Effective pricing management solutions can help your company make better pricing decisions during your quote-to-bid process, to ensure profits margins are kept at its max. Talk to us to find out how..Let us share with you our experience in creating $38m/yr of business benefits for our customers in Asia

1. “Rapid Delivery of Business Value through
Pricing & Margin Management”
terence.chan@acceval-intl.com
Proprietary & Confidential to Acceval

2. Who Is Acceval ?
Leading provider and pioneer in Asia Pacific for Pricing & Recipient of
Margin Management Software for Business-to-Business Singapore Infocomm
companies Award 2008 for
Created more than USD 38 million/yr worth of business Best Industrial
Application
benefits to-date for our customers
PriXLence™ is an Enterprise Class software developed based
on Pricing Best Practices from leading thought leaders such
as McKinsey and Co.
Designed to give business users control in every step of the
Pricing Process from Segmentation to Deal Execution to Deal
Negotiation to Closure
Pioneered by a team of consultants from world class
organizations (Accenture, Deloitte, SAP Consulting)
Best Customer ROI
Acceval’s Partners includes Accenture, IBM, HP, Singtel, and Award
other industry-specific consulting partners
Founder is ex-Shell
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Proprietary & Confidential to Acceval

3. We have proven experience delivering “Pricing & Margin Management”
capabilities across multiple industries within B2B environment
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4. Pricing Management – An Enterprise wide Challenge
Reactive Pricing Error Prone Pricing Process
“Gut feel” ad-hoc pricing Un-synchronized price list versions
No central price list Inability to disseminate and control pricing to
One Price fits All (lacking in segmentation) employees causing inconsistent prices to
customers
Enterprise wide Challenge
Ineffective Deal Negotiation Disconnect from Enterprise
Lacking in updated information weakens a Systems
negotiation and cause exposure to financial Quote-to-Bid and Negotiation process
risk disconnected from other functions/systems
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Proprietary & Confidential to Acceval

5. Pricing Management and its Importance
It’s about arriving at the right Offer Mckinsey study shows that by
Price taking into consideration increasing 1% in all business drivers
– Cost-to-Serve
– Customers
– Competition
Pricing shows the most substantial
Business Drivers
increase in Profits and yet the most
underutilized profit lever
A rich opportunity to improve the
bottom line not by cutting cost
Control and creation of market
segments thru differentiated pricing
With PriXLence, it means achieving all
these in one software Source: Harvard Business Review, McKinsey “The Price Advantage”
Pricing Excellence is important in delivering superior
business results
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Proprietary & Confidential to Acceval

6. Pricing Transformation delivers significant business Benefits
Case Study :- Chemicals (commodity and specialty)
Benefits and Investment Attractiveness for Pricing transformation initiative
Actual
Acceval Client
Business Benefits Case Study:
14,000 14000 Disguised
Chemical
Company
12,000 12000
10,000 10000 Investment Attractiveness
US $ / year (‘000)
8,000
Benefits significantly 8000
US $ (‘000)
> 1% of Revenue / Year
6,000 6000
4,000 4000 IRR > 40%
2,000 2000
0 0
P Optim
rice ization Price Value Pricing Price Price ForecastingPrice Negotiation Total Annual One-tim e
Synchronization Perform ance & Control Recurring Receivables
Analysis Benefits Reduction
For company with annual revenue of US
1 Billion / year, recurring business
benefit is more than 10 million / year
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Proprietary & Confidential to Acceval

7. Acceval creates Success for your business at your pace
Pricing & Margin Management / Optimisation Continuum
Pricing & Margin Management Price Optimisation
(Foundation) (Advanced)
Value Creation ($)
Deal Execution Pricing Analytics
Price based on
Customer Value
Quick Win (Value Pricing)
Improve Negotiated Improve Pricing
Reduce Unwarranted Price / Margin Policies & Cost to Optimise Bid Price /
Discount / Serve List Price
Inconsistent Pricing Enhance Price
Differentiation Improve Business “Optimise” Product
(Segmented Pricing) Mix / Service Offerings
Pricing Capabilities Continuum
While Acceval covers the whole spectrum of pricing capabilities, most companies will
start with Pricing & Margin Management areas
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Proprietary & Confidential to Acceval

8. PriXLence™: Acceval’s flagship Pricing & Margin Management solution for
Business To Business Industries
1
Deal Execution
(List Price / Policy Management,
Quotation Management)
2
Pricing / Profitability
Analysis, Segmentation,
Competitive Intelligence
3
Value Pricing /
Price Optimisation
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Proprietary & Confidential to Acceval

9. Value Proposition for Pricing Transformation enabled by PriXLence™
Compelling Business Benefits : Typically 1-3% of Revenue / year
Company with 100 mil revenue / year 1-3mil benefits / year
Value Drivers Benefit Sources
Improve Offer Price to Customer
Achieve Better Negotiated Price / Margin
Revenue Reduce Unnecessary Discounting
Enhancement Enhance contract compliance
Improve Capture of Market Price Trend
Earnings After Opportunities
Capital Costs Improve Product / Customer / Channel /
Market Mix
Cost Reduce Costs To Serve, e.g.
Reduction – Supply Chain costs
– Customer Support / Service costs
– Channel costs
Working
Capital Reduce Working Capital Requirements
Reduction (payment terms / inventory)
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Proprietary & Confidential to Acceval

10. Pricing Management solution enables your Pricing Strategy
Empower and Enable People Policies and Processes
Clear price setting/discount policies/rules
Empower to quote and negotiate deals
Clear approvals process/authority
Incentives to promote lower discounts,
shorter payment terms Pricing done globally or in-country
Pricing Management Systems
Analyze
Control and Measurements
Constant efforts to quantify each offering to
each target market Controls on undeserved discounts
Co-Relation of Offer Prices /Volume Reviews of previous discounts
Co-Relation of Offer Prices/Market Control on Cost-to-Serve factors
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Proprietary & Confidential to Acceval