Zilliant Blog on "Pricing"

Equipping Sales Reps with Intelligent Price Guidance

Equipping Sales Reps with Intelligent Price Guidance

MindShare Europe, the leading B2B pricing and sales conference, is taking place on 13 November in Paris, France. One of the main reasons B2B professionals attend is to watch their peers on stage discussing how they overcame complex business challenges with innovative technology and by changing the w...

Omnichannel Pricing: How to Relate B2B Prices to the B2B2C Market

Omnichannel Pricing: How to Relate B2B Prices to the B2B2C Market

MindShare Europe, the leading B2B pricing and sales conference, is taking place on 13 November in Paris, France. One of the main reasons B2B professionals attend is to watch their peers on stage discussing how they overcame complex business challenges with innovative technology and by changing the w...

Making Price a Customer Satisfaction Driver

Making Price a Customer Satisfaction Driver

MindShare Europe, the leading B2B pricing and sales conference, is taking place on 13 November in Paris, France. One of the main reasons B2B professionals attend is to watch their peers on stage discussing how they overcame complex business challenges with innovative technology and by changing the w...

The Tangled Web of B2B Price Management

The Tangled Web of B2B Price Management

The life of a pricer is hectic. Control is elusive as you toil through your day-to-day at the unpredictable whims of marketplace triggers. As external forces present themselves, your company’s corporate office reacts quickly and expects the pricing team to do the same. Suddenly you’re getting conc...

Why Recession Fears Shouldn’t Usurp Price

Why Recession Fears Shouldn’t Usurp Price

It can be hard to avoid talk of inverted yield curves or decelerated growth each time you turn on the TV or log on to your industry web site of choice. You’re probably also feeling the pressure in the real world of your own business more frequently. Whether driven by tariffs, a decrease in demand or...

Three Benefits of a Pricing Center of Excellence

Three Benefits of a Pricing Center of Excellence

Merriam-Webster defines the word “excellent” as “very good of its kind: eminently good: first-class.” A common refrain at our annual user conference, MindShare, is that every industry and B2B route-to-market is feeling more pressure. The heat is on to adjust to eCommerce disruption, compete in new m...

Two Functions at Manufacturing Organizations Prime for Process Improvement

Two Functions at Manufacturing Organizations Prime for Process Improvement

Two functions at manufacturing organizations are prime for process improvement: selling and pricing. A closer look at the selling function reveals that despite reducing labor costs via transformational automation solutions, sales teams still manage large, antiquated portfolios. They are expected to...

Athazagoraphobia or How to Stop Worrying and Embrace AI In Your Business

Athazagoraphobia or How to Stop Worrying and Embrace AI In Your Business

Athazagoraphobia (n.) – the fear of being forgotten, ignored or replaced. Common symptoms include anxiety, dread, shortness of breath, irregular heartbeat, sweating, nausea and shaking.A recent Forbes article points out that our thinking when it comes to AI gets confused between hype (self-heating t...

How Distributors Can Optimize Online Pricing

How Distributors Can Optimize Online Pricing

Zilliant and MDM Whitepaper: How Distributors Can Optimize Online Pricing More than a trend, distributors now must have an optimized pricing strategy to thriveThe only way to make sense out of change is to plunge into it, move with it, and join the dance. - Alan Watts, British philosopherReady or no...

3 Tips To Significantly Improve The Pricing Process

3 Tips To Significantly Improve The Pricing Process

The domino effect of external pressures such as inflation, tariffs, and disruptive competitors are making significant waves in the manufacturing/distribution game. This impact is felt most keenly by pricing analysts who not only have to adjust prices, but also have to figure out how price changes al...

What Happens When You Don't Know Willingness To Pay?

What Happens When You Don't Know Willingness To Pay?

How do you calculate willingness-to-pay (WTP), or do you at all? In 2014, I posed that question to readers of the Zilliant blog and it continues to be a favorite post. Four years later, the topic is still top-of-mind for B2B company leaders. Recently, I read a great MIT article on the weaknesses of...

When Traditional Price Elasticity Fails

When Traditional Price Elasticity Fails

Why Price Elasticity?Price elasticity is the core of pricing science, as it provides direction on how to adjust and modify historical pricing behavior to achieve P&L objectives. However, estimating price elasticity in B2B contexts is very difficult because of two key issues. First, in B2B contex...

Achieve Omnichannel Pricing Consistency

Achieve Omnichannel Pricing Consistency

70 percent of B2B companies will have an eCommerce channel in place within two years, keeping B2B online sales on track to tip the $1 trillion mark by 2020.Standing up an online ordering system is just half the battle; many companies have yet to establish their online pricing strategy.Questions abou...

B2B Price Strategy: Three Essentials | Blog | Zilliant

B2B Price Strategy: Three Essentials | Blog | Zilliant

In this blog post, Jose Vela, Pricing Director at Spandex, one of the world’s leading suppliers of materials and equipment to the sign making and graphic industries, covers three essentials to a sound B2B pricing strategy, based on his experience in pricing and from over 25 years of general manage...

When You Don’t Know WTP, What Happens? | Blog | Zilliant

When You Don’t Know WTP, What Happens? | Blog | Zilliant

How do you calculate willingness to pay (WTP), or do you at all? In 2014, I posed that question to readers of the Zilliant blog and it continues to be a favorite post. Four years later, the topic is still top-of-mind for B2B company leaders. Recently, I read a great MIT article on the weaknesses of...

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