MindShare 2019

May 14-16 | Austin, TX

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 in 2019?

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 hands-on workshops, thought-provoking keynote sessions, and intimate industry-specific breakouts.

Be a part of the action: 50% attendee growth from 2017 to 2018.

Build relationships that will flourish well beyond the days of MindShare. We're all about connections. It's part of that southern hospitality charm.

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.

Speakers

Take a look at our outstanding speaker line-up – and this is just the beginning. Check back frequently for more speaker announcements.

Interested in Speaking

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.

Lydia Di Liello brings more than 25 years of global revenue management, pricing expertise and business leadership to her clients.

Working with over 16 countries in both Fortune 50 and privately held firms, Lydia’s experience provides a breadth of knowledge and an understanding of the unique challenges her clients face. Her leadership roles have included manufacturing, pricing and procurement, including nine years at the executive level in customs plastics manufacturing.

She is a noted speaker and has presented throughout the United States, Europe and Asia leading executive sessions and workshops. She is a frequent contributor to pricing industry publications including: The Pricing Advisor, The Pricing Journal and Pricing Brew as well as a featured guest on Pricing Podcasts and twitter chats. Most recently, she published in Regions: a Division of INC Business Resources.

Lydia is a member of the Professional Pricing Society Board of Advisors and earned an MBA on scholarship from Youngstown State University. She is passionate about creating profit with proven transformational results for her clients’ bottom line.

Ian Heller is the President and COO of MDM. In the past, Ian served as VP Marketing for Grainger, EVP eCommerce at GE Capital Rail, SVP at Newark Electronics, VP Marketing North America at Corporate Express and VP Marketing at HD Supply C&I.

Ian is the founder of distribution consulting firm Real Results Marketing and is the lead MDM analyst for Amazon Business. He holds an MBA from the Kellogg School of Management at Northwestern University.

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.

Nadia leads pricing and strategic data analytics in both the B2B and B2C part of the company. The two main focuses is 1) defining- and implementing different strategies – amongst them pricing – that ensures profitability for both parts with respect for the alignment between them 2) understanding and advising the 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 CJM and pricing.

Mr. Thomason’s research coverage examines traditional and emerging monetization models for digital products and services, identifies disruptive business models and technologies such as cloud services, product to “aaS” transformation, and monetization enabled by innovation accelerators such as IoT. The practice also examines the use of analytics to understand usage and ensure compliance.

Mr. Thomason was formally the Head of Market Insights at Veritas Technologies, where he was responsible for market insights, market sizing, primary research, and secondary research vendor management. Mark had been working at Symantec/Veritas since 2012, but previously worked at Veritas from 1991-2004 working a variety of leadership roles in development, product management, competitive intelligence, strategy, and business alliances. In the “in between” years, Mark cofounded a SaaS company and was responsible for getting “1/4 of the Electric Vehicle Charging Stations installed in Orlando”. He holds a M.S. in Business Administration from Keller Graduate School of Management and a B.S. in Management of Information Systems from University of Central Florida.

Mike Eppes joined Rush Enterprises in 2015 as Managing Vice President of Parts. In his role, he is dedicated to leading sales, procurement/category management and dealer operations for the Parts organization. Prior to joining Rush Enterprises, Eppes served successfully as Vice President of Category Management for FleetPride and Director of Global Product Management for Parts at Navistar. His Parts experience in both original equipment (OE) and independent distributor channels have afforded him a broad perspective of the heavy-duty aftermarket and proven strategies to grow all-makes Parts sales for Rush Enterprises.

Prior to entering the commercial truck industry, Eppes spent 17 years with Ingersoll-Rand in a variety of leadership roles in the automotive component, construction equipment and commercial HVAC/refrigeration markets. He has a bachelor’s degree in mechanical engineering from Clemson University.

Andrea joined Advance Auto Parts in 2015.  In her role at AAP she is responsible for product pricing. This includes setting and maintaining pricing structures for both retail and professional customers throughout the United States.

Prior to entering the auto parts aftermarket industry, Andrea worked at Office Depot, The Sports Authority, Kmart, and Macy’s.  She holds a bachelor’s degree in Accounting from the University of Florida and is a certified six sigma green belt.

Tom leads the pricing and data analytics department at Hubbell Lighting, which is a leading manufacturer of commercial and residential lighting fixtures and controls. With 15 years in experience in the pricing space and over a decade of system implementation experience Tom is helping Hubbell integrate new technologies and processes to excel in an evolving market.

Prior to joining the team at Hubbell Tom earned a M.A. in Economics from Clemson University and taught Experimental Statistics.

