Zilliant Customers - Market-leading Manufacturing Companies

Industrial Manufacturer Grows Operating Margins Three Consecutive Years With Better Pricing

After deploying ZPPS Analytics in eight functional areas, this Fortune 500 manufacturer was able to uncover and reverse trends of maverick discounting and non-compliance with returns processing. Guided by ZPPS Analytic's detailed views and peer group benchmarks, the manufacturer instituted policy changes that yielded tens of millions of dollars in savings over two years.

Building on the success of the Analytics deployment, the company then rolled out ZPPS Optimization and Deal Manager to provide optimized price targets on every sales deal, with compelling results – operating margins grew by 5.8% in 2005, 9.9% in 2006 and 12.8% in 2007. In a recent press release following a quarter in which earnings rose 40%, the manufacturer attributed the superior financial results to "better product mix and more favorable pricing."

Global Manufacturer Takes Pricing from Good to Great, Adds $40M of Profit to the Bottom Line

A global industrial manufacturer deployed ZPPS Optimization and Deal Manager to provide optimized price recommendations to sales teams, and ZPPS Analytics to analyze resultant price performance. Zilliant's Precision Price Segmentation™ allows the manufacturer to finely differentiate prices on the basis of order attributes such as product mix, order size and project type, and provided ZPPS Optimization with the foundation for establishing profit-maximizing price targets in 30,000 unique price segments.

In the first twelve weeks of quoting business with Zilliant's prices, sales teams successfully captured over 90% of the corresponding revenue. Subsequent analysis showed that financial results have far outpaced the $10 million of incremental margin initially expected from this project, even in the face of significant raw material cost inflation.

Additionally, prices on 50% of all quotes are now reviewed and either approved or adjusted immediately, with no manual intervention. This has allowed price analysts to concentrate their efforts on quotes most in need of attention, and sales teams to respond quickly to tens of thousands of monthly quote requests. The Zilliant project was recently selected, from hundreds of projects worldwide, as the winner of a prize for being the company’s most impactful growth initiative, and the CEO has stated that implementing Zilliant was the "best decision he'd ever made" in his career.

Building Products Manufacturer Deploys Optimized Prices to 1,000 Field Sales Reps

A multi-billion manufacturer of building products has used ZPPS Analytics and Optimization for several years. Zilliant initially set optimized price targets for several thousand product families within the commercial division, with a resulting 5% lift in total margin dollars.

The entire field sales force of over 1,000 reps now views Zilliant prices directly within their Salesforce.com CRM application, accessible in the field on Tablet PCs and Palm Treo mobile devices. Periodic analyses of margin performance have consistently shown increases in realized prices to be the single most significant driver of the manufacturer’s improved profitability, and the Zilliant project is now cited by management as a prime example of sales excellence and strategic process innovation.