How Zilliant Revenue Intelligence Transforms B2B Sales

Introduction

Sales teams need more than intuition to thrive—they need actionable insights. Zilliant Revenue Intelligence empowers sales teams to swiftly identify data-driven opportunities and focus on the highest-impact, revenue-generating activities with confidence. Powered by AI and advanced data intelligence, these solutions illuminate upsell and cross-sell potential, proactively detect declining customer spend, and address common manufacturing challenges, such as inventory management, contract compliance, and self-service recommendations.

By adopting revenue intelligence tools, sales operations VPs and managers eliminate the friction of traditional sales processes, equipping their teams with the strategic insights necessary to drive sustained growth and outperform the competition.

Importance of Zilliant Revenue Intelligence in B2B Settings

The complexities of managing multiple accounts and product lines for large companies has overwhelmed B2B sales teams with manual work, making it nearly impossible to uncover all relevant opportunities and deliver timely insights using spreadsheets or traditional sales operations software.

Zilliant Revenue Intelligence identifies and operationalizes competitive insights that enable sales reps to focus on the most valuable actions, ultimately driving higher customer retention and revenue growth. Examples of revenue intelligence insights include:

Growth Insights Increase Share of Wallet (SOW)

Data science analyzes spend patterns and product purchases to create customer profiles. These profiles help sales reps quickly identify what additional products customers should buy, allowing them to take growth actions that increase SOW. Furthermore, wallet-share has a strong positive correlation with a company's relationship to its customers, making it a crucial insight that informs sales and operations planning.

Contract Compliance Insights Flag Contracts Not Meeting Volume Commitments

Contract compliance insights empower sales reps to easily track volume commitments in customer agreements. By analyzing agreement and shipment data, these tools flag contracts that are not on track to meet their commitments, allowing reps to take action before discounts are at risk—otherwise resulting in dissatisfied customers and lost business.

Recovery Insights Enhance Customer Retention

To prevent churn, B2B sales reps need proactive alerts when customer purchase volumes drop. Recovery insights use advanced sales analytics solutions to compare current purchases with past benchmarks, filtering out noise like seasonality or one-time buys. This provides immediate insights on declining volume at the product subcategory level, enabling reps to act before losing the customer.

Product Insights Enable Reps to Win-Back Lost Business

When sales drop, revenue intelligence solutions provide quick, actionable win-back opportunities without the need for time-consuming complex analysis. These tools compare peak-year performance by product category and narrow the focus for sales teams to act efficiently.

Inventory Insights Maximize Excess Inventory Opportunities

When sales reps are tasked with moving excess inventory, bulky spreadsheets offer little help and no support in prioritizing actions that have the most value. Zilliant Revenue Intelligence quickly identifies customers most likely to purchase the inventory and prioritizes these insights against other sales initiatives based on revenue impact, promotions, or strategic focus areas.

Substitution Insights Identify High-Value Product Substitutions

Zilliant Revenue Intelligence simplifies identifying opportunities to sell private label products. By mapping branded products to private label SKUs, it highlights customers currently buying branded items. Sales reps can then focus on high-value substitution opportunities, backed by spend history insights, to quickly convert sales to preferred brands.

Zilliant Revenue Intelligence Insights At a Glance

Case Study: How Zilliant Helped a Specialty Chemicals Manufacturer Transform eCommerce and Boost Revenue

A specialty chemicals manufacturer operating in a highly competitive market was struggling to fully realize the potential of its eCommerce channel. With over 14,000 customers and 2,000 products, the manufacturer needed to provide personalized product recommendations, but their existing eCommerce tools were limited. The result was a static recommendation system that treated all customers the same, leading to missed growth opportunities and poor alignment with customer needs.

Main Challenges:

• Lack of Personalization: Static product recommendations displayed the same products to all customers, diminishing the value of the digital experience.
• Manual Processes: Operational teams relied on spreadsheets to generate recommendations, which were outdated and cumbersome.
• Disconnected Systems: The eCommerce recommendation process was not integrated with broader sales initiatives, limiting its impact on growth.

The Solution:

The manufacturer implemented Zilliant Revenue Intelligence to create a more dynamic, personalized eCommerce experience. Zilliant software provided data-driven insights to identify account-specific product recommendations and enabled the company to scope and publish these recommendations directly to the eCommerce platform, creating an automated product carousel tailored to individual customer needs. The integrated solution transformed their eCommerce portal, with recommendations now refreshing automatically based on purchase history, recency, and volume, ensuring that the highest-impact products were prioritized for each customer.

The Results:

The chemicals manufacturer saw a significant revenue lift of $2 million within months of implementing the Zilliant solution. They also saw improved customer engagement, with a 37% click rate on the personalized product recommendations, demonstrating strong customer responsiveness.

Read the Case Study: Specialty Chemicals Manufacturer Lifts Ecommerce Channel Revenue $2M in 3 Months with Zilliant Revenue Intelligence

Positioning B2B Sales Teams for Success

When sales operations VPs and managers adopt revenue intelligence solutions, they position their teams for success, ensuring that sales efforts are strategic, targeted, and effective. Zilliant Revenue Intelligence stands out as a leader in this space, offering key benefits that directly impact business performance:

Increase Sales Confidence

Zilliant Revenue Intelligence creates a dynamic, personalized experience in digital sales channels by turning customer-specific data into prioritized actions. By focusing on revenue-generating activities, reps can make confident, informed decisions that drive consistent growth.

Save Time with Intelligent Automation

Zilliant surfaces account-specific actions for sales reps across any channel—whether it’s CRM, e-commerce, or quoting systems—streamlining workflows and allowing teams to spend less time on manual tasks and more time selling.

Increase Deal Size & Win Rates

With AI-powered insights, Zilliant reveals hidden upsell and cross-sell opportunities, including smart product substitutions. This increases the size of deals and improves win rates by targeting the right opportunities at the right time.

Proactively Identify Customer Decline

Proactive alerts notify sales teams when customer spending begins to decline. This allows reps to take timely action, addressing issues before they impact revenue and preserving customer relationships.

Ready to leverage Zilliant Revenue Intelligence to drive revenue and optimize your sales efforts? Visit our Revenue Intelligence solution page to learn more.