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Read this blog post to discover CPQ pitfalls and how Zilliant CPQ streamlines the sales process and improves buying experiences for manufacturers.
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...
How Sales Leaders Can Meet Modern eCommerce B2B Challenges With B2B eCommerce sales expected to reach an unprecedented $6.6 trillion by 2020, it’s no secret that the B2B buying and selling experience has drastically evolved over the past decade+. According to a recent Accenture survey, 61% of all B...
The import tariffs on steel and aluminum, as confirmed by President Trump on May 31, exacerbated worries for B2B manufacturers—and their customers. The implications for employment and the economy are significant, but most manufacturers are also grappling with practical questions, such as: How will t...
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...
Business digitalization is a necessity if you want to stay competitive in today's market. Implementing an effective digitalization strategy is not easy, for example, 77 percent of businesses realize no ROI from their digitalization efforts. If you want to be part of the 23 percent of the companies t...
This post was contributed by Zilliant Business Development Representative Tim Powers based on his conversations with B2B company leaders on their eCommerce solutions. The best part of my role at Zilliant is getting to meet new people, many of whom are looking to gain a competitive edge in today’s r...
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...
What are your biggest challenges in B2B selling? For many sales managers, making sure all the reps on their team sell efficiently to the most relevant customers and effectively pitch the right products at the right price is a significant challenge. Regardless of the training, tools, tips, and tricks...
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...
Heads up, industrial distributors, the frontal assault from Amazon Business is here.Per Seeking Alpha, titans like W.W. Grainger and Fastenal “slumped 5.3 percent and 3.6 percent, respectively, on October 25 in response to Amazon's launch of Business Prime Shipping, an annual membership for business...
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...
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