Pivoting an established company's business model is one of the most daunting challenges a CEO can face. When I became CEO of Zilliant in 2022, my mandate was to accelerate growth and increase market share. I quickly realized that the key to success wasn’t in product updates or tech investments but i...
Pricing is key to driving profitable growth because it impacts brand position, financials, buying, and selling. But all too often, companies ignore pricing in their digital transformation plans, and it becomes an unintended bottleneck.Because pricing processes are typically disorganized and disperse...
It’s not an exaggeration to say that pricing is perhaps the most powerful—but misunderstood and underestimated—factor in an organization’s success. Pricing has the power to impact market position and drive demand, but it must align with a company’s margin and revenue goals. Because pricing is dynami...
Jim Vaughn, global head of pricing advisory services at Zilliant, has updated his book, Stop Racing in a Blindfold!: Big Data + Pricing Science Drive Bigger Profits, to address the changes in the business landscape and technology in the past nine years. CRM editor Leonard Klie discussed these change...
In your experience, what have been the most challenging aspects of integrating AI into your business operations, and how have you balanced these with the need to preserve human-centric roles?We came from a world where AI adoption was challenging because people formed a view that said you needed thes...
Pascal Yammine believes tech innovation is the best way to solve real-world problems in real time and the government should court tech leaders for help."There could be a more cohesive strategy. Innovation requires trial and error and I think you don't see that much in government because of the hurdl...
Pricing Life Cycles Through automation, we’re seeing new levels of sophistication when it comes to managing pricing life cycles. The ability to quickly analyze huge amounts of customer data, easily update prices, and streamline sales negotiations or self-service buying gives us significantly mo...
B2B E-commerce is predicted to reach $3 trillion in the U.S. by 2027, up from $1.7 trillion in 2021. The rise in digital buying and selling illustrates the accelerated need for B2B digital transformation, which means companies need to provide a purchasing experience that lives up to the expectations...
The basic premise of every technology solution is that it will make a customer’s life easier while enabling them to do things they never could before. However, that’s easier said than done: improper deployments prevent this from happening for a lot of enterprises, creating an atmosphere where a...
Assigning a price to a particular product is one of the most deceptively challenging decisions facing manufacturers seeking profitability and competitiveness. In today’s business environment, companies need to be able to react to changes in market inputs and get optimized pricing into the hands of s...
I started at Salesforce in 2003 and can’t remember anyone leaving the company during my first eight years there. I know that seems unbelievable—turnover at growing tech companies can be huge, and there were plenty of opportunities in Silicon Valley then. But I watched as we went public and blew past...
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Read the full articleCompanies don’t hire sales reps because they have core competencies of administrative work and manually updating prospect lists. So why, when sales is under tremendous pressure to win new business, fend off competitors and grow existing customer revenue, do some companies burden...
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Although chief information officers have been at the forefront of enterprise digital transformation efforts for years, they are still too often reduced to the company’s “technology expert.” Even if the reality is different, perception counts for a lot. It’s now time for CIOs to change that perceptio...
Since the onset of the pandemic, the supply chain has been shaken by disruption, inflation and other economic challenges. Global manufacturing prices have skyrocketed due to supply constraints, leaving consumer and commercial buyers searching for alternatives to buying new products. Manufacturers ar...
The B2B customer base has shifted dramatically in just a few short years. While brand loyalty and high switching costs used to be reliable drivers of B2B customer retention, it doesn’t hold the same weight for today’s generation of tech-savvy, agile customers. With many B2B organizations still grapp...
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