The B2B industry is consistently failing to capture hidden pockets of revenue and profit that can be uncovered today. Learn from industry experts on how to put an end to profit leakage for good. Zilliant MindShare welcomes you to our ecosystem of best-in-class partners and thought leaders. You won't want to miss this.View Speakers
Learn in a variety of settings. You'll be immersed in thought-provoking keynote sessions, intimate industry-specific breakouts, and interactive networking sessions.
Be the first to hear Zilliant showcase End-to-End Pricing and Sales Growth Capabilities.
Build relationships that will flourish well beyond the days of MindShare.
Take a look at our outstanding speaker line-up and register today!Interested in Speaking
Daniel Burrus is considered one of the World’s Leading Futurists on Global Trends and Disruptive Innovation. The New York Times has referred to him as one of the top three business gurus in the highest demand as a speaker.
He has delivered over 3,000 keynote speeches worldwide and is a strategic advisor to executives from Fortune 500 companies, helping them to develop game-changing strategies based on his proven methodologies for capitalizing on technology innovations and their future impact. His client list includes Lockheed Martin, Verizon, Microsoft, VISA, Deloitte, Google, Procter & Gamble, KPMG, Honda, FedEx and the U.S. Department of Defense.
He is the author of seven books, including the New York Times and Wall Street Journal bestseller Flash Foresight, and his latest book, The Anticipatory Organization, is an Amazon No. 1 bestseller.
Burrus is also a featured writer with millions of monthly readers on the topics of disruptive innovation, exponential change and the future for a variety of publications, including CNBC, Huffington Post and Wired Magazine.
He has been the featured subject of several PBS television specials and has appeared on programs such as CNN, Fox Business and Bloomberg. Burrus has been quoted in a variety of publications, including Harvard Business Review, The Wall Street Journal, Financial Times, Fortune and Forbes.
Burrus is an innovative entrepreneur who has founded six businesses, four of which were U.S. national leaders in the first year. He is the CEO of Burrus Research, a research and consulting firm that monitors global advancements in technology-driven trends to help clients profit from
technological, social and business forces that are converging to create enormous, untapped opportunities.
He is the creator of the Hard Trend Methodology and the Anticipatory Organization® Business Model now being used by leading organizations worldwide.
His accurate predictions date back to the early 1980s where he became the first and only futurist to accurately identify the 20 exponential technologies that would become the driving force of business and economic growth for decades to come. Since then, he has continued to establish a worldwide reputation for his exceptional record of predicting the future of technology-driven change and its direct impact on the business world.
Discover more at www.Burrus.com
Organizations call on keynote speaker, Ian Altman to inspire audiences with a modern approach to grow business with integrity.
As a CEO for two decades, Altman founded and grew his own business-services and technology companies from zero to over $1 billion in value. This business success, backed by years of researching how customers make decisions, established Ian as a leading authority on accelerating business growth.
B2B organizations around the world have achieved remarkable, measurable business growth with Altman’s integrity-based approach from his bestselling book, Same Side Selling .
Through his energetic, humorous, and interactive talks, Ian engages executives, subject matter experts, marketing and sales professionals alike. He shares proven methods to help modernize sales and marketing to align with today’s customers. Whether speaking to an audience of hundreds, thousands, or a small group of executives, Altman’s message still resonates.
As a business growth expert and bestselling author audiences are drawn to Altman’s popular weekly podcast, Same Side Selling, available on iTunes. Hundreds of Altman’s articles on business and leadership can be found on Inc. and Forbes.
Discover more about Ian Altman as a keynote speaker and how he helps his clients achieve remarkable results at IanAltman.com
Carla joined Shaw in 2006. Prior to Shaw, she gained experience in sales, sales management and human resources roles in various industries. Carla, currently, leads the Revenue Optimization team for Shaw’s Residential Flooring Division with a focus on price alignment and optimization.
Lydia Di Liello MBA is the CEO and founder of Capital Pricing Consultants, a revenue management and business consultancy dedicated to improving profitability for its clients through strategic, operational and tactical recommendations. Spending her corporate career in b to b with leadership roles including manufacturing, pricing and procurement, Lydia has worked with global Fortune 500 companies and privately held firms in over 16 countries. Achieving dramatic impact to bottom line results through Strategy, Process &Technology, Lydia’s clients benefit from her breadth and depth of knowledge delivering exceptional results: 3%-300% profit increase in as little as six months.
