopted a value-based pricing strategy, prioritizing customer willingness to pay over traditional cost-plus pricing to achieve a more responsive pricing model
Results:
- Refined pricing strategies to balance profitability and competitiveness
- Deeper insights into market dynamics and customer behaviors
- Enhanced ability to drive profitability while remaining competitive in the automotive parts market
“We are building value-based pricing strategies that strike a balance between being competitive in the market and driving profitability.”
Evangelos Papadopoulos, Senior Business Pricing Analyst
Merit Medical Enhances Pricing
Agility with Vendavo
Merit Medical, a leader in medical technology, faces a rapidly evolving market where pricing agility and strategic adjustments are critical. With constant innovation driving product life cycles, the company turned to Vendavo to enhance pricing flexibility, implementation speed, and continuous improvement in a competitive landscape.
Challenges:
- Determining how long price increases can continue and when discounting may be necessary
- Managing pricing strategies across product life cycles in an innovation-driven industry
- Ensuring pricing agility to respond quickly to market shifts and competitive pressures
Strategy:
- Leveraged Vendavo’s pricing tools to enhance adaptability and implementation speed
- Studied customizations within Vendavo to maximize functionality and efficiency
- Focused on continuous pricing improvement to stay ahead in a dynamic market
Results:
- Improved pricing agility, allowing for faster implementation and iteration
- Gained valuable insights from other Vendavo users, enhancing strategic capabilities
- Strengthened competitive positioning by ensuring pricing strategies align with product innovation
“Agility is key. How quickly can we implement the tool, iterate, and improve? Those are the things that will set us apart in the future.”
Kimball Crockett, Pricing Manager
Execute centralized, straightforward, scalable price management with Vendavo Pricepoint
Scale your pricing strategies without relying on increasingly complicated spreadsheets. Optimize prices based on customers’ willingness-to-pay. Develop and maintain a data-driven pricing strategy, influenced by your business expertise and customer behavior, to maximize revenue and margin. Vendavo Pricepoint helps you:
- Improve pricing agility to stay ahead of changing market dynamics
- Increase revenue and margin with future-proof technology and expert guidance
- Realize value in weeks with expert, proven rapid implementation
Key Capabilities
- Strategic and local market pricing
- Dynamic price management
- Basic price guidance
- Market data management
- Transfer price management
- Customer price management
- Multi-pricepoints and tier management
- Formula-based pricing
Faster, More Accurate Quotes for Increased Revenue
The ability to deliver quick, accurate quotes can make or break a deal, but leading businesses know that speed alone isn’t enough. Accuracy is essential to ensuring that every quote reflects both customer value and profitability. Streamlining the quoting process reduces inefficiencies, minimizes errors, and helps close deals faster, unlocking more revenue opportunities.
Learn how manufacturers and distributors have accelerated their quote- to-cash processes, improving both revenue and operational efficiency by delivering precise quotes at the right time.
Xylem Prices Millions of Configurations Profitably
Xylem, a global leader in water technology, provides innovative solutions for water
transportation and treatment. They partnered with Vendavo to optimize pricing strategies for spare parts and implement a solution to manage millions of product configurations efficiently.
Challenges:
- Managing a vast portfolio with 300 base products leading to millions of potential configurations
- Ensuring accurate pricing without creating excessive part numbers that could overwhelm resource planning systems
- Aligning product prices with customer-perceived value across diverse markets
Strategy:
- Implemented Vendavo Pricepoint for real-time visibility into pricing and quoting processes
- Automated workflows to reduce manual tasks and pricing inconsistencies
- Developed a value-based pricing framework integrating customer insights and AI/ML-powered techniques
Results:
- Achieved a net price improvement of 6%+, generating an additional $700,000 in revenue
- Delivered faster, more accurate quotes that enhanced customer satisfaction and trust
- Streamlined operations, boosted overall efficiency, and enabled expansion of value acceleration initiatives
“I receive a lot of questions about why pricing is the way it is, and now I can quickly look up the product and explain the logic of the pricing. Sales now agrees and can defend that price.”
Niklas Lindstrom, Pricing Manager
How Dynapac Harnesses Quicker Quoting for a Competitive Advantage
Dynapac is a leading supplier of soil compaction and paving equipment, enabling construction of infrastructure such as highways, roads, and airports. They partnered with Vendavo to centrally manage pricing and reduce unnecessary discounts for their aftermarket parts and capital equipment.