Jon Lucas is the Strategic Pricing & Business Development Manager at Cornerstone Building Brands.  Cornerstone is North America’s largest integrated manufacturer of metal building products for the commercial market.  Cornerstone has more than 20,000 employees and 80 manufacturing and distribution office locations.

Jon was the project lead for the implementation of PriceIQ at Cornerstone’s Metal Buildings and Insulated Metal Panels divisions in 2017/2018.  Today Jon’s team uses Zilliant’s analytics to address pricing challenges such as fluctuation in material costs, changes in the competitive landscape, and increasing government regulation.  Jon is currently working with Zilliant to implement PriceIQ for Cornerstone’s Metal Building Component Division.

Jon has held leadership positions in Pricing, Finance, and Sales Support in various manufacturing and distribution companies.  His career has focused on the implementation and development of pricing systems for companies in the construction, safety, and institutional supply industries.  Jon earned his B.S. in Finance and M.B.A. from John Carroll University in Cleveland, OH.

Enrique is Senior Pricing Advisor with Cargill, Food Ingredients and Bioindustrial Enterprise (FIBI). Over the past six years he has enhanced pricing capabilities of multiple Cargill businesses producing cocoa, chocolate, vegetable oils, starches, glucoses and more, in various continents.

He holds an MBA from the Katholieke Universiteit Leuven, and a B.Sc. in Computer Science from the Technion, Israel Institute of Technology.

Frank is the Supply Chain Analyst for Ardent Mills in charge of pricing and margin strategy and optimization along with data analytics reporting.  Ardent Mills is North America’s leading flour supplier and grain innovator. With more than 40 community flour mills and blending facilities throughout the U.S., Canada and Puerto Rico, Ardent Mills offers the broadest range of premium multi-use flours, whole grains, mixes and custom multi-grain blends.  When Ardent Mills partnered with Zilliant to launch PriceIQ Frank was the project lead and subject matter expert.  Frank leverages his 14+ years of broad-focused experience within the milling industry to turn insights into action which includes partnering with sales and operations to extract profitability, from aligning margins within pricing segments with business strategy, and utilizing our network of community mills to optimally serve our customers.

Erich is a Global Pricing Strategist with Cargill, Food Ingredients and Bio-Industrial enterprise (FIBI). He has over 10 years of experience working with global businesses to develop and implement world-class pricing capabilities. Erich holds an MBA from the Opus College of Business at the University of St. Thomas in St. Paul, MN.

Tuesday, May 14

Workshops: Join fellow users for a day of hands-on, how-to sessions with Zilliant product experts.

10am - 4pm Workshop

If you’ve had a Periodic Business Review with the Zilliant Customer Success team, it’s likely you’ve talked about the eight benefit drivers. If you’re a new Zilliant customer – this might be your first exposure!

Join us for the 2019 Mindshare Customer Workshop where we’ll dive deep on these eight considerations that you need to be aware of to maximize the benefit from your Zilliant implementation. For each of the eight, a member of the Zilliant Success team will explain the breadth of practice we see in the market for that driver, covering questions like:

  • What does best practice look like?
  • What’s typical?
  • How does my own compare?

And because the best Customer Workshop is about what other CUSTOMERS are doing, we also have a customer speaker for each of the 8 drivers who will talk about application of that driver in their deployment. We’re looking forward to a great exchange on how live customers are removing barriers to benefit and leveraging the eight drivers to maximize their results across Zilliant solutions. The dialog could only be better if you joined us!

Download Full Agenda

5:30-7:30pm MindShare Welcome Reception
Wednesday, May 15

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 the can’t-miss appreciation event

7:30am Registration and Breakfast
8:30am Zilliant Vision
9:00am Industry Overview and Trends with Mark Thomason Research Director: Digital Business Models and Monetization, IDC

Join IDC analyst, Mark Thomason, author of the IDC MarketScape on B2B-focused price optimization, as he shares observed trends and predictions related to pricing, business models, monetization programs and more. His talk takes you through the monetization ecosystem and discusses the benefits and best practices of key functions in monetization as a service.

10:00am Networking Break
10:30am Zilliant Product Direction & Roadmap
11:30am Networking Lunch
12:45pm Customer Case Study

Transforming the Parts Industry through Digitization and Optimization

Mike Eppes
Managing Vice President – Parts, Rush Enterprises

Managing Vice President of Rush Enterprises’ Parts division Mike Eppes views his business as one large math problem that can be solved by relying on optimization and data science to make intelligent commercial decisions. In this session, Mike will share how price optimization and guided actions for sales are helping him increase organic growth, improve profits, and transform how Rush Enterprises does business.

