Zilliant Chief Marketing Officer Lindsay Duran and General Manager of Commercial Excellence Barrett Thompson take a long look at the B2B landscape as considerable macroeconomic uncertainty persists. How should companies adjust their pricing strategies as prices eventually come down? How can sales op...
“It used to be that pricing was the most dangerous thing to change, and that if it were done wrong, customers would head out the door and never come back. As a result of the pandemic and the barrage of supply chain woes, material availability, order management, S&OP and demand planning, all that...
“We have seen distributors really catching up as it relates to technology. Digitalization has been a key topic across the entire industry. Cloud seems to be the big equalizer, because the software can be staged at really low setup costs. There's not an innovation tax anymore that companies need to p...
Those working in and observing the building materials and construction industry have been through a rollercoaster ride. In 2020, plants and job sites shut down completely. Then, upon reopening, a surge in demand for new builds and remodels collided with shortages in many of the products necessary to...
“I'm a strong believer that pricing should be first before CPQ,” says Accenture Managing Director Mo Beshir. “Everyone knows if I am doing a CPQ solution, I am looking at selling faster, selling better and selling more. What if I'm selling faster, better and more with the wrong price?”Mo joined Zill...
Senior Vice President of Products & Science Pete Eppele is back to go in depth on the chronic undermanagement of customer price agreements. Although often more than 50% of a B2B company’s revenue is transacted via customer price agreements, this important price type tends to lack the attention i...
Get to know recently-appointed Zilliant Chief Executive Officer Pascal Yammine, who marks 60 days leading the company with his first appearance on the podcast. The former senior vice president and general manager of Salesforce Revenue Cloud brings a customer-focused background and 20 years of enterp...
“There is no magic wand to digest all of the information that you have. The only way to actually have true control is by having data-driven platforms.”So says Gonzalo Benitez, pricing and data analytics manager at Rush Enterprises, on our latest episode. The heavy-duty truck parts industry has not b...
Gene Metheny, partner at Carlisle and Company, stops by the show to talk about the myriad macroeconomic problems facing B2B companies and what must be done to get ready for the next shift in supply and demand.He and Barrett Thompson then drill into some examples of how pricing data and analytical me...
Kevin Mitchell has been a champion of pricing for most of his life. As the president of the Professional Pricing Society (PPS) tells it, “I remember as a child carrying boxes of canary yellow pricing newsletters uphill, both ways, through the snow in Phoenix, Arizona.”This walk down memory lane set...
Many wholesale distributors have been running SAP for decades. While most of them started simple, over time they’ve introduced new requirements (read: complexities) into their order system. At the same time, many are behind the curve on modern approaches to price optimization and management. In an i...
In December of 2021, Madison Dearborn Partners acquired Zilliant as a strategic growth investment. John Lewis, an executive partner at Madison Dearborn, became Zilliant’s executive chairman following the closure of the deal.We were excited to welcome John for his first appearance on B2B Reimagined t...
Chris Shutts has spent the 21st century at the forefront of the evolution of sales in the manufacturing space. He co-founded Big Machines in 2000 and sold the business to Oracle in 2013. Now he leads Logik.io, a strategic Zilliant partner that delivers next-generation technology to manufacturers of...
To get you ready for Zilliant MindShare 2022 (June 13-15) in Austin, TX, we bring you a very special episode of B2B Reimagined. Barrett Thompson emcees the show and brings on voices from around the company to share what to expect at the biggest annual event on the B2B pricing and sales calendar, and...
The average time for global companies to update pricing when costs change is between six weeks and four months, which is much too slow in today’s economy. It’s a process which unfortunately results in significant margin loss. The Zilliant Quick Start program was created with this in mind, delivering...
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