Challenges:
- Managing complex configurations and pricing for a diverse range of road construction equipment
- Reducing unnecessary discounts that erode profit margins
- Ensuring global pricing consistency while accommodating regional market variations
Strategy:
- Implemented Vendavo Pricepoint to centrally manage pricing
- Deployed Intelligent CPQ to streamline configuration, pricing, and quoting for complex equipment
- Established target and floor prices by country, region, and customer type to standardize pricing policies
Results:
- Reduced special pricing approvals by 90%, allowing more time for customer service and selling
- Gained central control of all pricing and discount terms, leading to better accuracy and improved margins across aftermarket and capital equipment product lines
- Reduced quote times by at least half, improving competitiveness and customer satisfaction
“Our software solutions put all options and pricing in one central location that our sales and account management teams can access. Speed and accuracy are the primary drivers for this case, and we estimate we can cut quote times in half at least.”
Stephan Fessner, Head of Commercial Management and Processes
Fuel Producer Achieves Better
Profit Margins with Optimized Quoting
A major fuel producer serving customers in transport, municipalities, aviation, and chemicals partnered with Vendavo to optimize pricing across multiple product lines and geographies, ensuring profitability while maintaining their commitment to sustainability.
Challenges:
- Managing complex pricing across product lines and geographies
- Ensuring timely and accurate quotes to enhance sales efficiency
- Aligning profitability goals with a commitment to sustainability
Strategy:
- Implemented Vendavo Pricepoint, Deal Price Optimizer, and Intelligent CPQ across four countries for products including fuel pumps, lubricants, chemicals, and more
- Provided sales teams with data-driven pricing guidance to optimize each customer deal
- Streamlined quoting processes to reduce wait times and improve customer experience
Results:
- Identified a potential margin improvement of €2.3 million (2.6%)
- Enhanced efficiency and data insights to optimize in-house operation
- Improved customer satisfaction with instant, transparent, live quote processes for better trust and sales
“The efficiency gains and data insight has been so significant that the global fuel producing team already calls it one of their best investments.”
Global Fuel Producer
Quote complex products faster
with Vendavo Intelligent CPQ
Drive profitable growth by equipping your sales teams with intelligent pricing and AI-powered recommendations. Vendavo Intelligent CPQ empowers your organization to optimize
deal profitability and streamline complex configurations, ensuring every quote is accurate, aligned with strategy, and delivered on time across all channels. Intelligent CPQ helps you:
- Ensure optimized pricing for better profitability
- Streamline negotiation workflows with flexible pricing rules and approval controls
- Increase opportunities with AI-powered sales recommendations
- Integrate CRM, ERP, and billing systems for commercial efficiency
Key Capabilities
- Optimized pricing and negotiation
- AI-powered sales recommendations
- Complex pricing agreements
- Automated proposal generation
- Seamless third-part integration
Modernizing Rebate Programs with Smarter Channel Management
Managing rebate programs effectively can unlock significant revenue, but these programs are too often bogged down by complexity and inefficiency. Leading companies are modernizing their rebate strategies by adopting smarter channel management, ensuring that every incentive drives the right customer behavior and maximizes profitability. Streamlining rebate management not only improves partner relationships but also ensures that no revenue is left on the table.
Explore how top manufacturers and distributors have transformed their rebate programs to drive profitability while simplifying complex channel dynamics.
Genpak Enhances Rebates Consistency and Profitability with Vendavo
Genpak is a leading North American food packaging manufacturer dedicated to advancing innovative packaging. They partnered with Vendavo to systematically and effectively manage rebates and accruals to improve customer satisfaction through timely and consistent payments.
Challenges:
- Manual rebate management processes leading to inconsistent and delayed payments
- Inaccurate reporting and inconsistent data affecting end-user revenue and trade spend analysis
- Limited visibility for the sales team into end-user pricing, rebate accruals, and payment histories
Strategy:
- Integrated Rebate & Channel Manager with existing databases and AP systems to automate rebate accruals and payouts
- Streamlined processing of invoice deductions and trial balance maintenance for better financial tracking
- Enhanced access to end-user pricing, rebate and marketing accruals, and payment history for improved customer service
Results:
- Achieved timely, consistent rebate and marketing payments for better customer satisfaction
- Improved reporting accuracy and data transparency in analysis of end-user revenue and trade spend
- Empowered the sales team with critical visibility into pricing and payments, facilitating prompt responses to customer inquiries
“We were able to integrate Vendavo with our existing database and AP systems to allow us to automatically accrue and pay out rebates. Customers are extremely satisfied with getting their payments on time and in a more consistent fashion.”
