Online Course Catalog

Level 100 - Pricing Foundations & Review

COURSE TITLE: Core Pricing Skills

INSTRUCTOR: Stephan A. Butscher

DESCRIPTION: In this Foundational Pricing course, students will comprehensively review the essentials of Price Optimization through dozens of brief, industry case-studies from around the world.

COURSE TITLE: Core Pricing Skills - Portuguese Edition

INSTRUCTOR: Frederico Zornig

DESCRIPTION: e Curso de Gestão de Preços On-line irá rever todos os elementos essenciais para uma gestão de preços estratégica usando dezenas de casos de uma variedade de indústrias desenvolvidos no Brasil para suportar as teorias apresentadas.

COURSE TITLE: The Sales Team and Pricing Success

INSTRUCTOR: George Cressman

DESCRIPTION: In this course, students will learn how to develop a sales force that effectively implements Value-Based Pricing strategies. It will discuss the tools needed for the Sales Team to pursue and implement the new Value Based Pricing Strategy.

COURSE TITLE: Best Practices in Designing and Implementing Value-Based Pricing Strategies

INSTRUCTOR: Andreas Hinterhuber, Ph.D.

DESCRIPTION: In this course, students will learn about proven Pricing Tools and Innovative Pricing Strategies that will improve Pricing capabilities of their organization. This course also highlights available opportunities for companies to develop the insights and establish the corporate discipline to implement creative Pricing Strategies.

COURSE TITLE: Best Practices in Pricing Analytics

INSTRUCTOR: Reuben Swartz

DESCRIPTION: In this course, Students will learn about how Pricing Analytics help Pricing Professionals make better tactical and strategic decisions. It also outlines what data Pricing Professionals need to analyze and what strategies to employ if good data does not exist.

COURSE TITLE: Pricing During Turbulent Times

INSTRUCTOR: Paul Hunt

DESCRIPTION: In this course, Professional Pricers learn how to be more effective during times of economic uncertainty or upheaval.

COURSE TITLE: Introduction to Pricing on Purpose

INSTRUCTOR: Ron Baker & Ed Kless

DESCRIPTION: In this foundational Pricing course, students will learn how to price products and/or services based on customer-perceived value rather than cost-plus pricing methods. Students will learn how to avoid the potentially harmful consequences of cost-plus pricing, communicate better with customers, discover their expectations up-front, enhance customer loyalty and retention, and increase their company’s profitability. Students will learn how to lead their companies to adopt new and innovative pricing strategies, offset rising costs and increased competition that will diminish profit margins, and safeguard other investment rewards.

Level 200 - PRICE SETTING

COURSE TITLE: Consumer Choice Research for Pricing

INSTRUCTOR: Walter R. Paczkowski, Ph.D.

DESCRIPTION: In this course, students will focus on leveraging Consumer Choice Research to better determine price for a product or service. The overarching-theme of this course is: Quantitative Research as a tool to determine the optimal price - a number - to place on a product or service.

COURSE TITLE: Implementing Price Changes In Competitive Markets

INSTRUCTOR: Richard Lancioni, Ph.D., CPP

DESCRIPTION: In this ‘hard-hitting’ course, students will learn effective, Price-Changing strategies that maximize company profits.

COURSE TITLE: Value-based Pricing and Value Modeling: Theoretical & Practical Perspectives

INSTRUCTOR: Stephan Liozu, Ph.D., CPP

DESCRIPTION: In this course, students will learn how to marry theoretical pricing constructs with practical applications, supporting better implementation of Value-Based Pricing, and establishing a Value-Modeling process.

COURSE TITLE: Quantitative Methods That Help to Optimize Your Pricing

INSTRUCTOR: Stephan A. Butscher

DESCRIPTION: In this course, students will receive a blueprint of how to best use Quantitative methodology past the theoretical background, “Pros & Cons,” as well as examples to bring each quantitative method to life within their organization.

COURSE TITLE: Pricing, Value & Innovation

INSTRUCTOR: Stephan Liozu, Ph.D., CPP

DESCRIPTION: In this course, students will analyze the position of Value & Pricing Management dimensions within the Innovation process. Students will learn how/why Pricing & Value Management both have key roles within the Strategic Innovation process in order to allow firms to capture larger ROI.

