This article originally appeared in Modern Distribution Management. Republished with permission.By: Eric Smith, Senior Analyst (MDM)The old, manual methods of price negotiations can cost the average distributor upward of 5% in profit, according to a recent study by Zilliant, but a company...
Chemicals are present in almost every product we all use daily. Specialty chemicals distributors have not been spared from the fallout of COVID-19, and thus the impact on the global economy is tremendous. The pandemic is top of mind in the chemicals industry, as players throughout the value chain tr...
Many companies are making the push toward using data and tools to make better decisions and improve performance. While that’s certainly better than relying on gut instinct or guesswork, “better” is not the same as best, or optimal. After all, your job is to maximize pricing...
Tune in today for our latest virtual event co-hosted with our strategic partner, Salesforce. In this era of market swings, customer unpredictability and constant cost fluctuations, it’s vital for B2B companies to adapt on the fly. That’s why Zilliant and Salesforce are teaming up today, Tuesday, Au...
Let me start off with this fact. I am not a data scientist. I have studied data science. I have a degree that says I could be considered a data scientist, but I am not a data scientist. If data science were a language, I speak the equivalent of resort Spanish. I can order a meal, ask where the restr...
As the B2B world continues to navigate a tumultuous 2020, it’s more important than ever for companies to take control of pricing and sales processes tosafeguard againstan uncertain future. To help you reimagine what it takes to compete and win in this environment, below are two events hosted b...
The Configure, Price, Quote (CPQ) market has exploded in the past half-decade as B2B companies invest in better deal execution and customer-centric sales. In 2018, the CPQ market grew by 12.4% to an estimated $1.2 billion. Gartner forecasts that the CPQ market will continue to grow at about 15% annu...
You may have noticed the new zilliant.com, which showcases a refreshed look-and-feel. However, beyond aesthetics, a driving force behind the new site is our commitment to helping companies reimagine how they approach pricing and sales. Our existing customers know the value we bring well beyond the p...
Aligning people, process, strategy and culture on the road to pricing excellence.Knowing what direction you are headed in life really matters. It’s what drives human progress and what helps organizations succeed. The same is true for the pricing function in today’s successful B2B organizations.When...
Hey, that machine moved my cheese!In 1998, Spencer Johnson, M.D., published “Who Moved My Cheese,” which quickly became a number one best-seller and workplace phenomenon. This timeless book is based on a simple parable that plainly exposes truths about dealing with change and finding out what is mos...
Thank you to everyone who joined us for the digital event, “How to Deliver Real-Time Market Pricing Online in a Dynamic B2B Environment,” co-hosted with Salesforce B2B Commerce. We received encouraging feedback and took a lot of strong questions at the end of the session. If you have other inquiries...
Pricing data science, price optimization, dynamic pricing, price elasticity – if you’re familiar with the world of pricing in B2B – you’ve likely heard all these terms. If seeing is believing, then the tricky part is parsing fact from fiction when it comes to pricing science.To help you spot the rea...
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What’s in your toolkit to ensure deals are executed smoothly and profitably? For B2B company leaders, Configure, Price, Quote (CPQ) software is likely high on the radar as well as methods for improving self-service channels like eCommerce or otherwise. CPQ is projected to maintain a steady 20 percen...
Given the unprecedented challenges ahead of us all, as a leader in your business, you’re likely evaluating strategies to retain share and hold the line on margin.One tactic that is commonly overlooked is ensuring that your pricing strategy is agile enough to dynamically make updates as market condit...
Beginning around 2010, the trucking industry slowly began the climb up the digital hill. Though slower to adopt new technology than most, many companies in this conservative industry spent last decade modernizing their data approach. This trend will only accelerate in the 2020s as competition stiffe...
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