1:15pm Customer Case Study

Creating a Culture of Pricing Excellence Across the Enterprise

Enrique Kelijman, Senior Pricing Advisor, Cargill
Erich Schellhas, Global Pricing Strategist, Cargill

Strategic pricing is a never-ending discipline with many ways to grow. At Cargill, a world leader in the food and agriculture industry, a central team works across over 20 unique business units using a consistent process and framework to achieve business and corporate pricing objectives. Learn from two leaders of the Cargill Pricing Center of Excellence on how the group has grown the pricing maturity of the businesses and created a culture of pricing excellence that achieves results.

1:45pm Migration Break
1:55pm Breakouts

Corporate vs local pricing: Which option delivers the dollars?

Lydia Di Liello
CEO and Founder, Capital Pricing Consultants

The purpose of this breakout session is to discuss Corporate driven vs Regional (local) pricing: the Pros and Cons, the impact to operations and ultimately –to profitability. We will also discuss the one key critical to successfully translating pricing (no matter the approach) into profit.

A) Explore the core issue of Corporate vs Regional/Local pricing
a. It’s all about Power- who owns price setting & profit responsibility

B) Pros & Cons of Corporate and Local Pricing
a. Is there really a clear winner?
b. What impact does corporate culture have?

C) The Financials
a. How Operations is impacted
b. Measurement of Effort vs Profit Increase


Rush Enterprises Deep Dive 

Mike Eppes
Managing Vice President – Parts, Rush Enterprises

Join Mike and Zilliant for an interactive deep dive where we will share real-world applications of price optimization, data science and guided selling. Have you been frustrated by past attempts to solve the “math problem” within your business? Do you have big ideas but need a sanity check before deploying new technologies / strategies? Are you looking to de-mystify AI, cut through the hype and get real? Then this breakout’s for you!

2:35pm Migration Break
2:45pm Breakouts

Cargill Deep Dive : Complete Your Assessment

Enrique Kelijman, Senior Pricing Advisor, Cargill
Erich Schellhas, Global Pricing Strategist, Cargill

Enrique and Erich lead an interactive workshop that will punctuate their earlier keynote address. Attendees will complete Cargill’s evaluation to determine the best way for their organization to embark or continue in their journey to pricing excellence. Upon completion, the floor will be open for candid discussion, question-and-answer, and a deep dive into each attendee’s evaluation results. Be there when these two leaders bring the accomplished Cargill Pricing Center of Excellence to us!

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Who’s on First? Setting a Standard for Pricing Modes

Brooks Hamilton, Vice President of Services, Zilliant

Discussions about pricing modes can devolve into an Abbott & Costello routine pretty quickly. “I have way too many overrides to deal with.”  “Overrides, you mean exceptions.” “No, unless you mean spot negotiations.” “That’s what I said, exceptions.” “Well that’s it – say it that way.” “I can’t, I’m lost in the matrix.”

Pricing practitioners fall prey to the curse of internal knowledge when they are raised in an organization and not exposed to the bigger picture of what’s normal and what’s not in general industry terms. It can be difficult to understand best practices when even the language you use to describe what’s happening in your organization doesn’t map to outside solutions.

To illustrate this conundrum, we’ll start this session with a game of Pricing Buzzword Bingo before detailing the four major pricing modes: List Prices, Matrix Pricing, Customer-Specific Agreements, and Spot Pricing.

This exercise is designed to establish a baseline terminology from which attendees can connect their specific pricing problems to the best way to solve them. We’ll detail the primary problems in each of these modes, help prioritize which to go after first and discuss exactly how to do so. Attendees will leave with an overall framework for how pricing should work, as well as the level of effort and payback that can be achieved by working on each mode. Come ready to participate in this interactive session!

3:25pm Networking Break
4:00pm Customer Case Study

Omnichannel Pricing: Relating B2B Prices to the B2B2C Market

Nadia V Nielsen
CRM consultant, brodene A&O Johansen A/S

There is no doubt that eCommerce has been a major disruptor to the distribution market. Brodrene A&O Johansen A/S, a major distributor of technical installation materials and tools in Denmark, Sweden, Norway, and Estonia, felt the impact of eCommerce when their primary buyers saw margins erode because consumers were able to shop online and get more competitive prices. Quite quickly, all the practices of steep discounting had to be addressed and new pricing practices had to be established for both their distributor and retail business.

4:30pm Closing Remarks
5:00pm-8:00pm MindShare Appreciation Event
Thursday, May 16

The learning continues with a second day of sessions from industry thought leaders and customers.

7:30am Registration and Breakfast
8:30am Opening Remarks
8:40am Industry Keynote

How Will Disruption Change Distribution & Manufacturer Partnerships?

Ian Heller
President & COO, Modern Distribution Management

New industry disruptors are not only offering completely new value propositions, they’re also changing the dynamics in the relationships between manufacturers and distributors.

