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Aligning Pricing and ICM John Hanson Partner, Pricing and Profit Optimization Accenture
Situation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Key Interdependencies Across the Business Pricing Group Sales Force ,[object Object],[object Object],To ensure execution of the Pricing strategy, Pricing needs to provide: ,[object Object],[object Object],In order to attain maximum compensation,  Sales needs to deliver: Without this alignment, both price strategy and incentive compensation strategy will suffer from lack of mutual enablement
All Initiatives Converge on the Front-line Sales Force ,[object Object],[object Object]
The Vision 3 Initiatives... A suite of new tools to free up my time and let me sell better… Terrific! ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Risk: 3 Initiatives.. 3 new demands on my time… 3 different interfaces .. Why didn’t anyone plan ahead?!?!  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Problem Definition ,[object Object],[object Object],[object Object],[object Object]
Overview of Proposed Solution Solution Objectives ,[object Object],[object Object],[object Object],[object Object],Proposed Approach ,[object Object],[object Object],[object Object]
Overview of ACN Sales Workbench Sales  Methodology Coach Customer Infusion Portal Sales Resource Search Engine Proposal Generator Deal Manager Market Intelligence Engine Living Powermap Sales Prioritization Engine Lead Generator Learning and Sales Rep Performance Engine Collaboration Enabler Active Sales Assistant Incentive Comp Engine Sales Performance Monitor Sales Force Automation Engine PLAN EXECUTE PLAN EXECUTE REVIEW REVIEW
Multiple Software Components Together Create a ‘Composite Application’ Outlook Calendar Sales Reporting External Market Intelligence Workbench components can be embedded in MS Dynamics
In theory, the Deal Manager Scoring algorithm could be denominated in “$ commission for this transaction” At a minimum, compensation impacts should be factor in Deal Score In addition Deal Score and compensation plan should be reinforcing the same desired behaviors  Linking Price Management and Sales Comp
The Portal Could Also Display the Callidus TrueInformation and TrueAnalytics Information Daily sales performance and incentive results with traceability back to  MS CRM origination. Robust sales management analytics and what-if incentive modeling. Additional sales self service capabilities to consider: automated dispute resolution and incentive online earnings estimation.
Embedded Sales Process Embedded Real Time Intelligence specific to Opportunity Contextual Links to Integrated Processes
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Business Case for Aligning These  Three Initiatives is Driven by Four Key Benefits
[object Object],[object Object],[object Object],?

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Accenture: Linking Pricing Strategy And ICM

  • 1. Aligning Pricing and ICM John Hanson Partner, Pricing and Profit Optimization Accenture
  • 2.
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  • 9. Overview of ACN Sales Workbench Sales Methodology Coach Customer Infusion Portal Sales Resource Search Engine Proposal Generator Deal Manager Market Intelligence Engine Living Powermap Sales Prioritization Engine Lead Generator Learning and Sales Rep Performance Engine Collaboration Enabler Active Sales Assistant Incentive Comp Engine Sales Performance Monitor Sales Force Automation Engine PLAN EXECUTE PLAN EXECUTE REVIEW REVIEW
  • 10. Multiple Software Components Together Create a ‘Composite Application’ Outlook Calendar Sales Reporting External Market Intelligence Workbench components can be embedded in MS Dynamics
  • 11. In theory, the Deal Manager Scoring algorithm could be denominated in “$ commission for this transaction” At a minimum, compensation impacts should be factor in Deal Score In addition Deal Score and compensation plan should be reinforcing the same desired behaviors Linking Price Management and Sales Comp
  • 12. The Portal Could Also Display the Callidus TrueInformation and TrueAnalytics Information Daily sales performance and incentive results with traceability back to MS CRM origination. Robust sales management analytics and what-if incentive modeling. Additional sales self service capabilities to consider: automated dispute resolution and incentive online earnings estimation.
  • 13. Embedded Sales Process Embedded Real Time Intelligence specific to Opportunity Contextual Links to Integrated Processes
  • 14.
  • 15.