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:

• How to know when change management is required

• To understand the necessary components of change management

• To gain confidence in your change managementabilities

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, CPP Partner Revenue Management Labs

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.