Zilliant’s Post

The 2024 Global B2B Industry Benchmark Report has arrived! B2B companies operate with a standard underlying cost in their business that they do not fully realize – the cost of poor pricing and sales practices. This includes the cost of inefficient pricing processes, misaligned market pricing, inconsistent pricing, customer churn and lack of adequate cross-sell. Globally, these categories consistently cost B2B businesses up to 31.8 percent of annual revenue and up to 17.1 percent of annual margin; for a $1 billion company this equates to as much as $318 million in annual lost revenue and $171 million in annual lost margin. Read the report and measure your own company’s performance against these five benchmark categories with an interactive online experience that includes a survey component and generates a customized benchmark report unique to your quantitative and qualitative data at https://lnkd.in/g-Sy58yz

As we approach the end of the year, B2B companies are likely focusing on the renewal of pricing contracts for 2025. Here are some important considerations: 1. Value Reaffirmation Over Discounts: Instead of leading with discounts, emphasize the value delivered over the past year. Use case studies, performance metrics, and tangible ROI examples to reinforce the worth of your offering. This will strengthen your negotiation stance and shift the conversation away from price reductions. 2. Incorporate Flexibility in Pricing Models: The business landscape has been volatile, and clients value adaptability. Consider offering tiered pricing options or performance-based contracts that align costs with outcomes. Flexibility can help retain customers who are hesitant to commit due to uncertainty. 3. Sustainability Incentives: With sustainability becoming a priority, linking your pricing strategy to environmental impact could be a differentiator. Incentivize clients with reduced rates for adopting eco-friendly practices or using your more sustainable solutions, creating value beyond traditional monetary metrics. 4. AI-Driven Predictive Pricing: Leverage AI to predict customer behavior and market trends for 2025. By analyzing past purchasing patterns and usage data, you can propose contract terms that anticipate your clients' needs, demonstrating foresight and reinforcing trust. 5. Client-Centric Negotiation: Revisit your client’s long-term goals. Craft renewal packages that support their growth strategies, positioning your product or service as a critical enabler. This approach transforms negotiations into a partnership-building exercise rather than just a transactional conversation. Aligning your pricing renewal strategy with these perspectives can help you build stronger, more resilient client relationships for the future. #B2BPricing #PricingStrategy #ContractRenewal #BusinessGrowth #Sustainability #RevenueOptimization

Seeking to excel in competitive B2B markets but hindered by limited pricing potential?  As rivals close in and margins tighten, retaining business becomes critical. Defending margins and securing returns requires action beyond mere price adjustments. So how can you maximize revenue while guarding against customer churn and brand devaluation? Join Pearson Ham Group's Shevket Halil Shevket and John Thanasoulas as they unveil a strategic four-step pricing approach for competitive B2B markets. Unlock profitability and fortify your position. Read the full article here: https://lnkd.in/eJ_azmYQ #pearsonhamgroup #pricing #pricingstrategy #b2b #b2bpricing #consulting

Want to gain invaluable insights into your pricing strategy? Read this post on win-loss analysis! Curious to hear your thoughts!

From the archives: In B2B markets facing volatility from global economic headwinds, regulatory challenges and ever-increasing competition, management teams are constantly searching for innovative strategies to drive growth and maintain a competitive edge. A catch-all term for a range of strategies that do just that is Experience-Led Growth. Tech firms and consultancies lead the way in this space, but we are seeing, and helping, business brands across the spectrum to adopt this approach. Click to find out who’s winning with experience-led growth: https://bit.ly/48DiKvx #b2b #experienceledgrowth

📣 Unlocking insights: New article on win-loss analysis! With a win-loss analysis, you can gain invaluable insights into your pricing strategy, market trends and competitive position. Don’t just speculate, but optimize your sales approach and drive your business towards top-line growth, very relevant for B2B companies. Read the full article at: https://lnkd.in/eJprkhhj Contact us to stay ahead of your competition! 🚀 #pricing #pricingstrategy #winloss #analysis #B2B

No matter their competitive position today, the moves that industrial #B2B companies make in the next two to three years will determine their market position for the next decade and beyond. In this brief, we break how leading companies produce green solutions at the lowest cost possible to propel adoption and build competitive advantage.

Explore the trends and technological advancements that are reshaping the industry. This blog is about how businesses cross this dynamic environment and emerge as leaders in the age of next-generation logistics. Stay ahead of the curve! https://lnkd.in/dMQf7GTc #blog #b2bbusiness #b2b #blogpost #viralblog #trendingnow #b2bsales #foryourpage

By embracing decision intelligence, B2B organizations can unlock exponential growth, optimize operations, and gain a crucial edge in the competitive landscape. Click the link below to read the complete article. https://lnkd.in/eG35dbCX #Success #AIAnalytics #DecisionMaking #Optimize

Both pricing strategies have merits and drawbacks. But one of them carries more weight and can better position a company for growth. The debate between fixed fee pricing versus value-based pricing is an age-old one in many industries in the B2B space. Read more here: https://lnkd.in/e-Vzdsve #NewBlogPost #FixedFee #ValueBased