COURSE TITLE: Fundamentals of Price Increase and Decrease

INSTRUCTOR: Stephan Liozu, Ph.D., CPP

DESCRIPTION: In this course, students learn a unique and holistic management approach to Price Changes. This course provides practical steps on how to manage a Price Increase process and a Price Decrease process.

COURSE TITLE: How to Price: Quantitative Methods in Value-Based Pricing

INSTRUCTOR: Tim Smith, Ph.D.

DESCRIPTION: In this course, students will learn more about Value-based pricing and the WHY behind companies broadly accepting value-based pricing as a superior methodology to alternative pricing paradigms. Students will learn how executives functionally arrive at prices aligned with the principles of value-based pricing, the techniques they use, the tradeoffs between the competing pricing methodologies, the specific process steps executed to deploy these methods, and learn how these methodologies can be used to engage positive collaborations with product managers, salespeople, finance departments, and marketing communications professionals.

COURSE TITLE: How to Achieve Pricing Excellence

INSTRUCTOR: Jim Saunders

DESCRIPTION: In this course, students will learn about the tools, skills and Change Management considerations required to lead their organization to higher levels of Pricing excellence. Students who complete this course will be equipped with the knowledge and tools to tackle key Pricing challenges in today’s ever-changing environment. The course has been condensed from our two day “Best Practices in Pricing Management” CPP seminar. It is suited for Pricing Management practitioners of all levels of competency looking to upgrade skills or jump-start their implementation plan.

Level 300 - PRICE VARIANCE MANAGEMENT

COURSE TITLE: Successfully Managing Pricing

INSTRUCTOR: Dr. Anshu Jalora

DESCRIPTION: In this course, students will learn Planning, Governance, and Pricing Execution frameworks to support successful Pricing Strategies within their organization.

COURSE TITLE: Machine Learning and Quantitative Methods for Intelligence Augmented Pricing

INSTRUCTOR: Tim Smith, Ph.D.

DESCRIPTION: In this course, students will learn managing price difference between transactions and customers requires both management insights and quantitative metrics (The Problem). This course will demonstrate how with machine learning and quantitative methods, relevant data-based facts can be deployed to drive intelligence augmentation pricing decisions (The Solution).

COURSE TITLE: Unit, Versioned, and Bundled Pricing

INSTRUCTOR: Tim Smith, Ph.D.

DESCRIPTION: In this course, students learn how to leverage the power of Bundling to improve company profits, as well as learn the limitations and pitfalls of Bundling using case-studies, Economics, Financial Analysis, and Marketing Strategy.

COURSE TITLE: Best Practices for Pricing Execution

INSTRUCTOR: Joanne Smith

DESCRIPTION: In this course, students will learn and review the various Business, Marketing and/or Sales skills needed to successfully negotiate a deal with no or minimal Price Decreases and to effectively implement Price Increases.

COURSE TITLE: Strategic Pricing for Software

INSTRUCTOR: Scott Miller

DESCRIPTION: In this course, students will learn how to improve and optimize their software pricing, monetization, and offer design practices using proven best-in-class approaches alongside leading-edge value based pricing tools. Whether in a B2C, B2B, or B2G environment, this course will focus heavily on the Offer Design process within the Software Pricing FrameworkTM: from defining the strategy, to price-value analysis, to packaging and metrics, to pricing SaaS, to price model stress testing. Students will analyze deal pricing and price-to-win analysis tools for software request-for-proposal (RFP) bid scenarios.

Level 400 - PRICING PSYCHOLOGY

COURSE TITLE: Beyond the Number

INSTRUCTOR: Reuben Swartz

DESCRIPTION: In this course designed for B2B firms, students will learn how to craft sales proposals with two effective strategies leveraging compelling proposal creation. Students learn the most effective structure of a winning proposal and what should be removed to increase proposal success.

COURSE TITLE: New Perspectives on Pricing

INSTRUCTOR: Dr. Enrico Trevisan

DESCRIPTION: The aim of this course is to present how standard economics explains individual choices and why its models are not fully adequate when it comes to predicting human behavior in the real world.