Ali Bren, Director of Customer Service
Confectionery Manufacturer Drives Profitability with Automation
A renowned confectionery manufacturer known for quality and innovation sought to replace their outdated, paper-based trade promotion system. They partnered with Vendavo to modernize their processes, improve visibility into promotions, and drive greater profitability.
Challenges:
- A manual, paper-based sales and promotions system that lacked centralization
- Limited visibility into trade promotions, leading to inefficiencies and revenue loss
- Difficulty expanding distribution channels and enhancing promotions
Strategy:
- Implemented Rebate & Channel Manager to create a centralized platform for commercial promotions
- Automated rebate and promotion processes to reduce errors, mitigate risks, and save time
- Conducted comprehensive training to ensure user adoption and comfort with the new system
Results:
- Streamlined operations, enabling direct sales to customers and better trade promotion management
- Increased sales volume and profitability through efficient promotion management
- Enhanced visibility, which led to cost savings and more effective sales strategies
“Historically, our sales were being managed on paper and there was no central place for commercial promotions. We needed a new solution that could help modernize the sales process. Vendavo offered the right solution for our trade promotion management processes that scales.
Vice President
Simplify and automate rebates, incentives, payments, accruals, and deductions with Rebate & Channel Manager
Gain confidence that your rebate and channel program are growing your topline. Automate your entire rebate and channel process from deal creation to accruals, and payment generation to end-to-end reporting. You and your teams can calculate and analyze rebates, review margin, identify scenarios, and modify your programs to maximize effectiveness. Rebate & Channel Manager helps you:
- Increase revenue with strategically aligned rebate and channel programs
- Reduce risk of over- or underpayments by tying to actual performance
- Strengthen channel and sales relationships with collaborative portals and dashboards for commercial efficiency
Key Capabilities
- Vendor and customer rebates
- Vendor and customer payments
- Bid analysis, margins, price lists
- Ship and debit, billback
- Deductions and claims
- Partner portal
- Reporting and audit trails
UNCOVER HIDDEN REVENUE AND GROWTH OPPORTUNITIES WITH AI
AND ANALYTICS
Data is everywhere. Finding untapped growth opportunities and plugging revenue leaks can seem overwhelming. That’s where AI and profitability analytics come in. By analyzing vast amounts of data in real-time, companies can identify hidden revenue streams, optimize pricing, and detect inefficiencies that manual methods often miss. The result? Faster, smarter decisions that drive growth and protect profitability.
Discover how forward-thinking manufacturers and distributors have leveraged AI and analytics to gain deep insights into their operations, uncovering new opportunities for profit and driving sustained growth.
TruckPro Improves Profitability with Strategic AI and Analytics
TruckPro is one of the largest independent distributors of heavy-duty truck and trailer parts in the U.S. They partnered with Vendavo to establish a disciplined pricing strategy and enhance sales effectiveness through data-driven product recommendations.
Challenges:
- Pricing that lacked focus within product category management, limiting bottom-line improvements
- Absence of a structured pricing discipline, leading to inconsistent pricing and missed revenue opportunities
- Limited tools for sales teams to identify cross-sell opportunities and optimize customer interactions
Strategy:
- Implemented Deal Price Optimizer and Profit Analyzer to analyze transactional history and establish fair, market-aligned pricing
- Deployed Sales Optimizer, integrated with their
- Salesforce CRM, to provide AI-driven product recommendations for enhanced cross-selling capabilities
- Conducted comprehensive training and change management efforts to ensure adoption and maximize the impact of new pricing strategies
Results:
- Achieved 85% user adoption in the field, reflecting strong acceptance of the new pricing discipline
- Captured $3.7 million in cross-sell revenue within four months of implementation
- Realized a full return on investment in under four months
The power behind this technology is that we are using insights from the past to inform the future. We aren’t setting prices out of a brand-new black box. We are setting prices that are based on historical data. This has helped tremendously with adoption in the field.”
Reid Garrett, Vice President of Merchandising
Dell Boosts Profitability with AI-Driven Pricing
Dell Technologies is a global leader in technology solutions, providing innovative hardware, software, and services to businesses and consumers worldwide. They partnered with Vendavo to optimize pricing strategies, streamline quoting, and improve profitability across their extensive product portfolio.