She has created green field Pricing departments, designed and implemented pricing software and developed and guided global pricing strategy doubling clients’ ebit. Lydia is a noted speaker and has presented at executive forums, conferences and workshops worldwide and publishes frequently in trade and professional journals. With more than 25 years of global revenue management and business leadership expertise, she holds an MBA from Youngstown State University and is a member of the PPS Board of Advisors. Lydia is passionate about increasing profitability with proven transformational results for her clients.
After 15 successful years in sales for TW Metals, Matt Gour was promoted to corporate pricing analyst in 2019. He has held inside and territory management positions at two TW Metals locations with vastly different customer profiles. His experience, product knowledge and ability to create strong internal and external relationships made him an ideal candidate to take on the newly created position. His focus has been Change Management for a sales team that has an average tenure of 11 years. Outside of spending time with his family, Matt enjoys being outdoors; mountain biking, hiking or hunting.
Brett Hankey, Senior Vice President, Operations joined Distribution International (DI) in July 2017. He has more than twenty years of commercial, operational, and strategic leadership experience in industrial distribution and manufacturing industries earned while serving at HD Supply and GE.
Prior to joining DI, Brett held significant leadership roles at HD Supply (HDS) from 2005 to 2016 which included VP, Sales Strategy and VP, Operations and Supply Chain at HD Supply Facility Maintenance, VP, Strategic Initiatives at HD Supply Corporate, Sr. Director, Sales and Marketing at HD Supply Hardware Solutions, Director, Strategic Business Development at HD Supply Corporate, and Director, Commercial Operations at HD Supply Brafasco business.
Mr. Hankey participated in GE’s Experienced Commercial Leadership Program (ECLP) from 2003 to 2005, where he held multiple sales and marketing roles across GE Water Technology, Plastics and Supply businesses. He was also a Six Sigma Blackbelt and Manager of Operations for the Industrial and Electrical Control business. Prior to that, Brett participated in GE’s Operations Management Leadership Program (OMLP), where he held multiple operations roles across GE Industrial and Electrical Control business.
Brett has a bachelor’s degree from University of Florida and an MBA from University of North Carolina at Chapel Hill.
Mike Rice is responsible for leading the revenue analytics, pricing optimization, and revenue operations teams for Signature Flight Support, the world’s largest network of FBOs serving private and business aviation. Over the past 2 years Mike has overseen the growth of Signature’s pricing and analytic capabilities from processing manual, ad-hoc pricing analyses to delivering a consistent pricing strategy built on structured analytics.
Prior to Signature Flight Support, Mike led pricing strategy and product development for Hertz’s North American division where he helped implement multiple innovative products. He also spent nine years in various revenue management leadership roles with Marriott. He holds an MBA from the W.P. Carey School of Business from Arizona State University.
Rick leads Zilliant’s Customer Success program, and is dedicated to ensuring it lives up to its name. Across multiple roles, Rick has helped his customers adopt and take full advantage of technology solutions to complex business problems. In prior roles, he’s led more than 50 Zilliant implementations as a Professional Services Director; led SAP implementations at Accenture; managed the hosting of Ariba SaaS solutions; and led corporate IT functions. Under Rick’s guidance, Customer Success has become a recognized differentiator for Zilliant, maximizing the value that customers receive from their Zilliant investments. His own experience working with both manufacturers and distributors in a wide range of industries has proved an invaluable resource to customers. Zilliant’s customers can count on Rick for profit-driving insights on using Price as a differentiator and the adoption of optimized guidance in order to deliver the most successful, impactful pricing and sales optimization projects. Rick is a Prosci-certified Change Management practitioner and holds a bachelor’s degree in mechanical engineering for the University of Akron.
Pete brings 20 years of product strategy experience, helping Fortune 500 companies harness Big Data to improve business performance. As Senior Vice President of Products and Science, Pete is responsible for leading Zilliant’s R&D efforts and defining the product lifecycle and requirements.
Prior to Zilliant, Pete served as Vice President of Product Marketing at Yclip. Prior to Yclip, Pete managed KD1’s highly scalable data mining and decision support applications used by Walgreens, Lowe’s Home Improvement and Pepsi/Frito Lay. He also worked at Kelly Information Systems where he oversaw product development and implementation of their multi-terabyte data warehouse analytics product line.
