chicago - pricingsociety.com chicago, which has hosted ... sales and marketing personnel to get you...

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CHICAGO

TECHNIQUESAND STRATEGIESFOR SUCCESS

SHAPINGTHE

FUTURE

29th Annual Spring Pricing Workshops & Conference

May 1-4Loews Chicago

O’Hare Hotel

#PPSCHI18

On behalf of the entire Professional Pricing Society team, I am thrilled to announce the program for our 29th Annual Spring Pricing Workshops & Conference.

We are very happy to return “home” to Chicago, which has hosted more workshops and conferences than

any other city. The Loews Chicago O’Hare hotel rates very highly with our members due to its wonderful staff, convenient

meeting facilities, and art galleries throughout, so we are all set up for a terrific time.

PPS builds our events on feedback from our members, along with the newest topics of interest from diverse industries in the business world. We bring experts and thought-leaders from across the globe together with senior leaders, pricing and revenue management practitioners, and sales and marketing personnel to get you the strategies and tactics needed to improve your company’s performance.

In addition to our expanded keynote and Town Hall offerings, we will debut a full breakout track centered on Data Analysis, so you and your organization can prepare to take full advantage of existing information within your systems.

Our Spring Conference will also have lots of takeaways for those interested in other business topics: Digital Business, Transforming your Organization, New Consumption Modeling, Commercial Policies, Partnering with Sales, and Change Management. These topics and many more will be featured during keynotes and four concurrent breakout tracks on May 3-4.

We will also feature 11 full-day workshops on May 1-2 so you and your team can get more in-depth information on Core Pricing Skills, Negotiations with Procurement, Differential Value Quantification, Pricing Strategy, Machine Learning, Running Price Improvement Projects, and other areas. These workshops are also worth credit toward the Certified Pricing Professional designation.

PPS Events are the biggest and best places to network, benchmark, learn, and train. We hope that you will join us and well over 500 of your peers in Chicago to increase your business skillsets. Our workshops, keynotes, and breakout tracks are all designed for you to make the most out of your investment with us. We have networking opportunities, new initiatives, best practices, and great experiences for you and your team. No other conference will provide you with more practical ways to improve your own profit landscape. I look forward to seeing you in Chicago!

P R O F E S S I O N A L P R I C I N G S O C I E T Y

OFFERINGS:• Certified Pricing Professional• Pricing Training Workshops• Over 30 Online

Pricing Courses

OTHER SERVICES:• 16 Annual Publications• Pricing White Papers• Case Studies• Webinars• Annual Salary Survey

The Most Trusted Resourcein the Pricing World

CO

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CHICAGO

WORKSHOPS ...............................4

CONFERENCE AT-A-GLANCE .........15

KEYNOTE PRESENTATIONS ..........16

BREAKOUT SESSIONS ................20

TOWN HALL FORUM....................26

CONFERENCE INFORMATION ......28

HOTEL INFORMATION ..................29

SPONSORS ................................30

TECHNIQUESAND STRATEGIESFOR SUCCESS

SHAPINGTHE

FUTURE

#PPSCHI18

KEVINMITCHELLPresident, The Professional Pricing Society

EVENTS:5 Major Annual Pricing Conferences

FOUNDED: 1984 by Eric Mitchell

MEMBERS: 4,813

COMPANIES: 653

GLOBAL PRESENCE:75 Countries / 6 Continents

OTHER SERVICES:• 16 Annual Publications• Pricing White Papers• Case Studies• Webinars• Annual Salary Survey

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.

The Most Trusted Resourcein the Pricing World

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May 1-4, 2018 | Chicago | #PPSCHI18

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.

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.

PROGRAM FRAMEWORK

CertiFied Pricing ProfessionalA MARK OF DISTINCTION FOR PRICERS WORLDWIDE AND THE INDUSTRY STANDARD PROFESSIONAL PRICING CERTIFICATION

level 100 level 200 level 300 level 400 level 500 level600

Foundations of Pricing

Foundation courses which should be taken first

Price Setting

Price Variance

Management

Behavioral and Psychological

Aspects of Pricing

Pricing Electives Pricing and Corporate Strategy

1Best Practices

from Top Pricing Experts

2Comprehensive

Pricing Training

3Develop an

Internal Pricing Culture

4Rigorous

Certification Process

5Bring Your

Pricing Function In-House

TOP 5 BENEFITS OF CERTIFICATION WORKSHOPS & ONLINE COURSESPRICING TRAINING

For More Information about the Certified Pricing Professional program please email [email protected] 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!

3

TUESDAY, MAY 19:00 AM - 4:00 PM

LEVEL100

COURSE

4

CHICAGO

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CORE PRICING SKILLSUnless businesses adopt new and innovative pricing, rising costs and increased competition will diminish profit margins and they will not be able to reap the full rewards of technological investments in productivity, quality, R&D, and customer service.

This course will give you alternatives to pricing your products and/or services utilizing a customer-perceived value approach rather than cost-plus pricing methods. By learning to avoid the deleterious consequences of cost-plus pricing, you will communicate better with customers, be able to discover their expectations up-front, enhance their loyalty and retention, and increase your profitability.

In this workshop, attendees will learn the core pricing skills and concepts needed to implement customer-perceived value and value-based pricing approaches. We will review the genesis of cost-plus pricing and reasons why many businesses, despite the consequences, still cling to this approach. We will then focus on customer value perceptions, the economics of price discrimination, and the seven types of customer risk and their impact on value, among other topics.

Attendees Will Learn:

• The First Law of Pricing: all value is subjective

• The Second Law of Pricing: all prices are contextual

• Why there is no such thing as a commodity

• What is a “fair price?”—the ethics of price discrimination

Ronald J. Baker is the founder of VeraSage Institute and a radio talk-show host on the VoiceAmerica.com

show, The Soul of Enterprise: Business in the Knowledge Economy. He’s the author of seven best-selling books, including The Firm of the Future, Pricing on Purpose, Measure What Matters to Customers, Mind Over Matter, Implementing Value Pricing, and The Soul of Enterprise.

RON BAKER

Presented by:

Founder, VeraSage

Ed Kless joined Sage in 2003 and is currently the Senior Director of

Partner Development and Strategy. He is the author of The Soul of Enterprise: Dialogues on Business in the Knowledge Economy, a compendium of episodes from his VoiceAmerica.com talk show The Soul of Enterprise: Business in the Knowledge Economy. He earned his BA in Liberal Studies from Pace University.

ED KLESSSenior Director, Partner Development and Strategy, Sage

Workshop presentations are provided in a print copy workbook only and remain the proprietary property of each workshop speaker.

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LEVEL300

COURSE

5

CHICAGO

2


SUCCESSFULTRANSFORMATION

Most organizations have objectives to improve their results for profit, volume and market share, but not all of them are really leveraging the most powerful lever for attaining these goals.

In Successful Transformation for Strategy Optimization, Commercial Effectiveness, and Pricing Excellence, pricers will learn the concepts, best practices and methodologies that have been proven effective in creating successful pricing transformation journeys. We will review these tactics by examining five real-world business case studies from across five different industries (Pharma, Heavy Machines, Distribution, Software Services, and Banking) and diverse global markets (Germany, France, Sweden, Italy, and UK). We will then use the lessons learned in these transformation examples to help attendees identify key challenges, solutions and recommendations for their own unique pricing transformation journeys.

Join us in moving beyond the theory as we connect with case studies from top professionals in different industries on their transformation journey to extract lessons learned.


• The concepts, best practices, and methodologies proven successful in transformation journeys

• From 5 real world business cases across diverse industries and global markets

• To expose key challenges and obtain pragmatic and successful solutions, insights and recommendations

Fernando Ventureira is CEO at Stratence Partners and has more than 25 years

of experience helping organizations worldwide optimize strategies, enhance commercial effectiveness, and implement successful pricing excellence. He is an expert in producing tangible economic results through pragmatic “Short Term Solutions” and delivering long-term vision as “Sustainable World Class Capabilities.” He earned his Ph.D. from Pantheon Assas University in Strategy and Organization.

FERNANDO VENTUREIRA

Presented by:

CEO, Stratence Partners Limited

MORNING BREAK 10:15 am-10:45 amLUNCH 12:00 pm-1:00 pmAFTERNOON BREAK 2:15 pm-2:45 pm


for Strategy Optimization, Commercial Effectiveness, and Pricing Excellence


LEVEL400

COURSE

6

CHICAGO

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3


THE SCIENCE OF PRICE PERCEPTIONEffective pricing management requires applying principles of price perception science: how buyers react to prices and price changes and how businesses should manage price differentials. Prices as stimuli not only elicit specific emotions and frame different perceptions for potential buyers, but also send signals to competition. Businesses often have price promotions or increases without analyzing the core question of how much of a price change makes a difference to buyers. Not all price differences (or price changes) are noticed by customers. Neither do all perceived price differences induce changes in customers’ value perceptions. Considerations of the science of price perception are crucial in managing customers’ price perceptions.

Understanding the behavioral aspects of pricing is essential to building the fundamentals of perceived value pricing. Value is not absolute. What businesses need to manage is the perception of value in the minds of buyers. Perceived value pricing therefore involves the establishing, nurturing and maintaining of value perceptions in the buyer’s minds over time.


• The fundamentals of perceived value pricing: how buyers respond to price stimuli and form value perceptions

• The role of price in signaling quality and intentions to customers and competition

• How to manage price differentials

Lillian L. Cheng is an advisor and researcher in pricing and marketing strategy. She has taught

at several universities and focuses her research in marketing channels, marketing strategy and pricing. She teaches marketing and pricing at the National University of Singapore and consults globally. She is co-author of Relativity: The Science of Price Perception with Kent B. Monroe, (forthcoming), published by Business Expert Press.

LILLIAN L. CHENG

Presented by:

Partner, Cheng Monroe and Associates

Kent B. Monroe brings decades of research, consulting and experience to seminars that explain

and illustrate successful pricing strategies and tactics. He defined the conceptual foundations of behavioral price research and has been published in the most reputable journals in the world. He is the author of Pricing: Making Profitable Decisions, and his research is re-printed in a seven-volume set by Sage Publications.

KENT B. MONROEPartner, Cheng Monroe and Associates



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LEVEL500

COURSE

7

CHICAGO

4


Businesses face unprecedented pricing pressure due to the rise of modern procurement organizations and tactics. Whether you are a sales leader, pricer, commercial leader, or a finance leader, you may be involved in difficult sales negotiations driven by your customers’ procurement organization. Negotiation is a core skill necessary for anyone in business. Sales teams and pricing professionals that work with sales need to up their game to defend their prices, value proposition and margins.

