Dr. Rainer Schlamp, partner at EbelHofer Consultants, joins us to dissect an industry that often flies under the radar, but is essential to our everyday lives. The sanitary products industry is a complex and vibrant ecosystem weaving together producers, wholesalers, retail stores, contractors, and w...
“For me, the strange thing is companies are investing in transformation in all dimensions of their business, but barely in the one that has the biggest profit impact – pricing,” says Sebastian Wrobel, cofounder and managing director of PricingWorks on today’s episode.Sebastian and host Barrett Thomp...
Profitability and customer experience are important. That’s about as noncontroversial a statement as you can make in B2B. So, pricing – which is perhaps the biggest driver of both – should be at the heart of every B2B company, right?“That is quite a controversial statement whenever I make it,” said...
What should come first: pricing technology or pricing strategy? Our guest today, PwC Partner Ron Otocki, makes a strong case for why the two should go hand-in-hand. Ron leans on his vast experience guiding companies through digital transformations to explain how pricing fits into larger transformati...
In the subscription economy, a company’s product takes a backseat to its subscriber. What does this mean for a company’s go-to-market strategy? For starters, value-added services and customer support become paramount.In your everyday life, you most likely subscribe to various streaming services or o...
Read enough headlines about generative AI and you will start to mull some big questions: Is it the next big paradigm shift? Is it a grave threat to the modern workforce? Can it be smarter than me? “It’s about a six-month-old puppy at this point,” says Lou Simon, vice president of Uptima Elevate and...
Price changes and churn threats occur throughout the customer journey. How your organization handles them determines how your customers will react: either positively or negatively. Do they stick with you and buy now? Or go elsewhere without a word? It’s up to you.This friendly debate between two pas...
Logik.io CEO Chris Shutts returns to the show, this time to connect with Pascal Yammine, chief executive officer of Zilliant. They discuss the transformational digital shift occurring in industries like traditional manufacturing, high-tech, software, and business services, driven by customer demand...
“When people talk about the death of the channel, the death of distribution, I just sit back and go, ‘Hold my beer – give me a whiteboard and I will explain to you how wrong you are.’”Channelnomics CEO Larry Walsh is our guest today for a wide-ranging discussion on what the channel is and why it mat...
“The world is not constant and stable. So why should your pricing strategy be? You have to mimic the working world that you live in,” said Argano Chief Strategy Officer Tim Harris on today’s episode. Harris joined Barrett Thompson to continue the show’s ongoing examination on how manufacturers are d...
“You need to combine the pricing brain and the pricing muscles…the bruscles of pricing.”What does this mean? According to our guests from Accenture – Strategy Principal Director Daniel Lindner and Managing Director, Pricing and Commercial Strategy Daniel Antolin – it means embedding powerful pricing...
Slalom is a global consulting firm and one of the top Salesforce manufacturing partners in the world. Matt Baker and Calvin Chow from Slalom joined the show to help us continue our exploration of current manufacturing trends and commercial solutions.Learn why a major theme for 2023 is the concept of...
Zilliant Chief Marketing Officer Lindsay Duran and General Manager of Commercial Excellence Barrett Thompson take a long look at the B2B landscape as considerable macroeconomic uncertainty persists. How should companies adjust their pricing strategies as prices eventually come down? How can sales op...
“It used to be that pricing was the most dangerous thing to change, and that if it were done wrong, customers would head out the door and never come back. As a result of the pandemic and the barrage of supply chain woes, material availability, order management, S&OP and demand planning, all that...
“We have seen distributors really catching up as it relates to technology. Digitalization has been a key topic across the entire industry. Cloud seems to be the big equalizer, because the software can be staged at really low setup costs. There's not an innovation tax anymore that companies need to p...
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