Stop the 9% Trap: Fix Your B2B Pricing Strategy скачать в хорошем качестве

Stop the 9% Trap: Fix Your B2B Pricing Strategy

Pricing strategy in B2B is often driven by reactive discounting and arbitrary annual price increases instead of value-based pricing. In this episode of The B2B Revenue Executive Experience, Pascal Yammine, CEO of Zilliant and former GM of Salesforce Revenue Cloud, explains how organizations can move from reactive pricing models to a strategic, data-driven pricing approach. Pascal shares why most companies rely on flat increases, how sales alignment impacts pricing outcomes, and how AI-driven pricing optimization helps organizations balance margin and growth across markets and customer segments. What You’ll Learn Why pricing problems usually signal internal misalignment How value-based pricing replaces flat annual increases The difference between reactive pricing and strategic pricing How AI and data improve pricing decisions Why pilot programs outperform top-down pricing changes Pascal brings over 20 years of enterprise software leadership, including leading a 500+ person team at Salesforce responsible for CPQ and billing. Chapters: [00:00] - Intro [01:40] Pascal’s Path From Organizational Behavior To Revenue Technology [05:37] Why Market Uncertainty Is The New Normal And How To Prepare For It [09:05] The Real Problem With Pricing: Reactive Decisions And Internal Misalignment [16:07] Moving Beyond One-Size-Fits-All Pricing To Value-Based Strategy [23:28] Proving Pricing Transformation With One Market Before Scaling Company-Wide [34:47] The Future Of Pricing: From AI Insights To Automated Action #pricingstrategy #revenueoptimization #revenue