New visibility into customer performance and contract compliance has helped this $14B manufacturer steadily plug the profitability leaks of negative margin customers.

CUSTOMER SUCCESS STUDY: LEADING ELECTRONIC COMPONENT MANUFACTURER

Lack of visibility led to revenue leakage as customers became aware that they would not be held accountable for compliance

to committed volumes

Like many large corporations, this manufacturer lacked coordination of data management across business units and

functional areas. Because a single transaction could not be tracked back to its original contract without weeks of review,

customers figured out a way to take advantage of paying high-volume prices for low-volume purchases.

CHALLENGES

Integrating data models in PROS centralized solution platform has made contract compliance possible.

With PROS solutions, this multi-billion dollar manufacturer can now track a transaction back to its original agreement within minutes instead of weeks, regardless of its sales channel. This transparency enables analysts to track volume compliance throughout the contract lifecycle and proactively address concerns that customer consumption is not meeting contracted volumes.

SOLUTIONS

Sales and contract teams are empowered to close better business and avoid revenue leakage.

Prior to deployment of the PROS solution, analysts spent weeks tracking down data to support a contract negotiation and many cycles were wasted establishing data validity. Now, analysts have the data at their fingertips and can spend their time providing proactive and strategic guidance on renewals and negotiations. Further, this manufacturer can now engage a customer in renegotiation prior to renewal when volume commitments are not attained. With PROS, putting a stop to revenue and profitability leakage became a reality for this electronic component manufacturer.

RESULTS

Centralization of agreement analytics has been an eye-opener for sales, giving teams insight into a harsh reality: less than 20% of contracted sales were in compliance with their volume requirements. Acknowledging that large sums of money were being left on the table, teams are now empowered to hold customers accountable and negotiate more profitable contracts.

PROS.com

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About PROS

PROS Holdings, Inc. (NYSE: PRO) is a revenue and profit realization company that helps B2B and B2C customers realize their potential through the blend of simplicity and data science. PROS offers cloud solutions to help accelerate sales, formulate winning pricing strategies and align product, demand and availability. PROS revenue and profit realization solutions are designed to allow customers to experience meaningful revenue growth, sustained profitability and modernized business processes.

To learn more, visit pros.com.

10-21-2015