SOLUTIONS FOR SAP

AGRICULTURE CONSUMER PRODUCTS HIGH TECH

RETAIL FOODSERVICE WHOLESALE DISTRIBUTION

Innovative solution extensions for SAP

[email protected] | www.vistex.com
 Why Vistex
Vistex has a longstanding and unique strategic relationship with SAP, offering a number of innovative solution extensions
for SAP software. Our products are tested, validated, licensed, and supported by SAP, and utilize the core SAP Business
Suite and SAP S/4HANA environments to maximize customer investment.

Table of Contents
3
ABOUT VISTEX
User Experience
Analytics
UNIQUE SAP PARTNER
4-7 INCENTIVE ADMINISTRATION
• Vistex is a global provider of enterprise Customer Rebate Management
solutions and services Vendor Rebate Management
• SAP Global Software Solution Extension Rights and Royalty Management
Partner Sales Incentives and Commissions Management

• Vistex modules utilize the core SAP 8-10 PAYBACKS AND CHARGEBACKS
Business Suite and SAP S/4HANA Manufacturer Billback/Payback Management
Distributor/Retailer Chargeback Management
environments Distributor/Retailer Price Protection Management
• Products tested, validated, licensed and
11-12 DATA MAINTENANCE – PRICING
supported by SAP Price Management
On Order Promotions Management
13 DATA MAINTENANCE – RESOURCES
Customer/Material/Vendor Data Management
14 FARM AND GROWER MANAGEMENT
Farm and Grower Management
15 DEPLOYMENT OPTIONS
Run it your way

2
About Vistex

Vistex helps manage the full lifecycle of your programs through USER EXPERIENCE
strategy, software, implementation, execution, and analytics, Fiori is Vistex’s new user experience for SAP software. Using modern
providing enterprise software solutions that help businesses UX design principles, SAP Fiori delivers a role-based, consumer-
effectively and efficiently manage pricing, incentive, rebate, grade user experience through all lines of business, tasks, and
royalty, and channel programs. devices. Fiori incorporates data display and data entry capabilities of
traditional applications, data visualizations of traditional dashboards
Enabling end-to-end administration of today’s complex business- and reporting tools as well as the interactive analytics of business
critical programs, Vistex solutions offer unprecedented visibility intelligence tools.
into program performance with easy access to the data needed to
make informed decisions that drive revenue, control costs, minimize The concept of user-centered design focuses on the way employees
leakage, and streamline processes. work and offers a variety of business benefits:
• Faster and direct access to relevant information and applications
Founded in 1999 and based in Hoffman Estates, Illinois (USA), Vistex • Helps users decide what needs to be done next
serves a broad range of industries and companies throughout the • Allows users to take fast and informed actions
world, with deep domain expertise.
ANALYTICS
With more than 1,500 employees globally, the Vistex team brings All Vistex solutions feature state-of-the-art analytical capabilities
unmatched depth of knowledge, extraordinary technical skills, that allow users to understand the true impact of their marketing
and real-world experience to every solution we provide, to each programs and make sense of data in real time. Business decisions
customer in every industry we serve. become more effective as they are based on reliable, carefully
filtered data. The result: Better insights add up to better
performance and greater profitability.

3
 Intercompany Contracts 3. Sales

IA
Company
Customer Rebate Management
Suppliers
(Purchase Unit) Customers

• Purchasing Data
SAP Incentive Administration by Vistex•• Sales
POS Data
provides
Data
users with a single point of access to model, administer, report and, analyze
all aspects of sales or purchasing rebate programs, royalty payments, and incentive programs, such as commissions or
• KPIs
. Paymentscompensation
5incentive 4. Claim
and bonus plans.
• Overall Performance
Pain Points
• Managing complex contracts
• No full insight into rebate spend processes
• No possibility to motivate indirect business partners
• Errors, overpayments, and disputes with customers
1. Indirect Customer • Manual effort to maintain and check contracts and calculations
Contract
Business Benefits
1. Direct Customer • Enables sophisticated rebate program management including mass
Contact
Distributor Retail creation and maintenance
POS Sales
2. Order-to-Cash Sell-Out • Delivers accurate, timely, and comprehensive financial information
Company Sell-In Consumers
• Enables tracking of real-time contract and customer performance
• POS Sales • Retroactive rebates processing and financial posting adjustment
• Sell-Out Data • Allows contract-based forecasting and interactive what-if capabilities
• KPIs
Buying Store
• Permits fast program changes by change requests with workflows
3. Payments Group • Increases operating income
based on Sales Data Direct to Consumer
Example Scenarios
• Volume • KPI – qualitative
• Growth • GPO
Negotiation and royalty • Target • Indirect customers

