2024 European & Global Pricing Workshops & Conference
Berlin, Germany 19-22 November
Dorint Hotel
Early Bird Savings Until 18 October 2024
How to Develop an RGM Framework 1
B2B/B2C Themed • Skill Level: Intermediate
Do you already have a Revenue Growth Management (RGM) Framework? Which pillars does it include? What are the levers? How can you be sure those are the right ones? Is your framework in line with your company’s maturity level?
Let’s work together on future areas of improvement.
ATTENDEES WILL LEARN:
• To understand the available RGM Pillars
• How to identify and be prepared to execute them based on your industry and company needs
• How to build confidence with critical stakeholders by involving them in the design, facilitation, and implementation stages
Creating Value Transformational DNA in Your Organization
B2B Themed • Skill Level: Intermediate
Creating a strong foundation is key, but having a culture ready to transform, adapt, and pivot is necessary to differentiate your company versus your competitors. Economic uncertainty means there is even more pressure on your organisation.
ATTENDEES WILL LEARN:
• The process on how to begin engaging the conversation of value framework
• How to implement the value framework in your organization
• How to put measures in place for continual value and pricing consistency
PRESENTED BY:
PRESENTED BY: Juan Echeverri, Revenue Growth Management & Commercial Planning Head - LATAM, Holcim
Laurent Dosogne, Co-Founder & Business Development Consultant, NEXO Consulting
Prakash Bhatia, CPP, Sr. Director & Head, Revenue Management & Competitive Analytics, Kohler
Prakash (Praks) Bhatia, CPP is the Sr. Director & Head of Revenue Mgmt & Competitive Analytics at Kohler Kitchen & Bath Americas. Praks is responsible for leading the Pricing & Competitive Intelligence team & elevating the function within the business to generate incremental margin & revenue through supporting business partners with actionable insights on pricing opportunities through statistical and quantitative modeling. He is establishing the Pricing Center of Excellence (CoE) at Kohler. Praks has a MBA in Entreprenurship from Babson College, MA.
Rebate Management for Pricing Leaders 3 4
B2B Themed • Skill Level: Intermediate
Because the pocket price determines the real price captured, pricing professionals must manage rebates. This workshop addresses rebate management throughout the lifecycle from commercial policy planning to customer engagement, expectation management, financial reporting, and settlement.
ATTENDEES WILL LEARN:
• Why rebates are often preferable over discounts in commercial engagement
• How to align rebate policies to SMART goals to enable continuous profit improvement
• The importance of rebate forecasting for sales, customers, and shareholder communication
From Cost to Value: Navigating the Shift
B2B/B2C Themed • Skill Level: Beginner
Succeeding with Value Based Pricing is seldom as easy as it is for Pricing Professionals to fall in love with the concept. This workshop identifies barriers and success factors when navigating the rewarding cultural shift, from cost to customer value.
ATTENDEES WILL LEARN:
• How to scope for success, and navigate through barriers and success factors on the value-based journey
• That being proud of the customer value provided is the cornerstone to confidently ask for a price reflecting value
• To avoid the trap of over-optimization and see that being complicated is not a success factor
PRESENTED BY:
PRESENTED BY: Tim Smith, Ph.D., CPP, Founder & CEO, Wiglaf Pricing
Mark Gilham, VP of Rebate Strategy, Enable
Jerker Johansson, Pricing Expert, With a Smile AB
Jerker Johansson is a consultant, project manager & pricing coach, an expert in pricing and change. He delivers value through a people-centric approach and happier customers. He specializes in diverse industries like Field Service, Installation, Facility Management, Construction, Security and Professional Services. He initiated structured approaches to value based pricing and established the Pricing Function in large industry leaders in the Nordics. He has a proven ability for successful turnarounds, post mergers integrations, and transformation projects.
