PPS 2023 Fall Pricing Workshops & Conference

WORKSHOPS

All times listed are Eastern Daylight Time (EDT)

1 2

TUESDAY OCTOBER 10, 2023

9:00 AM - 4:00 PM

TUESDAY

OCTOBER 10, 2023

9:00 AM - 4:00 PM

Practical Pricing Analytics Pricing Change Management

B2B & B2C Themed • Skill Level: Beginner B2B & B2C Themed • Skill Level: Advanced

When facing the task of using analytics to improve pricing, many companies struggle with where to start. Often, they try to implement solutions that are unsuitable for their business and don’t get the results they expect. In this workshop, we will present a framework that structures pricing analytics by increasing levels of complexity: from pricing fundamentals to advanced pricing models. The framework adapts the level of analytics to each business’ capabilities, maximizing its impact. It makes pricing analytics easier to turn into a repeatable business process.

ATTENDEES WILL LEARN:

• The types of pricing analytics available and how to determine which is right for you

• How to implement each type of pricing analytics with real-life examples

• How to execute pricing analytics projects effectively and repeatedly

PRESENTED BY:

Fred Puech is a pricing analytics expert and the founder of Keenalytix, a boutique specialized in pricing analytics. Over his 15 years of experience, Fred has successfully completed more than 100 pricing projects with B2B and B2C businesses across a wide range of industries. He has been a PPS member for a decade and has presented several workshops at past PPS Conferences. Fred has a Ph.D. and MSc in economics.

Pricing teams craft some of the most cutting-edge commercial solutions seen in any business function. Despite the logic and potential upsides, many of these solutions still fail to convert opportunities. Instead, initiatives are endlessly debated, watered down, and shelved, leaving profits on the table and teams disenchanted. This session will help pricing executives in B2B and B2C companies break through internal titanium to ensure that long lasting change management can occur. Through case studies and role playing, participants will gain the skills necessary to lead pricing change management within their organization.

ATTENDEES WILL LEARN:

• How to know when change management is required

• To understand the necessary components of change management

• To gain confidence in your change management abilities

PRESENTED BY:

Avy Punwasee is a Partner at Revenue Management Labs with more than 15 years of experience. He specializes in strategic pricing implementation. Avy holds a BBA and MBA from Schulich School of Business. He is a Certified Pricing Professional and a member of the Professional Pricing Society.

MICHAEL STANISZ Partner Revenue Management Labs

Michael Stanisz is a Partner at Revenue Management Labs. He is a devoted practitioner of data-driven business solutions and the use of advanced analytics to drive pricing improvements. He holds a BSC in mathematics from McMaster University, an MMA from Queens University, and an MBA from the University of Toronto.

AVY PUNWASEE, CPP Partner Revenue Management Labs

FRED PUECH Director Keenalytix

All times listed are Eastern Daylight Time (EDT)

TUESDAY

OCTOBER 10, 2023

3 4

9:00 AM - 4:00 PM

Pricing and Corporate Organizational Engagement

B2B & B2C Themed • Skill Level: Beginner

Every successful pricing executive realizes pricing cannot be a silo function. Pricing’s success is dependent upon the ability to help peers in other departments succeed. In this advanced course, we will look at pricing and the rest of the organization. Three case studies and a simulation will be used to demonstrate concepts, and a pre-read will be provided. This course is designed for professionals that have completed their CPP and are working in senior management roles but is approachable for pricers at all levels.

ATTENDEES WILL LEARN:

• Pricing’s role in driving sales, marketing, and financial success across economic cycles

• Pricing’s required engagement in new product/service development, customer margin analysis, and major account management

• How accurate analytics alone predictably fails to improve price and corporate performance

PRESENTED BY:

TIM J. SMITH, Ph.D., CPP CEO

Wiglaf Pricing

Tim J. Smith, Ph.D., CPP, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right and Pricing Strategy. He is the Academic Advisor to the PPS Certified Pricing Professional program and a member of the American Marketing Association. He holds a B.S. and B.A. from Southern Methodist University, a Ph.D. from the University of Chicago, and an MBA with high honors from Chicago Booth.

TUESDAY

OCTOBER 10, 2023

9:00 AM - 4:00 PM

Monetizing Innovation in the Modern World

B2B & B2C Themed • Skill Level: Intermediate

In today’s innovation-driven world, those who are not pushing forward with new ideas and products are falling behind. However, bringing a novel idea to life is only half the battle, as commercial success depends just as much on proper pricing and positioning as on the product itself. In this workshop, presenters Dylan Grien and William Lee will guide attendees through tried-and-true steps for monetizing innovations. Using these steps will enable you to bring your new product to market with confidence.

ATTENDEES WILL LEARN:

• How to effectively price new products and innovations

• How to successfully position new products and innovations

• How to go to market with confidence

PRESENTED BY:

DYLAN GRIEN

Senior Manager, Simon-Kucher & Partners

Dylan Grien is a Senior Manager at SimonKucher & Partners specializing in top-line strategy for companies throughout the automotive industry. His consulting focus is on pricing and sales strategy across the automotive value chain, including cars, trucks, retailers, service providers, suppliers, and the aftermarket space. He has worked with management teams to analyze and implement initiatives ranging from “quick wins” to comprehensive overhauls of fundamental pricing systems. He earned his B.S.E. from Duke University.

JEB WILSON Partner, Simon-Kucher & Partners

Jeb is a Partner in Simon-Kucher’s Chicago office. His project work focuses on topline growth strategy and commercial excellence for clients in the automotive and industrial products sectors. He has over 15 years of consulting experience working with sales, marketing, and pricing organizations, primarily in B2B companies. Jeb has a Bachelor of Engineering degree from Vanderbilt University and an MBA from the University of Maryland. Prior to joining management consulting, Jeb served as a Captain in the U.S. Air Force.