This course will provide in-depth and practical pricing and negotiating approaches to counter modern procurement strategies. We will explore the recent evolution of procurement organizations, the tools used in modern procurement, and tactics for designing winning, profitable strategies for dealing with procurement.

Don’t let your investment in value and selling go to waste – help your sales and pricing teams capture more of the value you deliver to customers. Learn firsthand from instructors who have worked on both sides of the negotiating table - procurement and pricing.


• The evolution of procurement organizations to a 21st century model and supplier implications

• The tools, strategies and approaches modern procurement uses to extract value from suppliers

• How to design winning pricing strategies to counter procurement and grow your margins

Chris Provines is a speaker, author, educator, and advisor who specializes

in helping businesses compete more profitably through value-based strategies. He is CEO of Value Vantage Partners and an award-winning adjunct professor at Rutgers University, where he teaches pricing strategy, global procurement, and other business courses. He received his MBA from Rutgers University and is on the PPS Board of Advisors.

CHRIS PROVINES, MBA

Presented by:

CEO, Value Vantage Partners

Lydia Di Liello is the CEO and founder of Capital Pricing Consultants, a revenue management

and business consultancy. She has more than 23 years of global revenue management and business leadership expertise, and is a noted speaker throughout the United States, Asia and Europe. She holds an MBA from Youngstown State University and is a member of the PPS Board of Advisors.

LYDIA DI LIELLOCEO and Founder, Capital Pricing Consultants


Increase Your Negotiation Skills and Help Your Sales Team with Modern Buyers

NEGOTIATING WITH 21ST CENTURY PROCUREMENT:


LEVEL600

COURSE

8

CHICAGO

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VALUE-BASED PRICING AND

DIFFERENTIAL VALUE

QUANTIFICATION:

More firms and their pricing leaders are embarking on value-based pricing strategies every year. Research shows increased adoption from 17% of firms in 2008 to about 25-30% of firms in 2016. Part of the deployment process of value-based pricing is the implementation of the Economic Value Estimation® (EVE®) process to quantify differential value. While adoption of value-based pricing and the implementation of EVE® is increasing, pricing professionals still face difficulties in designing and executing value-based pricing strategies and particularly executing the EVE® methods across their organizations.

In this unique one-day workshop, we go through the latest science on value-based pricing and on the EVE® process. We also review how to operationalize the outcome in value-based innovation, value-based marketing and value-based selling strategies. This is a unique and powerful workshop to learn theoretical and practical dimensions of EVE® and value quantification. Participants will also receive a signed copy of the Dollarizing Differentiation Value book as well as an eBook called A User’s Guide to Value Modeling.

Stephan M. Liozu, CPP is Chief Value Officer of the Thales Group, Chief Marketing Officer of Thales Inc., and an Adjunct Professor and Research Fellow at the Case Western Research University Weatherhead School of Management. He authored four books, Value Mindset (2017), Dollarizing Differentiation Value (2016), The Pricing Journey (2015) and Pricing and Human Capital (2015). He holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management (2005), and an MBA in Marketing (1991).

Best Practices to Understand, Apply, and Operationalize

in Your Organization

STEPHAN LIOZU, CPP

Presented by:


• How to operationalize value-based pricing and EVE® in your daily business and track that your approach is successful

• How to practically link value-based pricing with value-based innovation, value-based marketing, and value-based selling

• How to use multi-functional collaboration to accelerate deployment of value-based pricing

Chief Value Officer, Thales Group



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LEVEL200

COURSE

9

CHICAGO

6


HOW TO PRICE:

Value-based pricing is pricing products and services according to the value of the benefits delivered to customers. The pricing industry has broadly accepted value-based pricing as superior to alternative paradigms. But how do executives functionally arrive at prices that are aligned with the principals of value-based pricing? What techniques do they use? What are the tradeoffs between the competing methodologies? What process steps are executed to deploy these methods? And how can these methodologies be used to engage positive collaborations with product managers, salespeople, and marketing communications professionals?

In How to Price, we clarify the three industry-dominant pricing methodologies in practice today and their relationship to value-based pricing: exchange value models, economic price optimization, and conjoint analysis. Each of these methodologies is an industry-proven, academically accepted best practice for addressing pricing challenges. Each is superior in some cases but inferior in others. Each uses market research data to understand customer choices, but the sources of the data vary greatly.


• How to conduct a profit sensitivity analysis to inform pricing decisions

• How data can be used to conduct economic price optimization

• How to identify opportunities to increase profit through examining the relationship between prices and benefits

Mary DeBoni, CPP is a Consultant at Wiglaf Pricing where she executes research and analytics needed to support

pricing projects. Her areas of expertise include Revenue Management Analytics, Sales, Client Management, Learning and Development, and Econometrics. She earned her Master of Arts in Economics from the University of Detroit Mercy and a Bachelor of Arts in Economics from Michigan State University.

MARY DEBONI, CPP

Presented by:

Consultant, Wiglaf Pricing

Kyle Thompson-Westra, CPP is a Consultant at Wiglaf Pricing where he is responsible for the data-

driven research and analysis that supports client pricing projects. His areas of expertise include pricing strategy, sales and marketing strategy, business development, business systems analysis, and project management. Kyle earned his BA in Political Science and Economics from Tufts University and MBA from DePaul University.

KYLE THOMPSON-WESTRA, CPPConsultant, Wiglaf Pricing


An Examination of the Techniques and Strategies of Value-Based Pricing

WEDNESDAY, MAY 29:00 AM - 4:00 PM



LEVEL300

COURSE

10

CHICAGO

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PRICING INNOVATION:

Most innovations are under-priced when launched. This is because product owners have limited market and customer insights, are uncertain of the product’s value and lack a structured price setting process. Pricing is an afterthought. By the time most new products reach “launch,” fear, compromise and deadlines drive the pricing decision. Inevitably this results in financial expectations not being achieved and a weak competitive position upon market entry.

This Pricing Innovation workshop will provide pricing professionals with a high impact approach for pricing innovation. We will provide a ‘hands-on’ approach to optimizing the price setting process throughout the product development process. The price setting framework ensures that product owners set prices confidently, in a timely manner with achievable financial goals.

Pricers attending this workshop will learn how to monetize disruptive value creation (e.g. Internet of Things), how to avoid leaving money on the table during the value creation process, and how to create confidence with the sales force to enhance value capture.


• What key information is required and when, in the development of pricing for a new innovation

• How to develop this information, discover insights and apply it to create a profitable pricing strategy

• How to organize the price setting process and engage internal stakeholders to create aligned expectations

Kirk Jackisch has more than 12 years of strategic pricing experience and 20

years of business experience, including working with international companies in the high-tech, healthcare, manufacturing, consumer products and BPO services industries. He has an MBA from the Amos Tuck School of Business at Dartmouth College and a bachelor’s degree in International Relations with Honours from the University of British Columbia.

KIRK JACKISCH

Presented by:

Vice President of Pricing Strategy, Pricing Solutions Ltd.

Over the past 13 years, Greg Thomas has worked with companies in multiple

industries, and has spearheaded many initiatives at Pricing Solutions, including developing a world-class competency at accurately forecasting the impact of implementing different pricing strategies. He holds a master’s degree in Agricultural Economics and International Development from the University of Guelph and an Executive Marketing Certificate from Ivey Business School at Western University.

GREG THOMASVice President of Pricing Research & Analytics, Pricing Solutions Ltd.


A High Impact Approach to Monetizing Disruptive Value Creation

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LEVEL300

COURSE

11

CHICAGO

8


GETTING YOUR CUSTOMER PRICING RIGHT:

The current economic environment makes identifying revenue and margin growth opportunities difficult, with many companies experiencing declining volumes and margin pressures. To counter, most try to maintain volume by lowering prices and improving cost recovery instead of focusing on top-line growth. They strive to better understand their varying customer groups and turn that understanding into a growth strategy, yet most recent research shows that more than 83% of all small and medium sized B2B companies still price based on gut feeling, cost-plus calculation and competitive price levels, requiring numerous manual discounts to adjust.

Learn how “best-in-class companies” handle and monetize this opportunity. They combine market intelligence, transactional data and customer feedback to measure customer performance based on reliable data. They map this aggregated customer value against price levels in a defined pattern. Finally, they define rules of engagement and have the right communication strategy in place to keep this model in balance while still allowing customers to improve at over time.


• To develop a pragmatic concept for a performance oriented customer value segmentation

• To connect and relate customer value tiers to pricing (price levels, discounts, rebates)

• To monitor and manage changing customer performance to steadily increase value-add


How to Reward Top Customers and Penalize Cherry-Pickers

Hendrik von der Brelie is a Director with Simon-Kucher in the Atlanta office with 8+

years of consulting experience. Before transferring to Atlanta, he worked for 6 years in the Simon-Kucher German practice. He specializes in pricing strategy and pricing improvement transformation programs with a focus on the B2B industry. He holds a MSc in Economics from the University of Muenster, Germany.

HENDRIK VON DER BRELIE

Presented by:

Director, Simon-Kucher & Partners

William Lee is a Consultant with Simon-Kucher in the Boston office. He specializes in pricing optimization and

pricing improvement transformation programs with a focus on the automotive industry. He holds a BA in Public and International Affairs from Princeton University.

WILLIAM LEEConsultant, Simon-Kucher & Partners



LEVEL500

COURSE

12

CHICAGO

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REAL-WORLD APPLICATIONS OF MACHINE LEARNING IN PRICING:

In this three-phase workshop, participants will learn how to take a data science driven approach to achieving pricing excellence. The first phase will explore how fundamental data analysis can be applied with familiar tools (like Excel) to improve pricing effectiveness. The second phase will explore the application of statistical models using popular statistical software tools (like R) to make data-driven pricing decisions. The final phase will explore the use of machine learning techniques for pricing, including data requirements, available tools, and how to evaluate machine learning models. In this hands-on session, attendees will be provided with sample datasets so they can experiment with the various techniques being discussed.

In this session, pricers will receive a strong foundation in the theory and application of data science for pricing excellence. Through this multi-phase, interactive workshop, attendees will also receive strategies for quickly and effectively implementing data-driven principles into their existing pricing tools. Attendees will have applicable steps for change within their organizations.

Justin Silver, Ph.D. is a senior data scientist at PROS. He specializes

in the development and implementation of machine learning systems and processes that enable businesses to achieve pricing and sales excellence. His contributions to PROS solutions have helped customers to achieve substantial ROI improvement through a scientific approach to commerce. He has a PhD in statistics from Rice University.

