B2B Reimagined

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 how to get the most out of it. The episode features:

CEO Greg Peters on what he's most anticipating in our first in-person event in North America since 2019.

SVP, Customer Success & Support Nathan Rabold on why Zilliant customers need to attend.

Sales Director Lance Golinghorst on why folks evaluating a solution should attend.

Director, Product Experience Sam Leung on the innovations and exclusive product demos attendees will see.

Director, Product Management Brian Hirt & Engagement Manager Matthew Knaggs on their interactive breakout session centered around creative use cases for revenue intelligence solutions.

REGISTER FOR MINDSHARE 2022

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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 industry-leading pricing and sales software deployment times of 3 to 8 weeks.

Zilliant Senior Director of Product Management Dave Kurak makes his first appearance on the show to give listeners an overview of the Quick Start program and our first package for Global and Country Price Lists. Listen to gain an edge on how you manage pricing in response to inflation.

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In this episode of B2B Reimagined, Zilliant Senior Vice President of Products and Science Pete Eppele joins us to discuss the steps companies need to take to attain real-time pricing capabilities with a better pricing system of management and how companies are likely to think about pricing systems of record in the future.

Hear about an advanced, yet attainable vision for real-time pricing capabilities and an immediate opportunity to drive more value from your pricing practices. Read the whitepaper discussed in the episode here:

Legacy Pricing is Harming B2B: Do This Instead

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Zilliant Price IQ® is the only B2B price optimization solution that can measure price elasticity, enforce rational price relationships, and conduct goal-seeking what-if scenarios. And now it's gotten even better.

Vice President of Science & Analytics Lee Rehwinkel joins the show to introduce the next evolution of Zilliant's market-leading price optimization – Next-Generation Price IQ. Learn about the advances in performance, visibility into the science, faster implementation times and more intuitive user experience that Lee and his team have brought into the market.

Read part one of our Next-Gen Price IQ blog series

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In these 20 years, Greg has helped navigate Zilliant and its customers through economic ups and downs and seismic go-to-market shifts. Most critically, Zilliant was the first price optimization software provider to transition to 100% cloud-native SaaS nearly a decade ago. In this episode, Greg has a candid conversation with Chief Marketing Office Lindsay Duran on the thinking behind that fruitful decision, Zilliant's recent acquisition by Madison Dearborn Partners, his take on the future of intelligent commerce in B2B, and much more.

Register for MindShare 2022

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Jeet has over two decades worth of global experience in management consulting, strategy, analytics, marketing and pricing. He goes back a long way with our host, Barrett Thompson, from his time using Zilliant pricing solutions as a practitioner. In this episode, Jeet and Barrett emphasize the importance of making faster decisions and not being afraid to fail in the short term to capture long-term stability. Jeet also shares insights from interviews he conducted with pricing leaders and C-suite executives for his upcoming book.

Register for PPS: Pricing Strategy Connected (April 26-29) to hear keynotes from Zilliant and Holden Advisors!

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We celebrate our 50th episode of B2B Reimagined with special guest Ian Altman, one of the foremost experts on B2B sales and a keynote speaker at our upcoming MindShare 2022 conference. Ian joined host Barrett Thompson to help us get to the bottom of why it's so difficult, yet essential, to continuously train, mentor and coach sales reps.

Ian has conducted research with more than 10,000 leaders on how they make and approve decisions. Given his background, he has no shortage of enlightening and entertaining stories to tell, several of which he lays out for our listeners. Zilliant's platform delivers AI-driven customer insights to sales reps to help them sell more and execute corporate strategies more effectively. Ian and Barrett discuss how combining data-driven technology with proven coaching methods can further accelerate performance.

Don't miss Ian's keynote! Register for MindShare 2022

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Why is it happening? Why have so many companies been caught flat-footed? What is the bottom-line impact of apathy in the face of supply issues? How long will it last? Lydia and host Lindsay Duran address these questions and walk through real-world examples of companies who are responding the right and wrong way to this global challenge. Tune in for advice on both short- and long-term pricing strategies to adopt today.

Read the blog mentioned in the episode here: How To Approach Pricing Amid Supply Chain Turmoil

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Today we tackle the common misconception that price elasticity is a B2C-only occurrence.

"I empathize a lot with the B2B practitioners that believe that B2C pricing is the only real price elasticity phenomena, just because it's more observable in B2C. And that's a certainty," said Sanguk Han, Zilliant senior data scientist, and our guest for this episode.

While it's harder to measure in B2B, due to a number of complicating factors discussed in the show, it's also inarguable that the consequences of price changes ultimately play out in the B2B market. Sanguk and host Barrett Thompson go deep on the science and talk real-world examples that uncover how companies can predict what those consequences will be prior to making a price change.

Read the blog mentioned in the episode here: What Works When Traditional Price Elasticity Fails

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Today we welcome on Mike Bramble, managing consultant for commercial performance applications at Enigen. Mike introduced himself to our host Lindsay Duran by proclaiming, "CPQ is very much in my blood."

Which made him the perfect guest for this episode's topics, namely customer and sales rep self-service, elimination of rework, and faster, more accurate quoting in the rapidly changing manufacturing sector. Listen along as Mike and Lindsay discuss recent trends such as inflation and the rise of digital commerce, and how those trends have accelerated the urgency for manufacturers to adopt CPQ and price optimization solutions.

View the demo mentioned in the episode here: Zilliant Oracle CPQ Integration

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