New research shows nearly every company is adjusting prices, but only half can measure the margin impact

Zilliant, the leader in pricing lifecycle management, will host a webinar on May 27 examining why increased pricing activity is not translating into greater control for manufacturing and distribution organizations. “Margin at Risk: 300 Executives Expose the Pricing Control Gap You’re Not Seeing” draws on Zilliant's Pricing Without Control report, a survey that found 62% of organizations lost customers directly tied to pricing changes while only 50% reported confidence in their visibility into margin impact.

The webinar will break down how fragmented systems, inconsistent discounting, and conflicting strategies are creating hidden margin risk even as pricing receives more executive attention and investment than ever. Presenters include Zilliant’s VP of Marketing, Adrian Chang, and CTO Russ Halvorson.

Register for the webinar — May 27 at 11 a.m. CT

FAQs

Why are manufacturers and distributors losing customers despite investing more in pricing?

The issue is fragmentation. Zilliant's survey found that 61% of organizations rework pricing decisions three to four times per year, yet pricing execution remains split across spreadsheets, non-AI tools, and AI-enabled systems. This inconsistency leads to unpredictable pricing and erodes customer trust.

What is the pricing control gap, and how does it affect earnings?

The control gap is the disconnect between pricing activity and outcomes. While 99% of companies adjusted prices in response to economic pressure, 37% cited price wars and 34% cited inconsistent discounting as major sources of margin erosion. The gap widens when pricing accountability sits at the C-suite level (88%) but execution remains fragmented.

Can AI-enabled pricing tools close the control gap on their own?

Not without governance. Nearly a quarter of organizations use AI-enabled pricing tools, but AI alone does not resolve structural issues such as siloed teams, overrides, and conflicting strategies that drive margin leakage.

About Zilliant

Zilliant helps businesses put pricing at the heart of their business by managing the entire pricing lifecycle. Zilliant’s data science, cloud-native software and passion for customer success deliver the highest ROI, fastest time to value and highest customer satisfaction. Learn more about how Zilliant helps businesses unlock the full power of pricing at zilliant.com.

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