We welcome Tata Consultancy Services (TCS) Enterprise Architect Prashant Garg, who specializes in Quote-to-Cash, to the show to talk all things manufacturing and CPQ. Given the recent industry upheavals and the scramble to digitize commercial processes, Garg and host Barrett Thompson describe the urgency of CPQ, how advanced price optimization fits in to a full solution and what advice they give customers on how to navigate future disruptions in the industry.    Learn about how both manufacturers and their customers achieve financial, experiential and process-driven benefits from modern CPQ. www.zilliant.com/podcasts

B2B Reimagined

Ep 39 |Manufacturers Need CPQ, A.S.A.P. w/ Prashant Garg (Tata Consultancy Services)

Returning guest David Moss, partner at pwc, drops by to dispel a common myth about revenue growth management: it’s not just applicable in consumer markets. In fact, the concept is widely relevant for B2B companies, who thrive on analytical insights into sales and marketing every bit as much as their B2C counterparts do.    In this episode, David describes the six pillars of successful revenue growth management in B2B, and how each is enhanced by a combination of pricing/rebate management software and business strategy. www.zilliant.com/podcasts

Ep 38 | Revenue Growth Management in B2B w/ David Moss (pwc)

We welcome to the show Mark Stiving, host of the fantastic Impact Pricing podcast, to pick his brain about the B2B subscription pricing model. Mark literally wrote the book on this topic – the upcoming “Win Keep Grow” – so it’s a must-listen for anyone looking to shift all or part of their traditional business to subscription.   Mark and host Lindsay Duran discuss why subscription pricing is on the rise in B2B, as well as the many advantages and potential challenges involved in embracing a subscription strategy. Learn why it’s such a colossal business model and culture shift, and how those that grow revenues fastest are always actively managing the three revenue buckets (acquisition, retention, expansion).   Pre-order “Win Keep Grow” now.  www.zilliant.com/podcasts

Ep 37 | Can Traditional B2Bs Embrace the Subscription Model w/ Mark Stiving

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   www.zilliant.com

Ep 36 | Why Intelligent Rebate Management is a Game-Changer

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.   Listen as Vishal and Lindsay Duran take you 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   www.zilliant.com 

Ep 35 | What’s Eating Food Service Distributors in 2021?

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. www.zilliant.com

Ep 34 | Rolling with the Crises

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/?   www.zilliant.com 

Ep 33 | What is Next-Gen Price Optimization?

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.    www.zilliant.com 

Ep 32 | Pricing: The New CEO Imperative w/ Stephan Liozu

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.”   www.zilliant.com 

Ep 31 | Wholesale Change for the Whole Sales Team with Ian Heller

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   www.zilliant.com 

Ep 30 | From the Shopping Cart to the Shop Floor with Steve Stessman (KBMax)

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 www.zilliant.com

Ep 29 | Exceptional CX with Accelalpha’s Devang Bhavsar

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

Ep 28 | Pricing in Times of Inflation with PwC’s David Moss

Today we are joined by Salesforce Sr. Director of Product Management, Quote-to-Cash Solutions Erwan Kerebel for a breakdown of challenges, opportunities and reimagined solutions within the Configure, Price, Quote (CPQ) space.   Kerebel outlined three focus areas for manufacturers: faster quote turnaround times, accurate pricing, and precise payment terms and product selection at the time of quote. Historically, manufacturers have relied on silos of people, processes and systems to manage the quoting process. The systems tend to be “duct-taped” together over time, with point solutions and spreadsheets falling short of achieving these three aims.    Listen to learn how Salesforce CPQ and Zilliant pricing solutions combine to provide the backbone for faster, more accurate and more relevant price quotes, while at the same time knocking down silos within an organization.   To attend Kerebel’s breakout session at Zilliant MindShare 2021, register here: MindShare 2021   Download the joint Salesforce-Zilliant whitepaper referenced in the episode here: The Importance of Faster, Smarter Pricing in CPQ  www.zilliant.com

Ep 27 | Optimizing Quote-to-Cash with Salesforce’s Erwan Kerebel

We welcome two guests from our strategic partner Acumen Solutions, Manufacturing Industry SME Gary Brown and Engagement Director Kyle Dreyer, to take the pulse of the modern manufacturer during a time of intensifying change.   Host Lindsay Duran leads the conversation, which covers the need for customer-centricity for B2B and B2C channels, workforce transformation, supply chain disruption, raw material cost increases and an accelerated push to eCommerce.    Listen to learn how manufacturers are responding to these hurdles amid a global pandemic and future-proofing their business for a post-pandemic environment. For more information on Acumen Solutions, visit www.acumensolutions.com or reach out to contact@acumensolutions.com.  www.zilliant.com

Ep 26 | A Manufacturing Industry Snapshot with Acumen Solutions

Former client and longtime friend of Zilliant Pat Curtin joins host Rick Chappell, senior vice president of services and customer success, to share exciting news about his new pricing consultancy as part of a wide-ranging conversation about the steps needed to pave the way for a successful pricing initiative.   From executive alignment, data issues, competing projects and the jumble of business systems that need to speak to each other, the pair get their hands dirty dissecting the complexities that stand in the way of pricing transformation, ultimately arriving at a set of best practices that have been proven to move the needle for clients. www.zilliant.com

Ep 25 | How to Be Ready for a Price Optimization Project

In B2B, achieving stellar business performance is an incredibly complicated endeavor. At the vertical level, beyond just manufacturing, distribution and services, the intricacies grow even more challenging as unique macroeconomic factors and industry disrupters further stress legacy systems and methods. Gaining strategic control of pricing and sales performance at this level will be the differentiator between leaders and laggards.   B2B Reimagined is a monthly podcast with a rotating host of experts. Each of whom brings decades of experience using data science to address industry-vertical specific challenges that give the critical strategic control over pricing and sales that today’s B2B companies simply must-have.

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B2B Reimagined

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