B2B Reimagined

Gene Metheny, partner at Carlisle and Company, stops by the show to talk about the myriad macroeconomic problems facing B2B companies and what must be done to get ready for the next shift in supply and demand.    He and Barrett Thompson then drill into some examples of how pricing data and analytical measurement are being used to improve visibility throughout the value chain in the trucking indust...

Kevin Mitchell has been a champion of pricing for most of his life. As the president of the Professional Pricing Society (PPS) tells it, "I remember as a child carrying boxes of canary yellow pricing newsletters uphill, both ways, through the snow in Phoenix, Arizona."   This walk down memory lane set the tone for a lively and enlightening conversation between Kevin and Zilliant CMO Lindsay Duran....

Many wholesale distributors have been running SAP for decades. While most of them started simple, over time they've introduced new requirements (read: complexities) into their order system. At the same time, many are behind the curve on modern approaches to price optimization and management. In an industry with such thin margins, this is a troubling combination, especially in our new age of inflat...

In December of 2021, Madison Dearborn Partners acquired Zilliant as a strategic growth investment. John Lewis, an executive partner at Madison Dearborn, became Zilliant's executive chairman following the closure of the deal.     We were excited to welcome John for his first appearance on B2B Reimagined to discuss everything from his prolific professional background to his enthusiasm for Zilliant's...

Chris Shutts has spent the 21 st century at the forefront of the evolution of sales in the manufacturing space. He co-founded Big Machines in 2000 and sold the business to Oracle in 2013.    Now he leads Logik.io, a strategic Zilliant partner that delivers next-generation technology to manufacturers of complex products. Logik.io helps these companies consumerize the way they sell by enabling faste...

To get you ready for Zilliant MindShare 2022 (June 13-15) in Austin, TX, we bring you a very special episode of B2B Reimagined . Barrett Thompson emcees the show and brings on voices from around the company to share what to expect at the biggest annual event on the B2B pricing and sales calendar, and how to get the most out of it. The episode features:   CEO Greg Peters on what he's most anticipat...

The average time for global companies to update pricing when costs change is between six weeks and four months, which is much too slow in today's economy. It's a process which unfortunately results in significant margin loss. The Zilliant Quick Start program was created with this in mind, delivering industry-leading pricing and sales software deployment times of 3 to 8 weeks. Zilliant Senior Direc...

In this episode of B2B Reimagined , Zilliant Senior Vice President of Products and Science Pete Eppele joins us to discuss the steps companies need to take to attain real-time pricing capabilities with a better pricing system of management and how companies are likely to think about pricing systems of record in the future.   Hear about an advanced, yet attainable vision for real-time pricing capab...

Zilliant Price IQ® is the only B2B price optimization solution that can measure price elasticity, enforce rational price relationships, and conduct goal-seeking what-if scenarios. And now it's gotten even better.   Vice President of Science & Analytics Lee Rehwinkel joins the show to introduce the next evolution of Zilliant's market-leading price optimization – Next-Generation Price IQ. Learn abou...

Greg Peters has led Zilliant for nearly 20 years as president and chief executive officer. He makes his long-awaited debut on the podcast to tell us why right now is "the most exciting time since I've been in the company."   In these 20 years, Greg has helped navigate Zilliant and its customers through economic ups and downs and seismic go-to-market shifts. Most critically, Zilliant was the first...

Volatility is the new normal state-of-play in B2B. To unpack the best pricing response to protracted economic volatility, we spoke to the man writing the book on it: Holden Advisors Vice President of Pricing Jeet Mukherjee.   Jeet has over two decades worth of global experience in management consulting, strategy, analytics, marketing and pricing. He goes back a long way with our host, Barrett Thom...

We celebrate our 50 th episode of B2B Reimagined with special guest Ian Altman, one of the foremost experts on B2B sales and a keynote speaker at our upcoming MindShare 2022 conference. Ian joined host Barrett Thompson to help us get to the bottom of why it's so difficult, yet essential, to continuously train, mentor and coach sales reps.    Ian has conducted research with more than 10,000 leaders...

