FALL PRICING PPS 29th Annual - DALLAS,TEXAS OCTOBER 23-26,2018 - Professional Pricing Society
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PRICINGSOCIETY.COM
PPS 29th Annual
FALL PRICING
Workshops &
Conference
c
DALLAS, TEXAS
OCTOBER 23-26, 2018
Renaissance Dallas Addison Hotel
REGISTER TODAY!
Buy Two, Get the Third
FREE Early Bird Deadline
is September 14, 2018.
#PPSDALLAS18
PPS 29th Annual
>>ACHIEVING PEAK
FALL PRICING
Workshops & Conference PROFITABILITY>PROFESSIONAL PRICING SOCIETY >>CONTENTS
FOUNDED: GLOBAL PRESENCE: OFFERINGS: WORKSHOPS.........................................................4
1984 by Eric 75 Countries / • Certified Pricing CONFERENCE AT-A-GLANCE........................ 16
Mitchell 6 Continents Professional KEYNOTE PRESENTATIONS.......................... 18
EVENTS:
• Pricing Training BREAKOUT SESSIONS.................................... 22
MEMBERS:
5 Major Workshops TOWN HALL FORUMS..................................... 28
4,813
Annual Pricing • Over 40 Online HOTEL INFORMATION.................................... 28
COMPANIES: Pricing Courses CONFERENCE INFORMATION..................... 29
Conferences
653 SPONSORS..........................................................30
OTHER SERVICES:
• 16 Annual
Publications #PPSDALLAS18
• Pricing White PRICINGSOCIETY.COM
Papers
• Case Studies
• Webinars
• Annual Salary
Survey
The Most Trusted Resource in the Pricing World
The PPS network includes more than 4,800 active members worldwide from more than
600 leading companies in 75 countries. Currently, we produce five major annual pricing
conferences in Asia, Europe, North and South America. Each conference assembles the
finest specialists in the world to deliver the latest best practices, innovative trends and
strategic skills in the pricing field. PPS also offers dozens of full-day training workshops
every year, taught by leading pricing principals and experts.
Pricing Training
TOP 5 BENEFITS OF CERTIFICATION WORKSHOPS & ONLINE COURSES
1 2 3 4 5
Learn Best Get Develop an Gain from Bring Your
Practices from Comprehensive Internal Pricing a Rigorous Pricing Function
Top Pricing Pricing Culture Certification In-House
Experts Training Process
For More Information about the Certified Pricing Professional program please email
cpp@pricingsociety.com or visit the PPS website: pricingsociety.com and click on
Pricing Training - Certified Pricing Professional (CPP) or Online Pricing Courses.
PPS is Proud to Offer an Exclusive Certified Pricing Professional Designation
(CPP) Badge to our members that have successfully earned their certification!
Certified Pricing Professional
A MARK OF DISTINCTION FOR PRICERS WORLDWIDE AND THE
INDUSTRY STANDARD PROFESSIONAL PRICING CERTIFICATION
The PPS Certified Pricing Professional (CPP) Program is academically sound and
based on real business experience. The content is delivered via Live Workshops on
4 continents and Online Pricing Courses accessible from anywhere in the world.
The CPP curriculum covers core competency areas of price setting, psychological influences
to price acceptance, price-variance and discount management, pricing strategy and tactics,
and organizational pricing-function development and improvement.
PROGRAM FRAMEWORK
The framework provides a sequence you should take to receive a well-rounded education in pricing.
If you’re pursuing the CPP designation, you can take any of the Online Pricing Courses or Live
Workshops you choose, following this framework.
LEVEL 100 LEVEL 200 LEVEL 300 LEVEL 400 LEVEL 500 LEVEL 600
Foundations Price Price Behavioral and Pricing Pricing and
of Pricing Setting Variance Psychological Electives Corporate
Foundation courses Management Aspects of Strategy
which should be
taken first
Pricing
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 3 c
>> TUESDAY, OCTOBER 23
9:00 AM - 4:00 PM
CORE PRICING SKILLS
Strategically, pricing has a direct impact on a
PRESENTED BY:
1 W O
c
: LEVEL 100 COURSE
: B2B AND B2C THEMED
LILLIAN L. CHENG
R K
firm’s profitability, long-term sustainability and
Partner, Cheng
innovativeness, brand and corporate image,
Monroe & Associates
and marketing and distribution effectiveness,
as well as on the management of customer Lillian L. Cheng is an advisor
relationships. Profitable pricing is purposeful and researcher in pricing
and proactive in co-creating the perception of and marketing strategy. She has taught
value with customers. at several universities and focuses her
research in marketing channels, marketing
This interactive workshop provides an in-depth strategy and pricing. She teaches
overview and fundamental orientation for the marketing and pricing at the National
development and management of perceived- University of Singapore and consults
value pricing strategies and tactics. Core skills globally. She is co-author of Relativity:
in the science of price perception, product and The Science of Price Perception with Kent
customer profitability analysis, establishing and B. Monroe, (forthcoming), published by
communicating perceived value, setting pricing Business Expert Press.
policies as well as re-engineering the pricing
process will be presented.
Designed for pricers at the beginning stages of KENT B. MONROE
their pricing careers, this workshop will teach Partner, Cheng
attendees the fundamental skills needed when Monroe & Associates
setting prices for their organization’s new and/
Kent B. Monroe brings decades
or existing products or services. Attendees will
of research, consulting and
learn how to develop and structure appropriate
experience to seminars that explain and
pricing policies, and will gain understanding in
illustrate successful pricing strategies
how prices convey information and intention to
and tactics. He defined the conceptual
customers, competitors and internal audiences.
foundations of behavioral price research
and has been published in the most
ATTENDEES WILL LEARN: reputable journals in the world. He is
the author of Pricing: Making Profitable
>> T
o present basic skills required when Decisions, and his research is re-printed in
setting prices for a firm’s offerings a seven-volume set by Sage Publications.
>> T
o show how to set appropriate
pricing policies
>> T
o understand how prices convey
information and intention Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
each workshop speaker.
c 4 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
S H O P S
LEVEL 200 COURSE :
B2B AND B2C THEMED :
PRICING WITH
2
MORNING BREAK
LUNCH
AFTERNOON BREAK
TUESDAY, OCTOBER 23 > H
ow to use value to determine how much
know-how to prepare for and effectively of a price increase is warranted
execute a price increase that both customers >> T
he internal and external elements to
and salespeople can respect. A successfully consider when building a plan for a
planned and implemented price increase can price increase
be a path to improved, trusting relationships >> H
ow, when, and what to communicate with
both inside and outside the company. customers, including tailored approaches
based on customer type
We will discuss how to develop an internal
communications plan based on learnings
gleaned from stakeholder analysis, how
and when to engage sales, and how to help
executive and sales teams plan for difficult
customer conversations.
Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
each workshop speaker.
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 5 c>> TUESDAY, OCTOBER 23
9:00 AM - 4:00 PM
A PRACTITIONER’S GUIDE
TO TOP NOTCH B2B PRICING
PRESENTED BY:
3 W O
c
: LEVEL 300 COURSE
: B2B THEMED
R K
TRANSFORMATION
BOB VEZEAU, CPP
Vice President Strategic
Pricing, WestRock
Creating a pricing organization that is both Bob Vezeau is Vice President
complete in scope and effective, is a long-term of Strategic Pricing for
and multi-disciplined endeavor. Well executed, WestRock, the world’s second largest
this transformation will pay huge dividends packaging company. Throughout his
that can begin almost immediately and 39-year career, he has held a variety
compound over time, dramatically improving of management positions in finance,
the value of your firm. But the journey is not operations, supply chain and pricing. Most
without peril. This workshop will provide a recently, he led two successful large scale
practitioner’s proven approach to transform pricing transformations in manufacturing
your business to business (B2B) pricing and distribution. The scope included all
function, while avoiding the most significant aspects of B2B pricing, including a total
risks. Included are the elements, organization, redesign of sales compensation. He is a
sequencing, tools and techniques for a CPP and a CPA with an MBA from Duke
successful pricing transformation, and many University.
practical tips that have been learned the hard
way: through application and enhancement.
Topics will include: pricing strategy and ATTENDEES WILL LEARN:
situation assessment, creating a transformation
roadmap, organization and staffing, >> T
o develop a roadmap for pricing
fundamental pricing concepts (optimized price, transformation, including scope,
price-volume trade-offs, pocket price), change organization and sequencing
management and communication, owning the >> T
echniques to gain organizational alignment
data (scope, controls), governance, deal desk, around pricing improvement
pocket price waterfall, pricing analytics, price >> P
ractical advice around creating the tools
optimization, differentiation pricing, price and techniques to improve prize realization
change control, pricing metrics beyond margin
rates, capacity optimization considerations,
contract controls and negotiation.
Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
each workshop speaker.
c 6 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
S H O P S
LEVEL 300 COURSE :
B2B THEMED :
GETTING YOUR CUSTOMER
PRICING RIGHT:
4
MORNING BREAK
LUNCH
AFTERNOON BREAK
TUESDAY, OCTOBER 23 > H
ow to develop a pragmatic concept for
a performance oriented customer value
segmentation
Workshop presentations are provided in a print copy
>> H
ow to connect and relate customer value workbook only and remain the proprietary property of
tiers to pricing (price levels, discounts, rebates) each workshop speaker.
>> H
ow to monitor and manage changing
customer performance to steadily increase
value-add
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 7 c>> TUESDAY, OCTOBER 23
9:00 AM - 4:00 PM
PRICING OPERATIONS
FOR SUSTAINED
PRESENTED BY:
5
NAVDEEP SODHI
W O
c
: LEVEL 600 COURSE
: B2B AND B2C THEMED
R K
PROFITABLE GROWTH
Managing Director
Sodhi Pricing Associates
Navdeep Sodhi is the
Companies with a legacy of weak price Managing Director at Sodhi
execution miss the rare opportunities for Pricing Associates and a pricing operations
innovation and are at a grave disadvantage expert. For over 20 years, he has served
when faced with disruption. New product employers and clients in several global
introduction, organization (re)design, big data industries, and won the Professional Pricing
solutions, and other strategic investments – all Society’s Award of Excellence in 2004.
of these can fall short without solid pricing He is an executive faculty member for
operations. The hard-earned customer value Pricing Management at the University of St.
diminishes when sellers perceive risk due to Thomas, and is the co-author of Six Sigma
inconsistent pricing. Smart companies seeking Pricing: Improving Pricing Operations to
competitive advantage can regain control by Increase Profits. He earned his MBA from
improving their pricing operations. Despite the Georgetown University.
ever-changing marketplace, pricing leaders
can achieve pricing excellence and unlock the
hidden pricing factory within their organization
through continuous improvement methods ATTENDEES WILL LEARN:
adapted specifically for pricing.
>> H
ow to unlock the Hidden Pricing Factory
In this workshop, we will discuss a within your organization
breakthrough approach for bringing profitable >> H
ow to secure trust and organizational
growth, one that can systematically eliminate support with evidence-based assessment
pricing-related risks, such as alienating >> H
ow to sustain profitable growth despite
customers or losing share to competitors. We changes in your company’s internal and
will also review a framework for keeping senior external environment
management and key internal stakeholders
engaged with shared objectives and a spirit of
continuous achievement in order to facilitate
sustained profitable growth through pricing.
Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
each workshop speaker.
c 8 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
S H O P S
LEVEL 300 COURSE :
B2B AND B2C THEMED :
ESTABLISHING THE
PILLARS OF YOUR
6
MORNING BREAK
LUNCH
AFTERNOON BREAK
WEDNESDAY, OCTOBER 24 > W
hat should be in and what should be out
of scope for a pricing team
>> S
trategies for maintaining harmonization
across the spectrum of dynamic eCommerce Workshop presentations are provided in a print copy
to fixed contract pricing workbook only and remain the proprietary property of
>> H
each workshop speaker.
ow to leverage machine learning and
automation for continuous improvement
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 9 c>> WEDNESDAY, OCTOBER 24
9:00 AM - 4:00 PM
DEEP DATA ANALYTICS PRESENTED BY:
7 W O
c
: LEVEL 300 COURSE
: B2B AND B2C THEMED
R K
FOR PRICING: WALTER R.
PACZKOWSKI, Ph.D.
USES, ISSUES, AND SOLUTIONS Data Analytics Corp. and
Rutgers University
Every business must continuously develop, Walter R. Paczkowski has
market, and price products to survive in a Ph.D. in Economics from Texas A&M
highly competitive, dynamic, and global University (1977). With over 40 years of
markets. Many business managers, however, extensive quantitative experience and as
believe that customers, whether consumers founder of Data Analytics Corp., he brings
or business customers, will buy whatever a wealth of information about data analysis
they produce. This is misguided. Products and modeling. He is currently on the faculty
must satisfy customer needs and solve their of the Department of Economics, Rutgers
problems – but at the right price. Identifying University teaching econometrics and
and understanding customers’ problems economic forecasting, and was formerly
and their willingness to pay for the products with the Department of Mathematics and
that solve these problems must be driven by Statistics, The College of New Jersey where
data. Data per se, however, do not provide he taught statistics.
great insight and knowledge. They veil or
conceal what is really important for decision
making: information. The veil has to be lifted.
