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Zilliant, Austin, TX

How to EnterCompany: Zilliant, Austin, TX
Company Description: Zilliant provides B2B companies with data-driven guidance, enabling better pricing and sales decisions to help businesses make their numbers. The Zilliant optimization platform uses advanced science in its price optimization, cross-sell and retention applications to enable companies to overcome the massive complexity in their businesses.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Business Intelligence Solution – New Version

Nomination Title: Zilliant

Tell the story about this nominated product or service (up to 525 words). Describe its function, features, benefits, and sales to date:

Long before “Big Data” was a common term, Zilliant‘s products were maximizing the information that large organizations glean from their data. For many years, Zilliant was an enterprise company selling expensive products to large enterprises through traditional licenses and maintenance fees. Now, Zilliant is the only company offering a “true SaaS,” multi-tenant B2B optimization platform in the marketplace, at a fraction of what it used to cost, adding tens of thousands of new middle market prospects for Zilliant.

As a result of Zilliant’s conversion to the SaaS model, the company has rapidly expanded, doubling its customer base and achieving strong financial results:

  • 80 percent subscription revenue growth year over year.
  • More than 90 percent retention of all subscription customers.
  • 2012 was the company’s most successful year to date
  • Zilliant surpassed the 100th customer milestone for its price optimization solution MarginMax
  • Zilliant launched SalesMax, delivering data-driven sales guidance to reveal what customers should be buying and where buying patterns are shifting.

In 2013, Zilliant launched key product updates deserving of a Stevie Award:

A Next-Generation MarginMax 8.0, built on the Force.com platform, enables more control over prices, faster performance and greater transparency into how prices are generated.

The most significant update to MarginMax since its initial launch, key features include:
• Significantly faster setup
• Redesigned MarginMax Strategy Interface
• Improved visual analytics
• More precise, market-aligned prices

The new Zilliant Optimization Platform provides customers with unlimited scalability and instant access to the latest product and science innovations, and builds the foundation for extending Zilliant’s capabilities. The most significant benefit is the considerably shorter, implementation time of less than three months, beating the current industry average of 12 to 15 months, according to a Gartner Research Report.

• Said Greg Peters, Zilliant president and CEO. “We’re the only company able to deliver market-aligned prices in less than three months and provide customers with the ability to predict the P&L impact of their pricing strategies, helping our customers achieve better results faster.”

Zilliant’s SalesMax™ Update extends its patent-pending Purchase Pattern Profiling technology with new capabilities to identify hidden opportunities across a company’s entire customer and product portfolio.

Zilliant also launched SalesMax™ Connect on the Salesforce Platform, empowering companies to connect with customers in new ways.

Customer Success

- A manufacturer used SalesMax to uncover $55 million of sales opportunities within the first 90 days of deployment.

-Horizon Milling Selected the Zilliant Optimization Platform. “The speed with which we could deploy MarginMax price optimization was a keyfactor in our decision to select Zilliant,” said their strategic pricing manager.

-A large regional food products distributor achieved a 10.1% Margin-Dollar by managing food commodity price swings.

Results

Zilliant Received ”Strong Positive” Rating in Gartner MarketScope for Price Optimization and Management Software for B2B: 2013

SalesMax is experiencing rapid adoption among industrial manufacturing, distribution and services companies, intent on growing revenue and market share

The SaaS software market is expected to increase 25% this year to $59 billion, according to Forrester Research. In 2014, the market is expected to total $75 billion. That’s good news for Zilliant and companies that offer price-optimization software as a service.

 

Provide a brief (up to 125 words) biography about the leader(s) of the team that developed this nominated product or service:

Chairman, President & CEO Greg Peters oversees all of Zilliant’s operations, including its strategic direction, product planning and development, and its financial management. Under Greg’s leadership, Zilliant has grown into one of the leading providers in predictive 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 CEO 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.