CEO and Founder of Capital Pricing Consultants Lydia DiLiello returns for her third appearance on the show, this time to tackle perhaps the biggest B2B issue of the day – supply chain disruption.    Why is it happening? Why have so many companies been caught flat-footed? What is the bottom-line impact of apathy in the face of supply issues? How long will it last? Lydia and host Lindsay Duran addre...

Today we tackle the common misconception that price elasticity is a B2C-only occurrence. "I empathize a lot with the B2B practitioners that believe that B2C pricing is the only real price elasticity phenomena, just because it's more observable in B2C. And that's a certainty," said Sanguk Han, Zilliant senior data scientist, and our guest for this episode. While it's harder to measure in B2B, due t...

Today we welcome on Mike Bramble, managing consultant for commercial performance applications at Enigen. Mike introduced himself to our host Lindsay Duran by proclaiming, "CPQ is very much in my blood."    Which made him the perfect guest for this episode's topics, namely customer and sales rep self-service, elimination of rework, and faster, more accurate quoting in the rapidly changing manufactu...

Do you know the true reason "why someone should buy x from you at y price?"    Our first guest of 2022 has made it his business to help B2B companies define, communicate and, ultimately, sell their value proposition for more than 20 years. Jose Palomino, president of Value Prop Interactive, joined host Barrett Thompson for a rollicking conversation about the state of B2B sales. The two go back and...

Digital commerce and self-service channels may grab all the headlines, but your B2B sales team remains critical to building a satisfying customer experience, in both manufacturing and distribution. Yet it's becoming tougher each year for sales reps to live up to that responsibility. With the so-called 'great resignation' upon us, how can you ensure continuity despite attrition? How can you best on...

Inflation is the dominant trend in B2B pricing circles as 2021 draws to a close. While costs will continue to rise - by how much and for long is anyone's guess - can you actually use this crisis as an opportunity to bring your pricing practice up a level and become more profitable?   We asked Dick Sobel, director of analytics for PricePoint Partners, this and much more on today's episode. A pricin...

On today's episode, we bring back Zilliant SVP of Products & Science Pete Eppele to discuss our latest product innovation, Real-Time Pricing Engine™. Pete and host Lindsay Duran describe the history of pricing engines inside B2B companies and explain why they are being overwhelmed by the increased volume of pricing requests and demand for dynamic pricing.   Zilliant Real-Time Pricing Engine is a r...

Zilliant Vice President of Customer Success Nathan Rabold returns for his second guest appearance on the podcast, this time going deep on a topic near and dear to his team's work: effective change management.   Sometimes overlooked, this foundational process makes the difference between success and disappointment for any major B2B commercial transformation. Years of pricing and sales implementatio...

Ardent Mills is North America's largest flour milling company, feeding approximately 100 million people every day by way of its 40 processing plants and 2,400 essential workers.   Ryan Almos, strategic pricing leader at Ardent Mills, joined us on this episode to discuss the dynamics of the food production industry, his team's role in enabling sales, and how the company has simplified its pricing a...

Register for MindShare Europe!   We are thrilled to be back in person for MindShare Europe, the industry's top B2B pricing and sales conference, on 30 November in Paris, France. In this episode, Zilliant Chief Marketing Officer Lindsay Duran interviews Vice President, EMEA Michel Safi about what attendees can expect from the event.   Hear about the three customers that will be speaking, plus the p...

We welcome Tata Consultancy Services (TCS) Enterprise Architect Prashant Garg, who specializes in Quote-to-Cash, to the show to talk all things manufacturing and CPQ. Given the recent industry upheavals and the scramble to digitize commercial processes, Garg and host Barrett Thompson describe the urgency of CPQ, how advanced price optimization fits in to a full solution and what advice they give c...

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 B2C counterparts do.    In this episode, David describes the six pillars of successful revenue grow...

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 traditional business to subscription.   Mark and host Lindsay Duran discuss why subscription pricing is on th...