All times listed are Eastern Daylight Time (EDT)

5 6

TUESDAY OCTOBER 10, 2023

9:00 AM - 4:00 PM

Advanced B2B Software Pricing and Offer Design

B2B Themed • Skill Level: Advanced

This advanced workshop is designed for business-tobusiness (B2B) product and pricing professionals that are responsible for pricing, packaging, and monetizing their company’s solutions. With a strong focus on B2B subscriptions, Software-as-a-Service (SaaS), and Hardware-as-a-Service (HaaS) pricing models, this workshop will ensure participants can improve and optimize their solution’s pricing using proven best-inclass approaches and leading-edge tools that include price-value analysis and market research. The workshop will also highlight case study examples and allow attendees to openly discuss approaches that directly address pricing challenges and needs within their own organization.

ATTENDEES WILL LEARN:

• Best-in-class practices for B2B software and digital hardware pricing strategies

• How to apply “The Digital Pricing Framework” and “The Pricing Toolkit”

• “What works” approaches that can be directly applied to your organization

PRESENTED BY:

SCOTT MILLER, CPP President Miller Advisors Inc.

Scott Miller is the founder of Miller Advisors Inc., a B2B pricing and commercialization consultancy specializing in software and digital solutions. Over the past 20 years, he has held various roles as head of global pricing with multi-billion-dollar technology companies and has conducted more than 100 price consulting initiatives. He is a Board Member and Fellow of the International Software Product Management Association (ISPMA), a published pricing author, and frequent speaker. He is also a CPP, CPA, and CMA.

WEDNESDAY OCTOBER 11, 2023

9:00 AM - 4:00 PM

A Complete Pricing Journey: From Strategy to Optimization

B2B & B2C Themed • Skill Level: Advanced

In this workshop, we will discuss the best strategies and techniques to optimize your pricing management. We will explore how to define a winning pricing strategy using customer segmentation and behavior. We will review concepts, practical examples, and real cases studies and models, such as price elasticity. We will learn how to discover the maximum willingness to pay using data analytics and the best and most sophisticated techniques available.

ATTENDEES WILL LEARN:

• How to define a winning pricing strategy using customer segmentation and behavior

• How to uncover customers’ maximum willingness to pay by using data, a probabilistic function, and linear programming

• How to influence customer purchase behavior by using best-in-class methods and techniques

PRESENTED BY:

FREDERICO ZORNIG Founder & Partner Quantiz

Frederico Zornig, Founding Partner at Quantiz, has more than two decades of experience in pricing and revenue management. Since founding Quantiz in 2006, the company has helped more than 200 organizations in Brazil, the USA, and Latin America to enhance their pricing strategy and management process. He earned his PhD in pricing from The International School of Management, his MBA from the University of Illinois Urbana-Champaign, and his B.S. from the Universidade Estadual de Campinas.

All times listed are Eastern Daylight Time (EDT)

WEDNESDAY

OCTOBER 11, 2023

7 8

9:00 AM - 4:00 PM

WEDNESDAY

OCTOBER 11, 2023

9:00 AM - 4:00 PM

Driving Pricing Power Through Innovation Monetizing and Pricing Sustainability

B2B & B2C Themed • Skill Level: Intermediate

Finding new ways to create value is critical. Monetizing that value effectively year over year? Even more so. However, we’re all facing headwinds as investment budgets are becoming more scrutinized and expectations around price justification are returning to pre-pandemic levels. Leaders need a simple approach for how to price innovative solutions in a logical, simple, and repeatable way to prioritize initiatives that drive their pricing power and sustainable growth. This workshop will present a simple and systematic method for pricing new solutions.

ATTENDEES WILL LEARN:

• How to use innovation pricing tools

• How to price new solutions in a simple and systematic way

• How to prioritize your innovations so you can co-create efficiently

PRESENTED BY:

Adnan Akbari, Senior Director at Holden Advisors, helps clients grow by realizing the full potential of their offerings. Prior to joining Holden, he spent 12 years of his career focused on growth initiatives within Fortune 500 companies including building pricing organizations and sales strategy. Adnan specializes in insurance, energy, and commercial software-based offerings in rapidly changing markets.

B2B & B2C Themed • Skill Level: Intermediate

Regulations related to sustainability and ESG reporting are changing fast. Most companies are forced to embark on a sustainability transformation to be compliant. Some companies have realized that sustainability can become a competitive advantage and have started monetizing it. This approach involves building brand equity, gaining competitive advantage through differential value, creating new revenue streams, and improving pricing. To succeed in this endeavor, organizations must possess mature value and pricing capabilities, as well as leverage true cost accounting to understand direct and indirect costs and externalities associated with their offerings. This workshop focuses on best practices for monetizing and pricing sustainability programs.

ATTENDEES WILL LEARN:

• What sustainability mega-trends are

• How to turn sustainability into a competitive advantage

• How to monetize and price sustainability initiatives

PRESENTED BY:

STEPHAN M. LIOZU, Ph.D., CPP Co-Founder Pricing for the Planet

Derek manages pricing projects for cross-industry clients, working with client teams to improve profitability and market position. He has over ten years of operational and consulting experience within the enterprise software, private equity, and financial services industries. Derek holds an MBA from the Kellogg School of Management at Northwestern University and a BS in Operations Research from Columbia University.

Stephan Liozu is Founder of Value Innoruption Advisors, a boutique specializing in industrial pricing, XaaS pricing, and value-based pricing. He is also the co-Founder of Pricing for the Planet, which specializes in pricing for sustainability. Stephan has 30 years of experience in the industrial sector with companies like Owens Corning, Saint-Gobain, Freudenberg, and Thales. He has authored and edited 13 books on value and pricing management. Stephan sits on the Board of Advisors of Professional Pricing Society.