Challenges:
- Lack of an optimized pricing strategy, originally relying heavily on gross margin calculations
- Inefficiencies in quoting, slowing response times to customers
- Absence of a scalable pricing approach to improve win ratesand drive profitability
Strategy:
- Secured C-suite buy-in to spearhead new pricing processes across a vast product portfolio
- Implemented new pricing solutions to set optimized prices, increase win rates, and boost profitability
- Developed a new, data-driven reporting engine to measure results and regularly track progress
Results:
- Achieved a quote velocity of 90% of quotes delivered within four hours
- Reduced the need for pricing approvals (with 75% of quotes not requiring any), leading to significant efficiency improvements
- Realized over 100 basis points of margin improvement, translating to substantial financial gains
“90% of our quotes are going out within four hours and 75% of our quotes don’t require any pricing approval – the system will tell you how to price it and as long as sales can price in that range, no approval is needed. Huge efficiency improvements.”
Arunkumar Narayanan, Executive Director of Global Pricing Transformation
Corning Optical Optimizes Pricing
with Vendavo for Better Profitability
Corning Optical Communications is the world leader in passive optical fiber. They partnered with Vendavo to modernize their pricing analytics and data management systems, enhance pricing optimization, and achieve significant financial gains.
Challenges:
- An aging, on-premise data warehouse that was difficult to modify and expensive to upgrade
- Limited analytics capabilities, accessible only to trained specialists with licensed software
- Time-consuming processes for obtaining usable pricing insights, hindering quick business decisions
Strategy:
- Implemented Vendavo solutions to quickly access data for informed decision-making
- Outsourced hosting and upgrades to Vendavo, allowing internal teams to focus on strategy and execution
- Tapped Vendavo for solution design, configuration, change management, and value measurement
Results:
- Realized over $10 million in positive financial impact within the first year of implementation
- Freed internal IT resources and reduced infrastructure expenses
- Enhanced visibility into pricing and margin patterns, enabling smarter, faster business decisions and quicker adjustments to market conditions
“Visibility into pricing and margin patterns through Vendavo dashboards gives us better information to make smarter, faster decisions. As marketplace conditions or inputs change, we can adjust more quickly.”
Ken Foret, Manager of Pricing Enablement
Fluidra Optimizes Pricing with
Vendavo, Boosting Profit Margins
Fluidra is a global leader in the pool and wellness industry, operating in a complex, global environment. They partnered with Vendavo to protect margins, maintain profitability, and optimize commercial processes amid changing market conditions.
Challenges:
- Subsidiaries in 47 countries and numerous SKUs, making it difficult to gain a unified view of margin and pricing drivers
- External factors (such as the pandemic, inflation, and geopolitical issues) increasing pressure on financial and commercial teams
- Managing pricing through local tools, leading to inconsistencies and challenges in adjusting prices to changing market conditions and customer demand
Strategy:
- Implemented Margin Bridge Analyzer to consolidate data from 71 companies operating in 33 currencies for consistency and speed in decision-making and a common template for reporting
- Enabled internal teams to better understand price-volume mix for improved business decisions
- Automated commercial processes to improve agility and protect profit and revenue
Results:
- Created greater visibility into pricing data and optimized commercial processes
- Consolidated data across regions, achieving a single view of margin and revenue drivers for improved decision-making speed and accuracy
- Aligned the organization with a common reporting template, enhancing consistency and efficiency in commercial operations
“I would recommend Vendavo without a doubt. Implementing a solution like Vendavo gives global corporations the opportunity to refine and align their processes, and get a single source of truth for your price and volume analysis.”
Gustavo Troya, Global Controller
How Yokogawa is Driving Pricing
Agility with AI
Yokogawa is a global leader in industrial automation and control, test and measurement, and information systems. They partnered with Vendavo to enhance their pricing processes by integrating AI-driven solutions to improve business operations and decision-making.