COURSE TITLE: Psychological Aspects of Pricing

INSTRUCTOR: Andreas Hinterhuber, Ph.D., Stephan Liozu, Ph.D., CPP

DESCRIPTION: This course will show how pricing professionals can use an understanding of B2B and B2C customer psychology in order to influence perceptions of value and price.

COURSE TITLE: Influencing Customer Price Acceptance

INSTRUCTOR: Tim Smith, Ph.D.

DESCRIPTION: This Online Course addresses pricing issues in business and consumer markets and is appropriate for pricing, marketing, sales, and other senior executives. In taking this course, you will learn how hidden economic effects influence customer purchase behavior and price perceptions.

COURSE TITLE: Price Negotiations for Sales

INSTRUCTOR: Joanne Smith

DESCRIPTION: In this course, students will learn how to navigate challenging B2B Price negotiations. Students will learn how to deal with the behaviors of sales teams leading to unintended consequences. Students will learn proven practical strategies, best practices, and tactics needed by sales resources to successfully implement price increases, how to negotiate deals with no or minimal price decreases, and how to have a positive impact on the future market price..

COURSE TITLE: Advanced Negotiations

INSTRUCTOR: Christopher Provines

DESCRIPTION: In this course, students (pricing, marketing & corporate account executives) will learn to better negotiate with customer executives and customer procurement teams, which across all industries over time are becoming more sophisticated buyers and stronger negotiators. Students will review more advanced topics beyond a traditional negotiations course; this course is intended for executives who already have had some negotiations training.

Level 500 - ELECTIVES

COURSE TITLE: Avoid the Commodity Trap: Pricing Services in a Recession

INSTRUCTOR: Reed K. Holden, D.B.A.

DESCRIPTION: In this course, students will learn the importance of understanding Customer-Need, and how to think about developing Services and Product Bundles, and how to translate multiple Service Attributes into a greater Strategic Imperative for their organization.

COURSE TITLE: How to Achieve Pricing Excellence

INSTRUCTOR: Jim Saunders

DESCRIPTION: In this course, students will learn about the tools, skills and Change Management considerations required to lead their organization to higher levels of Pricing excellence. Students who complete this course will be equipped with the knowledge and tools to tackle key Pricing challenges in today’s ever-changing environment.

COURSE TITLE: Quantifying and Documenting Value in Business Markets

INSTRUCTOR: Andreas Hinterhuber, Ph.D., Todd Snelgrove

DESCRIPTION: In this course, students are presented with proven methods and tools B2B Pricing Professionals can use to translate Product Features into Customer Benefits and into documented and quantified Customer Value.

COURSE TITLE: The Fundamentals of Services Pricing

INSTRUCTOR: Alfred P. Hahn

DESCRIPTION: In this course, students will become acquainted with the fundamentals of Services Pricing, Customer-Buying Behavior, and the most common methods of Pricing Services.

COURSE TITLE: Achieving Pricing and Profitability Excellence in Retail

INSTRUCTOR: Chris Goodin, Kim Frazier

DESCRIPTION: In this course, students will learn how to integrate Pricing knowledge with a broad approach across several core competencies including: Strategy, Execution & Technology. This course is ideal for students in the Retail Environment seeking to gain insight into leading practices and who want to understand the levers for improvement to meet the Pricing challenges of today.

COURSE TITLE: Pricing in a Crisis

INSTRUCTOR: Joanne Smith

DESCRIPTION: In this course, students will learn how, in the B2B world, it is inevitable they will face difficult times—recessions, pandemics, changing oil prices, and more. These events can lead to intense pricing pressure that, left unchecked, may result in disastrous financial performance. Students will learn pricing pressure does not need to lead to crippling pricing declines. Students will learn how to get ahead of the storm with a Pricing Crisis Preparedness Plan and how to execute their plan with confidence.

COURSE TITLE: Value Pricing & Marketing: For Specialty and Undifferentiated Products

INSTRUCTOR: Joanne Smith

DESCRIPTION: In this course, students will learn proven strategies and tactics in value-based pricing, while focusing on practical approaches that marketing resources need to know to better capture their fair price and volume in the market. This course provides a step-by-step methodology for new product pricing. It also incorporates real examples for specialty and undifferentiated products in industries such as chemicals, construction, equipment, and agriculture.

