As we have moved to virtual vendor briefings, I have increasingly been excerpting short video segments (with permission from vendors), as part of my Analyst Cam series.
In June, I had interviewed Jason Blessing, CEO of Model N. He had described how 24 out of 25 of his largest customers have worked on some life-saving COVID-19 related products or services.
Suresh Kannan, Chief Product Officer and Dave Michaud, Chief Marketing Officer presented to me about revenue "leakage" which comes from poor pricing and regulatory compliance especially in pharma and high-tech markets - excerpts in the video below.
5 months since the Jason interview has been a lifetime in the COVID-19 race. You can see in the recent presentation how influential Model N customers have become - in diagnostics (like Abbott), therapeutics (like Gilead) and vaccines (like Pfizer).
Even without the COVID-19 growth spurt, pharma and high-tech companies have complex customer pricing scenarios. In pharma, President Trump has announced plans for a "Most Favored Nation" paradigm and removal of rebates which will have a significant ripple effect on global pricing (see Model N's blog describing some of the complexities.)
While they have their hands full with their two verticals, I imagine their pricing algorithms, CPQ and other functionality will continue to attract customers from other industries. No CEO or CFO will turn down tighter revenue execution.
Fascinating presentation.
