The Silicon Review
Vendavo is unique not just in the depth of knowledge and capabilities across the opportunity-to-order space for B2B organizations but also in its ability to bring industry-specific business processes and dynamics into its solutions:
Bruno Slosse, CEO & President Vendavo, Inc.
Increasing efficiency of a business is something that all business owners are looking to do. When a business runs efficiently profits are increased and wastage is decreased creating a healthy bottom line for the business.
Anyone who manages or owns a business will know that there are many different software tools on the market that claim to help businesses improve their operating efficiency.
Business management software on the other hand actually can help businesses to dramatically increase efficiency.
In light of the above mentioned, we are thrilled to present Vendavo, Inc. – a leading provider of price management and optimization software for business-to-business companies worldwide.
The firm delivers enterprise profitability solutions as standalone or cloud-based package offerings. Solutions include: Vendavo Profit InsightsTM, which monitors and improves the health and performance of a business with Profit Identification, Predictive Sales Intelligence and Data Sharing and Collaboration as well as Vendavo Pricing GuidanceTM, which allows companies to maximize the profitability of every deal with Price Segmentation, Optimized Pricing Guidance and Target Price Realization. Vendavo also provides professional and customer support services. It serves the chemical, wholesale distribution, high tech, and industrial manufacturing industries through on-premise and hosting services, and supports the mobility required for today’s commercial team in the field.
The firm was founded in 1998 and is headquartered in Denver, Colorado.
Interview Excerpt: Bruno Slosse, CEO & President
Why was the company set up? And what do you propose to bring into the market?
The majority of large enterprise companies today still struggle to digitize slow, manual and disconnected commercial processes that exist between CRM opportunities and ERP orders. And they fail to apply advanced data science and machine learning to their volumes of transactional data that could unlock new opportunities for margin and revenue growth.
Vendavo is leading the shift to B2B digital commerce, growing margin, revenue acceleration and shareholder value for the world's most demanding companies. With the Vendavo Commercial Excellence platform, companies develop dynamic customer insights and optimal pricing strategies that maximize margin opportunities, increase sales effectiveness and improve customer experience. As a result, companies are able to turn their data into new actionable insights that drive significant revenue uplift and profitability with greater velocity.
Tell us about your first product that was launched.
We began by bringing advanced data science and algorithmic business capabilities together to help companies draw insights from their transactional data and turn those insights into advanced customer segmentations that could better inform pricing strategies and improve margin opportunities for the enterprise. Our first commercial solutions included its Vendavo Segmentation Manager and Vendavo Price Optimization manager which remain the market leaders in their respective categories.
What is the current market scenario? And what is your company’s position in the market?
The reality is that traditional methods for driving more profitable growth, such as cutting costs or reducing human capital, can no longer keep up with new, digitally-enabled competitors. This reality has created a commercial execution crisis for companies looking to improve their bottom lines. With the power of the Vendavo Platform, companies have a unified, automated solution for driving commercial excellence across B2B digital commerce processes that deliver a big impact in months and not years.
With Vendavo, companies stay one step ahead of their competitors, by predicting the price each customer is willing to pay, collapsing the time it takes to issue a quote from days to minutes and arming every salesperson with the best target price and customer insights needed to win the business. These customer and transactional insights give companies the information they need to deeply understand customer behavior and come up with pricing strategies that actually enhance the customer experience. Margin leakage finally becomes a thing of the past with the ability to preview the impact of pricing, deal terms, and incentives to revenue and profitability before execution. And, friction, time and inaccuracy are driven out of sales processes. Now, companies are well informed, quoting faster and more accurately in every deal, while giving customers a better overall experience.
Briefly explain your products and services.
Vendavo powers the shift to B2B digital commerce for the world’s most demanding companies, growing margin, revenue acceleration and shareholder value. With the Vendavo Commercial Excellence platform, companies develop dynamic customer insights and optimal pricing strategies that maximize margin opportunities, increase sales effectiveness and improve the customer experience. Today we provide a full suite of enterprise profitability solutions including Vendavo Segmentation Manager, Vendavo Price Optimization Manager, and Vendavo Deal Manager. In addition in 2017, we introduced Vendavo EndeavorCPQ which is a market leading configure, price, quote (CPQ) solution.
Vendavo was purpose-built from day one for the world's biggest, most complex environments. Our world-class deployment team, verticalized solutions and expertise, and agile technology offer customers quick time to value and an unmatched track record of success. With an annual margin improvement totaling over $2.5B across our customers, it’s no wonder the world’s most successful companies choose Vendavo for their digital commerce needs.
Rivalry comes along with a good market position. In the current competitive world, how do you differentiate your products/services from the crowd?
We have long been unique in our focus on the challenges faced by B2B organizations. By working with key industry innovators more than a decade ago, we developed the science and technology required to determine willingness-to-pay, and establish segmentation that groups peers on that pricing basis. Building on that foundation, additional science brought automated insight on Pricing Power and Pricing Risk, for each and every commercial situation. This level of context made easily available to the sales organization while quoting or negotiating simply does not exist elsewhere.
We are now leveraging that deep experience and expanding capabilities more broadly across the ‘opportunity-to-order’ space. Most recently with the introduction of Vendavo EndeavorCPQ which brings more configuration and quote management options into the Vendavo portfolio, and allows for the presentation of deep contextual insights on pricing and margin objectives in a robust sales-rep oriented CPQ application.
Vendavo is unique not just in the depth of knowledge and capabilities across the opportunity-to-order space for B2B organizations but also in its ability to bring industry-specific business processes and dynamics into its solutions.
Where do you see your company a couple of years from now?
Vendavo will continue to be at the forefront in innovating and delivering advanced artificial intelligence enabled commercial excellence solutions for the world’s largest enterprises.
Bruno Slosse, CEO & President: Bruno Slosse brings more than 25 years of technology experience to Vendavo, including a strong track record in growing companies, expanding their global reach and broadening their product offering. Mr. Slosse served as General Manager of Cerner Europe, a leading information technology firm, where he led the expansion of the European division from a few clients to several hundred across seven countries in over a decade. He is fluent in Dutch, French, German and English.
The CEO graduated with Honours with a Bachelor’s Degree in Economics from Ghent University, Belgium.