Today’s Sales Operations Landscape

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Core sales processes like account planning, renewals and deal negotiations have become slow and ineffective due to the complexity of your B2B commercial relationships. Your team doesn’t have immediate visibility into the all-important Commercial Relationship Baseline and as a result, they make tragically misinformed decisions:

Account Managers

  • Different geographic or product sales teams are offering different terms, or not taking into account what the customer currently owns

Deal Desk 

  • You’re requiring approval for non-standard terms, even though you’ve already agreed to them in a previous deal with the customer

Renewal Teams

  • You miss expansion opportunities because it’s hard to know what a customer owns, or what you should offer

 

How can Pramata help?

With Pramata’s Revenue Optimization solutions, you can identify prime white space, negotiate stronger renewals, and accelerate profitable deals by applying the right terms at the right time.

Pramata creates and maintains the Commercial Relationship Baseline for each of your customers so you always know the most current state of what each customer entity owns, the commercial terms related to each purchased asset within those entities, the related pricing and discounts, and important renewal or expiration dates.

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Position your customers for profitable upsells,
proactive renewals and accelerated deals

With Pramata, you can:

Prioritize your portfolio and easily focus on the right accounts based on renewal dates, upsell opportunity, or risk

Prioritize your portfolio and easily focus on the right accounts based on renewal dates, upsell opportunity, or risk

Access the current customer footprint, pricing, renewal dates, and other commercial terms directly in your CRM.

Access the current customer footprint, pricing, renewal dates, and other commercial terms directly in your CRM.

Accelerate the Q2C process by pulling through previously negotiated pricing and terms, and identifying potential red flags that could slow down the deal

Accelerate the Q2C process by pulling through previously negotiated pricing and terms, and identifying potential red flags that could slow down the deal

Run install base growth campaigns targeting customers with specific products or commercial terms, such as termination for convenience or non-standard SLAs.

Run install base growth campaigns targeting customers with specific products or commercial terms, such as termination for convenience or non-standard SLAs.

Increase active selling time and improve sales productivity, so you can focus sales energy on your customers

Increase active selling time and improve sales productivity, so you can focus sales energy on your customers

Improve sales offers and negotiations by providing playbooks to account manager, deal desk, and renewal teams based on current terms and comparable deal benchmarks.

Improve sales offers and negotiations by providing playbooks to account manager, deal desk, and renewal teams based on current terms and comparable deal benchmarks.

 
 

This is how we do it

A unique combination of our cloud-based software and precision managed services is at the core of Pramata’s automated, systematic solution, which delivers unmatched revenue optimization via four essential steps:


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Commercial Relationship Baseline:

We take your contractual documentation (MSAs, orders, amendments), organize them in order of precedence, and determine the most current commercial terms by product and customer entity for each account.

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Benchmark & Recommend:

Our solutions compare the customer’s footprint, pricing, and commercial terms against a ‘benchmark’ for similar customers, and provide sales, renewals, and deal desk teams with offer playbooks.   

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Integrate Into Your Sales Ecosystem:

Embed our solutions directly into your current sales ecosystem with robust APIs for easy integration with CRM, CPQ, and CLM solutions.

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Track Performance:

Finally, our solutions monitor improvements in deal quality, renewal outcomes, and customer footprint so you can identify high performing teams, and course correct under-performers. 

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The measurable impact of Pramata’s Revenue Optimization Solutions

 
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Account Planning

Proactively understand the most relevant commercial relationship terms so you can prioritize upsell and cross-sell opportunities across your portfolio.

  • Increase active selling time and customer satisfaction by providing account managers with precisely what each customer owns, the current pricing and discount levels, key dates and any potential non-standard issues directly in CRM

  • Provide account management teams all appropriate “levers” to grow revenue, including price uplifts, usage under- or over-consumption and discount expirations

  • Improve install base campaign planning by targeting customers with specific products or commercial terms. 

 
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Renewals Strategy

Understand the full deal economics, including early termination penalties and the scope for price increase opportunities, so no money is left on the table.

  • Proactively know which accounts are coming up for renewal, so you can prepare in advance for stronger negotiations

  • Prioritize accounts by risk and opportunity to know where you should focus your renewals team and where you should auto-renew customers

  • Provide renewal teams with a playbook of all levers to pull in renewal negotiations, including price uplifts, usage history, whitespace opportunities, commercial term favorability as well as the underlying contractual documentation

 
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Deal Acceleration

Always use in-effect terms and pricing to accelerate deals with current customers, so you can avoid deal desk hassles and long approval processes.

  • Avoid unnecessary approvals by pulling previously negotiated terms and pricing to future deals, so your offers always reflect the history of your relationship

  • Improve deal quality by scoring commercial terms such as payment terms, termination, and limitation of liability; and benchmark requested terms against other similar customers

  • Provide deal teams with a deal playbook of terms and recommended alternatives

 
 

Take steps now to improve sales processes and
drive revenue optimization next quarter.

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