Deal Management

Semiconductor and electronic component companies face the challenges of a complex value chain, with end customers purchasing directly and through distribution partners, manufacturer reps, and contract manufacturers across multiple regions. This distributed sales process makes it difficult for organizations to obtain accurate visibility into demand, while complex pricing rules and a high volume of special pricing deals hinder quote turnaround time and pricing consistency. These factors impact an organization's ability to convert quotes into orders.

Increase Deal Conversion While Enforcing Pricing Consistency

Model N Deal Management enables semiconductor and electronic component manufacturers to improve deal conversion rates, protect transactional margin, and obtain visibility into demand across channels and regions. With interactive quoting, contract compliance, and sophisticated opportunity tracking, companies are able to dramatically reduce quote cycle time and the number of lost opportunities, reduce price erosion through enforcement of pricing policies and the elimination of internal bid wars, and obtain visibility into demand across channels and regions.

Key Components of Deal Management:

Lead and Opportunity Tracking provides manufacturers with a real-time, granular view of the sales pipeline. Users can easily manage contacts and track and assess selling opportunities, wins, losses, and pending deals at a transactional, line-item level.
Sample Processing allows organizations to use distribution data to determine impact on orders and enables users to place new requests, view status of past or pending requests, and update details.

Interactive Quoting dramatically reduces quote cycle time, enabling users to quickly and easily respond to new opportunities, retrieve and analyze previous quote activity, and retrieve general catalog pricing.

Forecasting delivers forecast accuracy, visibility and velocity. Built-in multidimensional methodology generates accurate projections from billings, backlog, channel POS, opportunities, design registrations, forecast waterfall history, and other key data. Auto-forecasting, trending, collaborative forecasting, and automated roll-up of forecast values enable managers to rapidly access, analyze, and adjust data.

Order Entry seamlessly moves information from a quote to an order, allows sales reps, partners, distributors and/or customers to view backlog, and provides an invaluable audit trail. With a flexible and intuitive user interface, Order Entry complements existing order processing systems, enabling completed or change orders to be transmitted to legacy, ERP,

Contract Compliance reduces price erosion caused by off-contract quotes, ensuring that pending transactions adhere to contractual commitments and tiered pricing agreements. Users can upload, edit, review and maintain contract parts, price, minimums, durations, etc. Terms can be managed on a one-on-one basis or over a complex multi-tiered channel: distributor, reseller, contract manufacturer, or partner.

Commissions tracks and manages sales commissions across the extended sales organization - including sales representative firms and partners - and automates commission payouts and splits between parties using customizable business rules.

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