B2B Reimagined

“The patient has to survive the procedure. We have to carry on our operations, serve our clients, send invoices, acquire new customers, while changing our pricing in the background. That's why I always say that pricing change is an evolution, not a revolution.”   Maciej Kraus is a pricing guru, author, TED speaker, and frequent lecturer at Stanford University. We were thrilled to have him on to share his perspective on successfully executing a pricing transformation. Maciej explains that while it’s a must for B2B companies to modernize pricing processes and the underlying technology that supports them, there’s an art to pulling it off.   Hear his prescriptions to pricing excellence, and then register for Zilliant MindShare Europe [https://zilliant.com/events/mindshare-europe-2024] to see Maciej on stage in Amsterdam in November.    www.zilliant.com [http://www.zilliant.com]

Listen to our first-ever live episode of the podcast, recorded at Zilliant MindShare 2024 [https://zilliant.com/blog/front-row-seat-to-the-future-of-pricing-a-mindshare-2024-recap], featuring a panel of leading pricing professionals. Pressure on pricing teams is greater than ever. But in times of great pressure, new ideas and ways of doing things emerge. Mo Beshir (Accenture), Rob Pedigo (Dawn Foods) and Lydia DiLiello (Capital Pricing Consultants) explore the ‘how’ and ‘why’ behind pricing transformation, how to elevate pricing within a company, how to manage organizational change, and the tangible impacts of pricing success. www.zilliant.com [http://www.zilliant.com]

“Behind the term ‘pricing tool’ or ‘pricing software’ you can actually have very different things in mind. A competition monitoring tool, a margin improvement tool, an AI price optimization tool, a sales interface. So the first thing was, can we categorize the use cases that people have in mind behind ‘pricing software’?” Malik Rajan is the founder of The Pricing Club. His mission is to foster a dynamic community of pricing professionals helping each other grow through best practices and thought leadership. As such, his team recently released its first ever Guide to Pricing Software. Hear the fascinating story of how the Pricing Club came to be and the most pressing trends, topics, challenges and opportunities that are top of mind for pricing professionals, from Malik’s unique vantage point.   Download the Guide to Pricing Software [https://zilliant.com/reports/zilliant-recognized-in-guide-to-pricing-software] www.zilliant.com [http://www.zilliant.com]

“Well, if the other side just did their job better, we’d be in much better shape.” Any B2B sellers or marketers heard this one before? Maybe you’ve said it? At some point in your career, you’ve likely experienced the tension between sales and marketing, two departments that in theory should always be on the same team.  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. Brady shared what he’s learned from years of primary source research on how to bridge the contentious gap. Get Aggregate Insights’ free win/loss handbook here. [https://aggregateinsights.com/podcast/]   www.zilliant.com [http://www.zilliant.com]

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 web shop consumers.    Often products are bundled and sold together as a total solution to fit architectural design specifications and must be priced as such. Rainer and host Barrett Thompson discuss why value-based pricing is essential in this industry, how to factor value into a solution sale, and the challenges facing commercial leaders charged with setting and updating price in an evolving digital commerce landscape.    Learn more about EbelHofer Consultants here [https://www.ebelhofer.com/]   www.zilliant.com [http://www.zilliant.com]