PODCAST · business
B2B Reimagined
by Zilliant
B2B Reimagined is a monthly podcast hosted by Barrett Thompson and brought to you by Zilliant (www.zilliant.com). Our mission is to give pricing, AI, technology, and B2B industry thought leaders a platform to share their innovative approaches to modern commercial challenges. There's nothing simple about B2B. Join us as we reimagine challenges and reveal opportunities that are created by putting pricing at the heart of your business.
Episodes
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Ep 86 | Pricing Transformation is an Evolution, Not a Revolution
"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,...
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Ep 85 | B2B Reimagined LIVE! Illuminating Perspectives from Pricing Leaders
Listen to our first-ever live episode of the podcast, recorded at Zilliant MindShare 2024, 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…
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Ep 84 | How to Shop for a Pricing Solution
"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...
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Ep 83 | B2B Sales and Marketing in Harmony (Yes, it can be done!)
"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…
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Ep 82 | Why Sanitary Products Providers are Ditching the Status Quo & Embracing Value-Based Pricing
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…
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Ep 81 | Are You "Transforming" Your Business in Name Only?
"For me, the strange thing is companies are investing in transformation in all dimensions of their business, but barely in the one that has the biggest profit impact – pricing," says Sebastian Wrobel, cofounder and managing director of PricingWorks on today's episode. Sebastian and host Barrett...
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Ep 80 | Pricing Should Be at the Heart of Your Organization
Profitability and customer experience are important. That's about as noncontroversial a statement as you can make in B2B. So, pricing – which is perhaps the biggest driver of both – should be at the heart of every B2B company, right? "That is quite a controversial statement whenever I make it,"...
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Ep 79 | Why Pricing Transformation isn't a "Chicken or Egg" Problem
What should come first: pricing technology or pricing strategy? Our guest today, PwC Partner Ron Otocki, makes a strong case for why the two should go hand-in-hand. Ron leans on his vast experience guiding companies through digital transformations to explain how pricing fits into larger...
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Ep 78 | Subscription Pricing Models on the Rise in B2B
In the subscription economy, a company's product takes a backseat to its subscriber. What does this mean for a company's go-to-market strategy? For starters, value-added services and customer support become paramount. In your everyday life, you most likely subscribe to various streaming services…
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Ep 77 | Will AI Eat the Software World?
Read enough headlines about generative AI and you will start to mull some big questions: Is it the next big paradigm shift? Is it a grave threat to the modern workforce? Can it be smarter than me? "It's about a six-month-old puppy at this point," says Lou Simon, vice president of Uptima Elevate…
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Ep 76 | A Passionate Debate Between Two CX Experts
Price changes and churn threats occur throughout the customer journey. How your organization handles them determines how your customers will react: either positively or negatively. Do they stick with you and buy now? Or go elsewhere without a word? It's up to you. This friendly debate between two...
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Ep 75 | CEO Summit: The Vision and the Value Behind Digital Sales Transformation
Logik.io CEO Chris Shutts returns to the show, this time to connect with Pascal Yammine, chief executive officer of Zilliant. They discuss the transformational digital shift occurring in industries like traditional manufacturing, high-tech, software, and business services, driven by customer…
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Ep 74 | The Channel: Always Changing, Always Vital (w/ Channelnomics)
"When people talk about the death of the channel, the death of distribution, I just sit back and go, 'Hold my beer – give me a whiteboard and I will explain to you how wrong you are.'" Channelnomics CEO Larry Walsh is our guest today for a wide-ranging discussion on what the channel is and why it...
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Ep 73 | Building Your Best Digital Future w/ Argano
"The world is not constant and stable. So why should your pricing strategy be? You have to mimic the working world that you live in," said Argano Chief Strategy Officer Tim Harris on today's episode. Harris joined Barrett Thompson to continue the show's ongoing examination on how manufacturers…
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Ep 72 | Pricing Resiliency Requires Brains and Brawn w/ Accenture
"You need to combine the pricing brain and the pricing muscles…the bruscles of pricing." What does this mean? According to our guests from Accenture – Strategy Principal Director Daniel Lindner and Managing Director, Pricing and Commercial Strategy Daniel Antolin – it means embedding powerful...
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Ep 71 | Manufacturers Must Get Nimbler – But How?
Slalom is a global consulting firm and one of the top Salesforce manufacturing partners in the world. Matt Baker and Calvin Chow from Slalom joined the show to help us continue our exploration of current manufacturing trends and commercial solutions. Learn why a major theme for 2023 is the…
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Ep 70 | The State of B2B in 2023
We take a break from our regularly scheduled programming to bring together both of our hosts for the first time. Lindsay and Barrett take a long look at the B2B landscape as 2023 is now underway, with considerable macroeconomic uncertainty persisting amid a new normal in B2B buyer expectations.…
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Ep 69 | Addressing Margin Erosion and More Manufacturing Trends w/ Salesforce
"It used to be that pricing was the most dangerous thing to change, and that if it were done wrong, customers would head out the door and never come back. As a result of the pandemic and the barrage of supply chain woes, material availability, order management, S&OP and demand planning, all that...