1.8m
contract creation
Customer Examples
Receive and process
external sales data
Licensor sales order lines
processed daily most
Royalty of which are used Licensee
calculation in
and monitoring
Vistex chargeback claims and rebates process
Co-Licensor
Receive/pay royalty payment
Report & analysis

1. Chargeback Contract
•Materials •Materials
4 •Quantity •Quantity
•Contract Distributor Price •Contract Sales Price
 Company
Employee/Agents

IA Vendor Rebate Management

3. Delivery

4. Payment
Organiza�ons

Pain Points
• Difficult to manage global programs with local flexibility/
central control
• Rebates strongly influence margin – rebate programs are costly
Store Store Store
• Erroneous calculation and payouts due to manual administration
1. HQ Supplier Contract
• Difficult to track and keep variety of rebate programs on the radar
•Prices
•Rebate Programs Business Benefits
• Offers flexibility to manage complex rebate programs without
2. Purchase to pay manual processes (%, $, scaled, growth, outcome-based)
3. Sales • Calculates rebates automatically
Intercompany Contracts
Company
• Brings true visibility into the rebate process through forecasting
Suppliers • Provides robust capability for negotiating contract terms
(Purchase Unit) Customers
and conditions
• Purchasing Data
• Enables forward visibility to next-tier achievements
• POS Data • Empowers multiple layouts to view data based on user needs
• Sales Data • Enables workflow approval process for all changes
• KPIs
5. Payments 4. Claim • Overall Performance • Allows flexible accrual approaches
• Facilitates retroactive rebates processing and financial
posting adjustment
Example Scenarios

$100m
• Standard revenue • Flat amount • Sell-out based
• Retrospective • Volume • Threshold
Collecting • Growth-based • KPI
1. Indirect Customer
more than
in vendor Contract
receivables annually for a
Customer Examples
leading wholesale distributor
1. Direct Customer
Contact Retail
Distributor POS Sales
2. Order-to-Cash Sell-Out
Company Sell-In Consumers
• POS Sales 5
• Sell-Out Data
 2. Order-to-Cash Sell-Out
Company Sell-In Consumers

IA Rights and Royalty Management

• POS Sales
• Sell-Out Data
• KPIs
Buying Store
3. Payments Group
based on Sales Data Direct to Consumer
Pain Points
• Lack of possibilities on generating IP revenues or control
IP expenditures
• Inaccurate & manual royalty calculations
Negotiation and royalty • No visibility on cash planning for royalty payouts
contract creation • Legal, audit, and compliance issues
• Inability to manage rights in/rights out
Receive and process Business Benefits
external sales data
Licensor • Ability to facilitate both inbound and outbound rights
Royalty calculation and royalties
and monitoring Licensee
• Enables efficient negotiations and complex royalty contract
conditions management
Co-Licensor • Plans & models royalty programs with what-if simulations
Receive/pay royalty payment
Report & analysis • Provides a one-stop solution for royalty management
• Manages rights and royalty calculations automatically
• Manages royalty recalculation on retroactive changes on
1. Chargeback Contract royalty contracts
•Materials •Materials • Reduces the amount of false payments and disputes through full
•Quantity •Quantity visibility of royalty programs
•Contract Distributor Price •Contract Sales Price • Increases revenue and maximizes ROI
•Compensation • Establishes royalty expenditure control
(Difference)
Vistex solutions support • Increases operational efficiency

15.6m
3. Order to cash Customer
2. Goods Example Scenarios
Suppliers Distributor • IP/rights management • Royalty forecasting
monthly transactions and
3. Order to cash • Min/max guarantee • Royalty simulations
$22 billion annual online transactions • Advances & initial fees • Automatic royalty calculation
• Total Quantity Stores • Royalty planning • Real time accruals & settlements
• Price Difference
• Total Reimbursement Customer Examples
• Claim Amount
Retailer
6 4. Claim • Sales Data
 IA Sales Incentives and Commissions Management

