{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Margin","title":"B2B Margin Optimization and Price Discovery: Eric Carrasquilla on AI, Domain Verticalization, and EBITDA Expansion","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/e0a4db2a\"></iframe>","width":"100%","height":180,"duration":2226,"description":"Episode OverviewIn this episode of The Margin, MGI Research Managing Director Andrew Dailey sits down with Eric Carrasquilla, CEO of Vendavo, to dissect the critical operational inefficiencies governing B2B price optimization and commercial execution. While global enterprises routinely invest millions in product R&D and market launch infrastructure, the actual mechanism of setting and defending price points remains dangerously compressed, anecdotal, and disconnected from market reality.In a macroeconomic environment disrupted by sudden regulatory shifts, supply chain volatility, and fluctuating margins, generic horizontal software frameworks frequently fail. This discussion uncovers how automated price discovery engines, generative AI orchestration, and micro-segmentation directly impact corporate earnings before interest, taxes, depreciation, and amortization (EBITDA), repositioning the pricing lifecycle from a static, back-office compliance spreadsheet into a dynamic, cross-functional algorithmic growth lever.Key Analytical TakeawaysThe EBITDA Direct Leverage Principle: An objective evaluation of why a 1% improvement in price optimization yields vastly greater bottom-line profitability and enterprise valuation than equivalent, high-friction cost-cutting or volume expansion initiatives.The Domain Verticalization Imperative over Generic Software: Why generic pricing solutions stumble across complex industrial distributions, chemicals, and manufacturing sectors, and how verticalized domain expertise drives authentic margin capture.Algorithmic Price Discovery vs. Manual Guesswork: Deconstructing the widespread enterprise vulnerability where multi-million dollar product innovations are brought to market using primitive, unscientific cost-plus margins or short-sighted competitor tracking.Generative AI as a Dynamic Deal Guidance Engine: How advanced LLMs and predictive machine learning move past basic table-stakes charting to provide sales reps with real-time,...","thumbnail_url":"https://img.transistorcdn.com/vJ8JXYTr7sDHx1LU_X9M7E8n3ZnJyRhiDaGvLD2oa_U/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8zZmFj/NTk3YWNjNmRiNjg1/OTBmMGM1MjI5YTBk/MjIxZC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}