Zilliant Announces Significant Enhancements to Its Customer Price Management Offering for B2B Companies Seeking to Improve Profitability and Break Away from “Set and Forget” Pricing

By STS News Desk On Nov 2, 2018

Solution combines world’s most widely deployed B2B Pricing & Sales AI with new Customer Price Management capabilities, enabling companies to drive measurable revenue and margin increases
Customer prices can now be mass updated within and across customer agreements, centrally, over the agreement lifecycle

Zilliant, a company helping B2B enterprises turn data into actionable intelligence to accelerate profitable growth, has enhanced its existing Customer Price Management solution with new price management capabilities that support the creation, maintenance and renewal lifecycle of customer pricing.

For most B2B companies, managing customer pricing is one of the most challenging and critical aspects determining revenue and profit performance. Too often customer pricing is a “set and forget” proposition where prices or discounts stay in place for months and years, unchanged. It’s not unusual for B2B companies to accumulate tens of thousands or even millions of customer prices over the course of doing business for decades. This trend only accelerates with the transparency of B2B e-commerce further driving the need for customer-specific pricing, potentially increasing the magnitude of the challenge. The revenue and profit impact is significant, especially in today’s economy as increasing cost pressures from suppliers, tariffs and inflation continue to chip away at margin.

Analysts armed with spreadsheets and email are no match for the rate of change and scale of customer pricing in most organizations. As a result, managing customer prices happens too infrequently and is subjected to simple rules of thumb rather than executed with the surgical precision required.

Zilliant IQ™ for Customer Price Management is a solution that enables B2B companies to scale to the increasing challenge of profitably managing customer pricing, providing a complete set of tools for price management, organizational collaboration, price execution and price optimization. Users can now manage customer prices efficiently and surgically execute mass price updates in response to cost changes, product supersessions, strategy changes or other initiatives, while making it simple to collaborate with sales to update prices and communicate changes to customers.

When Zilliant’s Customer Price Management solution is deployed into existing platforms, optimized customer prices can now be delivered line item by line item and mass updated in and across customer agreements, that are created, maintained and renewed centrally in one location or system. With the visibility into customer agreements for both pricing and sales teams, collaboration and communication between pricing and sales is more productive. With AI-driven analytics and guidance, sales teams can have constructive conversations on updating customer prices over time and pricing teams can monitor compliance to volume commitments and profitability.

“For over 17 years, we’ve seen the challenges our customers face in managing and updating customer prices. That’s been the inspiration for Zilliant to make huge investments in our suite of Customer Price Management tools that now allow companies to put an end to spreadsheets and emails and instead have an enterprise-ready capability to manage their pricing,” said Zilliant SVP of Product and Science Pete Eppele.

Zilliant IQ for Customer Price Management works in conjunction with existing ERP, CRM and CPQ investments to transform customer price management from a cumbersome and challenging process to a streamlined, technology-enabled, collaborative process managing the full cycle from starting a change, through rollout, through measurement of realization and results.