Challenges:
- Determining the reliability and usability of existing data for AI integration
- Developing a clear understanding of the steps necessary to verify data quality
- Defining specific objectives for AI implementation in pricing strategies
Strategy:
- Emphasized the importance of data as the foundational element for AI integration
- Focused on assessing data reliability and usability before AI implementation
- Outlined steps to verify data quality and establish clear objectives for AI-driven pricing enhancements
Results:
- Improved understanding of data’s role in AI integration for pricing processes
- Enhanced ability to assess and verify data quality for AI applications
- Established a framework for setting clear objectives in AI-driven pricing strategies
“AI, you see that it’s everywhere… But if you want to include that into pricing, I think
there are a couple of steps that you have to take into account.“
Koen Hoogstoel, Global DX Strategy Manager
Medical Device Maker Aligns Value with Profitability
A global medical device manufacturer, managing 300,000 SKUs across multiple product lines, needed a smarter pricing strategy to navigate
shifting healthcare models and pricing pressures. With Vendavo, they streamlined pricing workflows, improved visibility, and ensured profitability without sacrificing agility.
Challenges:
- Managing pricing for 300,000 SKUs across global markets
- Adapting to evolving healthcare reimbursement models
- Ensuring pricing decisions align with profitability targets
Strategy:
- Leveraged Vendavo’s analytics capabilities for real-time visibility into pricing, margins, and market shifts
- Standardized price management across departments, reducing approval times from weeks to hours
- Equipped sales teams with tools to negotiate within profitability guidelines
Results:
- Improved pricing agility, enabling rapid response to market changes while maintaining target margins
- Harmonized pricing processes across 8,000 users for greater efficiency and control
- Stronger alignment between pricing strategy, patient value, and shareholder returns
“In a company our size, every product pricing decision counts and every basis point counts. Vendavo lets us see it all so we can manage it all for better margins, better cash flow, and better returns for shareholders.“
Pricing Team Lead
Empowering GAF’s Sales Teams with Real-Time Insights
GAF is a leading manufacturer of roofing and ater proofing products. They partnered with Vendavo to enhance their pricing strategies by implementing AI-driven solutions and automation to improve customer experience and operational efficiency.
Challenges:
- Complexities of AI integration into existing pricing frameworks
- Addressing internal hesitations associated
- with new technologies
- Balancing the need for automation with
- maintaining personalized customer
- interactions
Strategy:
- Implemented AI with small projects to build confidence
- Automated simple, repetitive tasks to streamline operations and reduce manual workload
- Emphasized a customer-first approach by simplifying pricing structures
Results:
- Achieved initial successes, showing readiness for broader applications
- Improved operational efficiency, allowing teams to focus on strategic initiatives
- Enhanced customer satisfaction through transparent, simplified pricing
“Start simple. Automate things. Do that with the simple things first and then kind of grow it through your business.”
Sam DeAlba, Senior Business Systems Analyst
AI-DRIVEN GUIDANCE ACROSS YOUR ENTIRE GROWTH AND
PROFITABILITY JOURNEY
You need speed and agility for faster, more profitable business processes. Vendavo’s explainable, controllable guidance for success comes from the combination of Artificial Intelligence + Human Intelligence. Find key opportunities that drive growth and uncover hidden profitability gaps.
The AI inside the Growth and Profitability Suite allows you to:
- Discover what’s causing changes in your revenue and margin
- Find where you have revenue and margin leakage and what you can do to fix it
- Identify what products you should be proposing to customers
- Determine optimal negotiated prices to quote in any situation
- Identify and visualize opportunities for business improvement
Profitability is a Choice
Every company in this book faced challenges—rising costs,
shrinking margins, slow sales cycles, or outdated pricing
models. The difference between those who won and those
who struggled? The winners took action—investing in pricing
excellence, sales automation, AI-driven insights, and smarter
rebate management.
If your business is still managing pricing and sales the old way,
ask yourself:
- How much revenue are we leaving on the table?
- How many deals are we losing to faster competitors?
- How much profit are we missing because our teams don’t have the right tools?
Your Complete Growth and Profitability Suite
What does it take to join the leaders and beat the relentless pressure of today’s market?
The world’s most profitable manufacturers and distributors rely on Vendavo to engineer growth. Vendavo’s suite of pricing, CPQ, and rebate management solutions empowers companies to turn data into action, ensuring every decision is geared toward sustainable growth. By uncovering revenue leaks, automating workflows, and driving smarter pricing, Vendavo helps businesses build resilient, profit-driven strategies.
Discover how Vendavo can transform your growth potential and guide you to profitability.
You need visibility into your entire profitability ecosystem— every margin, every price, every quote. You need a repeatable, proven formula for growth. You need a process that’s
engineered for growth and designed for speed and agility.