MindShare Europe 2019

13 November | Paris, France

The only event tailored for industry leaders who are implementing data science and predictive analytics to drive profitable growth.

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Want to Drive Profitable Growth?

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.

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Benefits of Attending

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.

I am so glad that I came last minute. I am even more motivated to get my company on the band wagon with digital transformation, value-based selling, and price optimization.
It is great to hear success stories along with common struggles other companies face. Makes you feel like you are not alone in what you are doing and gives you motivation to keep fighting to improve your business.
One of the best run conferences I've experienced.


Take a look at our outstanding speaker line-up and register today!

Interested in Speaking

Gabriela M. Fischer moved from being an Austrian chemist, working several years in Aids and Cancer research, to various Sales and Marketing roles in Austria, Belgium and Germany. In the 25 years with her current company – which changed names and owners several times – she developed a winning pricing team and a strong pricing culture to foster strong long-term relationships with customers to enable science.

Hardy C. Koth has received his MBA and MA in International Relations from the University of Chicago. After serving as a member of the Management Team of Booz Allen Hamilton, in 1999 he co-founded Vocatus.

His wide-ranging 20 years of experience in successfully developing and implementing pricing strategies derives from a multitude of international projects in B2B as well as in B2C.

He is also the co-author of various articles and books on the applicability of Behavioral Economics in companies.

Jean-Baptiste Fayet holds a degree in Environmental Engineering from the Massachusetts Institute of Technology (1999 – 2000).  He previously graduated from the Ecole Nationale des Ponts Et Chaussées (1997 – 1999) as well as from the Ecole Polytechnique (1994 -1997).

He began his professional career in 2000 as part of The Boston Consulting Group in Paris as a Senior Associate Consultant. In 2002 he joined Terreal as a General Manager for Asia, based in Kuala Lumpur in Malaysia. He has occupied the position for 10 years and manages the Terreal subsidiaries in Malaysia, Singapour, Indonesia and China. He returned to France in 2012 in order to oversee the French sales territory. He then became sales director for the Roofing Business Unit in 2013. Today Jean-Baptiste Fayet is the Sales and Marketing Director for France for 4 Business Units (Roofing, Structure, Façade, Decoration).


Jean-Baptiste Fayet est diplômé en Civil and Environmental Engineering à la Massachusetts Institute of Technology (1999 – 2000). Auparavant, il a suivi une formation à l’Ecole Nationale des Ponts Et Chaussées (1997 – 1999) ainsi qu’à l’Ecole Polytechnique (1994 -1997).

Il débute sa carrière professionnelle en 2000 au sein du Boston Consulting Group à Paris en tant que Senior Associate Consultant. En 2002, il rejoint TERREAL en qualité de Directeur Général Asie, basé à Kuala Lumpur en Malaisie, poste qu’il occupe pendant 10 ans. Il dirige les filiales de TERREAL en Malaisie, Singapour, Indonésie et Chine.  Il retourne en France en 2012 afin d’assurer la Direction Nationale des Ventes de TERREAL. Il exerce ensuite les fonctions de Directeur Commercial Couverture en 2013. Jean-Baptiste Fayet est aujourd’hui Directeur commercial et marketing France de TERREAL pour les 4 activités (Couverture, Structure, Décoration, Façade).

Nadia leads pricing and strategic data analytics in both the B2B and B2C parts of the company. Her two main focuses are: 1) defining and implementing different strategies – amongst them pricing – that ensure profitability for both parts with respect for the alignment between them, and 2) understanding and advising management on what drives profitability through analytics. Nadia has more than a decade of experience in business controlling, strategic projects management, data analytics and statistics, customer insights like CRM and CIM, and pricing.

Ulas’ first degree was computer programming and technology and second degree was business administration. He also has a master’s degree in MBA.

Ulas has more than 15 years of experience in retail, wholesale B2B and B2C business. During his career,  he managed various business units such as Business Controlling & Reporting, Finance & Accounting, Strategy  Project Management and Revenue Management.

Today, Ulas leads Revenue Management at Metro Turkey. His main responsibility is to define and manage pricing strategy in all business channels in the company.

His team’s main task is to maximize revenue by managing price investments in the most efficient way and to try a new way of working, implementing new technologies and redesigning processes accordingly.

Ulas is also a member of the digital committee and commercial board in the company.

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.

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.

Michel Safi leads the Zilliant international teams, primarily in charge of further developing the markets for Zilliant. Michel was most recently leading the IBM Merchandising Solutions global sales organization. At DemandTec, acquired by IBM in 2012, Michel was responsible for making sure the company’s unique value proposition was aligned with its customer’s strategic priorities, business needs and financial requirements. He managed cross-functional teams and worked closely with customer resources to ensure the design and delivery of holistic and tailored solutions across customer operations and geographies. Michel played an instrumental role in launching the international business of DemandTec, broadening its reach and deepening its client relationships when he joined the company in 2005. Michel has deep expertise in Cloud Computing & SaaS, Analytics, Enterprise Software, Business Intelligence, and Business Strategy. Michel holds a Master’s degree in Finance from ESCP Europe and an Engineering degree in Computer Science. He currently resides in Paris, France.