Pain Points
• Complex incentive plan management
• Inability to calculate and pay incentives in an accurate
and timely manner
1. Incentive Agreement Business Partner • High manual effort for program maintenance
• Key Performance • Unmotivated representatives drag down margin
Indicators
•Quotas Business Benefits
•Territories
• Manages complex incentives: monetary (%, flat, scaled, etc.)
Customers and non-monetary (vouchers, gifts, etc..) as well as quantitative
5. Incentive Payment 2. Sales (revenue, quantity, sell-out etc.) and qualitative (KPI, MBO etc.)
Company
• Supports tiered incentive plans
• Increases control through margin analysis and contract
Employee/Agents negotiation capabilities, on the fly and retroactively
Organiza�ons • Reduces false payments and disputes
3. Delivery
• Increases operational efficiency
4. Payment • Minimizes manual adjustments

Example Scenarios
• Quotas • MBO contracts • Down-line
• Growth • KPI • On-invoice
Calculating 50,000 commission • Flat • Volume
documents per year with an • Market share • Multi-dimensional

80%
reduction in manual Customer Examples
processing
1. HQ Supplier Contract time at a leading Store Store Store
•Prices candy manufacturer
•Rebate Programs

2. Purchase to pay

Intercompany Contracts 3. Sales

Suppliers Company 7
(Purchase Unit) Customers
 • Inventory bucket Company
Suppliers Customer

Manufacturer Billback/Payback Management

• SalesData • POS Data
5. Submission & Payment 4. Claim • Total Quantity
• Total Reimbursement
• Claim Amount
SAP Paybacks and Chargebacks by Vistex improves cash flow and profitability by reducing inaccurate chargeback payments and
the associated costs of dispute handling. The solution offers sophisticated program, claims and rebate management as well as
price protection tools, plus real-time reporting and advanced analytics.
Pain Points
• No visibility into distributors’ sales execution
• No visibility into end sales or end customers
1. Billback Contract
• Lack of communication with channels to sell out in the market
• Materials • Materials • Difficult managing duplicated & erroneous claims from channels
• Quantity • Quantity
• Contract Distributor Price • Contract Sales Price • Overpayment of claims
• Compensation
(Difference)
Business Benefits
2. Goods 3. Order to cash
• Drives comprehensive, holistic contract management
• Manages billbacks calculations automatically
Distributor • Recalculates automatically based on retroactive changes to
Manufacturer Customer hierarchies and contracts
• Sales Data • Reduces the amount of false payments, disputes, and
4 . Claim
• Total Quantity claims reconciliations
• Price Difference
• Total Reimbursement
• Allows real-time visibility into end-consumers/customers
• Claim Amount • Increases operational efficiency
5. Reconciliation& Payment • Enables real time insight into direct and indirect sales channels
• Delivers full management visibility and analytics of all payback
programs, with reporting capabilities at your fingertips

Example Scenarios
• Pricing contracts • Channel tracking
• SPA & S&D contracts • Channel communication
Vistex reduced billback rate by

90%
• GPO/Group contracts • Claims reconciliations
for a Life Sciences Commercial
• MDF programs • Mass accruals & settlements
manufacturer Nego�a�on

Pricing Dept. Sales Rep Customer Customer Examples

App
Pricing r
Con oval
Simula�on
&
tro
Administra�on Finalize
l Final Customer
Pricing
Pricing

ONLINE/
MOBILE

Fetch
8 IN-STORE
 Negotiation and royalty
contract creation

Distributor/Retailer
Receive and process Chargeback Management
external sales data
Licensor
Royalty calculation
and monitoring Licensee

Co-Licensor
Receive/pay royalty payment Pain Points
Report & analysis • No possibility to negotiate better chargebacks contracts
with suppliers
1. Chargeback Contract • Tedious and error-prone claims calculations
•Materials •Materials
• Verbal or no recording of the suppliers confirmation on
•Quantity •Quantity claim payments
•Contract Distributor Price •Contract Sales Price • Long turnaround times for claim payments
•Compensation
(Difference)
3. Order to cash
Business Benefits
Customer
2. Goods • Drives comprehensive, holistic contract management for
Suppliers Distributor chargeback amounts and customer pricing
3. Order to cash • Manages chargebacks calculations automatically
• Recalculates automatically based on retroactive changes to
• Total Quantity Stores
• Price Difference
hierarchies and contracts
• Total Reimbursement • Increases income through proper claim reconciliation and
• Claim Amount partner communication
Retailer • Enables real-time insight into all channel programs
4. Claim • Sales Data • Delivers full management visibility and analytics of all chargeback
programs, with reporting capabilities at your finger tips
5. Reconciliation & Payment • Allows visibility to chargeback amounts at time of sale for true
customer profitability
• Provides ability to see customer negotiated pricing on the order
Example Scenarios

