B2B Reimagined Podcast

B2B Reimagined is a monthly podcast with a rotating host of experts. Each of whom brings decades of experience using data science to address industry-vertical specific challenges that give the critical strategic control over pricing and sales that today’s B2B companies simply must have. View all podcast episodes and read episode transcriptions.

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Featured Article

B2B Sales and Marketing in Harmony (Yes, it can be done!)

Our guest today, Aggregate Insights CEO Brady Jensen, explains how the two sides become misaligned, how to prevent or stop the blame game, and what sales-marketing harmony looks like in practice.

B2B Sales and Marketing in Harmony (Yes, it can be done!)
Revenue Growth Management in B2B with David Moss
Episode 38 |
Rebates | Partner | Pricing

Revenue Growth Management in B2B with David Moss

Returning guest David Moss, partner at PwC, drops by to dispel a common myth about revenue growth management: it’s not just applicable in consumer markets. In fact, the concept is widely relevant for B2B companies, who thrive on analytical insights into sales and marketing every bit as much as their...

Can Traditional B2B Companies Embrace the Subscription Model with Mark Stiving
Episode 37 |
Economic Trends | Pricing

Can Traditional B2B Companies Embrace the Subscription Model with Mark Stiving

We welcome to the show Mark Stiving, host of the fantastic Impact Pricing podcast, to pick his brain about the B2B subscription pricing model. Mark literally wrote the book on this topic – the upcoming “Win Keep Grow” – so it’s a must-listen for anyone looking to shift all or part of their tradition...

Why Intelligent Rebate Management is a Game-Changer
Episode 36 |
Rebates

Why Intelligent Rebate Management is a Game-Changer

Rebates – every B2B company offers them or other off-invoice credits in some form or fashion. This is because they are a great way to incentivize customer behavior and drive loyalty in your brand. But they also tend to create massive headaches for accounting, sales, pricing and product management te...

What’s Eating Food Service Distributors?
Episode 35 |
Distribution | Sales | Pricing

What’s Eating Food Service Distributors?

Back for the second time, Zilliant Business Solutions Consultant Vishal Asatkar joins us to share his eye-opening insights in the world of food service distribution. When we last had Vishal on, he focused on the challenges facing food manufacturers in the middle of a pandemic. Now he sheds light on...

B2B Reimagined: Ep 34 | Rolling with the Crises
Episode 34 |
Economic Trends | Partner | Pricing

B2B Reimagined: Ep 34 | Rolling with the Crises

Just over a year ago, we had Capital Pricing Consultants CEO & Founder Lydia DiLiello on the show to trade ideas for pricing in an unprecedented pandemic. Whereas back then the concern was avoiding a race to the bottom, the opposite challenge is now raging through B2B pricing departments. With t...

What is Next-Gen Price Optimization?
Episode 33 |
Pricing

What is Next-Gen Price Optimization?

We are joined by the “Godfather of Zilliant” Pete Eppele, senior vice president of products and science, to explore the concept of next-generation price optimization. Pete explains how the pandemic shined a light on the need for more advanced science and faster, more specific pricing capabilities as...

B2B Reimagined: Ep 32 | Pricing: The New CEO Imperative w/ Stephan Liozu
Episode 32 |
Pricing

B2B Reimagined: Ep 32 | Pricing: The New CEO Imperative w/ Stephan Liozu

We are joined by author and pricing evangelist Stephan Liozu on the eve of the release of his new book, Pricing: The New CEO Imperative. Liozu has spent the better part of two years interviewing C-Suite executives, pricing consultants and software vendors around the globe to curate this first-of-its...

B2B Reimagined: Ep 31 | Wholesale Change for the Whole Sales Team with Ian Heller
Episode 31 |
Distribution | Sales

B2B Reimagined: Ep 31 | Wholesale Change for the Whole Sales Team with Ian Heller

Zilliant General Manager of Commercial Excellence Barrett Thompson welcomes distribution guru Ian Heller of Distribution Strategy Group and The Wholesale Change Show on for his first B2B Reimagined appearance. The topic du jour is distribution sales: how the game has changed, how sales teams must ev...

From the Shopping Cart to the Shop Floor with Steve Stessman
Episode 30 |
Manufacturing | Partner

From the Shopping Cart to the Shop Floor with Steve Stessman

Zilliant General Manager of Commercial Excellence Barrett Thompson welcomes Steve Stessman, vice president of business development at KBMax, to the program. On the agenda today? Digital transformation and innovation in B2B eCommerce for manufacturing companies. Steve’s long-time focus has been helpi...

B2B Reimagined: Ep 29 | Exceptional CX with Accelalpha’s Devang Bhavsar
Episode 29 |
Manufacturing | eCommerce | Partner | Pricing

B2B Reimagined: Ep 29 | Exceptional CX with Accelalpha’s Devang Bhavsar

Today we are joined by Accelalpha’s Devang Bhavsar. In his role as Partner, CX & ERP Practice, Devang is focused on helping companies make it easy for their customers to do business with them. As digital commerce becomes dominant, “customer experience will overtake price and product as the key b...

B2B Reimagined: Ep 28 | Pricing in Times of Inflation with pwc’s David Moss
Episode 28 |
Economic Trends | Partner | Pricing

B2B Reimagined: Ep 28 | Pricing in Times of Inflation with pwc’s David Moss

Today we are joined by pwc Consumer Markets Pricing and Profitability Practice Leader David Moss, for a timely conversation on pricing strategy amidst an impending inflationary period. David brings decades of consulting experience to our discussion, sharing strategies forged in the crucible of the 2...

B2B Reimagined: Ep 27 | Optimizing Quote-to-Cash with Salesforce’s Erwan Kerebel
Episode 27 |
Partner | Sales | Pricing

B2B Reimagined: Ep 27 | Optimizing Quote-to-Cash with Salesforce’s Erwan Kerebel

Today we are joined by Salesforce Sr. Director of Product Management, Quote-to-Cash Solutions Erwan Kerebel for a breakdown of challenges, opportunities and reimagined solutions within the Configure, Price, Quote (CPQ) space. Kerebel outlined three focus areas for manufacturers: faster quote turnar...

B2B Reimagined: Ep 26 | A Manufacturing Industry Snapshot with Acumen Solutions
Episode 26 |
Manufacturing | Partner

B2B Reimagined: Ep 26 | A Manufacturing Industry Snapshot with Acumen Solutions

We welcome two guests from our strategic partner Acumen Solutions, Manufacturing Industry SME Gary Brown and Engagement Director Kyle Dreyer, to take the pulse of the modern manufacturer during a time of intensifying change. Host Lindsay Duran leads the conversation, which covers the need for custo...

How to Be Ready for a Price Optimization Project
Episode 25 |
Change Management | Pricing

How to Be Ready for a Price Optimization Project

Former client and longtime friend of Zilliant Pat Curtin joins host Rick Chappell, senior vice president of services and customer success, to share exciting news about his new pricing consultancy as part of a wide-ranging conversation about the steps needed to pave the way for a successful pricing i...

Wholesale Distribution Trends with SAP’s Susanne Adam
Episode 24 |
Distribution | Partner

Wholesale Distribution Trends with SAP’s Susanne Adam

In this episode, we are pleased to host SAP Principal Solution Manager, IBU Wholesale Distribution Susanne Adam to take the pulse of trends, challenges and opportunities in global distribution businesses.The threats of the past year and change have been well-documented, and Susanne offers us a front...

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