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
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
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
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.
Garni joined McGrath RentCorp dba Mobile Modular Management Corp. in 2001 and currently is the Director, Strategic Initiatives for the company. McGrath RentCorp (NASDAQ:MGRC) is a diversified business-to-business rental company that rents and sells relocatable modular buildings, storage containers, electronic test equipment, and liquid and solid containment tanks and boxes. Its employees think it’s a hidden gem!
During her almost 20 years with the company Garni has gained experience in operations, sales, information technology, and inventory management. Currently, Garni leads a team of individuals responsible for accelerating the business results through the implementation and management of new initiatives such as price alignment and optimization. Change management and progress leadership sit at the heart of the strategic work she and her team perform. They make cool things happen!
Paul brings 22 years of experience in sales transformation to his clients, who represent a range of industries including technology, media, financial services, and business services. Paul focuses on aligning sales strategy, process, and management programs to drive growth and optimize returns on sales investments. Recently Paul has led sales transformation efforts at a Fortune 500 technology client to shift their sales force to sell as-a-service (XaaS), a Fortune 100 technology client to implement smart sales territories and quotas, a Fortune 100 technology client to upgrade to a end-user based CRM platform, and a Fortune 100 financial services company to design an integrated distribution model.
Paul’s has a depth of expertise in go-to-market strategy, sales channels, sales motions, process and role design, territory and quota design, and sales compensation. Paul serves as a subject matter expert on engagements involving end-user based CRM design, pipeline management, sales forecasting and planning.
Matt Waterman is the Director of Pricing and Sales Operations at United Rentals. In this role he leads a team of pricing professionals responsible for supporting a specialized sales organization selling to a diverse set of customers through multiple sales channels. During his time at United Rentals Matt has led several project teams responsible for development, implementation, and rollout of numerous pricing and sales support tools.
Matt has relentless focus on leading with insightful data analytics while building tools and processes that drive enhanced revenue performance and sales productivity.
Prior to joining United Rentals Matt held various finance leadership roles at both Staples and Thermo Fischer Scientific.
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.
Through leading the UX Design team, to managing the out of the box Zilliant use cases, to building and delivering demo needs – Samantha focuses on the Zilliant product experience for the entire product suite. She’s dedicated to understanding Zilliant users, their current pain points and works towards elevating roles by creating best in class software solutions.
Prior to Zilliant, Samantha worked at system integrators to help manufacturers and distributors in a wide range of industries integrate software like CRM, CPQ, and donor management systems seamlessly into their business processes. From understanding requirements, to technical implementation, to training and change management, Samantha focused on ensuring customers were taking full advantage of their technology investments to solve business problems. Samantha is a certified Salesforce Administrator and holds a bachelor’s degree in mass communications and business at Texas Tech 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.
Lee leads the science team at Zilliant, where he is responsible for the development and implementation of Zilliant’s science methodologies across the full suite of product offerings. Lee has a passion for all things data science, statistical computing and optimization. Over the past decade, he has a proven track record of transforming data into measurable financial results. Prior to Zilliant, Lee was a quantitative risk manager at JPMorgan Chase where he helped define the bank’s risk capital methodologies following the 2008 financial crisis. He holds an MS and BS in Operations Research from Columbia University and an MS in Computational Finance from Carnegie Mellon University.
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.
Daniel Burrus, Global Futurist, Strategic Advisor, Best-Selling Author
With the exponential pace of technology driven change, you will either be the disruptor or the disrupted. Most of us see disruption as negative because when an industry, organization, or career is disrupted, you’re forced to react, crisis manage, put out fires, and make dramatic changes in an effort to keep up and off-set the damage caused by the disrupting technology or company. In this eye-opening and actionable keynote, leading technology futurist and disruptive innovation expert Daniel Burrus will share proven strategies credit unions can take to become a positive disruptor, creating must-have products, services and experiences that will accelerate growth and success.
Pete Eppele, Senior Vice President of Products and Science, Zilliant
Samantha Leung, Manager, Product Experience, Zilliant
B2B customers expect immediately available, tailored pricing that is consistent across channels and accurately reflects current market conditions and their relationship with the supplier, even for large quote requests, with no lag time during negotiations. In this demo session, we’ll showcase how Zilliant’s Real-Time Market Pricing enables you to leverage multiple data sources, including digital and eCommerce data, as inputs to price calculations and optimization to set and deliver dynamic prices to sales reps and customers.
Attendees will learn how to:
Additionally, Pete and Sam will demo how the next generation of Zilliant innovation is poised to help you solve even more commercial challenges in your business with some real-world use cases.
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.
POSITIVE DISRUPTION: Breakout
Daniel Burrus, Global Futurist, Strategic Advisor, Best-Selling Author
We tend to look at disruption as something negative that happens to us. In this breakout session, Daniel Burrus continues to turn that framing on its head, taking ideas from his morning keynote and transforming them into actionable tasks to help grow your business.
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.
Outside the Algorithm: How to Deploy AI & Drive Organizational Change
Garni Thomas, , Director, Strategic Initiatives, Mobile Modular Management Corporation, a division of McGrath RentCorp
When deploying a new business strategy or initiative in your organization, change management must be a central component of the implementation. Regardless of the amazing positive impacts of the solution you’re deploying, it’s the people who will be using the solution that have to be on board with the change for the project to be successful. Join us for an informative session with Garni Thomas, Director, Strategic Initiatives at Mobile Modular Management Corp, a division of McGrath RentCorp, on how the company deployed technology to deliver realtime customer guidance, but more importantly, the comprehensive change management approach that allayed fear and cast the vision around the new solution and resulted in rapid adoption.
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.
Ian Altman, B2B Growth Expert, Keynote Speaker, Best-Selling Author
You are already taking advantage of the premier platform for pricing. But, what if you could shift the focus from price to value? What if it could feel like you and your client are working together on the same side, instead of on opposite sides? Some of the most recognized B2B brands in the world have called on Ian Altman to help them sell from the Same Side to earn attention, shorten sales cycles, overcome pricing pressure, and compete with integrity.
In this interactive session, Altman shares case studies of companies and content from his bestselling book, Same Side Selling, as a backdrop to discover how to:
Through a pre-event survey, Altman will address the specific topics that you share as being most important for the growth of your business.
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
Learn how 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.
Same Side Selling : Breakout
Ian Altman, B2B Growth Expert, Keynote Speaker, Best-Selling Author
This morning you joined Ian Altman to ReThink, ReDefine, and ReImagine your customer relationships. Discover how to turn these ideas into action to grow your business. Ian will be on hand to share additional best-practices, answer your specific questions, and he’ll demonstrate how to apply his powerful concepts to conversations with your customers – so come prepared to be engaged!
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.
Rethinking Sales Incentives: Strategies and Tactics to Drive Adoption
Paul Vinogradov, Principal, Customer & Marketing, Sales Transformation, Deloitte
Finding the right mix of sales incentives to drive desired behaviors and performance can often feel like a guessing game. In this session, Paul will discuss the various sales performance management levers companies have at their disposal, and how to determine the right time and approach to successfully use each one.
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.