$1.3m
1. Contract
• Materials • Pricing contracts • Automatic CB calculations
• Quantity • Suppliers communication
• Reimbursement Amount
• SPA & S&D contracts
• GPO/Group contracts • Claims reconciliations
sales order lines created 5,900 Vistex IP documents
2. Purchasing 3. Sell-Out • MDF programs • Mass accruals & settlements
in 23 minutes at the world's largest retailer • Sales Price
• Purchase Price
• Purchase Quantity • Sales Quantity
Customer Examples
• PO receipt
• Inventory bucket Company
Suppliers Customer
• SalesData • POS Data 9
5. Submission & Payment 4. Claim • Total Quantity
 3. Order to cash
• Total Quantity
Distributor/Retailer Price Protection Management
Stores
• Price Difference
• Total Reimbursement
• Claim Amount
Retailer
4. Claim • Sales Data

5. Reconciliation & Payment Pain Points

• Unable to manage frequent price drops/changes
communicated by suppliers
1. Contract • Manual calculation of claims values for price changes
• Materials • Manual updates on every PO for price changes & IR
• Quantity • Inaccurate inventory revaluation
• Reimbursement Amount
Business Benefits
2. Purchasing 3. Sell-Out
• Manage price drops communicated by suppliers
• Purchase Price • Sales Price
• Purchase Quantity • Sales Quantity
• Record suppliers price protection agreements
• PO receipt • Manage PP calculations automatically
• Inventory bucket Company • Automatic calculations of price drop claims for inventory
Suppliers Customer
• SalesData • POS Data
• Automatic revaluation of your current inventory
5. Submission & Payment 4. Claim • Total Quantity
• Do updates of price changes to open POs and IRs
• Total Reimbursement • Reduce the amount of false payments and disputes through
• Claim Amount partner communications and claims reconciliations
• Accrue and settle the claims for price drops
• Establishing fast and full cost recovery

Example Scenarios
• Price drops • Update PO and IR
1. Billback Contract • Price changes • Supplier communication

$6m
• Materials • Materials • Automatic PP claims • Claims reconciliations
• Quantity • Quantity calculations • Mass accruals & settlements
• Contract price protection
Distributor Price programs for Price
• Contract Sales
• Revalue inventory
a leading electronics distributor
• Compensation
(Difference)
Customer Examples
2. Goods 3. Order to cash

Manufacturer Distributor
Customer
• Sales Data
• Total Quantity
10 4 . Claim • Price Difference
• Total Reimbursement
Manufacturer Distributor
Customer

Price Management
• Sales Data
DMp • Total Quantity
4 . Claim • Price Difference
• Total Reimbursement
• Claim
SAP Data Maintenance by Vistex easesAmount
data maintenance of non-contract pricing data through a flexible user interface tool to
5. Reconciliation& Payment
manipulate and automate mass updates and manage deals. The solution also calculates and reports government pricing and
Medicaid claims for Life Sciences manufacturers.
Pain Points
• Slow responses to price changes
• Huge amount of records to process
• No ability to do price simulation
• No real-time margin analysis to ensure cost-control on every level
Commercial • Manual approval process for price setting and changes
Nego�a�on
Business Benefits
Pricing Dept. Sales Rep Customer
Pricing
App
r Simula�on • Enables efficient price management (uploading, mass creation/
Con oval
Administra�on Finalize
tro
l
&
Final Customer change etc.) and evaluation of price changes (including workflow
Pricing
Pricing approval with notification), before release
ONLINE/
MOBILE
• Includes complex models and multiple parameters in the decision
Fetch making process
IN-STORE • Permits flexible price strategies to meet business objectives
Pricing Repository
• Offers extensive simulation capabilities to model what-if
Price Nego�a�on Tool
scenarios
CUSTOMER
SUPPORT