ADNAN AKBARI Senior Director of Pricing Holden Advisors

DEREK NEAL Engagement Manager Holden Advisors

All times listed are Eastern Daylight Time (EDT)

9 10

WEDNESDAY OCTOBER 11, 2023

9:00 AM - 4:00 PM

Success Factors of Discount Management:

How to Win the Ongoing Battle Against Unnecessary Discounts

WEDNESDAY

OCTOBER 11, 2023

9:00 AM - 4:00 PM

Demystifying AI: Understanding Machine Learning and its Practical Applications

B2B & B2C Themed • Skill Level: Intermediate B2B & B2C Themed • Skill Level: Advanced

Increasing margin is often not a question of a better pricing strategy, but rather a question of price execution. The value pricers generate in the first mile of developing a pricing strategy is often lost in the last mile of sales, unnecessary discounts, and negotiations with the customer. In this interactive and instructive workshop, we will highlight the success factors of price execution and discount management and pragmatically show how pricers can recover the rebates that have been granted unnecessarily while avoiding the internal conflicts with sales.

ATTENDEES WILL LEARN:

• Why improving discount management is a huge lever to boost profits

• Why many discounts are granted unnecessarily

• How to systematically redesign incentive systems, pricing governance, and negotiation skills to influence customer decisions

PRESENTED BY:

Florian Bauer, Ph.D., studied psychology and economics at the Technical University in Darmstadt, MIT, and Harvard University. He has devoted himself to research into behavioral economics and the psychology of pricing. In 1999, he co-founded Vocatus AG in Munich, an internationally operating pricing consulting company. Since then, Vocatus has focused on systematically translating behavioral economics insights into a completely new pricing framework. Besides his consulting engagements, he is an honorary professor at the Technical University of Munich.

The complex process of retail pricing and the solutions that use AI lack transparency and interpretability, making it difficult to understand the factors that drive pricing decisions. This can lead to unfair and biased pricing within an organization, negatively impacting both customers and retailers. This workshop will provide attendees with a practical introduction to using explainable AI in retail pricing.

ATTENDEES WILL LEARN:

• The importance of transparency and interpretability in pricing models

• How explainable AI can help achieve these goals

• Practical application of decision trees, linear regression and neural networks in pricing models

PRESENTED BY:

Vinícius Silvestrin Pantoja is the CTO of Proffer, where he is responsible for the company’s technology and dynamic pricing modeling. He is also the founder of Claudius Legal Intelligence, a startup that uses AI for legal prediction. He has a B.A., an M.S., and an MIT data science certification. He is the Principal Investigator for an SBIR Grant, was Vice President of the Center for Computational Law and Social Justice at Princeton University, and the Dean of Princeton’s School of AI.

FLORIAN BAUER, Ph.D.

Member of the Executive Board Vocatus AG

VINÍCIUS SILVESTRIN PANTOJA CTO

WORKSHOPS

All times listed are Eastern Daylight Time (EDT)

WEDNESDAY

OCTOBER 11, 2023

9:00 AM - 4:00 PM

Pricing: From Insights to Outcomes

WEDNESDAY

OCTOBER 11, 2023

9:00 AM - 4:00 PM

SaaS: Software. Subscription. Recurring Revenue. Anyone Can SaaS

B2B & B2C Themed • Skill Level: Intermediate B2B & B2C Themed • Skill Level: Beginner

In this workshop we will delve into the transformative power of Generative AI and its impact on the pricing and commercial excellence domains. We will explore how algorithms such as GPT-4 and its successors are enabling faster and more precise insights, and as a result can lead to pursuing outcomes with increased confidence and greater return on investment.

ATTENDEES WILL LEARN:

• How to act upon insights to create positive pricing outcomes

• How to do the right level of experimentation to test and learn

• What infrastructure to create to sustain the pricing momentum

PRESENTED BY:

SUDIPTO BANERJEE, CPP Partner & Leader of Pricing and Commercial Excellence, KPMG

Sudipto Banerjee is a Partner and leader of the Pricing and Commercial Excellence practice at KPMG in the Atlanta office. He has 23 years of experience working with companies across industries. He specializes in commercial transformation, including pricing, sales growth, and marketing effectiveness. He is a Certified Pricing Professional (CPP) and has an MBA from Emory University.

Traditionally, SaaS is known as “Software as a Service.” SaaS, when redefined as “Subscription as a Service,” provides businesses with new ways to generate revenue and create “stickiness” with its customers. In this session, we will showcase how to enable SaaS in your organization by effectively monetizing your software and solutions, how to create revenue streams and strengthen customer longevity, and how to lead the business evolution of “Subscription as a Service.”

ATTENDEES WILL LEARN:

• How to enable “Subscription as a Service” in your organization

• How to create SaaS revenue streams

• How to be at the forefront of the SaaS business evolution

PRESENTED BY:

JOSHUA BARDELL Lead Strategic Consultant PROS

Joshua Bardell, Lead Strategic Consultant at PROS, works with companies to improve their processes to provide optimal customer value. Joshua has focused his career on pricing and strategy, with a focus on strategic pricing initiatives to drive margin dollars. He has seen the pricing world from a number of different angles through leading pricing teams, selecting and implementing pricing systems, and selling pricing software.

ERIC WIRTH Director of Pricing & Commercial Excellence, KPMG

Eric Wirth is Director of the Pricing and Commercial Excellence practice at KPMG. He has two decades of B2B-centric experience in consultative and in-house roles for Fortune 500 companies as a subject matter expert across healthcare, life science, and consumer staples domains.

