Revenue Management as Core Competency: Zack Rinat, Founder, Chairman of the Board of Directors and Chief Executive Officer of Model N, Inc. (MODN) Interviews with the Wall Street Transcript

Wall Street Transcript

67 WALL STREET, New York - February 20, 2014 - The Wall Street Transcript has just published its 2013 IPOs Report offering a timely review of companies new to the stock market. This special feature contains expert industry commentary through in-depth, detailed interviews with CEOs and senior executives of new public companies. The full issue is available by calling (212) 952-7433 or via The Wall Street Transcript Online.

Topics covered: Initial Public Offerings - IPOs

Companies include: Model N Inc. (MODN)

In the following excerpt from the 2013 IPOs Report, the CEO of Model N Inc. (MODN) discusses his outlook and strategic vision for his company for investors:

TWST: Can you provide a brief overview of Model N's business?

Mr. Rinat: Model N is the leader in a growing category that we refer to as revenue management. Most large companies are managing their revenues in a hodgepodge of spreadsheets, homegrown systems and pieces of paper. Revenue management is a business process that manages every dollar touching the top line of the income statement. It includes pricing, contracts and rebates. It's almost unbelievable that companies are mismanaging the biggest driver to corporate value, which is revenue, but it's true. As an example, a study by IDC demonstrated that pharmaceutical companies leave $11 billion a year on the table by mismanaging rebates. So think about it: one industry, pharmaceuticals; one part of their revenue management process, rebates; $11 billion a year. This is where Model N fits in.

Model N developed a revenue management application suite that enables companies to optimize, automate and execute their revenue. Our solution automates the end-to-end revenue management lifecycle; this is a mission-critical solution for our customers. It's part of their financial backbone, and it's also a system of record for them.

Revenue management is a very strategic business process that cuts across many industries. Our go to market was focused on two verticals: life sciences, which is further separated into pharmaceutical, medical device, generic drug manufacturers and biotech, and the technology sector, which includes semiconductors, component, software and diverse technology companies. Because of this, among our customers you can find some of the leading blue-chip companies in these two industries. In life sciences, it's companies like J&J (JNJ), Merck (MRK), Abbott (ABT), AbbVie (ABBV), Amgen (AMGN), Boston Scientific (BSX) and Novartis (NVS) to name a few. And we have also the same caliber of marquee names on the high-tech side, companies like STMicro (STM), Micron (MU), NXP (NXPI), Avago (AVGO), Dell, Nokia (NOK) and VMware (VMW).

And our solution is really a game changer for them. It enables them to do two things: to maximize their revenues and also reduce risks impacting those revenues.

TWST: How long has revenue management software been around? Is this a relatively new application, or has it been around for a while?

For more of this interview and many others visit the Wall Street Transcript - a unique service for investors and industry researchers - providing fresh commentary and insight through verbatim interviews with CEOs, portfolio managers and research analysts. This special issue is available by calling (212) 952-7433 or via The Wall Street Transcript Online.

Rates

View Comments (0)