Accenture (NYSE:ACN) has entered into an agreement to acquire
management consultancy Vocatus, which uses behavioral economics
modeling to develop pricing strategies and sales concepts for
business-to-business and business-to-consumer models. The terms of
the acquisition were not disclosed.
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Accenture has entered into an agreement
to acquire management consultancy Vocatus, which uses behavioral
economics modeling to develop pricing strategies and sales concepts
for business-to-business and business-to-consumer models. (Graphic:
Business Wire)
With the acquisition of Vocatus, Accenture expands its offerings
for clients in Europe with greater modeling capabilities for
identifying price levels and sales optimization, differentiating
from competitors and communicating with customers – using
behavioral economics effects to predict decision-making and align
incentive systems.
Headquartered in Munich, Vocatus and its more than 50 experts
will join Accenture’s Corporate Strategy, Growth and Pricing
division. For nearly 25 years, the company has been supporting
businesses in sectors like financial services, media and
telecommunications. Vocatus developed a proprietary, comprehensive
method in-house, called GRIPS, to identify purchasing behavior and
buyer types for specific markets. The method has been verified in
over 500 qualitative and quantitative studies for clients across 30
countries since 2008.
"Vocatus brings a differentiated approach to behavior-based
pricing that will help our clients gain a competitive edge and
improve their market position. The acquisition complements our
offerings in implementing growth and efficiency strategies with a
view toward pricing and sales optimization," said Johannes Trenka,
Accenture’s strategy, growth and pricing lead in Europe.
Christina Raab, market unit lead of Accenture in Germany,
Austria and Switzerland, added: "Business and customer needs and
requirements are prone to change – especially in volatile times.
With their in-depth knowledge, Vocatus will expand our pricing
strategies and modeling, support our clients in modernizing their
sales operation and ultimately help boost profitability. Together,
we can help companies build resilience and remain competitive for
the long term, reinventing their business models in order to keep
pace with disruption."
Prof. Florian Bauer, member of the executive board of Vocatus,
explained: "Accenture's scale and global presence open up exciting
new perspectives for our team members and clients. Together, we can
take behavioral pricing and selling to a new level in a number of
industries and offer companies holistic solutions for strategic
pricing, as well as tactical price execution."
This acquisition is subject to customary closing conditions.
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