Actionable, insightful, and useful information ATTENDEES WILL LEARN:
has to be extracted from customer data and >> T
he distinction between data and
this can only be done by deep, penetrating information and between poor and
analysis using advanced tools rich information
and methodologies. >> T
he important role Deep Data Analytics
plays for pricing and messaging and the
Deep analytics – the set of statistical, types of data needed
econometric, and machine learning tools >> T
he tools and skill-sets needed to conduct
and methods for extracting and revealing and organize Deep Data Analytics
information hidden inside data – for product
pricing is the focus of this workshop.
Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
each workshop speaker.
c 10 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
S H O P S
LEVEL 300 COURSE :
B2B AND B2C THEMED :
BEST PRACTICES
IN PRICING AND
8
MORNING BREAK
LUNCH
AFTERNOON BREAK
WEDNESDAY, OCTOBER 24 > B
est practices for software product
address software pricing challenges and needs management (SPM) and the role
within their own organization. pricing plays
>> H
ow to apply price-value measurement tools
Workshop topics will include the role of to understand and define software value
pricing in software product management, an >> H
ow to optimize software pricing through
introduction to software project management subscriptions, new clients and migrating
(SPM) frameworks, understanding and clients
measuring software value, applying price-value
measurement tools, software delivery models,
‘The SaaS Iceberg TCO’ tool, developing pricing
strategies for new and migrating clients,
optimizing subscription pricing, monetizing
software through packaging design, and
selecting the right value-based subscription
metrics.
Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
each workshop speaker.
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 11 c>> WEDNESDAY, OCTOBER 24
9:00 AM - 4:00 PM
NEGOTIATION SKILLS FOR PRESENTED BY:
9 W O
c
: LEVEL 400 COURSE
: B2B THEMED
R K
PRICERS AND SALES: LYDIA DI LIELLO
CEO and Founder, Capital
Pricing Consultants LLC
COMBATING PROFESSIONAL Lydia Di Liello is the CEO and
PROCUREMENT TACTICS founder of Capital Pricing
Consultants LLC, a revenue management and
Businesses face unprecedented pricing business consultancy dedicated to improving
pressure due to the sophistication of modern profitability through strategic, operational and
procurement organizations. Pricing, sales, and tactical recommendations. With more than
finance leaders across all industries are being 25 years of global revenue management and
involved in challenging sales negotiations business leadership expertise, she holds an
driven by well-trained procurement groups. MBA from Youngstown State University and is
Negotiation is a core business skill necessary a member of the PPS Board of Advisors.
for anyone in business. Pricing professionals
and sales teams need to up their game to
defend pricing, value proposition and margins. CHRISTOPHER
This course will provide in-depth and practical
D. PROVINES
CEO, Value Vantage Partners
pricing and negotiating approaches to counter
even the most challenging procurement Christopher D. Provines is a
strategies. Attendees will learn how the speaker, author, educator and
procurement organization has evolved to its advisor who specializes in helping businesses
current, sophisticated 21st century model compete more effectively and profitably
and the implication of this evolution for through value-based strategies. He is CEO of
suppliers. We will discuss tools, strategies Value Vantage Partners and an award winning
and approaches modern procurement uses adjunct professor at Rutgers University. He
to extract more value and price from their received his MBA from Rutgers University and
suppliers, as well as how to design winning is on the board of advisors for the PPS and
pricing strategies and tactics to counter these numerous technology companies.
strategies.
ATTENDEES WILL LEARN:
Capture more of the value you deliver by
learning from two instructors who have worked
on both sides of the negotiating table.
>> 1 6 common buyer games and how to combat
each one
Workshop presentations are provided in a print copy >> T
he 8 most important value levers for
workbook only and remain the proprietary property of procurement and how you can beat them at
each workshop speaker.
their own game
>> S
imple steps that commercial and pricing
teams can take to capture more value
c 12 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
S H
DATA
O P S
LEVEL 500 COURSE :
B2B THEMED :
10
MORNING BREAK
LUNCH
AFTERNOON BREAK
WEDNESDAY, OCTOBER 24 > T
he various monetization and value
creation models for data-enabled offers
true digital heroes.
>> T
he 8 steps of the data monetization
framework
While the business potential of big data
is attractive, there are some fundamental >> T
he best practices in designing
differentiated data-enabled offers
go-to-market considerations that require
breakthrough thinking and a strong focus >> T
he value-based pricing of data and
options in digital pricing models
on value and pricing management. During
this workshop, Dr. Liozu introduced on a >> B
usiness model implications of switching
from ownership to consumption model
practical data monetization road map which
addresses all these considerations. Based on
dozens of interviews with industrial natives
and 18 months of research on the topic of data
monetization and the value-based pricing of
data, Dr. Liozu makes a case for a more agile, Workshop presentations are provided in a print copy
customer-centric, and value-based approach to workbook only and remain the proprietary property of
data monetization. each workshop speaker.
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 13 c>> WEDNESDAY, OCTOBER 24
9:00 AM - 4:00 PM
5 STEPS TO RUNNING
A PRICE IMPROVEMENT
PRESENTED BY:
11
JOANNE SMITH
W O
c
: LEVEL 600 COURSE
: B2B THEMED
R K
PROJECT FOR PRACTICAL,
President, Price to
Profits Consulting
SUPERIOR RESULTS
Joanne Smith, President of
Price to Profits Consulting,
is the author of The Pricing and Profit
Many companies struggle to get the large Playbook and The Price Negotiation
pricing and profit gains that they are expecting Playbook. She is the former DuPont
from their pricing efforts. The pricing team is Corporate Head of Marketing, Pricing and
continually recommending price improvement Customer Loyalty. With more than 20
actions but either the sales organization does years of global business, marketing and
not act on these ideas or the ideas just do pricing expertise, she now works with
not make a significant impact. The pricing global companies in chemical and industrial
resources get frustrated with sales, the sales industries to help them develop world
team gets frustrated that the pricing team is class pricing and profit strategies, pricing
pushing them to take questionable actions, and transformations, pricing improvements and
the business leadership becomes frustrated pricing skills.
that their investment in pricing resources and/
or systems is not paying the large returns
they expected. With the use of the right price
improvement methodology you can turn this
ATTENDEES WILL LEARN:
around and begin delivering superior profit >> W
hy most price improvement
results. recommendations are not acted upon
>> A
proven, practical 5-step process for price
This workshop covers a proven, 5-step process improvement projects for fast, superior
of best practices for delivering superior price profit results
improvement results. This process has been >> H
ow to gain alignment and support from
developed over hundreds of successful pricing your leaders and sales teams for price moves
projects. It is practical, easy to learn, and can
be immediately and effectively applied by
pricing professionals within their organizations.
Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
each workshop speaker.
c 14 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
S H O P S
LEVEL 600 COURSE :
B2B THEMED :
PRICING EXECUTED RIGHT:
COMMERCIAL POLICY AND
12
MORNING BREAK
LUNCH
AFTERNOON BREAK
WEDNESDAY, OCTOBER 24 > H
ow to construct a commercial policy aligned
to company strategy and supported by the
organization
>> H
ow to define and implement deal points, the Workshop presentations are provided in a print copy
workbook only and remain the proprietary property of
best approach to profit-based incentives for each workshop speaker.
sales
>> H
ow to engage executives in driving this pricing
transformation to yield better price execution
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 15 cTHURSDAY, OCTOBER 25
TIME EVENT
CONFERENCE AT-A-GLANCE >>
SPEAKERS
7:00am-8:00am REGISTRATION/BREAKFAST
8:00am-8:15am Welcome and Networking Kevin Mitchell, President, Professional Pricing Society
8:15am-9:00am KEYNOTE PRESENTATION: Implement Good-Better-Best Pricing Rafi Mohammed, Ph.D., Founder, Culture of Profit
to Generate Higher Profits
9:00am-9:45am KEYNOTE PRESENTATION: How the Pricing Industry Can Dr. Michael Wu, Chief AI Strategist, PROS
Realize the Benefit of AI
9:45am-10:30am SPONSOR HALL NETWORKING BREAK
10:30am-11:15am KEYNOTE PRESENTATION: Bridging the Gap Between Sales Stephanie Yee, Vice President Transformation -
and Pricing Local Sales and Revenue Management, Sysco
11:15am-12:00pm KEYNOTE PRESENTATION: Is Pricing Killing Your Profits? Ron Kermisch, Partner, Bain & Company
How the Best Companies Set and Get the Right Price
12:00pm-1:00pm LUNCH
BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS
Pricing Practitioners Track Pricing Experts Track Tools & Techniques Track Data Science Track
This track features This track features Advisors in This track features content This track features
professionals in the pricing the pricing field sharing methods pricing experts sharing their expert advice in Artificial
field sharing best practices – that will inform participants how expertise in how to address Intelligence, CPQ, Industrial
what has worked, what has to be more effective at both the barriers to success that Internet of Things (IIoT),
not and how the challenges strategic and tactical level covering organizations face implementing XaaS, and data-driven
were resolved. many diverse pricing topic areas. pricing strategies. decision making.
1:00pm-1:40pm Pricing: A Critical Puzzle Piece Boost Your Channel Power Via Speed is the New Currency Robotic Process Automation
in Successful Deal Management Smart Trade Terms and Incentives of Pricing Garth Hoff, CPP, (RPA) in Pricing Gordon Tang,
Justin Eisenhart, Director, Generic William Humsi, Senior Director, Solution Ninja, Price f(x) Senior Manager, Pricing Practice,
Pricing, AmerisourceBergen Simon-Kucher & Partners EY
1:50pm-2:30pm How To Build a Global Revenue The Opportunity for Pricing in Price Implementation in the Field: Sense and Cents Ability: Getting
Management Strategy and Team B2B Michael Lucaccioni, Business Effectively Arming Your Sales Pricing Projects Approved With
Thomas Fry, Director, Global Solutions Consultant, Zilliant Team With the Right Insights to Data and Facts Tracy Cannon,
Revenue Management, Iron Sell More at a Better Price Daniel Strategic Consultant, PROS
Mountain Inc. Bracke, CPP, Manager, EY
2:30pm-3:00pm SPONSOR HALL NETWORKING BREAK
3:00pm-3:40pm Leading the Cultural Change: Building Pricing Skills Through From (Spread) Sheet to (C) Create a Single Source of Truth:
Cost to Value in a Global Firm Effective Coaching Thomas Suite: Tips for Pricers on how Dashboards for Pricing Managers
Patience Mutiso, Sr. Strategic Gorin, Associate Director, The to Communicate with their Mayuresh Saravanakumar,
Pricing Manager for CHEP North Boston Consulting Group Executive Teams Joe Dallimore, Consultant, Holden Advisors
America Strategic Consultant, PROS
3:45pm-4:30pm KEYNOTE TOWN HALL KEYNOTE TOWN HALL KEYNOTE TOWN HALL KEYNOTE TOWN HALL
Stephanie Yee Ron Kermisch Rafi Mohammed, Ph.D. Dr. Michael Wu
4:30pm-6:30pm CONFERENCE RECEPTION
FRIDAY, OCTOBER 26
TIME EVENT SPEAKERS
7:00am-8:00am REGISTRATION/BREAKFAST
8:00am-8:45am KEYNOTE PRESENTATION: Building the Culture Around Pricing Varun Ratta, SVP of Product Management and Chief
Pricing Officer, Solenis
8:45am-9:30am KEYNOTE PRESENTATION: The New Era of Pricing: Why Adam Echter, Senior Director, Simon-Kucher & Partners
Industrial Goods Pricing Will Change More in the Next 3 Years
Than in the Past 3 Decades
9:30am-10:30am SPONSOR HALL NETWORKING BREAK
10:30am-11:15am KEYNOTE PRESENTATION: Driving Performance With Efficient Kristy Rennie, Director, Sales Operations,
Pricing and Rebate Programs Sony Electronics
11:15am-12:00pm KEYNOTE PRESENTATION: When Pricing is a Four-Letter Word Pradeep Suryanarayana, Sr. Director, Finance, Paypal, Inc.
12:00pm-1:00pm LUNCH
BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS
Pricing Practitioners Track Pricing Experts Track Tools & Techniques Track Data Science Track
1:00pm-1:40pm Selling, Not Telling: How to Navigating Difficult Discussions A Roadmap for Implementing Machines are Learning from
Become a Strategic Pricing with Stakeholders Danielle Ray, Target Price Guidance that Adds Data: It’s a Pricing Opportunity
Partner Katie Wei, Global Pricing Manager Product Pricing, TE Value in Your B2B Commercial Dushyant Zutshi, Director, Product
Strategist, Hypertherm Connectivity Process David Anderson, Management and Pre-Sales,
Business Consultant, Vendavo Vistaar Technologies, Inc.
