Model N is a leader in Revenue Management solutions. Our solutions transform
the revenue lifecycle from a series of disjointed operations into a strategic
end-to-end process. With deep industry expertise, we support the complex business
needs of the world’s leading brands in life sciences and technology across
tens of thousands of users located in more than 100 countries. A representative
list of our customers from life sciences and technology includes AstraZeneca,
Boston Scientific, Johnson & Johnson, Microchip Technology and Novartis.
Many companies, in particular in the life sciences and technology industries,
experience a gap between the strategic importance of revenue management and
the current state of their revenue management processes. Historically, companies
tended to rely on a disjointed patchwork of manual processes, spreadsheets,
point applications and legacy systems to manage their revenue processes. These
processes and systems operated in isolation from one another and were labor
intensive, error prone, inflexible and costly, often resulting in missed revenue
opportunities, suboptimal margins and increased revenue compliance risk. Current
industry trends, which include shortening product lifecycles, tightening compliance
and regulatory controls, increasing channel complexity and growing volumes of
transactional data are causing these outdated processes and legacy systems to
become increasingly ineffective.
Our expertise in cloud-based revenue management solutions and knowledge of
the life sciences and technology industries has enabled us to develop software
designed to meet the unique, strategic needs of these industries, such as managed
care and government pricing for life sciences companies and channel incentives
for technology companies. Our solutions are also applicable to companies in
industries that sell complicated configurations of products such as in manufacturing.
Model N Revenue Cloud transforms the revenue lifecycle into a strategic, end-to-end
process aligned across the enterprise. Our industry specific solution suites
– Revenue Cloud for Pharma, Revenue Cloud for Med Tech and Revenue Cloud
for High Tech – offer a range of solutions from individual products to
complete product suites. Deployments may vary from specific divisions or territories
to enterprise-wide implementations. In addition to industry specific clouds,
Revenue Cloud provides a broad set of multi-tenant cloud-based products for
a variety of industries.
The life sciences and technology industries are large and highly fragmented.
Companies in both industries market their products to a global customer base
through diverse channels. Significant costs are required to launch a drug to
the global market. Regulatory pressures, consolidation, and other factors in
these industries continue to drive a significant focus on revenue management.
Management of the revenue lifecycle is a strategic imperative and source of
competitive advantage for life sciences and technology companies as they address
increasingly globalized markets, sophisticated buyers, complex channels and
expanding volumes of data from internal and market sources.
Several trends specific to these industries further complicate revenue management.
Life sciences:
the emergence of large group purchasing, managed care organizations and integrated
healthcare delivery networks drive increased pricing pressure, contract volume
and complexity;
increased customer and channel incentives and rebates result in the increased
risk of extending unearned discounts and the overpayment of rebates;
shift of purchasing influence from physicians to economic buyers makes price
and commercial terms key decision making factors;
increased spending on healthcare by governments instead of commercial entities
adds further regulatory oversight to transactions; and
increased scope of government mandates, frequency of regulatory reporting and
audits, and fines, all of which increase administrative burden and monitoring
costs.
Technology:
shortened product lifecycles drive rapid pricing changes and require quick
responses to quotes and competitive bidding;
increased number of core technology products sold into different end markets
with segment-specific pricing;
cyclicality and rising R&D costs are contributing to a focus on maximizing
sell time, margins and revenues;
increased complexity of multi-tiered global distribution channels which intensify
channel conflict and price erosion;
changing financial reporting requirements due to channel complexity; and
increased use of off-invoice discounting to offset upfront discounts and mask
end-customer pricing result in a lack of price transparency that can erode gross
margins.
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