Thinktiv. 

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Zilliant

Zilliant5-min.png

When incredible ROI isn't enough.

Zilliant's products just plain work. Their core product optimized pricing so that you could maximize revenue, profit, or both. And for a decade, Zilliant made the bet that delivering a great value proposition would be all it needed to grow the business. But pricing software, no matter how advanced, is typically not a strategic purchase — just another line item in a budget. As Zilliant looked to the future, they knew they had strong fundamentals: A SaaS-based architecture, differentiated technology stack, and decades of experience in big data, AI, and machine learning. So why wasn't revenue growth matching expectations? The executive team at Zilliant partnered with Thinktiv to transform the company's market positioning, packaging, product, and brand to grow outside the price optimization category — unlocking 10-times the market opportunity.

  Thinktiv created a unique and differentiated corporate position for Zilliant, enabling them to command a much higher valuation and compete in a more valuable market.

Thinktiv created a unique and differentiated
corporate position for Zilliant, enabling them to command
a much higher valuation and compete in a more valuable market.

As Zilliant looked to the future, they knew they had strong fundamentals: A SaaS-based architecture, differentiated technology stack, and decades of experience in big data, AI, and machine learning. So why wasn’t revenue growth matching expectations?

The executive team at Zilliant partnered with Thinktiv to transform the company’s market positioning, packaging, product, and brand to grow outside the price optimization category — unlocking 10-times the market opportunity.

“Thinktiv was fundamental in our ability to think creatively about the space and expand outside of our comfort zone. Phenomenal results.”
— Greg Peters, CEO

What makes up a price?

In many organizations, pricing is by committee. Not quite a cost center, not quite a profit driver. No man’s land. And, how do you value no man's land? Together, we began by evaluating questions the market and investors were surfacing: What is price if not a piece of the broader company-customer relationship? What if pricing was in the hands of a company’s sales force (instead of back office), used as an essential tool to extend the value of each customer relationship? What if Zilliant leveraged its deep AI expertise to make other recommendations about not just price, but upsells, cross-sells, and at-risk clients? That is how you maximize customer lifetime value. In tandem with crafting the strategy, Thinktiv worked closely with Zilliant’s design team to ensure their product delivered on the new vision. And, in conjunction with the marketing team, updated the visual brand identity and sales enablement support required for a successful transformation.

  In combination with a revised message, we transformed their core sales and marketing enablement assets to support that position.

In combination with a revised message,
we transformed their core sales and marketing
enablement assets to support that position.

A new measure of value.

In many organizations, pricing is by committee. Not quite a cost center, not quite a profit driver. No man’s land. And, how do you value no man's land? Together, we began by evaluating questions the market and investors were surfacing: What is price if not a piece of the broader company-customer relationship? What if pricing was in the hands of a company’s sales force (instead of back office), used as an essential tool to extend the value of each customer relationship? What if Zilliant leveraged its deep AI expertise to make other recommendations about not just price, but upsells, cross-sells, and at-risk clients? That is how you maximize customer lifetime value. In tandem with crafting the strategy, Thinktiv worked closely with Zilliant’s design team to ensure their product delivered on the new vision. And, in conjunction with the marketing team, updated the visual brand identity and sales enablement support required for a successful transformation.

  Critical to Zilliant's corporate transformation was addressing product and UX gaps. We provided key product strategy insights into the organization including coaching and mentoring internal teams on a regular basis.

Critical to Zilliant's corporate transformation
was addressing product and UX gaps.
We provided key product strategy insights
into the organization including coaching
and mentoring internal teams on a regular basis.



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