1:50pm-2:30pm Managing Pricing in an Keeping Pricing Competitive in Smart Renewal Pricing: Maximize Maximize Revenue-Generating
Organization that “Literally a Digitized World Cliff Isaacson, Value Capture, Minimize Churn Opportunities with AI-Powered
Can’t Even” Jordan Montag, Director of Pricing Solutions, Nick Zarb, Senior Director, Simon- Guided Selling Matt McEnerney,
Senior Manager - Pricing, Product Syncron Kucher & Partners Product Marketing Manager,
& Strategy, Athlon Solutions Callidus Cloud
2:30pm-3:00pm SPONSOR HALL NETWORKING BREAK
3:00pm-3:40pm Pricing Team Transformation: Leveraging Competitive Solidify Pricing Transformation Capture the Value Flag:
The Team, The Skills and The Intelligence as a Partner in with Sales Engagement and Understanding the Role of
Tools Tara L. Thomas, Pricing Pricing Decisions Prakash Buy-In Scott Francis, President, Digitalization as a Pricing
System Implementation Manager, (‘Praks’) Bhatia, CPP, North Strategic Pricing Solutions Imperative for all Industries
Nissan North America America Pricing Director, Kristen Harris, Senior Consultant,
LivaNova PLC Simon-Kucher & Partners
3:45pm-4:30pm KEYNOTE TOWN HALL KEYNOTE TOWN HALL KEYNOTE TOWN HALL KEYNOTE TOWN HALL
Varun Ratta Kristy Rennie Pradeep Suryanarayana Adam EchterJOIN THE OUR CONFERENCE
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THE PRICING For Apple and Android:
CHANNEL! STEP 1: If the “PPS Mobile App”
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JOIN THE go to your device’s app store.
CONVERSATION
ON TWITTER! STEP 2: In the app store, search for
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install the “PPS Mobile App”.
FOLLOW US STEP 3: Once the app
ON PERISCOPE! is installed, download the
@PRICINGSOCIETY “PPS Fall 2018-Dallas” guide.
PRICINGSOCIETY.COM YOU ARE READY TO GO!
PRICINGSOCIETY.COM SAN DIEGO, CA OCTOBER 24-27, 2017 31>> THURSDAY, OCTOBER 25
8:15 AM - 9:00 AM
IMPLEMENT GOOD-BETTER-BEST
PRICING TO GENERATE HIGHER PROFITS
You encounter Good-Better-Best strategies in your
life every day, whether you realize it or not. Which
K E Y N O T E
9:00 AM - 9:45 AM
HOW THE PRICING INDUSTRY CAN
REALIZE THE BENEFIT OF AI
c
The advent of big data, distributed computing,
and machine learning has led us into a new world
P R
credit card should you use? Which car wash will of artificial intelligence (AI). The concept of AI
you visit? Which cable subscription option will you isn’t new, but how can we understand AI in a more
purchase? Which option is Good, Better, or Best? realistic and practical way that enables business
applications in pricing? We will briefly examine
In this win-win strategy, customers choose the price the history of business analytics and understand
that is right for them while companies benefit from what AI really entails. This knowledge will allow
higher profits and growth. “Best” profits from high- businesses to better leverage AI in the real world.
end customers who are willing to pay a premium, However, AI is a disruptor, so businesses must adapt
while “Good” generates growth by attracting price- to the disruption it creates before they can realize
sensitive customers. This keynote highlights the its benefits. We will discuss an important change
profit upsides and psychological benefits of using that must happen before the pricing industry can
Good-Better-Best. You will leave this talk enthused leverage the full potential of AI.
and with actionably insights to implement Good-
Better-Best at your company.
ATTENDEES WILL LEARN:
ATTENDEES WILL LEARN: >> A
brief evolutionary history of business analytics
and business intelligence (BI)
>> H
ow customers use Good-Better-Best in daily >> A
deeper understanding of predictive and
purchasing decisions prescriptive analytics
>> T
he profit upsides and psychological benefits of >> H
ow can pricing professionals benefit from the
Good-Better-Best power of AI
>> A
ctionable insights to implement Good-Better-
Best within your organization
PRESENTED BY:
PRESENTED BY: DR. MICHAEL WU
Chief AI Strategist, PROS
RAFI MOHAMMED, Ph.D. Dr. Michael Wu is a data science
Founder, Culture of Profit thought leader, strategist, author, and
Rafi Mohammed, Ph.D. has been international speaker who specializes
working on pricing issues for over 25 in the use of big data, machine learning, and AI.
years. He is the founder of Culture of Prior to PROS, he focused on developing predictive
Profit, a Cambridge, Massachusetts based pricing and prescriptive algorithms to extract insights
improvement firm. He has authored two pricing from social media data. His research areas include
strategy books and written over 80 pricing articles customer experience, CRM, online influence,
for the Harvard Business Review. He is a frequent gamification, digital transformation, AI, etc. His R&D
media contributor on pricing issues for Bloomberg, efforts won him recognition as an Influential Leader
CNBC, Fox Business News, Today Show, National by CRM Magazine.
Public Radio, New York Times, Wall Street Journal,
and BusinessWeek.
c 18 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
E S E N T A T I O N S
10:30 AM - 11:15 AM
BRIDGING THE GAP BETWEEN
SALES AND PRICING
In most business-to-business (B2B) companies, the
success of any pricing strategy or program is highly
MORNING BREAK
LUNCH
11:15 AM - 12:00 PM
IS PRICING KILLING YOUR PROFITS?
How the Best Companies Set and Get
the Right Price
9:45 am-10:30 am
12:00 pm-1:00 pm
It is well established that pricing continues to be the
dependent on sales execution. Yet many price most powerful profit lever available to a company.
professionals find themselves at odds with their However, even after over two decades of the
sales partners, resulting in money and opportunity development of pricing as a professional discipline,
left on the table. many companies still have a significant opportunity
to improve their approach to pricing. But where
To maximize the value of your company’s pricing should executives spend scarce resources to get the
programs, as a pricing professional, you will need to most profit impact for their investment?
learn how to break down communication barriers
and find ways to develop trust with your sales team. In this session, we will review and analyze a
comprehensive survey of more than 1,700 global
In this session you will gain an understanding of what it business and pricing leaders to assess their
takes for sales teams to successfully implement pricing performance on 42 key pricing capabilities and
programs and learn several ways to build a partnership their resulting pricing outcomes. The results provide
with sales that can lead to mutual success. accurate guidance for executive teams as they look
to create significant competitive advantage through
ATTENDEES WILL LEARN:
pricing implementation.