WORKSHOPS AT-A-GLANCE

TUESDAY, OCTOBER 10, 2023

TIME EVENT

8:00am-4:00pm REGISTRATION

8:00am-9:00am BREAKFAST

9:00am-4:00pm WORKSHOP 1: Practical Pricing Analytics

All times listed are Eastern Daylight Time (EDT)

Fred Puech, Director, Keenalytix

WORKSHOP 2: Pricing Change Management

WORKSHOP 3: Pricing and Corporate Organizational Engagement

WORKSHOP 4: Monetizing Innovation in the Modern World

WORKSHOP 5: Advanced B2B Software Pricing and Offer Design

10:15am-10:45am MORNING COFFEE BREAK 12:00pm-1:00pm LUNCH 2:15pm-2:45pm AFTERNOON COFFEE BREAK

WEDNESDAY, OCTOBER 11, 2023

Avy Punwasee, CPP, Partner, Revenue Management Labs and Michael Stanisz, Partner, Revenue Management Labs

Tim J. Smith, Ph.D., CPP, CEO, Wiglaf Pricing

Dylan Grien, Senior Manager, Simon-Kucher & Partners and Jeb Wilson, Partner, Simon-Kucher & Partners

Scott Miller, CPP, President, Miller Advisors Inc.

All times listed are Eastern Daylight Time (EDT)

TIME EVENT SPEAKERS

8:00am-4:00pm REGISTRATION

8:00am-9:00am BREAKFAST

9:00am-4:00pm

WORKSHOP 6: A Complete Pricing Journey: From Strategy to Optimization

WORKSHOP 7: Driving Pricing Power Through Innovation

WORKSHOP 8: Monetizing and Pricing Sustainability

WORKSHOP 9: Success Factors of Discount Management:

Frederico Zornig, Founder & Partner, Quantiz

Adnan Akbari, Senior Director of Pricing, Holden Advisors and Derek Neal, Engagement Manager, Holden Advisors

Stephan M. Liozu, Ph.D., CPP, Co-Founder, Pricing for the Planet

Florian Bauer, Ph.D., Member of the Executive Board

How to Win the Ongoing Battle Against Unnecessary Discounts Vocatus AG

WORKSHOP 10: Demystifying AI:

Understanding Machine Learning and its Practical Applications

WORKSHOP 11: Pricing: From Insights to Outcomes

WORKSHOP 12: SaaS: Software. Subscription. Recurring Revenue.

Anyone Can SaaS

10:15am-10:45am MORNING COFFEE BREAK

12:00pm-1:00pm LUNCH

2:15pm-2:45pm AFTERNOON COFFEE BREAK

Vinícius Silvestrin Pantoja, CTO, Proffer

Sudipto Banerjee, CPP, Partner & Leader of Pricing and Commercial Excellence, KPMG and Eric Wirth, Director of Pricing & Commercial Excellence, KPMG

Joshua Bardell, Lead Strategic Consultant, PROS

CONFERENCE AT-A-GLANCE

THURSDAY, OCTOBER 12, 2023 All times listed are Eastern Daylight Time (EDT)

1:50pm-2:30pm

The “A to Z” Journey

Jim Broderick, Vice President; Pricing, Cabinetworks Group

How to Initiate a New Pricing

Culture Rob Pedigo, Sr. DirectorPricing Strategy, Dawn Foods

Dynamic Pricing: What it is and What it’s Not Gabriel S. Smith, Chief Evangelist, Pricefx Implementing a New Pricing Model in Your Company Mike Morocco, Director, Software Pricing and Strategy, SimonKucher & Partners

We Know What “Great” Looks Like: Can we Sustain it? Mark Burton, Partner, Bain & Co. Inflation & Beyond: Pricing Strategies for B2B Volatility Barrett Thompson, General Manager of Commercial Excellence, Zilliant

Future of Pricing: Make GenAI Work for You Himanshu Mishra, Managing Director, KPMG Are You Prepared for the AIDriven Pricing Revolution?

Paul Sansom, Business Consultant, Vendavo

2:30pm-3:00pm

3:00pm-3:40pm

3:50pm-4:30pm

Building, Growing, and Optimizing Your Pricing Team

Patrick Winslow, Director, Pricing Strategy, DRiV/Tenneco

KEYNOTE TOWN HALL FORUM

Sonya Roberts

4:30pm-6:30pm CONFERENCE RECEPTION

FRIDAY, OCTOBER 13, 2023

Rethinking Cost-Plus: The Journey to Market-Based Parts Pricing

Tim Geyer, Managing Director North America, MARKT-PILOT

KEYNOTE TOWN HALL FORUM

Joanne Smith

Strategic Inflation Response, Beyond the Cost Game Steven Greene, Managing Director & Partner, BCG

KEYNOTE TOWN HALL FORUM

Jean-Manuel Izaret

All times listed are Eastern Daylight Time (EDT)

Overcome Flaws in Price Research With Budget Constrained Choice Models Steven Cohen, Partner, in4mation insights

KEYNOTE TOWN HALL FORUM

Jeet Mukherjee

3:00pm-3:40pm

3:50pm-4:30pm

Dr. Michael Wu, Chief AI Strategist, PROS Inside the Minds of Generative AI

Empowering Business Growth Through Dynamic Pricing Prateek Batla, Sr. Product Manager, Adobe

Beyond

Building Your Pricing Brand to the C- Suite Dominick Latorre, CPP, Senior Director, Yield & Inventory Management, Sinclair Broadcasting

Price Segmentation: A Strategic Lever for Revenue Growth & Profitability Debra Patek, President, Patek Analytics, Inc.