10 Rules to Effective Pricing 5 6
B2B/B2C Themed • Skill Level: Beginner
This workshop provides you with all you need to know about how to transform your price management to boost profits in one day. You will master how to apply 10 key elements to transform your price management such as making pricing a CEO priority, instilling a culture of profit, setting prices based on value, selling value, differentiating prices, setting up the pricing governance, avoiding price wars, and other rules to help capture opportunities for extraordinary profit and growth. Plenty of examples and case studies will provide you with concrete takeaways and elements you can replicate in your company.
ATTENDEES WILL LEARN:
• All the necessary ingredients for a successful pricing transformation
• Clear explanations of the key elements that determine successful pricing
• Strategies for identifying present and future monetization opportunities
PRESENTED BY:
Danilo Zatta, Ph.D., MBA, Advisor & Author
Dan Zatta (www.danilozatta.com) is one of the world’s leading pricing advisors. As a management consultant for more than 20 years, he advises many of the world’s best-known organizations. The Financial Times defined him as ‘one of the world’s leading pricing minds’. Dan has also been recognized amongst the Top 5 Pricing Thought Leaders on LinkedIn. His books published with Wiley have been translated into more than 10 languages. He holds a Ph.D. in Pricing from TU Munich, an MBA from INSEAD
Behavioral Discount Management: Winning Back Unnecessary Discounts
B2B/B2C Themed • Skill Level: Intermediate
Increasing margin is often not a question of pricing strategy, but of price execution. Highlighting success factors of discount management, we show how to recover unnecessary discounts, while avoiding the notorious internal conflicts accompanying this challenge. Providing a comprehensive framework and case-studies, we show how to tackle these issues pragmatically.
ATTENDEES WILL LEARN:
• Why many discounts are granted unnecessarily
• That the reasons behind these unnecessary discounts primarily center around managing sales behavior
• How we can firstly turn an internal negotiation into an external one with the customer and secondly how to evolve the required negotiation skills
PRESENTED BY:
Florian Bauer, Ph.D., Managing Director, Accenture
Florian Bauer, Ph.D., studied Psychology and Economics at the Technical University in Darmstadt, at MIT, and at Harvard University. He has devoted himself to research into behavioral economics and the psychology of pricing and selling. In 1999, he co-founded Vocatus AG in Munich, an internationally operating pricing consulting company which became part of Accenture Strategy in 2024, where he is now a managing director in the Munich office.
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Building a Dynamic Pricing Organization
B2B/B2C Themed • Skill Level: Intermediate
This interactive workshop covers key aspects of enhancing your pricing organization, including: team construction and skills, implementing key processes, and advanced analytics. Class exercises will consider the challenges of organizational objectives and constraints. Develop your plan to progress to World Class Pricing, and ensure your organization thrives in any environment.
ATTENDEES WILL LEARN:
• To establish optimal reporting structures: Determine the best composition of your pricing organization, considering industry factors and organizational maturity
• To enhance pricing processes: Evaluate and improve processes. Build a plan for higher levels of pricing maturity
• To implement advanced analytics: Develop an implementation plan for advanced analytics, ensuring organizational alignment and readiness
PRESENTED BY:
Jim Saunders, CPP, President, Linked Turn Ventures
Jim is a leading pricing professional with 25 years’ experience as a successful practitioner and consultant. He has worked with 7 of the Dow Jones 30 and other global brands across North America, Europe and Asia to develop and implement pricing processes, systems, and analytics. Jim’s book, World Class Pricing - The Journey, and supporting methodologies have been widely used by a broad range of organizations as an implementation roadmap for pricing excellence.
Leveraging Artificial
Intelligence in Pricing
B2B/B2C Themed • Skill Level: Intermediate
Discover how pricing executives can leverage Artificial Intelligence in everyday operations in this insightful session. Learn about the latest developments, practical use cases, and future potential of AI in pricing. Understand how AI can optimize your pricing strategies and drive business success.
ATTENDEES WILL LEARN:
• Analytics and AI for Margin Optimization: Learn how AI can transform margin while maintaining competitive positioning and market share
• How to leverage AI for everyday pricing operations and pricing new products
• Use cases and best practices in using AI from around the world
PRESENTED BY:
Kiran Gange, CEO & Founder, RapidPricer B.V.