JUSTIN SILVER, Ph.D.

Presented by:

Senior Data Scientist, PROS

Joe Dallimore is a Senior Strategic Consultant at PROS where he guides pricing and sales teams

through important digital transformation initiatives. He works with his customers across the phases of building the business case, mobilizing cross-functional teams, and delivering the desired results of transformation. He has an MBA from the University of Rochester and a bachelor’s degree from Weber State University.

JOE DALLIMORESenior Strategic Consultant, PROS

Attendees Will Learn:• How to funnel business knowledge into a data science

driven pricing practice

• How to assess your data’s quality and readiness for machine learning

• How to measure the performance and impact of a statistical or machine learning model

How to Apply Data Science Today With Your Existing Tools


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LEVEL500

COURSE

13

CHICAGO

10


PRICE EXECUTION FOR SUSTAINED PROFITABLE GROWTHMany companies find themselves ill-prepared to handle disruption or tap into innovation opportunities due to a legacy of weak pricing execution. New product introduction, organizational redesign, big data solutions, and other strategic investments – all of these critical functions can fall short without solid price operations. Customers frame their perception of value received or procurement risk based on their vendors’ ability to execute pricing. Given the ever-changing marketplace, even smart companies need to adapt quickly with continuous price improvement.

However, companies have far more control over their pricing operations than they realize. In the workshop Pricing Execution for Sustained Profitable Growth, we will discuss a breakthrough approach for superior execution, one that can systematically eliminate pricing-related risk or leaks to bring new profits straight to the bottom-line without alienating customers. In this workshop, our discussion will include a holistic organizational approach for keeping senior management engaged while dismantling functional silos with the spirit of continuous improvement.


• How to find the Hidden Pricing Factory within your organization

• How to secure trust and organizational support with evidence-based assessment of the overall pricing capability

• How to align pricing operations with your pricing and sales strategy


Navdeep Sodhi is the Managing Director at Sodhi Pricing Associates and a pricing operations expert with experience in several global industries including Airlines, Medical Devices, B2B Manufacturing, Electronics, Chemicals, and Outsourced Services. He has received the Professional Pricing Society’s Award of Excellence and is an adjunct instructor for Pricing Management at the University of St. Thomas. He co-authored the book Six Sigma Pricing: Improving Pricing Operations to Increase Profits, and has an MBA from Georgetown University.

NAVDEEP SODHI

Presented by:

Managing Director, Sodhi Pricing Associates



LEVEL600

COURSE

14

CHICAGO

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5 STEPS TO RUNNING A PRICE

IMPROVEMENT PROJECT FOR

PRACTICAL, SUPERIOR

RESULTS

Many companies struggle to get the large pricing and profit gains that they are expecting from their pricing efforts. The pricing team is continually recommending price improvement actions but either the sales organization does not act on these ideas or the ideas just do not make a significant impact. The pricing resources get frustrated with sales, the sales team gets frustrated that the pricing team is pushing them to take questionable actions, and the business leadership becomes frustrated 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 around and begin delivering superior profit results.

This workshop covers a proven, 5-step process of best practices for delivering superior price improvement results. This process has been developed over hundreds of successful pricing projects. It is practical, easy to learn, and can be immediately and effectively applied by pricing professionals within their organizations.

Joanne Smith, President of Price to Profits Consulting, is the author of The Pricing and Profit Playbook and the former DuPont Corporate Head of Marketing, Pricing and Customer loyalty. She transformed DuPont’s pricing from weak to outstanding. With more than 20 years of global business, marketing and pricing expertise, she now works with global companies across a wide range of industries to help them develop world class strategies, pricing transformations, pricing improvements and pricing skills.

JOANNE SMITH

Presented by:


• Why most price improvement recommendations are not acted upon

• A proven, practical 5-step process for price improvement projects for fast, superior profit results

• How to gain alignment and support from your leaders and sales teams for price moves

President, Price to Profits Consulting



1:00pm-1:45pm

1:00pm-1:45pm

This track features Advisors in the pricing field sharing methods that will inform participants how to be more effective at both the strategic and tactical level covering many diverse

pricing topic areas.

This track features content pricing experts sharing their expertise in

how to address barriers to success that organizations face implementing

pricing strategies.

This track features expert advice in Artificial Intelligence,

CPQ, Industrial Internet of Things (IIoT), XaaS, and

data-driven decision making.

1:45pm-2:30pm

1:45pm-2:30pm

3:00pm-3:45pm

3:00pm-3:45pm

3:45pm-4:30pm

3:45pm-4:30pm

4:30pm-6:30pm CONFERENCE RECEPTION

This track features professionals in the pricing field sharing best practices – what has worked,

what has not and how the challenges were resolved.

How to Get Pricing to be a Key Member of the Strategic Decision Making of a Business Mark DeKok, Head of Pricing, Elsevier Education

Ensuring a Successful Product Launch: Value Propositions for Sales Petrit Kelmendi, Strategic Value Management Representative, Eastman Chemical Company

Developing a Compelling Pricing Strategy for AI and Machine Learning Products Kartik Doraiswamy, Manager, Adobe Systems

Pricing Evolution: A Story of Pricing Change Management Rizki IIham, Pricing Manager, Metrie

Enabling Sales with Pricing Power Michael Davis, CPP, Global Pricing and Sales Effectiveness Manager, Unimin

Pricing In Acquisitions: Extending Your Influence, Avoiding Mistakes David Harakal, Pricing Director, Epicor Software

KEYNOTE TOWN HALL Joe Kniple

KEYNOTE TOWN HALL Scott Sinning

Leverage Irrationality To Increase Sales David Chung, Director, Simon-Kucher & Partners

Translating High Level Insights to Bottom Line Pricing Improvements Avinash Punwasee, Principal, Revenue Management Labs

Impact to Pricing Strategy as Business Models Transform Amit Dhir, Management Consultant, PwC

The New Reality in B2B: Pricing as Function of Commercial Excellence Alex Hoff, CPP, VP Business Consulting, Vendavo

Changing Skill Requirements for Pricing Professionals Steven Forth, Partner, Ibbaka

How Well Does Your Pricing Organization Learn From the Field? David Glenn, Ph.D., Vice President, Pricing Science

KEYNOTE TOWN HALL Julie Meehan

KEYNOTE TOWN HALL Caspar de Bono

Flexible Consumption Models Are Here to Stay: Is Your Pricing Ready to Adapt? Chuck Davenport, Co-founder, Deloitte’s Pricing Practice

Enabling Your Strongest Pricing Asset: The Sales Team Brian Mundy, Director, Management Logic

Retail Pricing Strategies and Techniques Frederico Zornig, CEO, Quantiz

Do You Set It and Forget It? How to Manage Price at Every Step of the Product Lifecycle Richard Harrington, Consultant, Holden Advisors

Pricing X-Ray: Core Pricing Analytics to Help You Find Hidden Profits Holly Krafft, VP, Analtyics & Strategic Pricing, RELX Group

New Product Pricing: How it Can Influence the Innovation Pipeline Vincent Duong, Director, Simon-Kucher & Partners

KEYNOTE TOWN HALL Dr. Reed K. Holden, D.B.A.

KEYNOTE TOWN HALL Tim Smith, Ph.D., CPP

Artificial Intelligence: What it Means for the Future of Pricing Caleb Jones, Director of Strategic Consulting, PROS

Monetizing Industrial Internet of Things Brad Soper, Partner, Simon-Kucher & Partners

Pricing in the Age of Digital Disruptions Evert Gruyaert, Strategy Senior Manager, Deloitte Consulting LLP

Uptime: The Most Disruptive Change in Pricing History Cliff Isaacson, Director of Pricing Solutions, Syncron

AI in B2B and Your Bottom Line Barrett Thompson, GM Commercial Excellence, Zilliant Incorporated

The New Role of Pricing Claudia Galea, Managing Director, IVION Group

KEYNOTE TOWN HALL Stephan Butscher

KEYNOTE TOWN HALL Miguel Serrano Kieckebusch

TIME EVENT SPEAKERS7:00am-8:00am REGISTRATION/BREAKFAST

8:00am-8:15am Welcome and Networking Kevin Mitchell, President, Professional Pricing Society

8:15am-9:00am KEYNOTE PRESENTATION: The Future Demands Strategic Thinkers Dr. Reed K. Holden, D.B.A., Founder, Holden Advisors

9:00am-9:45am KEYNOTE PRESENTATION: Monetization in Stephan Butscher, Chief Talent Officer, a Digital World: Avoiding the Big Digital Fail Simon-Kucher & Partners

9:45am-10:30am SPONSOR HALL NETWORKING BREAK

10:30am-11:15am KEYNOTE PRESENTATION: Trends in Pricing: 2018 Edition Julie Meehan, Principal and Pricing Practice Leader, Deloitte Consulting LLP

11:15am-12:00pm KEYNOTE PRESENTATION: Pricing Transformation for a Large Company Joe Kniple, Vice President of Pricing and Revenue Management, UPS

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

TIME EVENT SPEAKERS7:00am-8:00am REGISTRATION/BREAKFAST

8:00am-8:45am KEYNOTE PRESENTATION: Commercial Policy and Pricing Tim J. Smith, Ph.D., CPP CEO, Wiglaf Pricing

8:45am-9:30am KEYNOTE PRESENTATION: The Journey from Scott Sinning, CPP, Director, National Pricing, Pricing Novice to Pricing Career and Beyond Graybar Electric

9:30am-10:30am SPONSOR HALL NETWORKING BREAK

10:30am-11:15am KEYNOTE PRESENTATION: Demand Based Pricing in Practice Caspar de Bono, Managing Director B2B, Financial Times

11:15am-12:00pm KEYNOTE PRESENTATION: Organizational Development: Miguel Serrano Kieckebusch, Vice-President, A Leading Company’s Cultural Shifts Towards Value Global Pricing Strategy & Revenue Management, Medtronic

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

CONFERENCE AT-A-GLANCETHURSDAY, MAY 3

FRIDAY, MAY 4

2:30pm-3:00pm SPONSOR HALL NETWORKING BREAK

2:30pm-3:00pm SPONSOR HALL NETWORKING BREAK

15May 1-4, 2018 | Chicago | #PPSCHI18

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Dr. Reed K. Holden, author, coach and founder of Holden Advisors, is a pricing expert who helps companies build go-to-market strategies that leverage the very essence of their organization to drive price leadership, selling backbone and profitable growth. He published Negotiating With Backbone: Eight Sales Strategies to Defend your Price and Value, 1st and 2nd editions, and co-authored Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table.

