Deal Execution Optimization

Deal Advisor is a contract and quote solution that enables companies to structure more profitable deals that significantly increase ROS and strengthen competitive positioning. It recommends the best offer and the appropriate discount or terms to win the deal. The solution:

• Provides an easy-to-use dashboard to configure deals, assess their value, simulate impact on margin, and support negotiations using a proprietary deal-scoring methodology
• Collects and cleans historical sales data and performs deep analytics on it to identify variables that justify different levels of discount
• Segments historic deal data into buckets of comparable peer deals and stacks them in a given bucket based on total discount given to help benchmark deals
• Automates the pricing review process with smart guardrails to ensure guidelines are applied and exceptions managed, leading to higher value creation
• Tracks performance over time and provides smart incentive plans to reward best-practice application

Dynamic Deal Scoring’s (DDS) unique combination of advanced analytics, incentives, and governance helps companies inject data-driven insights into their pricing execution processes to drive a significant uplift in ROS. The solution assesses deal quality in real time, empowering the front line by guiding them toward the best customer opportunities and providing visibility into peer performance in comparable deals. DDS:

• Identifies key variables such as deal size, customer product mix, and channel to focus approval processes on the most crucial deals
• Segments deals into peer groups, leverages data in real time to score deals, and embeds the scores into core sales processes, adapting and aligning sales incentives with deal quality
• Determines and accounts for observed discounting variability to ensure recommendations reflect the reality of the micro-market
• Is integrated into core sales, pricing, deal escalation, coaching, and incentive processes to ensure long-term adoption