Kiran is the founder and CEO of RapidPricer B.V. an Artificial Intelligence based company that specializes in real-time pricing for retailers in Amsterdam. Previously, he founded CustoLogix, a math-based retail analytics company in 2008. Kiran has 20 years of experience building and deploying technology-based pricing solutions at some of the largest retailers around the world.
workshops workshops
WEDNESDAY 20 NOVEMBER 9:00-16:30 CET
Conquer Price Cuts: Manage Panic, Master Profit
B2B/B2C Themed • Skill Level:
In today’s fast-paced ecosystem and dynamic competitive environment, pricing professionals face constant pressure to justify and defend pricing strategies. Is it feasible to transform client price reduction demands into growth opportunities? Come, practice and learn from this proven 5-step method. Rest assured; we will also leave room for peer learning.
ATTENDEES WILL LEARN:
• To confidently handle client price demands (rarely asking for a raise...)
• To use practical methods, leverage crossindustry insights via peer exchange to drive profitability and value in your organisations
• Actionable, tangible solutions and the confidence to prepare for the next price reduction request
PRESENTED BY:
Caroline Lartigolle, Managing Director, Fit For Profit NL
Shanthi Nair, Strategic Pricing Manager, Stryker
Tuesday 19 November 2024 All times listed
8.00-17.00 REGISTRATION
9.00-16.00
WORKSHOP 1: How to Develop an RGM Framework
WORKSHOP 2: Creating Value Transformational DNA
WORKSHOP 3: Rebate Management for Pricing Leaders
WORKSHOP 4: From Cost to Value: Navigating the Shift
10.15-10.45 MORNING COFFEE BREAK 12.00-13.00 LUNCH 14.15-14.45 AFTERNOON COFFEE BREAK
Wednesday 20 November 2024 All times
8.00-17.00 REGISTRATION
9.00-16.00 WORKSHOP 5: 10 Rules to Effective Pricing WORKSHOP 6: Behavioral Discount Management: Winning WORKSHOP 7: Building a Dynamic Pricing Organization
WORKSHOP 8: Leveraging Artificial Intelligence in Pricing
WORKSHOP 9: Conquer Price Cuts: Manage Panic, Master
10.15-10.45 MORNING COFFEE BREAK 12.00-13.00 LUNCH 14.15-14.45 AFTERNOON COFFEE BREAK 17.00 – 18.00 NETWORKING RECEPTION IN SPONSOR HALL
Thursday 21 November 2024 All times listed
8.45-9.00 HOUSEKEEPING Kevin Mitchell, President, Professional 9.00-9.45
9.45-10.30
KEYNOTE PRESENTATION 1: True Profit! No Company
KEYNOTE PRESENTATION 2: Performance Points
10.30-11.00 MORNING COFFEE BREAK
11.00-11.45
KEYNOTE PRESENTATION 3: Unlocking Value: Strategic 11.45-12.30 KEYNOTE PRESENTATION 4: Communications 101 to 12.30-13.30 LUNCH BREAKOUT SESSIONS PRICING PRACTITIONERS TRACK
13.30-14.10
14.20-15.00
Centralizing the Pricing Function for Better Margins Michael Bartels, CPP, Pricing Manager, Keller & Kalmbach Transitioning From Usage to SaaS Value Selling Adrian Walker, CPP, Head of Pricing, AppsFlyer
15.00-15.30 AFTERNOON COFFEE BREAK
15.30-16.10
16.20-17.00
Optimizing Portfolio for Profitability - A Cross-Functional Tatiani Amaral Santos, Product Pricing Strategist, Sandvik AI-Driven Decision Making in Re-Commerce Pricing Juan Sebastián Herrera Cobo, Senior Pricing Manager,
Friday 22 November 2024 All times listed are TIME EVENT
7.00-17.00 REGISTRATION
9.00-9.45