>> H
ow to build a partnership with sales that is
grounded in mutual success ATTENDEES WILL LEARN:
>> W
hat it takes for sales to successfully implement
>> H
ow to employ tailored pricing at the individual
a pricing program customer and product level
>> T
he importance of change management and
>> H
ow to align sales incentives and change
communication before, during, and after pricing behavior at the front line
changes
>> H
ow to deploy tools and training to create lasting
change and ongoing pricing improvement
PRESENTED BY:
STEPHANIE YEE PRESENTED BY:
Vice President Transformation – Local
Sales and Revenue Management, Sysco RON KERMISCH
Partner, Bain & Company
Stephanie Yee is Vice President
Ron Kermisch is a Partner at Bain &
Transformation – Local Sales and
Company and Bain’s Global Pricing
Revenue Management at Sysco. In this role, she is
Leader. Ron is also a leader in Bain’s
responsible for leading the local sales transformation
Technology, Media, and Telecom practice, where he
effort, which includes enhancing sales and pricing
has worked with a broad set of companies on issues
capabilities to improve customers’ experiences with
of growth and operational improvement. Ron joined
Sysco. She is also responsible for leading the Revenue
Bain in 1995. He holds an MS from MIT Sloan School of
Management team, working closely with Sales,
Management and a BS in Electrical Engineering from
Merchandising, and Finance, to design, build, and
Cornell University.
operationalize capabilities in the area of pricing. She
holds a bachelor’s degree from Texas A&M University.
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 19 c>> FRIDAY, OCTOBER 26
8:00 AM - 8:45 AM
BUILDING THE CULTURE
AROUND PRICING
High complexity in your business, rapidly rising costs,
a culture focused on defending volume, decentralized
K E Y N O T E
8:45 AM - 9:30 AM
THE NEW ERA OF PRICING:
c
Why Industrial Goods Pricing Will Change More
in the Next 3 Years than the Past 3 Decades
We have entered a new era of pricing that many have
P R
price decision making and a challenging data yet to comprehend. This hasn’t happened overnight,
environment all add up to a “perfect storm” of issues. but we are at a tipping point where early movers are
Combine this with demands for quick results, and you securing competitive advantage while laggards are
have a challenge. suffering dramatic market share losses. As-a-service
models, data monetization, and software revenue are
Driving cultural change around pricing and achieving all fundamentally different forms of pricing that until
bottom-line results in such an ecosystem requires recently were outside the skillset of most industrial
managing change around multiple dimensions pricers but that are now critical to their roles.
simultaneously. Ultimately the mindset, habits and
how front line commercial organization conducts its This keynote will share the modes of pricing that are
work has to change. In this keynote, attendees will migrating most rapidly into traditional businesses,
learn how to create a sustainable operating model key frameworks for pricing these products, and
for pricing improvements and how to engage the examples of successes and failures as established
organization around building the right pricing culture. companies try to navigate this new world of pricing.
ATTENDEES WILL LEARN: ATTENDEES WILL LEARN:
>> H
ow to create a sustainable operating model for >> A
clear overview of the variety of pricing skills
pricing improvements required in today’s business environment
>> A
nalytical and planning methods to catalyze change >> S
tructural frameworks for addressing this variety
>> ow to engage the organization around building the
H of pricing challenges
right pricing culture >> T
actics and examples to communicate these new
ways of pricing thought within their firms
PRESENTED BY:
PRESENTED BY:
VARUN RATTA
SVP of Product Management and ADAM ECHTER
Chief Pricing Officer, Solenis Senior Director, Simon-Kucher
& Partners
Varun Ratta is the SVP of Product
Management and Chief Pricing Officer Adam Echter is a Senior Director based
at Solenis, a leading supplier of specialty chemicals in Simon-Kucher’s Mountain View,
for the pulp and paper industry and water treatment California office. He has more than 15 years of pricing
sectors. Prior to joining Solenis, he worked with and marketing experience in B2B industries, including
several large chemical companies to drive profitable manufactured goods, industrial equipment and
growth, commercial excellence and EBITDA technology. He is a regular international speaker and
improvement results. He holds a B.S. in chemical guest university lecturer on the topics of pricing and
engineering from IIT Kharagpur, a M.S. and Ph.D. sales enablement and the Industrial Internet of Things
in Chemicals from Virginia Tech and MBA from (IIoT). He received his bachelor’s degree from the
UT-Austin. University of Buffalo and his MBA from the University
of Rochester.
c 20 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
E S E N T A T I O N S
10:30 AM - 11:15 AM
DRIVING PERFORMANCE WITH
EFFICIENT PRICING AND REBATE
PROGRAMS
MORNING BREAK
LUNCH
11:15 AM - 12:00 PM
WHEN PRICING IS A
FOUR-LETTER WORD
9:30 am-10:30 am
12:00 pm-1:00 pm
Pricing is often the first team to be blamed
when things go wrong. How do you navigate
In this keynote, attendees will learn how Sony organizational politics to drive your pricing
utilized software solutions to manage its complex philosophy? What is the role you play as head of
incentive programs and dealer pricing. Learn how pricing or monetization in the organization? How
Sony eliminated the struggle with manual accrual do you use data to drive pricing accountability in
processes and disjointed systems to emerge with the organization? What pricing levers do you pull to
efficient, streamlined operations that simplify drive profitable growth in global industry?
pricing management and claim validations. Explore
how Sony, by streamlining and empowering their In this keynote session, attendees will learn how
pricing program, achieved success in multiple to navigate complex organizational structures and
mission-critical areas, including: improving drive the pricing discipline across functions. We will
accuracy to satisfy audit requirements, reducing review the role pricing professionals have to play
manual processes, systematically processing in driving growth mindsets within cross functional
claim validations and maintaining highly complex organizations, as well as how to use data to drive
pricing processes. pricing accountability across your organization.
ATTENDEES WILL LEARN: ATTENDEES WILL LEARN:
>> H
ow to improve accuracy to satisfy audit >> H
ow to navigate complex organizational structures
requirements and drive pricing discipline across functions
>> How to reduce manual, error-prone processes >> T
he role pricers have to play to drive growth
>> H
ow to systematically and efficiently process mindsets in cross functional organizations
claim validations >> H
ow to use data to drive pricing accountability
>> H
ow to maintain highly complex pricing processes across organization
PRESENTED BY: PRESENTED BY:
KRISTY RENNIE PRADEEP SURYANARAYANA
Director, Sales Operations Sr. Director, Finance, PayPal, Inc.
Sony Electronics
Pradeep Suryanarayana is a Marketing
Kristy Rennie, Director of Sales and Finance executive with more than
Operations for Sony Electronics, is 15 years of experience in leading global
responsible for data maintenance, pricing, and pricing and financial strategy. As the Sr. Director
customer support for North American dealer of Finance, Merchant and Consumer Products for
and distribution sales. Additionally, she manages PayPal, he oversees financial planning and product
software trade modules for pricing, rebates, claims monetization to drive growth and decision-making.
and accruals. Prior to this role, she was a division Prior to this role, he served as head of global pricing
controller for various business units, with a focus on and strategy where he was responsible for pricing
trade spend accounting and systems. She holds a strategy and operations worldwide. He holds an MBA
Master’s Degree in Mathematics from the University in Finance and Entrepreneurship.
of Florida.