Rebates & Incentives: A Polarising Relationship With Pricing Mark Gilham, Evangelist, Enable International

Getting Sales Teams Engaged in Pricing Dan Ferguson, Vice President, Customer Success, Vermont Information Processing

Holistic Pricing Journey Rajagopal Govindarajulu, Director Pricing Architecture, Vistex

Margin Mastery: How to Gain Total Control Over Your Pricing Strategy Chris Dieringer, Chief Revenue and Customer Officer, Flintfox

Giving Pricing a Seat at The Table in High-Growth Companies

Alex Saghatelian, Global Vice President Strategy and Ops: Business Planning Leader, Okta

Sustainability Pricing: A Framework For Sustainable Commercial Strategies

Dr. Marcus F. Demmelmair, Head of Pricing, Horváth

KEYNOTE PANEL with Joe Kniple, William Humsi, Arnaud J. Potiron, and Dr. Michael Wu

Top-Down Price Optimization: Next Generation Techniques Sean Geraghty, Value Engineering Director, Syncron

Commandeering the Waves of Change: Pricing Disruptions & the GenAI Uprising Christina Wirth, CPP, Executive Director, Pricing & Commercial Enablement, KPMG

Wargaming as a Tool for Price Optimization in CPG \ Retail Negotiations Maciej Kraus, Partner, Movens Capital

All times listed are Eastern Daylight Time (EDT)

THURSDAY

OCTOBER 12, 2023

1 2

8:15 AM - 9:00 AM

Leaders Set the Tone

Strong pricing and revenue management activities require strong leadership skills. Business professionals must overcome challenges, think about the best strategies for both near-term and long-term goals, use negotiation, and manage up, down, and across the organization to be successful. In this presentation, Sonya Roberts will explain how leadership makes the difference in your strategic pricing journey and how you can set the culture that your business goals require.

ATTENDEES WILL LEARN:

• How leadership makes the difference in your strategic pricing journey

• How to set the culture that your business goals require

• How to make the best investments and gain the most from your processes, tools, and people

PRESENTED BY:

SONYA ROBERTS President and Group Leader Cargill

Sonya Roberts is President and Group Leader at Cargill. She leads Cargill’s salt business, which produces and sells food, water conditioning, packaged deicing, industrial, road safety, and agriculture salt products in North America and Europe. The business consists of 2000 employees across 25 plants with $1B+ in revenue. Prior to Cargill, she was a Strategic Marketing Leader for ConocoPhillips. She is a member of several advisory boards, including Filtration Group, Catallia Mexican Foods, SPX Flow, and the Redwood City Saltworks.

THURSDAY

OCTOBER 12, 2023

9:00 AM - 9:45 AM

Top Ten Learnings from 20 Years of Pricing

Being an impactful pricing resource can be a difficult and daunting endeavor. Over the years I discovered, often the hard way, how to make a bigger and BIGGER impact on business earnings.

ATTENDEES WILL LEARN:

• How to improve your performance and financial impact to your business

• How to better manage through volatile or challenging times

• Ways to help you progress in your career

PRESENTED BY:

JOANNE SMITH President Price to Profits Consulting

Joanne Smith, President of Price to Profits Consulting, is the author of The Pricing and Profit Playbook, The Price Negotiation Playbook and Pricing in a Crisis. She is the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. With more than 20 years of global business, she now works with global companies in chemical and industrial industries to help them develop world-class profit strategies and pricing transformations.

3 4

THURSDAY OCTOBER 12, 2023

10:30 AM - 11:15 AM

Strategic Pricing, a Game Changer

Business leaders often think about pricing as just a numbers game: high, low, high-low, etc. Yet before any price is set, strategic decisions need to be made on offers, pricing units, pricing mechanisms, pricing models, and other factors. These strategic pricing decisions depend on market characteristics, the company’s competitive advantages, and the need to be consistent with each other. There are seven fundamental “Pricing Games” that inform these decisions and support long term growth and profits. Pricing is a strategic game before a numbers game.

ATTENDEES WILL LEARN:

• How to define which game they are playing

• How to determine which game they should be playing

• How to organize to win the “Game of Price”

PRESENTED BY:

JEAN-MANUEL IZARET, Ph.D. Global Leader Marketing, Sales and Pricing Practice, BCG

Jean-Manuel Izaret is a Senior Partner and Global Leader of BCG’s Marketing, Sales, and Pricing (MSP) practice. He is also a BCG Fellow concentrating on the topic of pricing model transformations. He has more than 30 years of pricing experience both as a practitioner and then as a consultant working around the globe and across industries. He holds a PhD in Marketing from Ecole Centrale in Paris and M.S. degrees in economics and engineering.

THURSDAY OCTOBER 12, 2023

11:15 AM - 12:00 PM

How Companies Can Build and Sustain Pricing Power

A company’s pricing power is critical to its long-term growth and value. But what exactly is pricing power? How do you get it? In this keynote, Jeet Mukherjee will present a framework for building pricing power and strategies to incorporate the non-monetary value drivers disrupting today’s pricing models. He will explain how to create and maintain pricing power and how to understand the role of long-term dynamic value drivers in sustaining pricing power.

ATTENDEES WILL LEARN:

• How to create pricing power

• How to maintain pricing power

• How to understand long-term dynamic value drivers and their role in sustaining pricing power

PRESENTED BY:

JEET MUKHERJEE Vice President, Head of Pricing Holden Advisors

Jeet Mukherjee is a Vice President and Head of Pricing at Holden Advisors. He has more than two decades of global experience in management consulting, strategy, analytics, marketing, and pricing. Jeet is a regular presenter and keynote speaker internationally, and he coaches executives from startups to FORTUNE 100 companies. Jeet specializes in hardware and software pricing with a B2B focus. He recently published Pricing With Confidence: 10 Rules for Increasing Profits and Staying Ahead of Inflation with co-author Reed Holden.

All times listed are Eastern Daylight Time (EDT)

FRIDAY

OCTOBER 13, 2023

5 6

8:00 AM - 8:45 AM

FRIDAY

OCTOBER 13, 2023

8:45 AM - 9:30 AM

Revenue Management Transformation, Part Deux Building Sustainable Change

This presentation will present a proven strategy for assessing your organization’s revenue management function and prioritizing efforts to ensure early success in your revenue management transformation. Joe Kniple will show you how to secure investment for your transformation to improve your capabilities and how to manage a long-term transformation project by aligning current internal and dedicated resources and getting expert help when needed. You will discover the key elements for success in making a truly transformational change in your organization regardless of your project budget or the size of your organization.