Stephan A. Butscher is Chief Talent Officer of Simon-Kucher & Partners Strategy & Marketing Consultants. Since joining the firm in 1994, Butscher has spent more than three years as part of the team launching the Boston office, established Simon-Kucher’s London office, and led the London office as Managing Partner UK for nine years. He is a recipient of the Distinctive Pricer of the Year Award from the Professional Pricing Society.

Technology has added to the tactical pricing and deal management capabilities of many organizations, yielding a healthy return but not breakout growth. Today, business moves faster than ever, and executives demand data. Unless you want to stay on the hamster wheel of challenges and fire-fighting, addressing future game-changing opportunities and growth requires solid strategic thinking for pricing leaders.

In this compelling keynote, Dr. Holden will explain how to get the most from analytical basics to expand the conversation and move from tactical data crunching to market disruption. He will share his experience in how to encourage other executives to rethink strategic decisions and go-to-market plans to generate industry leading results.

Attendees Will Learn:• Basic rules of analytics to yield strategic insights and get

the attention (and budget) of executives• Why strategy is necessary to future success and different

from pricing tactics• The benefits of strategic pricing and implications to

implementation • How to overcome common roadblocks to strategic

thinking you will find along the way

Digitalization is THE buzzword these days, and it is no surprise that 81% of all companies have invested in digitalization initiatives in the past three years. However, 77% of these efforts have not seen a top-line impact.

So what can we learn from the ‘Digitalization Heroes’? Which initiatives should be prioritized? How do you best monetize digital efforts? How do you successfully action the almost limitless opportunities digitalization provides to grow the top-line? How should you optimize pricing, customer engagement, sales dialogue, loyalty, go-to-market?

In this keynote, we will discuss insights from across industries and from the latest Global Pricing and Sales Study to help pricers develop successful digital initiatives.

Attendees Will Learn:• What makes Digital Heroes’ initiatives so successful• What your digital plan should look like• Successful monetization strategies

KEYNOTE PRESENTATIONS8:15 AM 9:00 AM

DR. REED K. HOLDEN, D.B.A.

STEPHANBUTSCHER

Founder, Holden Advisors Chief Talent Officer, Simon-Kucher & Partners

THE FUTURE DEMANDS STRATEGIC

THINKERS

MONETIZATION IN A DIGITAL WORLD:

Avoiding the Big Digital Fail

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Joe Kniple is Vice President of Revenue Management at UPS. In this role, he is responsible for guiding the development of revenue management operations, strategy, and systems. In his 32-year career at UPS, he has also held positions in UPS operations and industrial engineering, as well as revenue management roles for UPS Package, UPS Freight, UPS Forwarding, and UPS Service Parts Logistics. He received his MBA from Georgia State University.

THURSDAY, MAY 3

10:30 AM 11:15 AM

JOE KNIPLEJULIE MEEHANVice President of Pricing and Revenue Management, UPS

Principal and Pricing Practice Leader, Deloitte Consulting LLP

PRICING TRANSFORMATION

FOR A LARGE COMPANY

2018 Edition

Presented by:Presented by:

CONFERENCE WELCOME 8:00 am-8:15 amMORNING BREAK 9:45 am-10:30 amLUNCH 12:00 pm-1:00 pm

Julie Meehan is a Principal and global leader of Deloitte’s Pricing & Profitability Management Practice. She has nearly 20 years of experience in business focused on strategy development and operational improvement including profit enhancement through pricing. She helps companies grow more profitably by developing pricing, customer, product, and sales channel strategies, improving price execution capabilities, and performing in-depth analytics to diagnose and remedy issues related to poor profitability. In 2011, Julie published a book on Pricing entitled Pricing and Profitability Management; a Practical Guide for Business Leaders.

Pricing has evolved significantly over the past decade, and has enjoyed an elevated status as an item on the executive agenda, particularly in recent years. Business leaders are acknowledging what we have known all along: pricing is a powerful and strategic lever to both manage your business performance and compete effectively in the market.

The disruptive forces of the 4th Industrial Revolution are now influencing the latest evolution of strategic pricing. “Digital” everything, the accelerated pace of change, and the availability and sophistication of tools are all bringing new dynamics to this strategic competency. We will discuss the top trends today and for the future, and concrete examples and take-aways for management.

Attendees Will Learn:• Emerging Trends in Strategic Pricing• Implications on the Future of Strategic Pricing• Examples and ideas for capitalizing on trends to take

to the leadership teams

TRENDS IN PRICING:

Today, successful and modern pricing programs are not merely a competitive advantage – they are a necessity to maintain your company’s current relevance. Why must, and how does, a large company approach a transformational change to their pricing ecosystem?

Large companies often have decades of experience, investment, behaviors, and successes, which can contribute to a mindset of incrementalism and reduced investment in their pricing capability. Large firms must be willing to act like small firms and introspectively review their capabilities, as well as understand how to view the interplay of their behaviors and actions.

In this session we will discuss how UPS has begun to undergo their own transformation in this area.

Attendees Will Learn:• How large companies must evaluate themselves and gain

new perspective on what “successful pricing” means• The importance of aligning top-down planning, pricing

strategies, and front-line decision making processes in transformational pricing change

• The value of upgrading skills and technologies to support decisions, provide insights, and allow market testing

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Tim J. Smith, Ph.D., CPP is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, the Academic Advisor to the PPS Certified Pricing Professional (CPP) program, and the author of Pricing Done Right (2016) as well as the globally leading textbook Pricing Strategy (2012). At Wiglaf Pricing, he has worked with startups to the Fortune 500 in Helping Executives Manage Price Better™.

Scott Sinning, CPP has 30 years of experience with Graybar Electric Co, a $6B Fortune 500 wholesale distributor and supply chain services company based in St Louis. He has held a pricing leadership role for four years focused on profitable sales growth, with prior experience in credit management, IT, and international business. He earned his CPP in 2017, and holds an MBA from the University of Miami and BA from Dickinson College.

Commercial policy determines price variance between transactions - this much is known. But who determines commercial policy? How can commercial policy shape customer behavior in a positive manner? What is the role of pricing in defining commercial policy? How should incentives be aligned to commercial policy. And what is the difference between tactical and strategic commercial policy?

In this Commercial Policy and Pricing keynote, Tim J. Smith, Ph.D. will share a dynamic and flexible framework for defining commercial policy that drives both positive customer behavior and profitability. This keynote will benefit pricers in multiple industries who are responsible for developing, defining and driving commercial policy and strategy within their organization.

Attendees Will Learn:• The difference between strategic and tactical commercial

policy elements• The role of sales, marketing, finance, pricing, and others

in defining commercial policy • The importance of pricing councils and pricing analytics

in guiding commercial policy decisions• The role of target prices and profit based incentives

Pricing professionals are not born, they’re made. We come from different backgrounds, educations, career paths, and experiences, but we have a lot in common. We are helping our organizations improve profitable growth through strategic pricing. This is challenging and rewarding work, but can leave a new pricing leader’s head spinning. How can pricing leaders figure it all out given the complexities, change management, big data analytics, and the emergence of new technology?

In this keynote, pricing leaders will learn several key strategies for successfully building and developing their pricing teams. We will discuss driving engagement across your team, implementing a change management mentality, and developing pricers through education and training.

Attendees Will Learn:• Pricing is a team sport - you can’t do it alone so get

everyone involved• How to create a profitable growth mentality - change

management up and down the line• How to build a professional pricing organization

with training

KEYNOTE PRESENTATIONS8:00 AM 8:45 AM

TIM J. SMITH, Ph.D., CPP

SCOTT SINNING, CPP

CEO, Wiglaf Pricing Director, National Pricing, Graybar Electric

COMMERCIAL POLICY AND

PRICING

THE JOURNEY FROM PRICING NOVICE TO

PRICING CAREER AND BEYOND

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Miguel Serrano Kieckebusch is a Corporate Vice-President at Medtronic. He is responsible for the company’s Pricing Strategy and Revenue Management across the globe. This includes chairing the Strategy, Contracting, Tendering and Operations sub-functions for all Medtronic Business & Geographies.

Throughout his career, he has developed extensive global professional experience in a diverse range of business areas including Finance, Quality-Lean Sigma, Pricing, Sales Operations and Business Operations. Miguel also serves as a member of the board for the Professional Pricing Society.

FRIDAY, MAY 4

10:30 AM 11:15 AM

MIGUEL SERRANO KIECKEBUSCH

CASPAR DE BONO

Vice-President, Global Pricing Strategy & Revenue Management, Medtronic

Managing Director B2B, Financial Times

ORGANIZATIONAL DEVELOPMENT:

Presented by:Presented by:

MORNING BREAK 9:30 am-10:30 amLUNCH 12:00 pm-1:00 pm

Caspar de Bono is the Board Director and Managing Director B2B at the Financial Times where he is responsible for corporate, government and education customers. He led the creation of the FT’s direct to customer digital licensing business in 2007. Today, FT has more than 5,000 corporate customers worldwide, collectively paying for more than 500,000 people to use the FT.com at work or study. He earned his MBA from London Business School.

The Financial Times (FT) is a global news media organization. In the year 2000, 80% of sales came from newspaper advertising and 20% from newspaper sales. Now 60% of sales come from digital subscriptions. We have experimented with two forms of demand based pricing: a metered model for consumers and an engagement model for corporations. This is a case study on what we are learning.

This keynote will discuss the ethos of letting the market decide fair value and providing evidence to customers, how to analyze customer behavior to find value indicators and price thresholds, and the role of incentives in getting the whole organization to think about customer value.

Attendees Will Learn:• How to Successfully Shift Business Models• How to Evaluate Customer Needs in

Changing Markets• How to Create Incentive Plans that Work

for Your Customer and You

DEMAND BASED PRICING

IN PRACTICE

As an increased number of companies decide to invest in the area of Price management / Value selling, it becomes apparent that the investment and willingness itself are not at all guarantee for success in the endeavor.

The real difficulty, and where most Companies fail at, is to achieve a long-lasting cultural change within an organization, which guarantees both the sustainability, as well as the returns on investment from the effort.

Framing upfront the vision as well as the desired “end-state”, combined with the proof of value to the corporation from very early stages in the process, is a key element to achieve that desired long-lasting cultural change.

