MindShare 2020 Sneak Peek: How Price Attributes and Market Share Sensitivity Fuel Market Growth

March 10, 2020 Team Zilliant

Due to the COVID-19 (Coronavirus) pandemic, it has unfortunately become necessary to postpone MindShare. The health and safety of our employees, attendees and the community are of the utmost importance to us. We are in the process of confirming a new date for our annual customer conference and will share more details as soon as possible.


MindShare, the leading B2B pricing and sales conference, takes place April 20-22 in Austin, Texas. B2B professionals from a wide range of distribution, manufacturing and services industries attend each year to see their peers present how they overcame complex business challenges by reimagining what’s possible with innovative technology. As part of a series of presentation previews, here’s a peek at what one of our customers, Signature Flight Support, will be sharing on the main stage.

Signature Flight Support Senior Director of Revenue Management Mike Rice:

Signature Flight Support (SFS) is the largest network of Fixed Base Operations (FBOs) in the world, with over 200 locations. Our primary service is providing jet fuel for private aviation, but what we lack in product complexity we make up for in customer variation. We support a wide range of customers whose price sensitivity is all over the board.

Since fuel prices are constantly going up or down, we have to adjust our cost pass through strategy every week. Prior to working with Zilliant, this was all done manually, and we still had a lot of variance in the field because sales reps didn’t receive any price guidance. This inevitably led to a concerning amount of transactions that were below floor.

Our initial Price IQ™ implementation helped us introduce sophisticated customer segmentation. Though many of our price-setting processes were still manual, Price IQ helped us capture margin we’d been leaving on the table and strengthen market share through a better understanding of customer willingness to pay.

Seeing the immediate benefit and potential of data science-driven pricing, we have gone all in with Zilliant. Come to MindShare and hear about how we’re now automating processes like cost pass through with Price Manager™ and turbo-boosting our price optimization engine by incorporating third-party market data into the model. I hope to see you there.

There’s still time to register for MindShare 2020.

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Zilliant MindShare is Cancelled due to COVID-19 (Coronavirus)
Zilliant MindShare is Cancelled due to COVID-19 (Coronavirus)

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