ATTENDEES WILL LEARN:

• How to assess your organization’s revenue management function

• How to manage a long-term revenue management transformation project

• Key elements of success in making a truly transformational change in your organization

PRESENTED BY:

JOE KNIPLE Senior Vice President, Revenue Management, Worldwide Express

Joe Kniple leads the Worldwide Express revenue management team where he is driving transformative change in the company’s capabilities to help grow revenue, improve business performance, and create a new and improved customer experience. Joe has more than 20 years of experience in pricing, revenue management, and customer solutions within the transportation industry. He holds an MBA from Georgia State University and is a member of the Professional Pricing Society Board of Advisors.

Every pricing practitioner undergoing a pricing transformation faces three challenges: The Math Problem, The Technology Problem, and The People Problem. Too often we are trained to develop the ideal solution (math) while finding the best tool (technology). Ensuring the enablement of our organization (people) - whether it’s sales, product, or others - is often an afterthought. This keynote will outline the importance of a proper change management plan for ensuring the success of a pricing transformation and will provide strategies on how to build a cross-functional team to ensure desired outcomes.

ATTENDEES WILL LEARN:

• The importance of a proper change management plan and components

• How to build a successful and cross-functional team

• Other tactics for ensuring your pricing transformation drive the desired change and adoption

PRESENTED BY:

WILLIAM HUMSI Partner Simon-Kucher & Partners

Will Humsi is a Partner with Simon-Kucher & Partners. He is based out of Atlanta and is a core member of the North America B2B practice. Will has 13+ years of experience in commercial strategy advisory on a variety of topics, including pricing, sales effectiveness, and go-to-market strategy. He has advised companies in diverse industries including building materials, industrial goods/services, wholesale and distribution, technology and software, and manufacturing. He holds undergraduate and MBA degrees from the University of Virginia.

FRIDAY

OCTOBER 13, 2023

7 8

10:30 AM - 11:15 AM

FRIDAY OCTOBER 13, 2023

11:15 AM - 12:00 PM

The Power of Big Data for Pricing Success Beyond

ChatGPT: Inside the Minds of Generative AI

This keynote will present a proven framework for engaging the C-Suite to launch a pricing transformation journey and best practices for structuring this journey. Speaker Arnaud Potiron will speak from his personal experience leading a pricing transformation at MICHELIN and will also explain how to leverage different types of data (transactional, social media, big data) during the transformation process in order to make effective pricing decisions. Arnaud will share key learnings pricers can draw from this data (including Big Data, elasticity, competitive set definitions, etc.) to improve pricing practices.

ATTENDEES WILL LEARN:

• How to sell the pricing function internally

• How to organize a pricing transformation (including critical mistakes to avoid)

• Why data is critical in pricing and best practices for using several types of data

PRESENTED BY:

ARNAUD J. POTIRON Group

Pricing Transformation Director, Michelin

Arnaud Potiron is the Global Head of Pricing at MICHELIN. He has been working in pricing for more than 10 years at both regional and global levels for B2B, B2C, original equipment, and aftermarket. He is currently leading the Michelin Group pricing transformation, an initiative sponsored by the Executive Committee. His career also spans 10+ years of experience in sales, including experience as a Commercial Director covering 10+ countries. He holds an MBA from HEC Paris School of Management.

As the popularity of ChatGPT grows, the potential of generative artificial intelligence (generative AI) has garnered public attention. But what is generative AI, how does it work, and why does it hallucinate? Despite its ability to generate everything, is it truly intelligent? How can businesses leverage this technology to drive innovation and growth? In this presentation, Dr. Michael Wu will empower you to leverage the vast potential of generative AI tools to create the greatest value in your pricing operations.

ATTENDEES WILL LEARN:

• The good, the bad, and the ugly use cases of ChatGPT-like technologies

• How to leverage the vast potential of generative AI tools productively to create the greatest value

• The implications for pricing professionals in this age of AI

PRESENTED BY:

DR. MICHAEL WU Chief AI Strategist PROS

Dr. Michael Wu is Chief AI Strategist at PROS, a thought-leader and author on artificial intelligence, machine learning, and data science. His research spans customer experience, CRM, online influence, gamification, digital transformation, artificial intelligence, and more. His research has won him recognition as an influential leader by CRM Magazine along with Mark Zuckerberg and other industry giants. He believes in knowledge dissemination, and speaks internationally at universities, conferences, and enterprises.

PRICING PRACTITIONERS TRACK

This track features in-the-trenches professionals sharing best practices – what’s worked, what hasn’t and proven solutions.

THURSDAY, OCTOBER 12, 2023

The “A to Z” Journey

B2B & B2C Themed Skill Level: Beginner

PRESENTED BY:

JIM BRODERICK Vice President; Pricing, Cabinetworks Group

ATTENDEES WILL LEARN:

• How to “see the field” or visualize pricing from a 30,000-foot level

• How to start your journey, understand the planning process, and set expectations

• How to celebrate your achievements along the way

How to Initiate a New Pricing Culture

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY: ROB PEDIGO Sr. Director - Pricing Strategy, Dawn Foods

ATTENDEES WILL LEARN:

• How to account for differing margin requirements across separate lines of business

• How advanced pricing capabilities can focus your organization in chaotic times

• A hands-on approach to change management to achieve field adoption of price guidance

FRIDAY, OCTOBER 13, 2023

Building, Growing, and Optimizing Your Pricing Team

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY: PATRICK WINSLOW Director, Pricing Strategy, DRiV/ Tenneco

ATTENDEES WILL LEARN:

• How to design a centralized pricing organization and build a business case

• Best practices in defining roles and responsibilities and hiring the best talent

• Best practices in optimizing your team through training and recognition

Empowering Business Growth Through Dynamic Pricing

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

PRATEEK BATLA Sr. Product Manager Adobe

ATTENDEES WILL LEARN:

• How to harness technology to ensure effective price changes

• How to adapt quickly to changing market dynamics

• The best strategies for designing pricing tools

Building Your Pricing Brand to the C- Suite

B2B & B2C Themed Skill Level: Beginner

PRESENTED BY:

DOMINICK LATORRE, CPP Senior Director, Yield & Inventory Management, Sinclair Broadcasting

ATTENDEES WILL LEARN:

• Why it’s important for pricing teams to build their brand first

• Why it’s important to self-promote your pricing brand across the organization

• Why it’s important to be able to provide measurable results to your audience in an easily digestible format

Price Segmentation: A Strategic Lever for Revenue Growth & Profitability

B2B Themed Skill Level: Intermediate

PRESENTED BY:

DEBRA PATEK President Patek Analytics, Inc.