Attendees Will Learn:• Which elements need to be considered upfront when

considering investing in this area• What the key success factors are to establish and

grow a newly-created organization• To identify and understand the main barriers that

prevent success and how to overcome them

A Leading Company’s Cultural Shifts Towards Value

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BREAKOUT SESSIONS THURSDAY, MAY 3

MARKDEKOK

CHUCK DAVENPORT

CALEB JONES

Head of Pricing, Elsevier Education

DAVID CHUNGDirector, Simon-Kucher & Partners

Co-founder, Deloitte’s Pricing Practice

Director of Strategic Consulting, PROS

HOW TO GET PRICING TO BE A KEY MEMBER

OF THE STRATEGIC DECISION MAKING

OF A BUSINESS

LEVERAGE IRRATIONALITY TO INCREASE

SALES

FLEXIBLE CONSUMPTION MODELS

ARE HERE TO STAY:Is Your Pricing

Ready To Adapt?

ARTIFICIAL INTELLIGENCE:

What it Means for the Future of Pricing

As a professional pricer, how many times have you faced these types of situations?

• You only heard about a new product release close to launch and were not looped in to the price setting strategy development phase.

• Sales convinced the marketing and product departments to run a promotion and did not consult you on pricing strategy.

• If so, what could or should you have done differently?

In this session, we will discuss common reasons why pricing is not always looped in at critical points of decision making regarding product promotions, discounts and other pricing related strategy developments. We will also review potential strategies for addressing these issues.

Companies like Apple and Disney understand this key pricing point very well: the way in which product choices are presented to buyers will influence their final purchase decision and willingness to pay a premium. In other words, customer perception of a value offering versus the price point is key to influencing a purchasing decision.

In this session, we will share examples of how companies can leverage human psychological biases to command higher prices and assign higher value to their offerings. This session is for pricers who want to gain a deeper understanding of Behavioral Pricing and customer perceptions and decision making processes in order to improve their consumer pricing strategies.

Multiple companies, even those that traditionally focused on physical goods, are moving towards subscription and consumption-based models to win new markets and customers.

This rapid movement towards Flexible Consumption Models (FCM) is causing an influx of new business models to meet competition or to stake the first claim. However, doing so without evaluating the underlying value drivers, cost to serve, and cash flow impacts is grounds for missing significant profits. Companies must therefore explore new pricing strategies for such non-traditional offerings.

In this session, attendees will learn how to apply a value-based pricing techniques to revise pricing strategies for FCM models, as well as best practices for implementation and launch.

Companies must embrace emerging tools like Artificial Intelligence (AI) and Machine Learning in order to stay ahead of the competition. However, understanding the nature and structure AI and Machine Learning and how the different types of AI (including supervised learning, unsupervised learning, deep learning, reinforcement learning, and active learning) fit into the overall Business Intelligence (BI) landscape or their organization is critical for companies evaluating the next generation of tools they need to adopt to help them reach pricing excellence.

This session is for pricing professionals who want to understand AI and Business Intelligence tools, what they actually can and cannot do, and how they fit into a pricing organization.

Attendees Will Learn:• Possible reasons why pricing

is not always looped in on time

• Best practices for addressing these reasons through organizational change

• Practical tips for immediate implementation within your organization

Presented by: Presented by: Presented by: Presented by:

Attendees Will Learn:• The 3 themes in Behavioral

Pricing: Heuristics, Framing, and Market Inefficiencies

• How clever offer presentment can change how customers assign value and perceive your offering

• Incorporating human decision making when designing offer presentment, pricing, and analytics

Attendees Will Learn:• How the selection of

business models affects monetization models

• The key risks when transitioning to FCM models (low switching costs for customers, shift in cash flow patterns etc.)

• How to mitigate risk when launching new pricing strategies (defining value drivers accurately, evaluating competition etc.)

Attendees Will Learn:• A deep dive into the shift

to AI-based Business Intelligence tools

• A map to help navigate what AI terms and their derivatives actually mean

• How Pricing Science and Pricing Analysis will be affected by the latest technological updates

1:00 PM - 1:45 PMPricing Practitioners Track Pricing Experts Track Tools and Techniques Track Data Science Track

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KARTIK DORAISWAMY

FREDERICO ZORNIG

EVERT GRUYAERT

Manager, Adobe Systems

AMIT DHIRManagement Consultant, PwC

CEO, Quantiz

Strategy Senior Manager, Deloitte Consulting LLP

DEVELOPING A COMPELLING PRICING STRATEGY FOR AI AND MACHINE LEARNING

PRODUCTS

IMPACT TO PRICING STRATEGY AS

BUSINESS MODELS TRANSFORM

RETAIL PRICING STRATEGIES AND

TECHNIQUES

PRICING IN THE AGE OF DIGITAL DISRUPTIONS

AFTERNOON BREAK 2:30 pm-3:00 pmCONFERENCE RECEPTION 4:30 pm-6:30 pm

Breakthroughs in Artificial Intelligence (AI), Machine Learning and Deep Learning have created an influx of software products that are adding new forms of value and insights to firms all around the world, helping them work smarter and faster. A multitude of industries are being transformed and value extraction has not kept pace with value creation. How many firms are effectively monetizing the value-add they are providing? Are they leaving money on the table?

This session will outline a monetizing framework using a number of illustrated examples, and is for pricers who want to understand how to monetize value and stay ahead of the curve in light of these emerging technologies.

The rise of the “Anything as a Service” (XaaS) model is here, due to the widespread adoption and expanded capabilities of cloud computing. As business models transform to test or completely take on a subscription model, pricing strategy has a forefront role to play in the success of profitability and the value proposition.

In this session, Amit will share strategies and tactics to successfully manage this shift from upfront product sales to a recurring revenue model with XaaS. This session is for pricers who want to more completely understand XaaS systems and processes, their implications for and interactions with pricing, and best practices for transitioning their business models to XaaS.

In this presentation, attendees will gain have valuable insights about retail pricing strategies and techniques, and understand many key elements necessary for implementing successful retail pricing initiatives, including:

• how to develop pricing optimization algorithms

• how to identify key products to improve your promotional activities

• how to use customer (irrational) behavior to sell for more

• additional best practices for retail pricing success.

Frederico Zornig will also present implementation case studies and practical techniques from the past few years. This session is for pricers specializing in retail or B2C pricing who want to gain insights on improving and optimizing their pricing processes.

Pricing executives are facing tough strategic choices from emerging “Digital Disruptions.” There are six disruptions that fundamentally change how companies create and capture value:

1 Blurring value chain and channels shifting pricing power dynamics

2 New business models that require companies to develop flexible consumption and subscription models

3 Ultra-personalized offers that require dynamic prices

4 The cognitive machine that learns to optimize prices

5 The salesforce of the future enabled by digital tools

6 Dynamic cloud pricing allowing for capability building with different cost structures

Digital is sharply increasing the complexity, speed and precision of pricing across industries. We will discuss the biggest challenges and how to overcome them.


Attendees Will Learn:• Fundamental concepts

that are relevant to the commercial pricing practitioner in this new era

• A step-by-step process to develop an effective pricing strategy for this new technology trend

• Best practices and key success factors in developing and maintaining their monetization strategies

Attendees Will Learn:• Key reasons why many

companies are trying to transition their business models to XaaS

• Why many XaaS launches fail and how to prevent this

• Strategies and tactics to manage a successful “revenue mix shift” to recurring revenue

Attendees Will Learn:• How to define and implement

a pricing algorithm for thousands of SKUs

• How to improve promotional activities with the right products and prices

• How to improve customer experience and influence customer behavior using pricing

Attendees Will Learn:• The key digital disruptions

impacting strategic pricing

• What technologies enable these disruptions and can help businesses become more competitive

• The key actions that organizations can take now to rapidly address these disruptions


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BREAKOUT SESSIONS THURSDAY, MAY 3

MICHAEL DAVIS, CPP

HOLLY KRAFFT

BARRETT THOMPSON

Global Pricing and Sales Effectiveness Manager, Unimin

STEVEN FORTHPartner, Ibbaka

VP, Analtyics & Strategic Pricing, RELX Group

GM Commercial Excellence, Zilliant Incorporated

ENABLING SALES WITH

PRICING POWER

CHANGING SKILL REQUIREMENTS

FOR PRICING PROFESSIONALS

PRICING X-RAY:Core Pricing Analytics

to Help You Find Hidden Profits

AI IN B2B AND YOUR BOTTOM

LINE

In today’s business environment, pricing has gained momentum as a powerful profit lever. Yet, translating that to the sales team is critical to realizing the full potential of any price increases. Through the use of a Configure Price Quote (CPQ) solution, the sales team can be furnished with the intelligence to enact and support those price increases. However, there are many foundational pieces that must be laid in order to properly enact such an influential tool.

In this session, join Unimin on their journey from implementing pricing strategies to supplying the sales team with relevant guidance on individual quotes. This session is for any pricer considering implementing a CPQ solution.

The pricing profession is constantly transforming, opening many new opportunities for pricing experts. New revenue models driven by the cloud and the Internet of Things (IoT), new technologies based on Artificial Intelligence (AI) and predictive analytics are all creating demand for new skills. What separates the very best pricing professionals from the rest of the field? What skills will be needed in the next few years?

This session will present the results of deep research into pricing skills across a wide set of industries and roles. A new AI for skill inference will be used in this research, which will combine data from surveys, LinkedIn, job postings and interviews with pricing leaders.

Combining existing data with some simple analytical techniques could help turn you into a pricing superhero, or at least help you find hidden profits, within your organization.

Revenue leakage can occur across your business through discounting, churning and misaligning sales incentives. Finding even 1% of revenue leakage can greatly improve your profits, and stepping back to look for leakage can be simple yet highly impactful.

This session is designed for pricers who need effective and applicable analytics techniques that they can quickly implement to get a clearer view of their company’s pricing activities, profit margins and areas of revenue leakage, as well as immediate steps to identify hidden profit potential.

Yes, Artificial Intelligence (AI) is a buzzword, but it’s also a very real advancement that is helping enterprises win business and obtain competitive advantages globally. In fact, recently, when a room full of business executives at one of the world’s premier technology conferences was asked if their 2018 plans included an AI initiative, every hand went up in the affirmative. Are you ready for AI?

This session is for the pricing leader that is focused on solving problems and delivering profit for their organization, but who has not had the time to understand the potential impact AI can have on their business or how they can begin to adopt AI.

