DEUTZ Selects Zilliant to Modernize SAP-Connected Pricing Across Its Service Business

DEUTZ AG, a German engine and drive systems manufacturer, has selected Zilliant to modernize pricing and opportunity management across its global Service business, with the SAP-connected engagement supporting the company’s targets of €4 billion ($4.7 billion) in revenue, a 10% adjusted EBIT margin, and €1 billion ($1.2 billion) in Service revenue by 2030.

Zilliant will work with DEUTZ on SAP-connected price guidance and customer opportunity signals across the Service business.

Why DEUTZ Chose Zilliant

DEUTZ selected Zilliant after a market comparison of pricing vendors. The company cited Zilliant’s track record integrating with SAP, experience in B2B aftermarket pricing and ability to combine price management with seller guidance.

DEUTZ also pointed to Zilliant’s ability to use data to challenge existing pricing and sales assumptions rather than simply automate existing processes. Pascal Yammine, CEO of Zilliant, said B2B companies increasingly want fewer pricing debates and more confidence at the point of sale. For DEUTZ, the selection puts SAP integration alongside aftermarket pricing expertise and seller guidance as part of the vendor decision.

The selection ties DEUTZ’s broader growth strategy to SAP integration, aftermarket pricing expertise and seller guidance.

The SAP-Connected Rollout

The first phase of the DEUTZ engagement will focus on four elements: SAP-connected price guidance, customer opportunity signals, regional adoption, and value tracking across the Service business. DEUTZ serves customers across construction, agriculture, material handling, energy and other industrial markets, giving its Service teams a broad mix of equipment, parts, and customer needs to address.

Andreas Schmidt, CEO of the Service Division at DEUTZ, described the goal in terms of customer experience, saying customers need uptime, speed and clarity. The partnership is intended to give Service teams better guidance to price consistently and recommend the right part or service to the right customer at the right time. That customer-facing goal helps explain why the initial scope pairs price guidance with opportunity signals rather than treating pricing as a standalone optimization exercise.

Zilliant’s broader portfolio includes price management and optimization, CPQ, sales agreements and sales intelligence applications. The DEUTZ announcement does not identify the individual Zilliant products being deployed.

What This Means for SAPinsiders

• Pricing and opportunity management are converging. DEUTZ is not limiting the project to price recommendations. The first phase combines SAP-connected price guidance with customer opportunity signals intended to help Service teams determine which part or service to recommend and when to engage a customer.
• SAP integration can influence pricing vendor selection. DEUTZ included proven SAP integration among the reasons it selected Zilliant, alongside aftermarket pricing expertise and seller guidance. For SAP teams evaluating specialist pricing applications, connectivity to the ERP environment can therefore form part of the vendor evaluation alongside commercial capabilities.
• Regional adoption and value tracking begin in phase one. DEUTZ and Zilliant are including regional adoption and value tracking in the initial rollout rather than treating them solely as post-implementation considerations. For SAP teams planning similar deployments, the project shows how adoption and measurement can be incorporated into the rollout from the outset.