Level 600 - CORPORATE STRATEGY

COURSE TITLE: Price Certainty in Uncertain Times: 10 Ways to Stop Leaving Money on the Table

INSTRUCTOR: Mark Burton

DESCRIPTION: In this advanced course, Pricing Managers will learn 10 real-world Pricing Best Practices that will help them understand how to limit Discounting, clarify the organization’s Pricing Strategy, quantify the financial benefit of an offering, target high-value customers, and help their Sales Teams prepare for tough negotiations.

COURSE TITLE: The 5C Model of Pricing Transformation

INSTRUCTOR: Stephan Liozu, Ph.D., CPP

DESCRIPTION: In this advanced course, Stephan Liozu will briefly introduce and review each element of the transformational model as well as present a transformation case study. He will introduce the various steps of this transformation, how the journey is going, and what lies ahead.

COURSE TITLE: Pricing and the C-Suite

INSTRUCTOR: Stephan Liozu, Ph.D., CPP

DESCRIPTION: In this advanced course, Pricing Practioners will explore results of a survey conducted with 557 CEOs and business owners from around the world. The results show what these leaders pay attention to, what might distract their attention span when they do pay some attention and what resonates with them. Pricing Practioners will have an insider’s perspective of how a CEO views Pricing and on how to create positive “noise” in firms for the Pricing function.

COURSE TITLE: Change Management in Pricing: Theories, Best Practices and a Transformational Framework

INSTRUCTOR: Stephan Liozu, Ph.D., CPP

DESCRIPTION: In this advanced course, Pricing Practitioners can learn the most effective and most adopted Change Management methodologies. This unique course combines the latest science in Change Management and Change Leadership with practical, real-life examples specifically related to pricing.

COURSE TITLE: Organizing Pricing for Success

INSTRUCTOR: Stephan Liozu, Ph.D., CPP

DESCRIPTION: In this advanced course, Pricing Practioners will learn about the latest science in Pricing Organizational Design, in Change Management for Pricing, and in Socio-Technical Pricing capabilities. Students will learn theoretical concepts as well as practical tips on how to set a successful Pricing Team and how to improve their collaboration culture with respect to Pricing.

COURSE TITLE: Advanced Change Management

INSTRUCTOR: Joanne Smith

DESCRIPTION: In this course, students learn how to create a practical, action plan to take their company’s pricing performance from good to great, a challenge so many companies face. Students will learn achieving superior pricing goes well beyond the price setting and analysis typically done by the pricing organization. Students will learn how to help develop their company’s culture with a passion and urgency for pricing and profit enhancement, strong price execution and motivation skills throughout sales, and learn what is the right pricing organizational structure as well as the right pricing processes and systems. Students will further learn why this critical part of a company’s pricing transformation is often overlooked and underinvested, and why every pricing leader should expand their role to include driving this broader transformation.

COURSE TITLE: Pricing and Corporate Strategy

INSTRUCTOR: Tim Smith, Ph.D.

DESCRIPTION: In this course, students will learn proven pricing methods to assist them with defining the structure, routines, and pricing culture within their organization. Students will learn to track pricing decisions from business strategy through pricing strategy, market pricing, and price variance policy to price execution, including new offering development, the sales strategy, and navigating international markets.

COURSE TITLE: Partnering with Sales: Best Practices for Pricing Execution

INSTRUCTOR: Joanne Smith

DESCRIPTION: In this course, students will learn and review the various Business, Marketing, and/or Sales skills needed to successfully negotiate a deal with no or minimal Price Decreases and to effectively implement Price Increases.

COURSE TITLE: Defending Your Prices During a Recession

INSTRUCTOR: Caroline Lartigolle

DESCRIPTION: In this course, students will learn how to effectively make pricing decisions during the constant cycles of recessions. They will learn how to resist the panic of price reductions, how to avoid creating price wars with competitors, how to keep growing profitability during a recession, and how to manage inevitable recessions with specific pricing strategies and tactics.