Attendees Will Learn:• The many aspects that must

be considered to support a CPQ initiative

• How a global company such as Unimin organized and implemented CPQ

• Implementation lessons learned and challenges overcome along the way


Attendees Will Learn:• What skills pricing experts

need to be successful in today’s market

• What differentiates the top pricing experts from the rest of the field

• What skills will be needed to succeed in pricing in the future

Attendees Will Learn:• Real-life achievable analytics

that you can implement to look at your business differently

• What to look for in your business and where there may be hidden profits

• Next steps for you to immediately incorporate into your work to find money this year

Attendees Will Learn:• What AI means and looks like

for B2B pricing professionals and organizations

• How to prepare your organization and your data for AI tools and initiatives

• How to drive business outcomes through AI solutions and win with internal stakeholders


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FRIDAY, MAY 4

PETRIT KELMENDI BRIAN

MUNDYBRADSOPERStrategic Value

Management Representative, Eastman Chemical Company

AVINASH PUNWASEEPrincipal, Revenue Management Labs

Director, Management Logic

Partner, Simon-Kucher & Partners

ENSURING A SUCCESSFUL

PRODUCT LAUNCH:Value Propositions

for Sales

TRANSLATING HIGH LEVEL INSIGHTS TO

BOTTOM LINE PRICING IMPROVEMENTS

ENABLING YOUR STRONGEST PRICING ASSET:The Sales Team

MONETIZING INDUSTRIAL INTERNET

OF THINGS

AFTERNOON BREAK 2:30 pm-3:00 pm

Executives list value proposition quality as the number one reason for product launch success. The interaction between product management, marketing and sales is listed as another top contributing factor to success. It is obvious that an effective value proposition can be a powerful tool on the hands of the salesforce. However, it is less obvious how product management and marketing can develop value propositions that are effective and memorable for both sales and customers.

In this session, the speaker will review best practices for approaching value, and explore how pricing departments can work with sales, product management and marketing to develop a powerful and profitable value proposition for successful product launch.

As pricing leaders, we are increasingly inundated with metrics, KPIs and reporting. With the advent of big data and the relentless drive to maintain and analyze new sources, this trend of information inundation will continue to accelerate. We often are not at a loss for data but run into issues generating actionable insights from this data and translating these insights into tangible gap closing actions that can be implemented at a customer level.

In this session, the speaker will review a real life case study to help attendees understand how to move from general insights to account level pricing decisions that can be practically implemented by your organization’s sales team.

Sales is often viewed as a necessary evil for pricing. But the truth is that, as the customer-facing front line, sales teams are an indispensable weapon in the war against price erosion. Pricing professionals should provide sales teams with the ammunition they need to succeed in the face of increasingly demanding buyers and procurement groups. Similarly, sales teams should depend on pricing as a true partner in the sales and account development process.

Creating this partnership often takes time and effort, but once successful, the results can be dramatic. This session will focus on learning how to build the bridge between sales and pricing to achieve both profitability and revenue goals.

The “Industrial Internet of Things” (IIoT) is here to stay and presents incredible opportunities to rethink existing business and monetization models. During this session we’ll discuss common misconceptions around IIoT and delve into practical examples on how companies are utilizing or not utilizing these internal and external opportunities to improve their top line.

This session is designed for pricers who are seeking to gain a deeper understanding of current IIoT environments and their applications in various industries. Attendees will learn how to implement IIoT systems and best practices within their own organization, understand the various channels for B2C and B2B, and explore the monetization power inherent in well-run systems.


Attendees Will Learn:• How to choose the right

approach to develop value propositions

• How to quantify value by following a basic framework (+ a dedicated discussion on quantifying intangibles)

• How to develop customer centric messaging and communicate value qualitatively

Attendees Will Learn:• How to understand what

insights are actionable from a revenue management perspective

• How to assess the feasibility of proposed pricing solutions

• The market level execution tools and support you should be considering

Attendees Will Learn:• Pricing tools and methods that

win trust and respect among sales teams

• How to communicate pricing with sales in ways that resonate and support their mission

• How to create a structure that enables a true partnership between sales and pricing

• How to shift sales sentiment from revenue-centric to profit-centric

Attendees Will Learn:• The IIoT isn’t something

you make, it’s an ecosystem you join

• Direct-to-consumer channel development is well underway, and direct-to-business is next

• Monetization power goes to those who control their IIoT ecosystem


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BREAKOUT SESSIONS FRIDAY, MAY 4

RIZKI IIHAM

RICHARD HARRINGTON

CLIFF ISAACSON

Pricing Manager, Metrie

ALEX HOFF, CPPVP Business Consulting, Vendavo

Consultant, Holden Advisors

Director of Pricing Solutions, Syncron

PRICING EVOLUTION:A Story of Pricing

Change Management

THE NEW REALITY IN B2B:

Pricing as Function of Commercial Excellence

DO YOU SET IT AND FORGET IT?

How to Manage Price at Every Step of the

Product Lifecycle

UPTIME:The Most Disruptive Change in Pricing

History

One of the biggest challenges for the pricing function is to attain executive buy-in. This session explores the four stages of the relationship cycle between pricing and leadership:

1 Outsider Stage: Leadership does not know what the pricing function can do for the organization.

2 Ideal Stage: Pricing is doing its job and shows some value.

3 Counsellor Stage: Pricing is a strategic advisor to the organization (centrally led).

4 Strategic Alliance Stage: The organization provides full authority to the pricing function (centralized).

In this presentation, the speaker will share case studies from various companies in which pricing leaders successfully led the pricing function through all four stages of this evolution.

As important as pricing is, many of us have witnessed pricing initiatives struggle due to lack of support from sales and other key departments. This has become even more important in recent years with accelerating changes in how your customers want to do business and how companies are organizing themselves. By properly integrating pricing into a more holistic Commercial Excellence strategy and capability, your pricing team can drive more value for the organization. Pricing moves from being a cost center to a profit center; delivering value, not just governance.

In this session, pricers will explore best practices for integrating their pricing strategies into a broader-reaching Commercial Excellence strategy for their organization.

So often when launching a new product, companies set an initial price and then forget it. This lasts until competitors emulate your most valuable features and your product becomes “me-too” while your pricing remains premium. Customers may also tell you the price is too high and they don’t care about the certain aspects of value you deliver. All of these are tell-tale signs of set-it-and-forget-it run amok.

The answer lies in how you proactively manage and protect the value you deliver throughout the product lifecycle and how you capture that value with price. The right moves will optimize revenue and profits, and keep you ahead of the competition throughout product’s lifetime.

With an increasing emphasis on maximum product uptime, or using predictive analytics to proactively repair products before they break down, manufacturers must ensure their service supply chains remain efficient and optimized. This revolution in service creates a powerful and unique opportunity for pricing departments.

This rapidly transforming landscape will push pricing professionals to change what they are pricing, evolving to selling subscription-based uptime service contracts over individual service parts. This introduces a new lever for pricers to pull – the sense of urgency – which can have a major impact on a pricing department’s contribution to profit margins, and creates a unique opportunity for pricers to automate and optimize their pricing strategies.

Attendees Will Learn:• The four primary stages

of the relationship cycle between pricing and its organization

• How to successfully lead your pricing department through these four stages

• Best practices from pricing leaders who have successfully completed this evolution


Attendees Will Learn:• To analyze market trends

driving this change towards Commercial Excellence

• A maturity model for Commercial Excellence in your organization

• How Pricing can better enable your company’s Commercial Excellence strategy

Attendees Will Learn:• How to identify differential

value and anticipate change in the marketplace

• When to implement the three pricing-for-profit strategies

• Telltale signs you need to adjust your pricing strategy

Attendees Will Learn:• How the movement to sell

“Uptime” creates a unique opportunity for pricers

• How to leverage emerging technologies to modernize the way goods and services are priced

• How to get started and which departments to partner with to make the biggest impact


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FRIDAY, MAY 4

DAVID HARAKAL

VINCENT DUONG

CLAUDIA GALEA

Pricing Director, Epicor Software

DAVID GLENN, Ph.D.Vice President, Pricing Science

Director, Simon-Kucher & Partners

Managing Director, IVION Group

PRICING IN ACQUISITIONS:

Extending Your Influence, Avoiding Mistakes

HOW WELL DOES YOUR PRICING

ORGANIZATION LEARN FROM THE FIELD?

NEW PRODUCT PRICING:How it Can Influence the

Innovation Pipeline

THE NEW ROLE OF PRICING

AFTERNOON BREAK 2:30 pm-3:00 pm

The clear majority of acquisitions fail, but they do not have to. As a pricing leader you can be part of the success factor. Your extensive understanding of your ecosystem uniquely positions you to add value by revealing the hidden costs and opportunities when making an acquisition or being acquired.

In this session, attendees will learn how to position themselves as leaders throughout the acquisition process, how to avoid mistakes that rob value from an acquisition, and practical steps to help acquisitions succeed, whether your organization is being acquired or is the acquirer.

With every price quote or posted price, there is an opportunity to learn about the market, and in turn, improve your pricing. Yet, much of the potential remains untapped. Either data is not captured or there are too many uncontrolled variables. Field sales representatives hear about competing bids, they win bids, and they lose bids. But their data are rarely systematized. In retail, POS data is usually captured, and market share and competing price data are common. However, price effects often get lost in the noise. The latent potential for those untapped sources of information can be tremendous.

This session will review best practices for capturing and systemizing critical market pricing data.

When should pricing get factored into the new product development cycle? Including pricing decisions at key stages within the product development process, and as a defined integral part of the product launch framework, can help you provide essential strategic answers for launch success.

In this session, pricers will learn the importance of pricing at key stages in new product development. The speaker will review best practices for determining customer willingness-to-pay in your target market before product development, as well as identifying what your target customers actually value. Additionally, pricers will learn how to ensure that departments in your organization actively collaborate with pricing at all points of this critical process.

In the new era of technology revolution, where everything we consume or sell is captured by data gatherers, what is a fair price for consumer data?

To add to this complexity, Blockchain, a revolutionary technology although in its infancy, is promising enormous cost savings in three areas: (i) back office headcount reduction of traditional accounting systems resulting from the substitution by cheaper electronic ledgers; (ii) higher accuracy from automation will produce fewer errors, hence eliminating repetitive confirmation steps; (iii) minimized processing delays will result in lower risks of pending transactions.

With significant cost-savings produced by Blockchain and data ownership increasingly obscured, what role does pricing play in this new environment?


