B2B Reimagined

Modern Distribution Management (MDM) is the leading information resource for executives in the wholesale distribution business. MDM's annual reports and periodic surveys provide an unparalleled snapshot into the distribution market, including pricing and sales trends, market share data and deep industry analytics. MDM's VP Sales, Analytics & E-Business John Gunderson joined Zilliant CMO Lindsay Du...

The Configure, Price and Quote (CPQ) market has exploded in recent years, as businesses embrace smarter technology to empower their sales reps to build better offers and close more deals. Zilliant has teamed up with Oracle, a market leader in CPQ, to infuse scientific price guidance, price segmentation and dynamic, real-time price-setting capabilities into Oracle CPQ. Joining us from Oracle for th...

The role of a traditional B2B field seller, and the sales process itself, has fundamentally changed in a post-pandemic world. With buyers and sellers transitioning to remote work, B2B eCommerce on a meteoric rise and Zoom calls replacing shop floor visits, companies have adapted on the fly with varying levels of success. Brian Hirt has spent years developing SaaS products that use data science to...

Auto and heavy-duty truck parts distributors operate in a "pizza delivery model," in which the goal is to be the first call on a garage's list and to be able to deliver in 30 minutes or less. These distributors service many independent garages and must maintain inventory, get parts there fast and continuously build strong relationships to keep getting that first call. Above all, their parts must b...

Rate setting in the shipping and transportation industry hinges on striking a delicate balance between all the factors that drive rate:  Mode, origin, destination, time of year, capacity, and more. In this episode, Zilliant General Manager of Commercial Excellence Barrett Thompson and Zilliant Senior Director of Solutions Consulting Jay Foulkrod discuss how technology can play an assistive role in...

Zilliant Chief Technology Officer Sham Chauthani joins the podcast to talk about cloud-native B2B solutions – what they are, why some that claim to be cloud-native are really not and, most importantly, how they drive better business outcomes. Shams details the role a microservices, cloud-based architecture plays in a business as it grows and evolves. Stay through the end for specific pricing and s...

While it's true that hospitals and laboratories have seen unprecedented demand spikes for certain products throughout the COVID-19 pandemic, demand for some major revenue-driving inventory has completely disappeared. Zilliant Vice President of Customer Success and Support Rick Chappel and Mick Naughton, a sales director with over 13 years of experience in the medical and life sciences space, talk...

In this episode, Lydia DiLiello of Capital Pricing Consultants joins host Lindsay Duran to untangle the curious times B2B companies currently face. How can you protect margins in the age of COVID-19? How do you avoid price wars and a race to the bottom? How do you react to a situation for which there is no roadmap? Lydia and Lindsay share advice for customers struggling with wild swings in costs a...

In this episode, Zilliant's chief scientist Jon Higbie joins host Lindsay Duran to share his experience working with companies on both the buy-side and sell-side of the advertising world. Jon tells us why this ever-changing industry is ripe for disruption in the areas of data management, unified sales processes, and optimized rate-setting. He talks about how the coronavirus pandemic is exposing in...

In this episode, Nathan Rabold stops by to share his experience working with industrial parts and equipment manufacturers as a customer success director at Zilliant. Nathan and his team help customers adopt best practices for applying data science to the myriad internal and external complexities they face every day. Listen as Nathan and host Lindsay Duran discuss the go-to-market intricacies for i...

In this episode, Paul Kedge is our expert on deck to share his experience both as a customer success manager at Zilliant with many building products distributors, but also as the head of pricing of the plumbing and heating division at Travis Perkins, the United Kingdom's largest building merchant.   Listen as Paul and Lindsay discuss the complications and dynamics of pricing, issues responding to...

In this, the first episode of B2B Reimagined, we welcome special guests Barrett Thompson and Brian Hirt to the podcast to discuss trends, challenges and opportunities unique to B2B electrical products distribution companies.   Brian Hirt served as the marketing director for a large, U.S.-based electrical products distributor where he was responsible for pricing and promotion, in addition to his tr...