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on "Pricing"
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 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 (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...
Zilliant and MDM Whitepaper: How Distributors Can Optimize Online Pricing More than a trend, distributors now must have an optimized pricing strategy to thrive The only way to make sense out of change is to plunge into it, move with it, and join the dance. - Alan Watts, British philosopher Ready...
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...
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...
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...
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...
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...
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...
This post was contributed by Thomas Delloye, Zilliant director of business solutions consulting (BSC) in France. Prior to Zilliant, Thomas directed global client and competitive pricing at Dell EMEA. In B2C, it’s extremely easy to access competitive pricing information; prices are usually published...
“Will a simpler price strategy reduce negotiation time?”Shortly after my Professional Pricing Society webinar last month this was one of the questions I received. The question was posed by someone wrestling with a common philosophical pricing question: Should a company move to a simpler price offeri...
Enjoy this throwback post from July 2014, one of the most popular Zilliant blogs to date. Read Barrett's updated thoughts on willingness to pay.I recently read a great article on Harvard Business Review entitled “The Benefits of Bargaining with Your Customers.” It centered on willingness to pay (WTP...
“My data is a mess! I can’t possibly think about new pricing technology!” This is a common complaint coming from pricing and technology teams that need to transform their pricing processes and modernize pricing systems – while shackled to outdated technology and an undefined data strategy. ...
Fast food giant Wendy’s sent the pricing world into a tizzy with news it would try out dynamic pricing next year. On the company’s Q4 2023 earnings call, CEO Kirk Tanner said in 2025 the company would, “begin testing more enhanced features like dynamic pricing and day-part offerings along with...
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