Attendees Will Learn:• How to position themselves

as leaders through the acquisition process

• How to avoid mistakes that rob value from an acquisition

• Practical steps to help acquisitions succeed - as the acquirer or the acquired

Attendees Will Learn:• Strategies for effectively

using data to close the pricing feedback loop

• The case for capturing more bid data from the field

• Practical considerations for controlled pricing experiments

Attendees Will Learn:• How to understand the

willingness-to-pay before actual product development

• How to know what customers value to help prioritize the innovation roadmap

• How to ensure internal processes incorporate pricing early on and not as an afterthought

Attendees Will Learn:• Micro-pricing: Pricing is not

limited to the actual part for sale, but also pricing of data attributes connected to that part

• Digital pricing: Pricing is not only expressed in monetary currency, but in other forms of payment (e.g. cryptocurrency)

• Decentralized pricing: Pricing power is distributed across the supply chain


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THURSDAY, MAY 3 3:45 PM - 4:30 PM

FRIDAY, MAY 4 3:45 PM - 4:30 PM

Pricing Practitioners Track Pricing Experts Track Tools and Techniques Track Data Science Track

Pricing Practitioners Track Pricing Experts Track Tools and Techniques Track Data Science Track

KEYNOTE TOWN HALL FORUM

Vice President of Pricing and Revenue Management, UPS

Pricing Transformation for a Large Company

JOEKNIPLE

Discussing:

VP Pricing Strategy, Graybar Electric

The Journey from Pricing Novice to Pricing Career

and Beyond

SCOTTSINNING

Discussing:

Principal and Pricing Practice Leader, Deloitte

Consulting LLP

Trends in Pricing: 2018 Edition

JULIEMEEHAN

Discussing:

Managing Director B2B, Financial Times

Demand Based Pricing in Practice

CASPARDE BONO

Discussing:

The Future Demands Strategic Thinkers

Founder, Holden Advisors

DR. REED K. HOLDEN, D.B.A.

Discussing:

Commercial Policy and Pricing

CEO, Wiglaf Pricing

TIM SMITH, Ph.D., CPP

Discussing:

Monetization in a Digital World

Chief Talent Officer, Simon-Kucher & Partners

STEPHANBUTSCHER

Discussing:

Organizational Development

Vice-President, Global Pricing Strategy & Revenue Management, Medtronic

MIGUEL SERRANO KIECKEBUSCH

Discussing:

Why a Town Hall Forum?You’ve asked for it and we’re delivering! Over the years, our attendees have

asked for a deeper dive into keynote topics so that they can apply what they’ve learned to their specific needs and organizations.

Join us on Thursday and Friday from 3:45 pm - 4:30 pm

for one of four opportunities to ask questions and spend time learning more from the Keynote of your choice during our town hall session. This is your chance to

ensure key takeaways to implement when you return to the office.

31SAN DIEGO, CA OCTOBER 24-27, 2017PRICINGSOCIETY.COM

For Apple, Android, Blackberries, & Kindles:

STEP 1: If the “PPS Mobile App” is already installed on your device, go to step 3.

Otherwise, go to your device’s app store.

STEP 2: In the app store, search for “PPS Mobile App”. Download and install

the “PPS Mobile App”.

STEP 3: Once the app is installed, download the “PPS Spring 2018 - Chicago” guide.

YOU ARE READY TO GO! PRICINGSOCIETY.COM

JOIN THECONVERSATION!

OUR CONFERENCEIS MOBILE!

CONFERENCE MOBILE APP#PPSCHI18

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29TH ANNUAL PPS SPRING PRICING WORKSHOPS & CONFERENCE

PAYMENTS, SUBSTITUTIONS AND CANCELLATIONS POLICESYou may make payment by wire transfer or electronic bank draft or credit card, or online at https://pricingsociety.com/conferences/spring-pricing-workshops-conference.

You may substitute attendees at any time prior to the start of the conference with no penalty. You may cancel by April 9, 2018 and receive a refund, minus a 20% administration fee.

NON-MEMBERRATE

MEMBERRATE

1 CONFERENCE ONLY (May 3-4) ..............................................$1,795 .......$2,0952 CONFERENCE + 1-DAY WORKSHOP .....................................$2,795 .......$3,0953 CONFERENCE + TWO 1-DAY WORKSHOPS ...........................$3,595 .......$3,8954 CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE .....$5,995 .......$6,2955 CONFERENCE + 1 WORKSHOP + ONLINE CPP BUNDLE .......$5,095 .......$5,3956 TWO 1-DAY WORKSHOPS ONLY ............................................$2,195 .......$2,4957 1-DAY WORKSHOP ONLY ......................................................$1,595 .......$1,895

SPRING 2018 OPTIONS AND PRICES

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CONFERENCE INFORMATION

• OPTION 1 - Includes the PPS Conference on May 3rd & 4th. All Non-PPS Members receive a complimentary 6 month membership when a purchase is made at the non-member rate.

• OPTION 2 - Includes one of the Full-Day CPP Workshops on May 1st or 2nd and the PPS Conference on the 3rd & 4th. Several combinations are provided for more flexibility and maximum benefit to you.

• OPTION 3 - Includes two 1-Day Workshops on May 1st & 2nd in addition to the conference on the 3rd & 4th.

• OPTIONS 4 & 5 - This package is designed to get your CPP Certification quickly without having to rely on subsequent budget approvals. The Package will allow you the opportunity to earn 6 CPP Credits. You will receive the Full Conference package including a Full-Day Workshop(s), plus 4 or 5 (depending on option selected) additional Online Pricing Courses of your choice, as well as the CPP Certification Exam package – which includes the complete online study guide, online study sessions and the CPP Exam.

INCLUDED WITH YOUR REGISTRATION• Workshop Attendees who complete and pass

the Post-Workshop Quiz will receive credits towards their CPP designation.

• All Conference attendees will receive all of the conference presentations.

• Breakfast, refreshments and lunch are served during Workshops & Conference days.

• All Conference attendees are invited to the Conference Reception on Thursday afternoon, May 3, 2018.

• 4th Attendee Free When 3 people register from the same firm at the same time, a 4th person may register for the Conference free of charge.

• PPS Member Discount Active Professional Pricing Society members receive discounts! When registering several people at the Member rate, please make sure that you have one of the Corporate Membership plans to receive discounts for everyone. Individual Annual Membership in PPS is $400. The Corporate 5 Member plan is $1,000; Corporate 10 Member plan is $1,500; and the Corporate 20 plan is $2,500.

Register at https://pricingsociety.com/conferences/spring-pricing-workshops-conference.

REMEMBER: THE 4TH ATTENDEE IS FREE! When 3 people from the same firm register at the same time, the 4th registrant can attend FREE of charge.

REGISTER ONLINE TODAY!

DRESS CODE: Attire is business casual. For your own comfort in meeting rooms, we recommend that you dress in layers.

1.877.868.9134LoewsHotels.com/Chicago-Ohare

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HOTEL INFORMATION & RESERVATIONS

The Loews Chicago O’Hare Hotel is the host for the PPS 29th Annual Spring Pricing Workshops and Conference. As a multicultural city that thrives on the harmony and diversity of its neighborhoods, Chicago today embodies the values of America’s

heartland-integrity, hard work and community and reflects the ideals in the social fabric of its 77 distinct neighborhoods.

THE LOEWSCHICAGOO

,HARE

HOTEL

5300 North River RoadRosemont, IL 60018

Don’t choose between downtown energy and the convenience

of being five minutes from the airport. At Loews Chicago O’Hare Hotel, guests have the best of both worlds. Whether you’re

looking for the convenience of Rosemont’s great entertainment,

dining and shopping – or the iconic attractions of downtown Chicago,

it’s all easily accessible from Loews Chicago O’Hare Hotel.

The Loews Chicago O’Hare Hotel is located 2.6 miles from the Chicago O’Hare International Airport. The hotel cut off date is April 9, 2018. The special PPS rate will be available until this date or up until the room block is full. Make hotel reservations immediately as we expect the host hotel to sell out quickly. Make your sleeping room reservation

using the following link: https://www.loewshotels.com/chicago-ohare/pps-spring-conference-2018

If you wish to enjoy more of Chicago and extend your stay, the group rate (based on availability) is available 3 days before and/or

after the conference.

30 29th Annual Spring Pricing Workshops & Conference

PPSSPONSORS

FPX is a SaaS company and market-leading provider of enterprise Configure-Price-Quote (CPQ) applications. FPX delivers a platform of cloud-based applications that enables large, global companies to sell complex products and services with incredible speed, efficiency and precision across all channels. The FPX enterprise CPQ application empowers companies to amplify their existing enterprise systems and commerce sites by optimizing and automating complex Quote-to-Order sales processes, including configuration, pricing, quoting, contract management.

www.fpx.com

Holden Advisors are thought leaders that build value-based price strategies to drive price leadership, selling backbone, and profitable growth. We coach our clients to manage with an outside-in view of the customer. When you work with us, our subject matter experts are involved in every step of engagement to ensure that your team is building capabilities and skill in pricing strategy, implementation, and price negotiations. Our clients see improvement in ROS, higher average margins, and greater cross-functional alignment in our collaborative initiatives.

www.holdenadvisors.com

Economists, statisticians, programmers, and strategy experts at Advanced Analytical Consulting Group have helped clients spanning various industries to enhance their pricing and profitability management capability, which has led to identified profits worth over $500 million. We have developed and deployed econometric models for quality control, performance measurement, and profit maximization at major corporations in the US and internationally. If you want to stop relying on gut feelings or rules of thumb, our Pricing and Profitability Optimization techniques will transform your data into valuable insights that can increase both the top and bottom line.

www.aacg.com

Unique among our competitors, Monitor Deloitte combines a rich heritage of leading-edge strategic thinking and innovation with deep expertise in operations and implementation to amplify our impact. Joining strengths, we can better help you address your most complex business challenges, create new and lasting value, and achieve transformational growth, enabling you to lead and shape the future of the world.

www.deloitte.com

Since 1995, Aurora WDC has served current and aspiring leaders with a full suite of intelligence products, services and training programs as they strive constantly to transform their organisations in the face of global competition, ever-shortening attention spans, and constant disruption. To assist leaders in this task, we developed FirstLight, a cloud-based software package to automate the process of gathering information from thousands of public and private sources, synthesizing them into a coherent picture, and delivering insights into the hands of key stakeholders.

aurorawdc.com

Ernst and Young is a global leader in assurance, tax, transaction and advisory services. The insights and quality services we deliver help build trust and confidence in the capital markets and in economies the world over. We develop outstanding leaders who team to deliver on our promises to all of our stakeholders. In so doing, we play a critical role in building a better working world for our people, for our clients and for our communities.