Tuesday, 12 November
Tableau Training

Meeting Room Stendhal
20 rue Cambon
75001 Paris

Join us at the Zilliant offices for a day of Tableau training. The main goal of this training is to give the trainee an understanding of the basic Tableau features which helps:

  • The trainee understand the various Zilliant reports to enable them to use these reports effectively as a business user
  • The trainee build some simple ad-hoc analysis reports for their individual analysis

Topics include, but are not limited to:

  • Create Worksheets, Manipulating Dates, Multi-Axis Charts (core level)
  • Filters: Quick, Categorical, Quantitative and Date (core level)
  • Maps (intermediate level)
  • Dashboards and Actions (intermediate level)
  • Aggregations, Calculated Measures & Dimensions (intermediate level)
  • Sorting (intermediate level)
  • Parameters (intermediate level)
  • Group, Bins and Hierarchies (intermediate level)
  • Table Calculations (advanced level)

Please contact for your Customer Service Manager to confirm your registration.

Be sure to also register for the main MindShare conference on 13 November at the Paris Marriott Opera Ambassador Hotel.

Register for MindShare Europe here.


Evening Welcome Reception

3-5 Boulevard de la Madeleine, 75001 Paris, France

Wednesday, 13 November

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.

Registration and Breakfast
Welcome Remarks
Zilliant Product and Science Presentation
Networking Break
Equipping Sales Reps with Intelligent Price Guidance

Jean-Baptiste Fayet | Terreal
Sales and Marketing Director, France

As a leader in clay building materials, Terreal operates in Europe, North America and Asia, with €376 million in sales. As a pillar of its strategy of operational excellence, Terreal needed to improve overall margins without sacrificing its hard-fought market share. In this session, Jean-Baptiste will explain how Terreal is using price optimization to provide relevant price guidance to sales teams, and take a more surgical approach to price increases, without losing volume.

Omnichannel Pricing: Relating B2B Prices to the B2B2C Market

Nadia Villum Nielsen | Brodrene A&O Johansen A/S
CRM Consultant

Brodrene A&O Johansen A/S is a distributor of technical installation materials and tools, founded in 1914. In recent years, the venerable company has had to meet the modern disruptive force of eCommerce head on. A&O’s primary buyers saw margins erode on hardware because consumers were able to get more competitive prices online. New pricing practices had to be established urgently for both their distribution and retail business.

Nadia will discuss the company’s approach to providing rational omnichannel pricing to a wide variety of customers. She will share how A&O combined technology with a focus on both the B2B and B2B2C markets for their buyers, as well as their own B2C business.

Networking Lunch
Round table Discussions

Round table sessions are interactive, moderated small group discussions where attendees can discuss among peers a variety of topics important to B2B pricing and sales. The round table sessions are your chance to share your experiences and discover new perspectives and ideas.

Topic 1 : Behavioral Pricing: the ultimate way to pricing excellence
Moderated by: Hardy Koth, Co-CEO Vocatus AG

  • B2B deciders use simplified decision heuristics which lead to irrational choices
  • Behavioral Pricing can tap into additional sources of price acceptance
  • Learn how to manage the choice architecture and achieve pricing excellence


Topic 2 : Best Practices for Fostering Business Process Change and Sales Adoption
Moderated by: Philippe Boucher, CEO, Invalio
Invalio logo small

  • Discuss change management pitfalls and how to avoid them
  • Explore ways to craft “what’s in it for me” messages to drive change acceptance and adoption
  • Share best practices for transforming business processes to support pricing and sales initiatives
Making Price a Customer Satisfaction Driver

Gabriela Fischer | VWR Europe
Vice President Pricing

VWR is a global supplier of materials and services to life sciences laboratories big and small, public and private – via both online and offline channels. With a vastly complex international business, VWR’s main challenge is to be as responsive as possible to customer needs while delivering fair and consistent prices.
To help achieve this, VWR made price optimization central to its business, starting in France and Germany before rolling out to 19 countries across Europe. Attend this session to learn how Gabriela and team provide a higher level of service to customers through advanced data science and dedicated process management.

Networking Break
How Price Optimization Fueled a Business Model Shift and Omnichannel Pricing Strategy

Ulas Buyukkonuklu | Metro FSD
Head of Revenue and Pricing Management

METRO Turkey operates 37 stores and seven distribution centers, with more than 50K products, 170K B2B customers and millions of B2C customers. As METRO, which traditionally focused on Cash & Carry (C&C) business, experienced rapid growth in its newly formed Food Service Distribution (FSD) business, Ulas realized the need for an advanced pricing solution to balance growth and profitability in both channels. In this keynote, learn how METRO deployed price optimization across both its FSD and C&C businesses to ensure price alignment and maximize profits, and tackled change management challenges to drive adoption.

Closing Remarks

Paris Marriott Opera Ambassador Hotel

225€ /Night (until 9 October, then regular rates apply)

Click Here to Book Your Hotel Stay

16 Boulevard Haussmann Paris 75009 France

Interested in Speaking?