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Three Metrics That Indicate The Health of Customer Price Agreements

December 10, 2018

For many B2B companies, the creation, maintenance, and renewal of customer specific price exceptions and agreements become situations where pricing teams struggle with sales teams overriding existing pricing structures and guidance or sales over-discounting to establish a book of business. Without proper oversight, long-term agreements, fixed at unit or net prices with no end date, along with the lack of an easily accessible, central location of the agreements, become a source of margin leakage.

In this webinar interview, we’ll hear from Zilliant and featured speaker Debbie Grigg, Vice President, Field Initiatives & Sales Enablement at Veritiv for additional insight. 

What Attendees Will Learn:

  • Three metrics that can help you determine the extent margin leakage caused by your customer price agreements
  • Which pricing processes can help manage customer price agreements
  • How to maneuver through the exercise of price updates to improve your metrics

About the Presenters

Greg Aymie, Regional Sales Director, Zilliant

Greg is a seasoned professional of 15+ years in sales and pricing in the B2B space and has worked with global multi-billion dollar organizations and their large sales and pricing teams.  His current role leverages that experience to help educate other B2B leaders on how applying data science and optimization to their business can be an extremely powerful lever for tapping into a business’s potential.

Dave Kurak, Sr. Director, Product Management, Zilliant

Dave is responsible for the success of Zilliant's pricing optimization product including defining the product roadmap and requirements that align with the needs of current and future customers. He works closely with existing customers, prospects, as well as the Sales, Marketing, Science and Engineering teams to bring new innovations to market and ensure scale as our customer base grows.

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