www.ey.com

Navetti’s extensive expertise with large international manufacturing companies and their comprehensive pricing solutions are the foundation of their clients’ success in improving revenue and margins through pricing management and optimization. Navetti PricePoint™ provides manufacturers with a new pricing methodology, delivering sustainable profit improvements. The solution is tightly integrated with other core IT-systems like ERP, Data warehouse, PDM and other systems.

www.navetti.com

Price f(x) is an innovative software company created by experienced professionals, who spent their careers in the Pricing Software and Pricing Consultancy world. A world unfortunately not entirely free of frustration and disappointments with the classical, “large” Enterprise Software approach. Our company has been based on a firm believe that the majority of the business software applications in the marketplace are too complex, have too many features, too many buttons, too much to learn and are too long to implement.

www.pricefx.eu/

Pricing Executive Search is the recruitment consulting firm specializing in matching Pricing Talents with Pricing Career Opportunities in all industries, pricing functions – yield, revenue and profitability management, reimbursement and market access, actuary, and consulting roles. The first “founded by Pricing Professionals for Pricing Professionals”. Our competitive advantage resides in more than 10 years extensive cross-industry expertise and working experience in pricing developed by our team helping small, medium and large companies.

pricingexecutivesearch.com

Pricing Solutions Ltd. specializes in 5 core services: pricing strategy, pricing management, pricing and value research, pricing training and pricing systems. The result: typical payback on an engagement is 10:1. Pricing Solutions Ltd. has developed a wide range of proprietary tools, processes and research techniques for studying and analyzing our clients’ pricing problems. These tools and processes complement our philosophy.

www.pricingsolutions.com

Quantiz is a pricing management- consulting firm that uses Six Sigma and Process Excellence to enhance its analytical skills in order to develop differentiated services and solutions to improve our customers’ sustainable growth and profitability. Based in Sao Paulo, Brazil, the company was founded and is managed by Frederico Zornig, who also leads the Latin America chapter of Professional Pricing Society.

www.quantiz.com.br

The Simon School is the first and only business school to offer a specialized pricing track within the full-time MBA program. Our pricing students learn the fundamentals of value-based pricing, price discrimination, market research, and techniques for estimating demand and price elasticity. Our advanced pricing courses cover B2B pricing, pricing under capacity constraints, competitive strategic pricing, auctions and behavioural pricing.

www.simon.rochester.edu/pricing

Price Edge offers pricing services and our own pricing software - PriceEdge™. We offer a practical approach to value based pricing and have consultants that can help you evaluate price potential and implement solutions quickly. Secondly, most of us working at Price Edge have a background as pricing managers ourselves and have experienced the inefficiencies of implementing other pricing solutions. Therefore, we created efficient software that can be setup and used in a matter of hours instead of months and offered without any setup or starting fees.

www.priceedge.eu

PROS is powering the shift to modern commerce, helping

competitive enterprises create a personalised

and frictionless experience for their

customers. Fueled by dynamic pricing science,

PROS offers solutions that make it possible

for companies to price, configure and sell their products and services with speed, precision

and consistency across all sales channels. Our customers are leaders in their markets across more than 10 sectors,

and benefit from decades of data science

expertise infused into our industry solutions.

www.pros.com

Global Premier Sponsor

PPS BOARD OF ADVISORSMR. ERIC MITCHELLFounder & Chairman of the BoardThe Professional Pricing Society

MR. XAN CHAMBERLAINGlobal Pricing ManagerHitachi Data Systems

MR. MARTIN COALSONPresident, ShipCarsNow,A Union Pacific Company

MS. LYDIA DI LIELLOFounder & PrincipalCapital Pricing Consultants LLC

MS. KELLIE RAMSEY, CPPManaging DirectorThe Price Coach

MR. DOUG FUEHNEHead of Customer SuccessAmazon Business

DR. SCOT HORNICKPartner, Oliver Wyman

MR. ERIC JOYNERSenior VP of MarketingEquifax

DR. RICHARD LANCIONI, CPPProfessor of MarketingTemple University, Fox School of Business

DR. STEPHAN LIOZU, CPPChief Value OfficerThales Group

MS. LAURA PRESLANGeneral Manager Dynamics Program Office,Microsoft Corporation

MR. CHRIS PROVINESCEO, Healthcare Value Institute and ValueVantage Partners; Adjunct Professor, Rutgers University Graduate School of Business

MS. STACEY SCHAEFFERDirector, Price & Offering Management,SAS Institute, Inc.

MR. MIGUEL SERRANO KIECKEBUSCHVice-President, Global Pricing Strategy & Revenue Management, Medtronic

MR. MICHAEL SIMONETTOPrincipal, Pricing &Profitability Management,Deloitte Consulting LLP


When Data Science meets Revenue Strategy. We believe that leveraging data science empowers leaders to make optimal decisions and accelerate towards superior outcomes. Therefore, our Deep Pricing® methodology is a unique blend of Strategic Consultancy, Data Science and Technology. We deliver end-to-end transformation, crafting powerful Pricing and Revenue Strategies. We commit in sustainable results delivery by implementing Visualization, Simulation and Optimization solutions, fully embedded in the governance models and systems of our clients.

www.thetoplinelab.com

Strategic Pricing Marketing Group is a global firm dedicated to pricing and revenue optimization.

SPMG’s principal services remain strategic price consulting, research, corporate training and building pricing tools. Each assignment is executed by a professional team of subject matter leaders using advanced methodologies and techniques to meet the specific needs of the client.

www.spmgglobal.com

Strategic Analysis Inc., a global business consulting firm, uses its core capability in competitive intelligence to develop pricing, pricing strategy and tactics, and price benchmarking throughout an industry’s ecosystem to increase client profits. SAI drives its field- developed research to develop proactive, value-added results and recommendations for clients, and helps clients to better understand key opportunities and threats within their markets.

www.strategicanalysis.com

Stratence Partners proposes a unique 360º approach for Consulting, Systems and Outsourcing services. With 22+ years of experience, 800+ successful Projects in most Industries and a recognized expertise in Strategic Optimization, Commercial Efficiency and Pricing Excellence, we partner with Organisations, worldwide, to capture tangible quick-wins and long term sustainable results.

www.stratenceweb.com

Syncron’s Global Price Management solution helps businesses gather and analyze price information. Using advanced analytics and a simple, flexible interface, customers can simulate, distribute and synchronize new prices across a global organisation. By leveraging this unique cloud software, our customers achieve substantial and immediate improvements to profitability and competitive position.

www.syncron.com

Vendavo harnesses the power of Big Data to generate actionable insights that enable businesses to sell more profitably. Our price optimization and management solutions help customers make better data-driven decisions for pricing and sales effectiveness. Using cutting-edge analytics and deep industry expertise, Vendavo boasts the largest number of implementations for B2B enterprises in the industry, having helped more than 300 company divisions increase revenue, improve profit margins and maximize shareholder value.

www.vendavo.com

Vistaar, a leader in pricing and promotion software, offers both B2B and B2C solutions. Our delivery model is a single module SaaS approach that can be deployed very quickly. We believe simplicity is the ultimate sophistication and that ease of use ensures high adoption rates among all classes of users, especially sales. Typical financial benefits are 2-5% margin increases and 20% improvement in contract annual hit rates.

www.vistaar.com

Vistex solutions equip clients’ Sales and Marketing divisions with accurate knowledge of product pricing, return on investment, and revenue goals as they develop Go- To-Market strategies. Vistex solutions give organisations a complete view of their current products and revenue programs, and displays the information in a way that enables organisations to make better decisions about where and how to Go-To-Market successfully.

www.vistex.com

Wiglaf Pricing is the premiere pricing strategy consultancy guiding leading global firms to profitability and pricing excellence. Executives choose Wiglaf Pricing to identify launch prices for new products and services, define price structures to profitably segment markets, conduct deep-dive pricing analytics, improve price variance management, and develop organisational capabilities through people, processes, and tools.

Wiglaf Pricing is Helping Executives Manage Price Better™

www.wiglafpricing.com

Zilliant provides prescriptive sales applications that drive financial growth for B2B companies. We give the best answers to everyday sales decisions: who to call, which products to pitch, and what prices to quote to help companies improve sales execution. The answers come from applying data science to transaction data, and are delivered via our proven software- as-a-service (SaaS) Optimization Platform. Our SalesMax and MarginMax applications can be deployed in a matter of weeks and scale to support global enterprise transformations.

www.zilliant.com

Simon-Kucher & Partners Strategy & Marketing Consultants has the world’s largest and most experienced consulting practice dedicated to pricing and TopLine Power® We have over 1,100 employees on 5 continents. We have resolved complex pricing issues for more than 80 of the global Fortune 500 firms, and in the last three years we have conducted over 2,600 pricing projects.

www2.simon-kucher.com

CODE OF CONDUCT: The PPS 29th Annual Spring Pricing Workshops & Conference offers the best forum to discuss pricing strategies and tactics worldwide. All attendees are hereby reminded that discussions in and around the event should not violate price fixing laws or international anti-competitive laws.

3535 Roswell Road, Suite 59Marietta, Georgia 30062 USA

PRSRT STDAUTO

U.S. POSTAGEPAID

ATLANTA, GAPERMIT #2003

ATTENTION MAILROOM:If undeliverable to addressee, please forward to one of the departments on the route slip. (Lower left boxes)

ALSO PLEASE ROUTE:

• VP/Director Marketing• VP/Director/Manager of Pricing• Product/Market Manager• President/General Manager

NON-MEMBERRATE

MEMBERRATE

1 CONFERENCE ONLY (May 3-4) ......................................................... $1,795 ........ $2,0952 CONFERENCE + 1-DAY WORKSHOP ................................................ $2,795 ........ $3,0953 CONFERENCE + TWO 1-DAY WORKSHOPS ...................................... $3,595 ........ $3,8954 CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE ................ $5,995 ........ $6,2955 CONFERENCE + 1 WORKSHOP + ONLINE CPP BUNDLE .................. $5,095 ........ $5,3956 TWO 1-DAY WORKSHOPS ONLY ....................................................... $2,195 ........ $2,4957 1-DAY WORKSHOP ONLY ................................................................. $1,595 ........ $1,895

SPRING 2018 OPTIONS AND PRICES

REMEMBER: The 4th Attendee is FREE! Register today at PRICINGSOCIETY.COM(when 3 people from the same firm register at the same time)

PRICINGPODCAST

A multi-platform forum where exceptionally talented and creative experts can exchange cutting-

edge pricing strategies, tactics and technology - connecting great ideas with great people.

The Industry’s Podcast for Pricing Professionals

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29th AnnualSpring PricingWorkshops & Conferencemay 1-4, 2018

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