In this session, Ian will update you on what Amazon Business and other digital players offer customers, identify where disruptors are likely to go from here and explore what all of this means for traditional distributors and their supplier partners. Learn how customer-facing marketplaces, sourcing marketplaces, inventory aggregators, other new digital channel entrants, and even individual companies are wielding new capabilities to compete – and how to respond effectively.

With 30 years of distribution experience, including four stints as an executive for publicly-held distributors, Ian has watched the distribution / manufacturer relationship evolve over time. But the competitive environment is changing faster and more profoundly than ever before – don’t miss this opportunity to get up to speed on these changes and the implications they have on your business and your channel strategy.

9:10am Customer Case Study

Sustaining Price Changes

Jon Lucas
Pricing Manager, Cornerstone Building Brands

In 2017 Cornerstone Building Brands was dealing with cost volatility and a variation in pricing behaviors at the business unit level. With the mandate to increase margins, the pricing center of excellence saw the need for a technology catalyst to bring about change in pricing behavior.
Join us to learn how this manufacturer not only changed pricing behavior in a volatile cost market but also created a structure to sustain these pricing behaviors

9:40am Networking Break
10:10am Breakouts

Distribution Marketing that Drives Sales Results

Ian Heller
President & COO, Modern Distribution Management

Many distributors and manufacturers struggle to develop marketing plans that drive great results. Instead of focusing on customers, competitors and how to grow the business, negotiations often center around co-op and rebate numbers. In this session, MDM President & COO Ian Heller will describe how to develop a plan that works for distributors and manufacturers by leveraging the unique strengths of each. Ian spent 30 years in distribution, including serving as VP Marketing for four large, publicly-held distributors. You’ll leave this workshop with new thinking around how to create and execute successful marketing plans that make a real difference to distributors and their supplier partners.


AO Johansen Deep Dive :  Setting Up A Successful Pricing Initiative

Nadia Villum Nielsen
CRM-konsulent, AO Johansen

This breakout session is designed to be collaborative and interactive, with attendees participating in a thorough analysis of how best to set up a pricing initiative for success. Few people start out as an expert on transformational pricing projects, but a well-thought out approach combined with a trusted partner and the right technology tends to ease the learning curve. Plan on bringing questions, concerns and advice from your own experiences for this facilitated session featuring Nadia Vilium Nielsen, AO Johansson and Zilliant team members.

10:50am Migration Break
11:00am Breakouts

Cornerstone Building Brands Deep Dive

Jon Lucas
Pricing Manager, Cornerstone Building Brands

Jon Lucas and Zilliant will lead a collaborative session to dig deeper into a problem that seemed impossible on paper: achieving and sustaining higher margins in an extremely unpredictable cost environment. You heard in Jon’s keynote how Cornerstone Building Brands approached this dilemma through technology and teamwork, now join him in this audience-driven and participation-encouraged breakout session to deep dive more into the solutions and outcome.

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Building a Winning Business Case for Your Pricing Initiative

Barrett Thompson
, GM of Commercial Excellence, Zilliant

As a pricing professional, you’re well aware of many opportunities for improving pricing within your organization. Your daily experience reinforces the conviction that things could be so much better and you already have in mind what you want to do about, if only you could get your project approved. But for key stakeholders and budget keepers outside of your world, the opportunity is usually not so clear. Every project is competing for limited resources, so if your business case is weak the project dies and you remain stuck with the status-quo.

You know that an effective business case is the only way to get the resources and funding you need. But do you know how to build one that wins? Where do you start, what should you include, how will you calculate it, and how will you communicate it effectively to others? Using real-world examples drawn from over 100 pricing business cases, Barrett will share an approach that will significantly increase your chances of getting your project funded.

11:40am Migration Break
11:45am Customer Panel

Customer Panel : The many pricing types that exist at your company and how to solve for them.

Moderator:
Nathan Rabold, Director of Customer Success, Zilliant

Panelists:

Andrea Beck, Senior Pricing Manager, Advance Auto Parts
Tom Cull, Director, Pricing and Data Management, Hubbell Lighting, Inc.
Frank Moore, Strategic Optimization, Supply Chain, Ardent Mills
Michael Rice, Senior Director Revenue Management, Signature Flight Support

What types of pricing challenges exist in your company? What are you doing, and what do you wish you were doing to solve for them? What are the complexities around this, and what makes it challenging?

12:15pm Closing Remarks + Networking Lunch

The Line Austin

$279/Night

Please call the hotel directly at 512-478-9611 and mention "Zilliant MindShare 2019" or email events@zilliant.com for assistance in booking a room.

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