What do you like best?
Zilliant's MarginMax optimization platform uses sales data to produce optimal price guidelines that are derived from science and facts rather than intuition and subjective inputs. An important feature is the capability to "bolt on" to SalesForce without any additional development.
Pricing guidance is delivered to an organization's sales team via phone, tablet, or laptop, and improves response time and closes more deals. The pricing team will no longer need to manage pricing in Excel or .pdf tables.
MarginMax can deliver 5-10% revenue improvement and 2-5% margin increase. The results are quantifiable and measurable.
For any B2B company that is not using an optimization platform, I highly recommend starting with Zilliant's MarginMax solution to not only drive revenue and margin, but also to create a distinct competitive edge.
What do you dislike?
When bringing a new approach to solving pricing problems like MarginMax, the most challenging function will be change management.
Having the internal audience adopt and utilize MarginMax can be a challenge for any change resistant organization. The crucial element is having a robust change management function, and, getting key folks from the sales team to be champions of price optimization.
There is also a learning curve for IT and pricing functions, however, this is normal and anticipated. After a few weeks of calibration, the MarginMax solution begins to improve pricing in incremental improvements.
Recommendations to others considering the product
Focus on change management as sales and other internal users may be change resistant when it comes to a new approach to pricing.
What business problems are you solving with the product? What benefits have you realized?
We were having challenges with revenue leakage and selling below price floors. MarginMax identified where leakage was occurring at the product and regional level by salesperson, and provided a factual background on where other sales teams were selling the same product in the same region at higher prices. This enabled sales to trust the tool and drive higher pricing, and, ultimately, high sales commissions.