Publish • Supports pricing guidelines to ensure adherence

• Displays gross margin, net margin, pocket margin on the fly,
comprehensive margin management, including on-invoice or off-
invoice elements
Example Scenarios
• Cost + pricing • Segmentation-based pricing
Processes • Pocket price bands

40m
• Market-based pricing
• Value-based pricing
Company
O
Vo NLI • Strategy-based pricing
uc NE
he
r SKUs per day
Customer Examples

11
 Sales Data Finance Data

Purchasing Finance
Vendor
Crea�on
DMp Order Promotions Management
Sales Manufacturing Planning Purchasing Warehouse Finance
Material Crea�on
Maintain Data role based across all business units
Pain Points
• Lack of established footprint in the market
• Struggle to position brands properly in the market
• Poorly defined omnichannel strategy
• Absence of product transparency (keep your stock on track)
1. Invoice Promotions
Business Benefits
Customer
• Improves pricing and promotions
Various On Invoice Promotions
Company
• Integrates into SAP standard sales orders
• Integrates into hybris, POS system, SAP CRM, SAP WCEM and
many more interfaces
• Handles complex promotions like mix-match prices, group
Store eCommerce
discounts, free goods selection, re-buy etc.
• Enables flexible groups for grouping your materials and customers
• Supports web-based order entry
Invoice Promotions • Drives customer behavior and traffic to online business
via Omni Channels Franchisor Call Center
Example Scenarios
• Buy a product get a • Free goods • Special prices
price or discount • Add-on • Vouchers
• Rebuys • Special terms

$1.5b
Forecast • Bundle offer
Raw Material
Receipt Processing
Quality Packing Maintenance Costs Finance Customer Examples
Out of Global
Plant Capacity Purchasing
in sales revenue,
Plan 1 out of 3 sales dollars are
eligible
Crop for deals at a leading Life Sciences
distributor...and Vistex
Availability handles them all
Field Scheduling

Nurseries

Plan�ng

Growing

12
Harves�ng Grower
Management
 Customer/Material/Vendor Data Management
SAP Data Maintenance by Vistex enables the efficient maintenance of material, customer, vendor and other partner data in the SAP
ERP application.
Store The solution provides
Call Center single-entry access
eCommerce to all your data, reducing manual errors and increasing data efficiency by
Franchise
automating updates and acting as a centralized repository.
Pain Points
• Inefficient, cumbersome transactions for data maintenance
• Rigid data views limit arrangement of structures or hierarchies,
and limit ability to add material, customer, vendor, or pricing
master data across transactions
1. Maintain relevant 2. Maintain relevant
• Limited validity checks and workflow/approval for master data
Sales Data Finance Data changes lead to increased data entry errors
Sales Finance • Master data changes become effective immediately when the SAP-
Customer Crea�on
delivered transaction for data maintenance is “saved”
• Limited ability to spot and eliminate duplicates
1. Maintain relevant 2. Maintain relevant Business Benefits
Sales Data Finance Data

Purchasing Finance • Allows users to view only relevant fields

Vendor • Enables automatic completion and duplication checks
Crea�on • Provides a single workbench for additions and changes across
plants, sales orgs/distribution centers etc.
• Routes all changes and creation through the proper channel
using data map
Material Crea�on
Sales Manufacturing Planning Purchasing Warehouse Finance • Provides a full approval process for all changes leveraging
Maintain Data role based across all business units status flow
• Enables quick mass maintenance
• Makes available additional master data (vendor/customer info
record, source list, BOM, and routing management)

150k
Example Scenarios
• Mass maintenance cross-plant • Alignment of all departments
Over in organizational structures through integrated status flow
1. Invoice Promotions • Entire business to add • Upload cleanse data
material records mass maintained
attributes to all master data
and processed through Vistex Customer
Various On Invoice Promotions Customer Examples
Company