In addition, Pete has worked in consulting and product development roles with Category Management, Inc. and Procter & Gamble. He earned his B.B.A. in Quantitative Analysis and Information Systems from the University of Cincinnati.
Brooks Hamilton is a leader of the Zilliant professional services organization where he is responsible for ensuring successful implementation of pricing and sales growth projects in North America. Prior to his current role at Zilliant, Hamilton worked in product management, established Zilliant’s mid-market business unit, and held a variety of management roles within the professional services organization. He has developed pricing models for customers that price more than $20 billion in sales per year. He holds a Bachelor of Arts in Political Science from Rice University.
Greg oversees all of Zilliant’s operations, including its strategic direction, product planning and development, as well as its financial management. Under Greg’s leadership, Zilliant has grown into one of the leading providers in prescriptive B2B sales guidance and has pioneered new approaches for companies to harness the power of Big Data.
Prior to Zilliant, Greg served as president and CEO of Vignette, the leading content management company and one of the most successful initial public offerings in 1999. He also served as president and chief executive officer of Logic Works, Inc. and controller and chief financial officer for Micrografx, Inc. Greg sits on the board of directors at Planview and LiquidFrameworks, and is an accomplished speaker who has appeared at numerous leading industry events.
Barrett leads the Business Solutions Consultant team, aligning Zilliant solutions to customer needs and promoting pricing and sales best practices among our customers. Over the past two decades, Barrett has built and delivered optimization and pricing solutions to Fortune 500 businesses in diverse vertical industries including building materials manufacturing and distribution, industrial components manufacturing, semiconductor manufacturing, office-supply distribution, hardware-software distribution, pharmaceutical and medical-device distribution, telecommunications, and multiple travel & transportation verticals. He has held management positions at multiple software enterprises including Manugistics, Revenue Technologies, Talus Solutions and AtWork Technologies. Barrett is a frequent speaker and author on achieving rapid, sustainable profitability improvements through the application of pricing science. Barrett received both his Bachelor of Science in Applied Mathematics and his Master of Science in Operations Research from the Georgia Institute of Technology.
Workshops: Join fellow users for a day of hands-on, how-to sessions with Zilliant product experts.
Evening Welcome Reception at The Fairmont Austin.
Conference Day 1 : Be the first to see new IQ Platform innovations, hear actionable success stories from fellow customers and industry trends from notable thought leaders, and engage with peers at this can’t-miss event.
Matt Gour, Pricing Analyst, TW Metals
TW Metals is a longtime Zilliant customer that realized it was leaving value on the table by not having a consistent focus on price optimization. To begin to remedy that, Matt was named as a dedicated full-time pricing resource. Working closely with Zilliant Customer Success, Matt visited all 18 branch offices on a pricing roadshow that created a 2-way street of knowledge sharing and collaboration between pricing and sales. Today, TW Metals is reimagining what is possible with price, using the Strategy Interface to test predictive revenue/profit scenarios and expanding the model to encompass its retail and customer portal web sites. Attend this session to learn what it takes to elevate your pricing program to new heights.
Mike Rice, Sr. Director Revenue Management, Signature Flight Support
Signature Flight Support (SFS) primarily functions as a fuel stop for private aviation. However, its pricing and customer segmentation model make it much more complex than your neighborhood fill-up station. SFS sells fuel both direct and through resellers, under five distinct price types with little insight into customers’ willingness to pay. Mike will explain (1) how Price IQ puts rational prices into the market and allows SFS to measure customer elasticity, and (2) how Price Manager automates SFS’ manual prices and more quickly delivers the right price based on market dynamics.
Hammer Time: Finding & Fixing Margin Leakage in Customer-Specific Pricing
Brooks Hamilton, Vice President of Services, Zilliant
Customer Specific Pricing, or prices that are negotiated and set for one customer, is often one of the most sacred price modes in a business, and, as such, it’s the last to be addressed when price needs to move. Try to change prices and you’ll have the sales team throwing on their MC Hammer pants and screaming “Can’t touch this!” However, when we take a closer look at Customer Specific Pricing, there are two types of Customer Specific Prices that commonly take place in a
business. Each of which are unique in terms of ability to sap margin from your business and in terms of how fix them.