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Ep 68 | Digitalization and Value-Added Services Will Define Wholesale Distribution w/ SAP
"We have seen distributors really catching up as it relates to technology. Digitalization has been a key topic across the entire industry. Cloud seems to be the big equalizer, because the software can be staged at really low setup costs. There's not an innovation tax anymore that companies need…
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Ep 67 | Building Materials and Construction: Perspective and 2023 Forecast
Those working in and observing the building materials and construction industry have been through a rollercoaster ride. In 2020, plants and job sites shut down completely. Then, upon reopening, a surge in demand for new builds and remodels collided with shortages in many of the products necessary...
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Ep 66 | An Argument for Investing in Pricing Before CPQ w/ Accenture
"I'm a strong believer that pricing should be first before CPQ," says Accenture Managing Director Mo Beshir. "Everyone knows if I am doing a CPQ solution, I am looking at selling faster, selling better and selling more. What if I'm selling faster, better and more with the wrong price?" Mo joined...
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Ep 65 | The Quickest Way to Proactively Manage Customer Price Agreements
Senior Vice President of Products & Science Pete Eppele is back to go in depth on the chronic undermanagement of customer price agreements. Although often more than 50% of a B2B company's revenue is transacted via customer price agreements, this important price type tends to lack the attention it...
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Ep 64 | An Interview with Zilliant's New CEO Pascal Yammine
Get to know recently-appointed Zilliant Chief Executive Officer Pascal Yammine, who marks 60 days leading the company with his first appearance on the podcast. The former senior vice president and general manager of Salesforce Revenue Cloud brings a customer-focused background and 20 years of...
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Ep 63 | Get a Head Start on Revenue Operations and Intelligence
The newest addition to Zilliant's Quick Start Program, Quick Start for Revenue Operations & Intelligence, is now available. The purpose-built solution is designed to intelligently derive and deliver revenue-driving, account-specific actions to sales reps, eCommerce and marketing automation tools…
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Ep 62 | Rush Enterprises Overcomes Supply Chain and Inflation Challenges with Data Science
"There is no magic wand to digest all of the information that you have. The only way to actually have true control is by having data-driven platforms." So says Gonzalo Benitez, pricing and data analytics manager at Rush Enterprises, on our latest episode. The heavy-duty truck parts industry has…
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Ep 61 | Inflation, Value-Based Pricing and Trucking
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…
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Ep 60 | Elevating the Pricing Role w/ Kevin Mitchell (PPS)
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...
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Ep 59 | Optimizing OMS + Pricing for Wholesale Distribution
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…
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Ep 58 | Get Ready for the Intelligent Commerce Boom
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…
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Ep 57 | How to "Consumerize" B2B Manufacturing
Chris Shutts has spent the 21st 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…
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Ep 56 | The MindShare 2022 Pre-Game Show!
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,...
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Ep 55 | Zilliant Quick Start Changes the Game
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,...
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Ep 54 | Moving Beyond Legacy Pricing Systems
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…
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Ep 53 | Introducing Next-Generation Price IQ®
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...
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Ep 52 | A Candid Sit-Down with Zilliant CEO Greg Peters
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...
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Ep 51 | The Need for Speed: Overcoming Economic Volatility
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...
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Ep 50 | Stop, Drop & Roll Won't Extinguish Your Selling Pains w/ Ian Altman
We celebrate our 50th 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...
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Ep 49 | Supply Chain Mayhem is a Marathon, not a Sprint
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…
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Ep 48 | Yes, You Can Measure Price Elasticity in B2B
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,...
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Ep 47 | A Perfect Match: CPQ + Price Optimization for Manufacturers
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...
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Ep 46 | Your Value Prop is More Than a Tagline
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...
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Ep 45 | Sales Reps are Critical to Customer Experience
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...
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Ep 44 | Inflation as a Pricing Opportunity
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...
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Ep 43 | Become Dynamic with a Real-Time Pricing Engine
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…
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Ep 42 | Getting Change Right
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...
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Ep 41 | How Ardent Mills Simplifies Price Optimization
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...
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Ep 40 | MindShare Europe is Back in Person!
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...
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Ep 39 |Manufacturers Need CPQ, A.S.A.P. w/ Prashant Garg (Tata Consultancy Services)
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...
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Ep 38 | Revenue Growth Management in B2B w/ David Moss (pwc)
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...
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Ep 37 | Can Traditional B2B Companies Embrace the Subscription Model w/ 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...
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ABOUT THIS SHOW
B2B Reimagined is a monthly podcast hosted by Barrett Thompson and brought to you by Zilliant (www.zilliant.com). Our mission is to give pricing, AI, technology, and B2B industry thought leaders a platform to share their innovative approaches to modern commercial challenges. There's nothing simple about B2B. Join us as we reimagine challenges and reveal opportunities that are created by putting pricing at the heart of your business.
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How many episodes does B2B Reimagined have?
B2B Reimagined currently has 87 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is B2B Reimagined about?
B2B Reimagined is a monthly podcast hosted by Barrett Thompson and brought to you by Zilliant (www.zilliant.com). Our mission is to give pricing, AI, technology, and B2B industry thought leaders a platform to share their innovative approaches to modern commercial challenges. There's nothing simple...
How often does B2B Reimagined release new episodes?
B2B Reimagined has 87 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to B2B Reimagined?
You can listen to B2B Reimagined on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts B2B Reimagined?
B2B Reimagined is created and hosted by Zilliant.
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