B2B Reimagined

Rebates – every B2B company offers them or other off-invoice credits in some form or fashion. This is because they are a great way to incentivize customer behavior and drive loyalty in your brand. But they also tend to create massive headaches for accounting, sales, pricing and product management teams due to a status quo of manual rebate management.

Today, Zilliant Director of Product Management Brian Hirt joins the show to walk through the challenges and opportunities inherent in rebate management for each of these B2B personas. Brian and host Barrett Thompson share observations and points of view from their extensive work with distributors and manufacturers, before introducing a better way to inject science into rebate creation and automation into tracking and managing off-invoice incentives.

Sign up for our August 19 webinar that goes deeper on the topic and includes a demo of Zilliant's new rebate management capabilities: Streamline Rebate Management across Pricing, Sales and Finance

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Back for the second time, Zilliant Business Solutions Consultant Vishal Asatkar joins us to share his eye-opening insights in the world of food service distribution. When we last had Vishal on, he focused on the challenges facing food manufacturers in the middle of a pandemic. Now he sheds light on the turbulent distribution side of the equation as the pandemic recedes and demand spikes back to pre-COVID levels.

Go behind-the-scenes of a rapidly changing industry: from ride-alongs with district sales representatives to eCommerce pricing decisions that are becoming ever more prevalent. Find out how the important relationships between sales reps and operators are evolving and how highly complex pricing and sales strategies can be executed more quickly and accurately.

Read the blog mentioned in the episode here: Next-Gen Pricing and Sales Strategies for a Volatile Food Service Distribution Industry

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Just over a year ago, we had Capital Pricing Consultants CEO & Founder Lydia DiLiello on the show to trade ideas for pricing in an unprecedented pandemic. Whereas back then the concern was avoiding a race to the bottom, the opposite challenge is now raging through B2B pricing departments. With the pandemic receding, how can companies keep up with surging demand, wildly rising costs and, concurrently, low inventories across the board.

Listen as Lydia and Lindsay Duran discuss how they are advising clients in this tumultuous time, and why those that have invested in a pricing and eCommerce infrastructure are ahead of the game.

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We are joined by the "Godfather of Zilliant" Pete Eppele, senior vice president of products and science, to explore the concept of next-generation price optimization. Pete explains how the pandemic shined a light on the need for more advanced science and faster, more specific pricing capabilities as more B2B companies adopt eCommerce.

Learn about the history of Zilliant's innovation in the optimization space, the difference between true optimization and rules-based technology, and how events of the past year have influenced the Zilliant product roadmap.

Read the articles mentioned in the episode here:

An Introduction to Price Optimization - https://resources.zilliant.com/blog/an-introduction-to-price-optimization

Zilliant Announces Next-Generation Product Innovations to More Intelligently Power B2B Commerce - https://www.zilliant.com/pressreleases/zilliant-announces-next-generation-product-innovations-to-more-intelligently-power-b2b-commerce/?

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We are joined by author and pricing evangelist Stephan Liozu on the eve of the release of his new book, Pricing: The New CEO Imperative. Liozu has spent the better part of two years interviewing C-Suite executives, pricing consultants and software vendors around the globe to curate this first-of-its-kind tome. The book represents a collective effort by the key players in the pricing profession to articulate the value of pricing to the C-Suite.

Host Lindsay Duran interviews Liozu about the writing and curation process, Zilliant's chapter on the massive opportunity in B2B to increase profits and reduce margin leakage, what the future holds for the pricing function and much more.

Get Pricing: The New CEO Imperative on paperback or Kindle. Connect with Stephan Liozu on LinkedIn or at www.stephanliozu.com.

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Zilliant General Manager of Commercial Excellence Barrett Thompson welcomes distribution guru Ian Heller of Distribution Strategy Group and The Wholesale Change Show on for his first B2B Reimagined appearance. The topic du jour is distribution sales: how the game has changed, how sales teams must evolve to win digitally and why good old-fashioned relationship selling will never be fully replaced.

Join us for a spirited conversation that covers:

• Changing sales strategies and culture within wholesale distribution
• The delineation between digital "shopping" and "buying" and why reps must shepherd both
• How operations, marketing and pricing teams can equip sellers to succeed
• Prediction on the future of distribution sales
• …and much more

Bookmark our events page so you can sign up early for Zilliant's July 15 webinar with Distribution Strategy Group, "State of Distributor Customer Shopping and Buying."

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Zilliant General Manager of Commercial Excellence Barrett Thompson welcomes Steve Stessman, vice president of business development at KBMax, to the program. On the agenda today? Digital transformation and innovation in B2B eCommerce for manufacturing companies. Steve's long-time focus has been helping manufacturers leverage technology to deliver a real-time, consistent experience from the shopping cart to the shop floor.

Learn how B2B companies are innovating in digital commerce through personalization, customer empowerment and choice, while ensuring product configuration and dynamic pricing capabilities deliver maximum benefit to both the buyer and seller.

Read the blogs mentioned in the episode here:

Why Dynamic Pricing Matters in B2B eCommerce

How B2B Manufacturers Solve the Configured Pricing Puzzle

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Today we are joined by Accelalpha's Devang Bhavsar. In his role as Partner, CX & ERP Practice, Devang is focused on helping companies make it easy for their customers to do business with them. As digital commerce becomes dominant, "customer experience will overtake price and product as the key brand differentiator," he predicts.

Listen to hear how B2B companies can develop a better and smarter CX through a combination of strategy and tools such as CPQ, price optimization software and more. You'll learn how Zilliant is working with Accelalpha to provide a seamless integration between Oracle CPQ and Zilliant pricing solutions.

Watch the joint Accelalpha-Zilliant webinar referenced in the episode here: Adapting to the New Digital Normal: Next Generation B2B Pricing and Sales Strategies

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Today we are joined by PwC Consumer Markets Pricing and Profitability Practice Leader David Moss, for a timely conversation on pricing strategy amidst an impending inflationary period. David brings decades of consulting experience to our discussion, sharing strategies forged in the crucible of the 2008-2012 joint environment of inflation and recession.

Listen to hear the latest concerns and approaches David is seeing among his client base regarding inflation and the short-term and long-term tactics he recommends for both market leaders and followers. You'll learn how PwC consulting services combine with Zilliant pricing software to bring clients a comprehensive strategy-to-execution solution to quell inflationary pressures.

Download the joint PwC-Zilliant whitepaper referenced in the episode here: Take Pricing to the Next Level

www.zilliant.com

Today we are joined by PwC Consumer Markets Pricing and Profitability Practice Leader David Moss, for a timely conversation on pricing strategy amidst an impending inflationary period. David brings decades of consulting experience to our discussion, sharing strategies forged in the crucible of the 2008-2012 joint environment of inflation and recession.

Listen to hear the latest concerns and approaches David is seeing among his client base regarding inflation and the short-term and long-term tactics he recommends for both market leaders and followers. You'll learn how PwC consulting services combine with Zilliant pricing software to bring clients a comprehensive strategy-to-execution solution to quell inflationary pressures.

Download the joint PwC-Zilliant whitepaper referenced in the episode here: Take Pricing to the Next Level

www.zilliant.com