ATTENDEES WILL LEARN:

• How to leverage segmentation to grow profitability

• An overview of segmentation to align analysis with business reality

• How to seize segmentation quick wins along the way

PRICING EXPERTS TRACK

This track features experts sharing strategic and tactical methods on both niche and high-level pricing hot topics.

OCTOBER 12, 2023

Dynamic Pricing: What it is and What it’s Not

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

GABRIEL S. SMITH

Chief Evangelist Pricefx

ATTENDEES WILL LEARN:

• The history and usage of dynamic pricing

• Real life dynamic pricing success and failure stories

• How dynamic pricing varies by industry and how to use it in your organization

Implementing a New Pricing Model in Your Company

B2B Themed Skill Level: Beginner

PRESENTED BY:

MIKE MOROCCO Director, Software Pricing and Strategy Simon-Kucher & Partners

ATTENDEES WILL LEARN:

• A broad scope of impact to be considered when implementing a new pricing model

• Specific tactics or best practices to consider in each sub-area

• The total duration and outcome to expect given industry case studies

OCTOBER 13, 2023

Rethinking Cost-Plus: The Journey to MarketBased Parts Pricing

B2B Themed Skill Level: Beginner

PRESENTED BY:

TIM GEYER Managing Director North America MARKT-PILOT

ATTENDEES WILL LEARN:

• How to identify the limitations of cost-plus pricing

• Understanding what market-based pricing can do for your company

• How to maximize customer loyalty and grow profitably

Rebates & Incentives: A Polarising Relationship With Pricing

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

MARK GILHAM

Evangelist Enable International

ATTENDEES WILL LEARN:

• Real world scenarios in which rebates compliment a pricing strategy

• Common rebate program mistakes and how to avoid them

• The importance of creating a collaborative incentive program to drive customer engagement

Getting Sales Teams Engaged in Pricing

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

DAN FERGUSON Vice President, Customer Success, Vermont Information Processing

ATTENDEES WILL LEARN:

• Why engaging sales teams in pricing is important

• Techniques to help educate and engage sales teams about pricing

• Key elements for achieving a culture of pricing excellence

Holistic Pricing Journey

B2B Themed Skill Level: Advanced

PRESENTED BY: RAJAGOPAL GOVINDARAJULU Director Pricing Architecture, Vistex

ATTENDEES WILL LEARN:

• To understand the ‘holistic’ pricing journey through an analogy and use cases

• A data-driven system designed to capture a holistic view of the pricing organization

• Factual and predictive analytics support at strategic points

BEYOND INFLATION TRACK

This track zeros in on challenges you face in today’s market realities and provides actionable insights on the profit-path forward.

THURSDAY, OCTOBER 12, 2023

We Know What “Great” Looks Like: Can we Sustain it?

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

MARK BURTON Partner Bain & Co.

ATTENDEES WILL LEARN:

• A data-driven view on what separates world-class pricing organizations from laggards

• Key actions leaders take to succeed in a variety of conditions

• How emerging technologies will further drive the impact of leading pricing organizations

Inflation & Beyond: Pricing Strategies for B2B Volatility

B2B Themed Skill Level: Intermediate

PRESENTED BY:

BARRETT THOMPSON General Manager of Commercial Excellence, Zilliant

ATTENDEES WILL LEARN:

• How to remain agile in a time of constant unpredictable economic volatility

• How to develop and support a specific pricing strategy to meet their KPIs

• How to turn pricing triggers into profitable transactions faster and more dynamically

FRIDAY, OCTOBER 13, 2023

Margin Mastery: How to Gain Total Control Over Your Pricing Strategy

B2B & B2C Themed Skill Level: Advanced

PRESENTED BY:

CHRIS DIERINGER Chief Revenue and Customer Officer Flintfox

ATTENDEES WILL LEARN:

• The value of real-time margin visibility to make pricing decisions with confidence

• The importance of precision pricing execution in volatile times

• How to identify and eliminate lost revenue from rebates

Giving Pricing a Seat at The Table in HighGrowth Companies

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

ALEX SAGHATELIAN Global Vice President Strategy and Ops: Business Planning Leader, Okta

ATTENDEES WILL LEARN:

• How to organize a strategic pricing function in high-growth markets

• How pricing teams can unlock new paths to growth

• Lessons learned on driving change through choice

Strategic

Inflation Response, Beyond the Cost Game

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

STEVEN

GREENE Managing Director & Partner, BCG

ATTENDEES WILL LEARN:

• Best in class strategies for monitoring competitor price moves

• Creative data sources to drive near term demand sensing

• Strategies for adapting the operating model of their pricing organizations

Sustainability Pricing: A Framework For Sustainable Commercial Strategies

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

DR. MARCUS F. DEMMELMAIR Head of Pricing, Horváth

ATTENDEES WILL LEARN:

• How to monetize value-added “green” products and features

• How to anchor sustainability in your firm’s commercial activities

• How price management can transform your sustainability strategies

DATA SCIENCE TRACK

This track features expert advice in Artificial Intelligence, CPQ, the Internet of Things, XaaS, and data-driven decision making.