In this session, Brooks will delve into customer specific pricing: what it is, how it’s expressed in the business, and surprising reimagined approaches to achieve major margin improvements. Register and join us for an informative session on what it takes in terms of methodology, tools, process and message to set and update Customer Specific Pricing that retains a healthy margin and satisfies customers.
Session Hosted by Daniel Burrus, Global Futurist, Strategic Advisor, Best-Selling Author
Better than a Crystal Ball: Pricing Tactics for a (Potentially) Recessionary Period
Barrett Thompson, General Manager of Commercial Excellence, Zilliant
Oh, but to have a crystal ball into the near future. With 2020 underway, talks of tariffs, trade and interest rates have pundits and economists eyeing a potential downturn. For pricing professionals, the potential for more economic uncertainty is not necessarily welcome. The tariffs alone have presented a bevy of new pricing challenges that show no signs of slowing and, if the economy does begin to enter a recessionary period, setting prices that meet the demands of the business AND the expectations of customers is no small feat.
Wouldn’t it be nice to have that proverbial crystal ball? To see what’s coming, adjust pricing strategies accordingly, predict the outcomes before implementing them, and publish coordinated prices across all varying modes (spot, agreement, customer-specific, matrix, etc.) in your business? Of course, that crystal ball doesn’t exist, but there is wealth of knowledge you can leverage. In this session, Barrett will cover tactics to keep at the ready if recessionary fears become reality.
Session Title & Abstract Coming Soon!
Bob Bean, Director of Pricing, Williams Scotsman
Bob joined William Scotsman in 2018 as part of the company’s acquisition of ModSpace. An uphill battle ensued to reconcile two totally different rate models into one coherent system, not to mention win back the trust of more than 265 sales reps. Bob will speak to the importance of getting the upfront work right before deployment, such as deep data analysis, an understanding of what will work in your specific industry, and an incentive plan to get reps on board early. Attend this session to learn the different ways in which William Scotsman is continuously improving adoption and rates.
Conference Day 2 : The learning continues with a second day of sessions from industry thought leaders and fellow customers.
Carla Clark, Director Revenue Optimization, Shaw
Shaw uses a mainframe to process orders and, while always reliable, the system requires code updates to change approval workstreams and manage price updates. In the past, this made it impossible to respond quickly to market changes or time-sensitive price exceptions. Attend this session to hear how Zilliant Price Manager is now communicating with Shaw’s mainframe to allow price analysts to re-route approvals in real-time and mass update prices when costs change due to tariffs or other marketplace triggers.
Brett Hankey, Senior Vice President, Operations, Distribution International
Distribution International faced a common distribution business dilemma: how to provide market-relevant prices (that sales reps will actually use) to reduce price inconsistencies and over-discounting, while improving revenue and margin performance. In this session, learn how Brett and team rolled out a pricing strategy that increased margin rates on the matrix, provided discounting guardrails for overrides and achieved sales team buy-in.
Reimagine What’s Possible: Go Beyond Pricing and Sales with the Zilliant Platform
Lee Rehwinkel, VP of Data Science, Zilliant
Newly launched, the Zilliant IQ Platform allows customers to operationalize data science
initiatives with custom-built “SmartApps.” Learn about how and why we’ve opened up our platform to help solve even more commercial challenges in your business. Our VP of Data Science Lee Rehwinkel will demo the next generation of Zilliant innovation through some real-world use cases.
Session Hosted by Ian Altman, B2B Growth Expert, Keynote Speaker, Best-Selling Author
Redefining the Right Set of Pricing KPIs for Your Business
Lydia Di Liello, CEO and Founder, Capital Pricing Consultants
Many businesses are drowning in data and reports, spinning their wheels, while trying to gain some meaningful insight about their performance. In this session, Lydia will discuss strategies to identify the most meaningful KPIs to measure the effectiveness of pricing, and how to turn your mountains of information into actionable data and insights.
Session Title & Abstract Coming Soon!
Matt Waterman, Pricing Director, United Rentals
Through more than a decade of partnership with Zilliant, United Rentals has experienced the usual business cycles like market downturns, growth through acquisition, and new competitive threats. The relationship’s longevity is a testament to the value of price optimization done right. This session will explore how United Rentals’ Zilliant implementation has grown to meet the needs of a changing business.