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 21 c>> THURSDAY, OCTOBER 25
PRICING PRACTITIONERS
PRICING:
A CRITICAL PUZZLE PIECE IN
SUCCESSFUL DEAL MANAGEMENT
JUSTIN
EISENHART
Director,
1:00 PM - 1:40 PM
PRICING EXPERTS
BOOST YOUR CHANNEL
POWER VIA SMART TRADE
TERMS AND INCENTIVES
WILLIAM
HUMSI
TOOLS AND TECHNIQUES
SPEED IS THE NEW
CURRENCY OF PRICING
GARTH
HOFF, CPP
B R E A K O U T
c
DATA SCIENCE
ROBOTIC PROCESS
AUTOMATION (RPA)
IN PRICING
GORDON
TANG
Senior Director, Senior Manager,
Generic Pricing, Solution Ninja,
Simon-Kucher & Pricing Practice,
Amerisource- Price f(x)
Partners EY
Bergen
: INTERMEDIATE : INTERMEDIATE : INTERMEDIATE : INTERMEDIATE
: B2B THEMED : B2B AND B2C THEMED : B2B AND B2C THEMED : B2B THEMED
Cross-functional collaboration In business-to-business (B2B) Marc R. Benioff, Chairman and Pricing strategy is often
is the key to organizational companies and business-to- CEO, Salesforce is famous for overlooked due to the pricing
success in any industry, and consumer (B2C) companies announcing, “Speed is the team’s pre-occupation with day-
pricing is one of the most dealing in distribution, channel new currency of business.” to-day manual and redundant
important components of this incentive programs are the This is especially true for the tactical pricing processes.
collaboration. A successful name of the game. Despite pricing function. Customer This distraction from strategic
pricing organization will this, many companies fail to expectations in the business- initiatives can lead to poor
align with company goals, design a win-win program that to-business (B2B) space have execution of pricing strategy,
contribute to customer drives growth and encourages been transformed by iconic delays in implementation of
lifecycle management, engage appropriate channel behavior. business-to-consumer (B2C) new tools and processes, and
the C-level in pricing strategy disrupters including Amazon, a team’s limited capacity to
In this session, the presenter
discussions, and influence Netflix, and Uber. “The Great generate and act on analytical
will focus on best practices
decision-making for the Crew Change” occurring in pricing insights.
for designing smart
organization. This sounds manufacturing and engineering
incentive programs for In order to make the pricing
fairly straightforward on paper heavy industries is also
your distribution channel. teams more efficient and enable
but, as pricing practitioners restructuring expectations on
Attendees will explore the optimal utilization of “brain-
are painfully aware, due to the way people interact with
value and appropriate use power” and data analytics,
embedded organizational technology at work and with
of trade terms and channel Robotic Process Automation
constraints, implementing this each other on a generational
incentives, and will review the (RPA) software can have
approach is often easier said level.
common pitfalls that many tremendous implications for
than done.
companies fall victim to when This session will focus business-to-business (B2B)
In this session, attendees designing their trade and structural business trends pricing organizations through
will learn how to position incentive programs. Finally, increasing the need for speed the automation of redundant
their pricing organization this session will also examine in pricing today. Real world pricing processes. RPA can lead
to achieve commercial best practices for designing case studies are included to to significant benefits including
excellence. This session incentive programs in a way show how world-class pricing reduction in costs, decrease
will demonstrate through that attendees can leverage organizations are shifting in error rates and greater
real-world examples the and employ within their own gears and racing ahead of the efficiencies in pricing processes.
importance of pricing having organizations. competition.
a seat at the table throughout ATTENDEES WILL LEARN:
the entire customer lifecycle. ATTENDEES WILL LEARN: ATTENDEES WILL LEARN: >> How RPA technology can be
>> The value and appropriate >> How fast changing market
ATTENDEES WILL LEARN:
leveraged in the automation
use of trade terms and dynamics can be captured of redundant and manual
>> The importance of cross- channel incentives and priced into products pricing processes
functional collaboration that >> The common pitfalls that >> Why speed in channel >> Key RPA applications in
includes pricing many companies make in strategy execution is critical pricing processes and how
>> The importance of pricing the design of their programs to business success RPA improves accuracy and
having a seat at the table >> Best practices for designing >> How sales ops leaders are efficiency while reducing
throughout the entire incentive programs in their promoting speed in sales costs
customer lifecycle own companies enablement and success >> Use cases pertaining to the
>> How to position their pricing programs application of RPA within
organization to achieve B2B organizations
commercial excellence
c 22 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEc
S E S S I O N S
PRICING PRACTITIONERS
HOW TO BUILD A GLOBAL
REVENUE MANAGEMENT
STRATEGY AND TEAM
THOMAS
FRY
Director, Global
1:50 PM - 2:30 PM
PRICING EXPERTS
THE OPPORTUNITY FOR
PRICING IN B2B
MICHAEL
LUCACCIONI
AFTERNOON BREAK
CONFERENCE RECEPTION
TOOLS AND TECHNIQUES
PRICE IMPLEMENTATION IN THE FIELD:
EFFECTIVELY ARMING YOUR SALES
TEAM WITH THE RIGHT INSIGHTS TO
SELL MORE AT A BETTER PRICE
DANIEL
2:30 pm-3:00 pm
4:30 pm-6:30 pm
DATA SCIENCE
SENSE AND CENTS ABILITY:
GETTING PRICING PROJECTS
APPROVED WITH DATA
AND FACTS
TRACY
CANNON
Business Solutions BRACKE, CPP
Revenue Strategic
Consultant, Manager, EY
Management, Iron Consultant, PROS
Zilliant
Mountain Inc.
: ADVANCED : INTERMEDIATE : INTERMEDIATE : INTERMEDIATE
: B2B AND B2C THEMED : B2B AND B2C THEMED : B2B THEMED : B2B AND B2C THEMED
Building a Global Revenue Intuitively, business-to- In this modern business world Make a Winning Case for a
Management team and business (B2B) leaders know there is no shortage of pricing Pricing Solution Investment
implementing global price they are not winning the full data to be analyzed. While
Data is imperative when
strategy is no longer a choice; potential from their customer conducting such analysis is
making the case to improve
it is a necessity to address accounts. Rapidly changing essential, value is only derived
organizational pricing and
the requirements of your customer expectations and by effectively communicating
quoting processes. In this
large global customers and to the pace of advancement in these insights to the field.
presentation, attendees will
enable your global business business dynamics is making The question of how best
learn how to create a winning
strategy. Too often company’s it necessary for companies to arm the sales team with
argument for a pricing solution
price strategies are disjointed to enable and enact true accurate, dynamic, real-time
investment by developing
or overly rigid from country digital transformation in order price recommendations and
and communicating the value
to country, either creating to keep up with or exceed customer strategies that
proposition of the project.
confusion for customers or market expectations and they can use to sell more at
handicapping overall business competitors. a better margin is an issue all Attendees will explore how to
growth. organizations face. Derived utilize data to gain alignment
Companies have a significant
from price implementation and how to shape data points
In this session, the presenter opportunity to expand,
case studies across various into a narrative that makes
will build on his experience retain and optimize customer
industries, this presentation greenlighting your software
directing Global Revenue relationships through
focuses on the best practices project a no-brainer. We will
Management at Iron Mountain, revenue expansion and profit
required for driving pricing discuss what data to look for
a global company that optimization. In this session,
insights into the field. Major when developing a case for
conducts business in more attendees will hear the
topic areas include: designing transformations, as well as how
than 55 countries worldwide. results of this first of its kind
a pricing tool for the sales to interpret relevant data when
Attendees will learn best benchmark report analysing
team, properly tailoring the the information is not cookie-
practices for building a over $120B worth of B2B
level of information provided, cutter.