13
SAP Farm Management by Vistex
Store eCommerce

SAP Grower Management for Perishables by Vistex

Invoice
Vistex Promotions Solution, comprising of SAP Farm Management by Vistex and SAP Grower Management for Perishables by Vistex is a complete set of SAP
Agribusiness
via Omni Channels
integrated modules, managing all aspects of farm and growerFranchisor Call Center and supporting a complete range of crop types and agricultural processes.
back office operations,
From plant, nurseries, field, and harvest operations to contracting and packaging, processing and payment management, the Vistex Agribusiness Solution
addresses the ongoing challenges faced by the agriculture industry.
Pain Points
• Sub-optimal exploitation of terrain attributes
Forecast
Raw Material
• Poor planning for material input purchasing needs
Receipt
Quality
Processing
Packing Maintenance Costs Finance
• Lack of inventory coordination
• Poor visibility into expected harvest
Plant Capacity Global Purchasing • Inability to coordinate harvest plan with plant capacity
Plan
• Inexact knowledge of labor/equipment needs
Crop • Poor visibility limits planning accuracy
Field Scheduling
Availability
• Inability to optimize harvest schedule
Nurseries • Poor reactivity to unforeseen harvest constraints
Plan�ng
Business Benefits
• Provides enhanced view of available terrain parameters
Growing
• Facilitates planning for near, medium and long-term
Harves�ng Grower • Optimizes scenario-based planning
Management
• Enhances support for cost-effective scheduled purchases
Scale • Integrates seamlessly with SAP
• Enables alignment of plant availability and harvest schedule
SAP ERP
• Provides accurate visibility into scheduling needs
• Optimizes harvest schedule for all relevant parameters
• Provides ability to schedule multiple parameters

A fully comprehensive and Customer Examples

integrated business solution
designed purely for agriculture. Un racimo de oportunidades con la palma de aceite

1. Negotiate promotion between

Manufacturer and Retailer
14
 Solu�ons for SAP
Innova�ve Solu�on Extensions for SAP

Deployment Options
SAP resells these applica�ons with the following names:

SAP Business Suite

• SAP Incen�ve Administra�on by Vistex
Whether you decide to run your systems on-premise, in the cloud or in a hybrid • SAP Paybacks & Chargebacks by Vistex
environment, Vistex’s innovative solution extensions for SAP empower your organization
• SAP Data Maintenance for ERP –
with unprecedented visibility into any program and performance. Gain deeper insight Pricing by Vistex
and enable fact-based decisions to drive revenue, control cost, minimize leakage, and
• SAP Data Maintenance for ERP –
streamline processes. With a range of deployment options for all your programs, you Resources by Vistex
choose the way that works best for your business needs.
• SAP Farm Management by Vistex
• SAP Grower Management for Perishables
by Vistex

SAP S/4HANA
• SAP Incen�ve Administra�on by Vistex
for SAP S/4HANA

Add the right option for your business • SAP Paybacks and Chargebacks by Vistex
for SAP S/4HANA

• SAP Data Maintenance by Vistex, pricing

op�on for SAP S/4HANA

• SAP Data Maintenance by Vistex, resources

op�on for SAP S/4HANA

• SAP Farm Management by Vistex for

On-Premise In Cloud Hybrid SAP S/4HANA

• SAP Grower Management for Perishables

by Vistex for SAP S/4HANA

15
SAP
Vistex solutions help businesses take control of their mission-critical processes. With a multitude of programs covering pricing,
trade, royalties and incentives, it can be complicated to see where all the money is flowing, let alone how much difference it
makes to the topline and the bottomline. With Vistex, business stakeholders can see the numbers, see what really works, and
see what to do next – so they can make sure every dollar spent or earned is really driving growth, and not just additional costs.
The world’s leading enterprises across a spectrum of industries rely on Vistex every day to propel their businesses.

Pricing | Deals | Contracts | Promotions | Rights | Royalties | MDF | Rebates | Brokerage | Commissions | Chargebacks | Data Maintenance

Industries served: Agriculture, Automotive, Chemical, Consumer Products, Foodservice, High Tech, Life Sciences,
Manufacturing, Mill Products, Music, Media & Licensing, Oil & Gas, Retail, Wholesale Distribution, Telecommunication

Vistex®, Go-to-Market Suite®, and other Vistex, Inc. graphics, logos, and service names are trademarks, registered trademarks or trade dress of
Vistex, Inc. in the United States and/or other countries. No part of this publication may be reproduced or transmitted in any form or for any purpose
without the expressed written permission of Vistex, Inc. The information contained herein may be changed without prior notice.

[email protected] | www.vistex.com © Copyright 2020 Vistex, Inc. All rights reserved.