Vendavo Deepens Customer Relationships and Delivers Business Value with Strategic Customer Organization

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New initiative critical to helping customers improve margins in a challenging economy

Our strategic account director has developed a strong understanding of Eastman's application and keeps in regular contact with appropriate business and technical constituents to stay on top of Eastman's needs and concerns. He is a key focal point to make sure the right people at Eastman and Vendavo are connected to address issues.

Vendavo®, the leading provider of business-to-business price management and optimization solutions, is gaining strong momentum with its Strategic Customer Organization (SCO). The company launched the SCO at Vendavo Summit 2008 as a way to partner more closely with its customers to deliver value through pricing. As part of the launch, Jennifer Maul assumed the role of Chief Customer Officer with the objectives of nurturing customer relationships at all levels within the customer organization, delivering measurable value and defining long-term strategies to guide the pricing journey for Vendavo's customers.

"Since the launch of the program, we have met with most of our global customers across industries to discuss the customer initiative, and the response has been very enthusiastic. We are looking forward to partnering with customers to meet their long-term profitability and pricing transformation goals through this program," said Jennifer Maul, chief customer officer of Vendavo.    

"Vendavo's strategic relationship management program has greatly enhanced Eastman's relationship with Vendavo," said Robert Smith, director, Corporate Pricing at Eastman Chemical Company. "Our strategic account director has developed a strong understanding of Eastman's application and keeps in regular contact with appropriate business and technical constituents to stay on top of Eastman's needs and concerns. He is a key focal point to make sure the right people at Eastman and Vendavo are connected to address issues."

Vendavo's SCO comprises four core functions - all integrated to provide customers high-value interaction with the company:

  •     Strategic Relationship Management: delivers ongoing pricing consultation and advice on pricing best practices. Every Vendavo strategic account director is a pricing expert with deep experience in the customer's industry.
  •     Value Realization: quantifies value realized from the Vendavo solution and helps customers identify additional opportunities to achieve their profitability goals.
  •     Vendavo University: provides pricing education courses and in-depth technical and application training to help customers rapidly ramp up and realize value from the Vendavo solution.
  •     Customer Support: provides service and support throughout the life of the relationship. The team has experts with deep technical knowledge of the Vendavo solution and the customer's specific environment.

"In today's challenging economic conditions, our customers are increasingly turning to pricing as a key strategic lever to improve margins. Our investment in the Strategic Customer Organization is driven by our commitment to partnering with our customers and helping them realize their profitability objectives," said Al Crites, chief executive officer of Vendavo.

About Vendavo
Vendavo is the leading provider of price management and optimization solutions for business-to-business companies worldwide. Vendavo Enterprise Pricing Suite solves pricing problems by giving businesses true enterprise-wide control of their entire pricing process. It combines pricing science, pricing best practices, and enterprise-class software to drive small improvements in average prices at every stage of the pricing process. Together, these improvements deliver big increases in profits - from 10% to 30%. Vendavo is the enterprise pricing solution of choice for more than 160 customer divisions at some of the world's biggest names in chemicals, high-tech and industrial manufacturing, consumer products, mill products and distribution. SAP resells the Vendavo solution to its customers under its own name, SAP Price and Margin Management. To learn more, or to request information, visit http://www.vendavo.com.

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Gretchen Bender
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