According to Barrett Thompson, Zilliant General Manager of Commercial Excellence, distributors lack the resources to employ analytical methods and optimization approaches to maximize their contract profitability, leaving them stuck with manual methods. “Most distributors exhaust all their resources just keeping up with the overwhelming, manual mechanics of contract management and have nothing left for analytical methods and optimization approaches – when it comes to contract profitability, they’re treading water at best,” says Thompson.
Zilliant offers an agreement management solution – Deal Manager™ – that enables proactive management of customer-specific contracts and agreements. The centralized system allows pricing teams to see how many agreements exist within their business and the respective profitability of each, while removing cumbersome manual tasks from the sales team’s plate when contract prices or terms need to move. It’s a great example of the power of technology over manual processes.