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Mimiran Deal Manager 2009

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Interesting price optimization mash-up into Salesforce

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Mimiran Deal Manager 2009

  1. 1. Leave Less Money on the Table(while selling faster)<br />Reuben Swartz<br />President<br />reuben@mimiran.com<br />
  2. 2. Agenda<br />The importance of pricing in the sales cycle<br />Why past attempts have failed<br />What you can do now<br />Demo<br />
  3. 3. About Us<br />Founded in 2001<br />Focus on applying technology to improve pricing performance<br />
  4. 4. Times are tough<br />
  5. 5. So what’s the plan for 2009?<br />Plan A:<br />Take corporate jet to ask <br />Congress for taxpayer’s money. <br />What’s Plan B?<br />
  6. 6. Where can we find water?<br />
  7. 7. The critical part of the sale<br />The price!<br />Each 1% of discount has a 10% impact on profit<br />Buyer is armed and prepared to negotiate<br />Many sales teams only have a list price and a “minimum price”<br />
  8. 8. “We’re leaving $ on the table!”<br />Where?<br />How can we get it?<br />
  9. 9. First attempt: approval process<br />#&@#!!! I just wanted a price!<br />I thought they were a <br />premium service provider, <br />but are they worth the price?<br />#&@#!!! <br />Sales Prevention!<br />#&@#!!!<br />Negotiations<br />Email Spreadsheet<br />Follow-up phone calls<br />Customer<br />Sales Rep<br />Finance/<br />Sales Ops<br />Marketing<br />+ Limits low margin deals<br />+ May encourage accountability<br />- Slows down sales cycles<br />- Lost sales may outweigh margin gain<br /><ul><li>“Approval” can become “rubber-stamping”
  10. 10. Data may be useless for analysis
  11. 11. Perverse results from cost-cutting
  12. 12. “Floor” becomes the target price</li></ul>Sticky<br />Notes<br />Legacy<br />Excel<br />Contract <br />DB<br />ERP<br />
  13. 13. “Sales prevention”<br />?<br />
  14. 14. The old tradeoff<br />
  15. 15. The basic math<br />
  16. 16. Example<br />This isn’t worth the effort!<br />
  17. 17. Can we make sales faster?<br />Credible, context-specific pricing guidance<br />Not just a “minimum price”<br />Before the quote<br />Automate the approval process for true exceptions<br />
  18. 18. Automated approval process<br />Automated Workflow <br />(if required)<br />Needs<br />Proposal Document<br />Customer<br />Sales Rep<br />Finance/<br />Sales Ops<br />Marketing<br />On Demand, <br />Embedded Analytics<br />Sales Pricing Guidance<br />(based on actual sales)<br /><ul><li>Improve deal velocity AND margin.</li></li></ul><li>How can we increase profit?<br />
  19. 19. Manage price portfolios<br />Target Price<br />Distribution of related price points.<br />
  20. 20. Traditional sales support<br />Price Books<br />
  21. 21. Who are the right prospects?<br />How fast do they buy?<br />How much price erosion is there?<br />What is the win rate?<br />Do they order the proposed amount?<br />Who are the wrong customers?<br />
  22. 22. What do they need?<br />What products to these types of customers buy?<br />What options or services?<br />What pricing programs will have the best ROI?<br />
  23. 23. What’s the right price?<br />What is the appropriate discount?<br />What form should it take? (Invoice/off-invoice)<br />What should we get in return?<br />What constraints might impact the situation?<br />(Don’t give away the farm when the factory is full.)<br />
  24. 24. What can we do?<br />
  25. 25. Case Study: Semiconductors<br />
  26. 26. Demonstration<br />Sales rep quoting guidance<br />Sales manager discount approval and dashboards<br />
  27. 27. Get started with a 30 Day Free Trial<br />Subscriptions start from $99/month.<br />Contact info@mimiran.com to start your Free Trial.<br />
  28. 28. Appendix: Screenshot Tour<br />
  29. 29. Real pricing guidance<br />Mimiran Deal Managers provides real target pricing based on deal context.<br />Target pricing guidance that reps can believe.<br />Pricing guidance for the<br />opportunity right inside<br />salesforce.com.<br />Fully configurable analytics<br />include target pricing,<br />incentive estimates,<br />average customer prices,<br />and more.<br />Create a PDF quote.<br />Immediately see target <br />price and approval status.<br />
  30. 30. What about exceptions?<br />Most companies have manual approval processes that slow down sales cycles and still fail to optimize prices.<br />Mimiran Deal Manager provides electronic workflow to deal approvers, and provides analytics so they can make a fast, profitable decision.<br />Approval status<br />Some products are not<br />within pricing guidelines.<br />Opportunity is now locked while awaiting approval.<br />
  31. 31. Information where you need it<br />No more struggling with Excel.<br />Configurable analytics<br />at your fingertips.<br />See how this order compares to other orders by this customer or in this segment.<br />See details on margin<br />not available in sales<br />rep view.<br />
  32. 32. How am I doing?<br />Dashboards provide insight into performance for sales reps.<br />Dashboards, configurable <br />by role.<br />See you how you perform <br />compared to other reps.<br />See how you’re tracking<br />against your goals. <br />See who is driving your<br />revenue and <br />commission.<br />
  33. 33. Executive dashboards<br />Dashboards are configurable. Here are some examples.<br />Which reps are <br />most improved?<br />See which reps drive<br />revenue and profit.<br />Which accounts are at risk?<br />See which accounts drive<br />the top and bottom line.<br />
  34. 34. MIMIRAN<br /> Deal Manager<br />Take the guesswork out of pricing.<br />

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