Case Study: Large Well-Oiled Machine Company achieves streamlined global pricing and stronger margins with Vendavo

Global Pricing at Energy Giant is Transformed Into a Well-Oiled Machine

A multinational energy company with well-known passenger‑car and heavy‑duty lubricant brands faced a decentralized, spreadsheet‑driven pricing process across 20 countries for more than 5,000 SKUs. With complex commodity inputs, capital‑intensive manufacturing and a corporate focus on generating roughly $14 billion in annual free cash flow, the pricing team needed a single, disciplined way to capture pricing variables, bids and sales history and to prepare sales for faster, more profitable deals.

The company implemented Vendavo’s Commercial Analytics, Price Optimization and Segmentation (including deal management), consolidating pricing data for some 700 users into one view and enabling scenario modeling and approval automation. The result: streamlined, predictable commercial workflows, clearer visibility into revenue and margin impacts, more precise quotes and negotiations, and more consistent margins that support the company’s cash‑generation and shareholder‑return objectives.