Sales – Revenue Optimization & Risk Management
Focus on selling
In sales, it’s all about getting deals done. Sometimes doing so requires creative approaches to negotiating contracts. But how do you keep track of your organization’s specific obligations, and those of your customers, over time and potentially thousands of contracts.
In the heat of the moment, your top priority is closing the deal. It’s not uncommon to sign contracts with complex discount structures, pricing tied to the Retail Price Index (RPI) or other indices, most favored nations pricing, or non-standard clauses, or to substantially modify approved language to make it happen.
When most of your sales contracts are different, understanding what’s in them becomes very difficult, and hard to:
- Enforce customer obligations.
- Understand your liabilities and exposure.
- Adhere to regulated business practices.
- Extract customer intelligence for potential upsell or cross-sell opportunities to maximize total customer value.