Global Revenue Management transactions, and learn what
and accelerating adoption.
team and creating a pricing you can do to grow your share Arming executives with
strategy that addresses local
challenges while retaining
through smarter pricing and
prescriptive guidance.
ATTENDEES WILL LEARN: empirical data in a compelling
narrative will accelerate the
core global principals. >> To determine the rational decision making process
ATTENDEES WILL LEARN: appropriate level of pricing to prioritize your project.
ATTENDEES WILL LEARN: >> Quantifying the pricing-
insights necessary for their
>> Key success factors in business opportunity
sales team ATTENDEES WILL LEARN:
>> To drive organizational
building a Global Revenue >> Uncovering hidden pockets price and margin targets >> The importance of data
Management team of revenue and profit when making the case to
into the field
>> How to build a revenue potential improve pricing and quoting
>> To ensure tool
management strategy to >> Capturing your potential implementation and
processes
enable country specific using prescriptive guidance
price recommendation >> What data to look for when
business strategies justifying transformations
compliance
>> How to engage and energize and how to interpret
leadership to successfully relevant data
drive your global strategy >> How to use the information
to create a compelling
narrative
OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18 c 23 c>> THURSDAY, OCTOBER 25
AFTERNOON BREAK
CONFERENCE RECEPTION
PRICING PRACTITIONERS
LEADING THE
CULTURAL CHANGE:
COST TO VALUE IN A
GLOBAL FIRM
PATIENCE
MUTISO
Sr. Strategic
2:30 pm-3:00 pm
4:30 pm-6:30 pm
3:00 PM - 3:40 PM
PRICING EXPERTS
BUILDING PRICING
SKILLS THROUGH
EFFECTIVE COACHING
THOMAS
GORIN
Associate
TOOLS AND TECHNIQUES
FROM (SPREAD) SHEET TO
B R E A K O U T
(C) SUITE: TIPS FOR PRICERS
ON HOW TO COMMUNICATE
WITH THEIR EXECUTIVE TEAMS
JOE
DALLIMORE
c
DATA SCIENCE
CREATE A SINGLE
SOURCE OF TRUTH:
DASHBOARDS FOR
PRICING MANAGERS
MAYURESH
SARAVANAKUMAR
Strategic
Pricing Manager Director, Consultant,
Consultant,
for CHEP North The Boston Holden Advisors
PROS
America Consulting Group
: ADVANCED : ADVANCED : INTERMEDIATE : BEGINNER
: B2B AND B2C THEMED : B2B AND B2C THEMED : B2B AND B2C THEMED : B2B AND B2C THEMED
You are the new pricing Achieving better business If a pricing initiative falls in Pricing managers are often so
leader in the largest and results through pricing comes the forest but there is no busy with the daily activities
most profitable subsidiary down to better decisions executive around to hear it, of developing price quotes
of a global, publically traded enabled by better data and does it make a sound? The and discussing discount
supply-chain conglomerate. analytics and supported complexity of pricing often allowances with sales that they
Your mission is to create, by the right processes and makes strategies, models and often struggle to find time to
communicate and execute a tools. As a result, any pricing outputs difficult for C-level identify and act on strategic
pricing and revenue strategy initiative with the goal to executives to easily digest. opportunities. Even if pricing
throughout North America. deliver sustained results has to This can cause roadblocks managers did have time, there
Three months into the mission, address how to best teach new to pricing improvements and are so many ad-hoc reports
you have a baseline on which pricing processes, systems and strategy implementations, and poor tracking systems that
to build your strategy. You are strategies to pricing teams. and can cause frustration for there is no one source of truth.
in your first meeting with the pricing teams attempting to This leads to low-confidence
In this session, attendees
C-Suite. They wait expectantly implement pricing advances in in the analysis and subsequent
will learn best practices for
for the diagnosis. I can their organization. decision-making by the C-Suite.
teaching pricing in a number
summarize that meeting with
of scenarios, including In this interactive session, The way to efficiently identify
one word: culture.
tailoring education to the participants will learn opportunities and confidently
Culture is a complex word that needs of the learners, teaching guidelines for executive-level aim for the numbers is to have
carries different meanings effectively without wasting communications related to a solid data setup tuned for
that can influence price time, developing clearly pricing, which will strengthen pricing and a standardized
optimization and revenue defined learning goals, and the position of the pricing approach to analytics. Pricing
management within the global educating in engaging ways team within their organization managers must define the
corporation. Learn through to keep learners interested. and further their careers at the relevant metrics aligned to
real-world examples how We will also discuss how to same time. We will teach you organizational goals, and
to make everyone in your roll-out training programs in how to communicate the real dashboards and data-sets
company want to join your small teams as well as larger dollar impact pricing can have required.
new “value pricing” culture. organizations. for your company.
ATTENDEES WILL LEARN:
ATTENDEES WILL LEARN: ATTENDEES WILL LEARN: ATTENDEES WILL LEARN: >> How to overcome the
>> How to move their >> How to design a pricing >> Clear, concise talking points challenge of data setup for
organization from cost and learning program with for various pricing strategies pricing decisions
volume, margin and price clearly defined goals and – easy enough for a CEO to >> What standardized analysis
monopoly to competitive tailored to the audience understand and reporting is required
alacrity >> An overview of learning >> The power in using a to enable rapid pricing and
>> How to build grassroots tools and resources current state vs. future state growth decisions
change management by available to help learners approach >> How to create a coherent
creating pricing evangelists build new skills >> Tips for communicating company-wide structure to
and customer advocates >> How to leverage the the real dollar impact enable single source of truth
>> How to choose the battles “Learn – Do – Teach” pricing can have in your
that win the War of Cultural model to make learning organization (both DOs and
Change results stick DON’Ts)
c 24 c 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCEYou can also read