OCTOBER 12, 2023

Future of Pricing: Make GenAI Work for You

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

HIMANSHU MISHRA Managing Director KPMG

ATTENDEES WILL LEARN:

• The underlying technology and the various use cases that are emerging that disrupt our jobs as pricers

• How we can use some of these capabilities (and not be threatened by them) to become better pricers

• How to be more adaptive and step into the “Future of Pricing”

Are You Prepared for the AI-Driven Pricing Revolution?

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY: PAUL SANSOM Business Consultant Vendavo

ATTENDEES WILL LEARN:

• The benefits of AI in pricing such as the ability to make more accurate predictions

• How to implement and optimize AI within your pricing strategy and decisions

• Real-world case studies of successful AI integration into pricing and selling processes

FRIDAY, OCTOBER 13, 2023

Overcome Flaws in Price Research With Budget

Constrained Choice Models

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY: STEVEN COHEN Partner in4mation insights

ATTENDEES WILL LEARN:

• Why the classic choice model doesn’t work with constrained budgets

• How purchase predictions change based on your approach

• How to avoid price research mistakes

Wargaming as a Tool for Price Optimization in CPG / Retail Negotiations

B2B & B2C Themed Skill Level: Advanced

PRESENTED BY:

MACIEJ KRAUS Partner Movens Capital

ATTENDEES WILL LEARN:

• How game theory can help to design successful strategies

• How to evolve when environments and negotiations change

• How to assess viewpoints from different stakeholders?

Commandeering the Waves of Change: Pricing Disruptions & the GenAI Uprising

B2B & B2C Themed Skill Level: Advanced

PRESENTED BY:

CHRISTINA WIRTH, CPP Executive Director, Pricing & Commercial Enablement, KPMG

ATTENDEES WILL LEARN:

• The nuanced dynamics of the successive waves of disruption in pricing, including the impact of AI

• Strategies to navigate and leverage each disruptive wave

• How to boldly lead your organization into a future dominated by GenAI, transforming pricing strategies

Defining Your Pricing Strategy: From New to Solutions to Portfolio Optimization

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

ROBERTO RIVERA Vice President, Pricing Strategy, Iris Pricing Solutions

ATTENDEES WILL LEARN:

• How to assess value relative to competitive alternatives

• Techniques to extract and capture value through market segmentation

• How to develop a pricing and discounting structure that encourages sales teams to sell on value and key elements of value communication

INDIVIDUALS

CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE

CONFERENCE + 2 WORKSHOPS

CONFERENCE + 1 WORKSHOP

2 WORKSHOPS ONLY

CONFERENCE ONLY

TEAMS OF 10

CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE

CONFERENCE + 2 WORKSHOPS

2 WORKSHOPS ONLY

CONFERENCE ONLY

TEAMS OF 20

CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE

CONFERENCE + 2 WORKSHOPS

2 WORKSHOPS ONLY

CONFERENCE ONLY

Early Bird Savings end September 15th - Register

PRICING Growth

SPONSORS

- PLATINUM SPONSORS -

Pros Holdings, Inc. (NYSE: PRO) is a leading provider of SaaS solutions that optimize shopping and selling experiences. Built on the PROS Platform, these intelligent solutions leverage business AI, intuitive user experiences and process automation to deliver frictionless, personalized purchasing experiences designed to meet the real-time demands of today’s B2B and B2C omnichannel shoppers, regardless of industry.

pros.com

Vendavo is a proven partner for companieslike yours that want to unlock unlimited pricinggrowth + profitability. We apply best-in-classpricing and selling solutions, combined withembedded AI, deep analytics and expert value consulting services, to optimize your pricing. vendavo.com

Simon-Kucher is a global consultancy with a clear focus on top-line growth. With more than 1,400 employees in 26 countries worldwide, we deliver measurable revenue and profit growth for clients from all industries and regions. Our projects increase our clients’ profitability by 100 to 500 basis points on average. simon-kucher.com

- GOLD SPONSOR -

Zilliant powers intelligent commerce for B2B companies by connecting strategies with execution. Our industry-leading price optimization, management, and sales-guidance software enables profitable growth by transforming the way you use data to price & sell. Zilliant delivers the highest ROI, fastest time to value, and highest customer satisfaction. Learn more at: zilliant.com

- SILVER SPONSORS -

Pricefx is an innovative software company created by experienced professionals, who spent their careers in the Pricing Software and Consultancy world.

pricefx.com

With Syncron, base your pricing on sophisticated strategies such as customer value-based algorithms and competitive data to find the most optimal strategy.

syncron.com

Horváth represents in-depth pricing knowledge across different industries and top-level subject matter expertise in all company functions – with a focus on performance management and transformation.

horvath-partners.com

Holden Advisors is a team of experts in pricing and sales performance development. We deliver a range of consulting services and tools that help you unpack complex challenges and take action. holdenadvisors.com

Iris Pricing Solutions is an international pricing strategy consultancy dedicated to helping clients achieve World Class Pricing, specializing in pricing strategy, analytics, research, and training. pricingsolutions.com

The world’s leading enterprises rely on Vistex every day to propel their businesses, see what really works, and see what to do next – so every dollar spent or earned is really driving growth.

vistex.com

Vistaar, a leader in pricing and promotion software, offers both B2B and B2C solutions, and we believe ease of use ensures high adoption rates among all classes of users, especially sales. vistaar.com

- BRONZE SPONSORS -

Pricing has no textbook solution. Different companies require different pricing methods, strategies, and operating models. We bring functional expertise and cutting-edge data science to the key topics in pricing and revenue management. bcg.com

HOTEL

Stay at our host hotel, the Renaissance Atlanta Waverly Hotel & Convention Center located just 20 miles from Atlanta’s International Airport Northwest of the city. The Renaissance is within walking distance of the Battery Atlanta and Truist Park, Atlanta’s newest sports, shopping, dining and entertainment hub. The Renaissance offers ultra-spacious rooms with stylish, upscale contemporary essentials.

To receive the PPS Fall Conference special group rate, use the link below to make your reservations no later than September 19th

Book your group rate for the PPS Fall Conference