Case Study: Eastman Chemical Company achieves faster, data-driven pricing and improved margins with Vendavo

Eastman - Customer Case Study

Eastman Chemical Company, a global manufacturer of chemicals, fibers and plastics (founded 1920; US$5.8B revenue; 10,000 employees), faced fragmented pricing across units and needed to better manage prices and margins. The company struggled to respond quickly to multiple pricing variables, apply market segmentation, eliminate maverick sales, simplify decision-making, and provide visibility into pricing for stakeholders.

Eastman implemented a corporate‑led, phased rollout of standard pricing software with improved cost data and focused change management, gradually expanding scope across geographies and business units. The initiative delivered faster market response and fairer deal decisions, reduced profit leakage, enabled justified price increases, eliminated manual processing, established a single system of record for prices (improving SOX compliance), and achieved a favorable return on investment within three months.

Eastman

Russ Hickman

Senior Systems Associate, Information Technology