KEYNOTE PRESENTATION 5: Beyond the Sale: Pricing 9.45-10.30 KEYNOTE PRESENTATION 6: How to Act in Price Wars 10.30-11.00 MORNING COFFEE BREAK
11.00-11.45
KEYNOTE PRESENTATION 7: How Many Vertebrae are 11.45-12.30 KEYNOTE PRESENTATION 8: The Demand Revolution
Megatrend of Sustainability Impacts the Way Companies
workshops & conference at- a - glance
are CET
SPEAKERS
Juan Echeverri, Revenue Growth Management & Commercial Planning Head - LATAM, Holcim and Laurent Dosogne, Co-Founder & Business Development Consultant, NEXO
in Your Organization Prakash Bhatia, CPP, Sr. Director & Head, Revenue Management & Competitive Analytics, Kohler
Leaders Tim Smith, Ph.D., CPP, Founder & CEO, Wiglaf Pricing and Mark Gilham, VP of Rebate Strategy, Enable
Shift Jerker Johansson, Pricing Expert, With a Smile AB
listed are CET
Winning Back Unnecessary Discounts
SPEAKERS
Danilo Zatta, Ph.D., MBA, Advisor & Author
Florian Bauer, Ph.D., Managing Director, Accenture
Organization Jim Saunders, CPP, President, Linked Turn Ventures
Pricing Kiran Gange, CEO & Founder, RapidPricer B.V.
Master Profit Caroline Lartigolle, Managing Director, Fit For Profit NL and Shanthi Nair, Strategic Pricing Manager, Stryker
listed are CET
Pricing Society
SPEAKERS
Company Ever Went Broke Turning a Profit Prof. Dr. Dr. h.c. mult. Hermann Simon, Founder & Honorary Chairman, Simon-Kucher Nick Nalepa, Founder & Chief Advisor, EchoBreakers, LLC
Strategic Pricing Journey at Philips Erica Cheng, CPP, Pricing Director, Philips Healthcare Acheive Global Pricing Alignment Adam Bakehouse, Director Global Pricing and Contracts, Emerson (NI)
BREAKOUT SESSIONS
BREAKOUT SESSIONS PRICING EXPERTS TRACK TOOLS & TECHNIQUES TRACK
GmbH
Ascribing Commercial Value to Global Climate Change Kartik Doraiswamy, Senior Director - Pricing & Packaging, Moody’s Creating a Lasting Commercial Culture Philipp Michel, Head of Commercial Management, KPMG Deutschland
Navigating the Path to Exceptional AI ROI Nick Boyer, Senior Director - Strategic Consulting, EMEA, PROS Inc. Revenue Growth Management 360: Prices, Products, Promotion Finn Hansen, CEO, PriceBeam
Overcoming Hurdles in AI-Driven Pricing Optimization Isaias Jaramillo Rojas, Solution Strategist / Presales Consultant, Pricefx Which Survey-Based Pricing Approach to Use? Dean Tindall, Managing Director, Sawtooth Software
Charting Your AI Journey – Expert Advice for Success Pawel Dadura, CTO, Revenue.AI
Overcoming the Challenges of Enhanced Pricing Strategies Christian Kotzbauer, CPP, Director EMEA, Flintfox International are CET
SPEAKERS
Pricing Strategies for Relationships Daniel Antolin, Managing Director - Pricing Strategy Lead Europe, Accenture
Danilo Zatta, Ph.D., MBA, Advisor & Author
are in Your Pricing Spineometer™? Tim Smith, Ph.D., CPP, Founder & CEO, Wiglaf Pricing
- How the Consumer Driven Nicolai Eckert, CPP, Senior Partner, Simon-Kucher Companies Do Business
BREAKOUT SESSIONS
BREAKOUT SESSIONS PRICING EXPERTS TRACK TOOLS & TECHNIQUES TRACK
B2C e-Commerce Logistics: Realizing Marketing Leading Profitability Rajeeb Chowdhury, CPP, Chief Strategy & Transformation Officer, AJEX Logistics Services
Effectively Monetizing the Sustainability Premium Thorsten Lips, Partner, Berylls Strategy Advisors
A Holistic Approach to Pricing Research
Omio
Per Sjofors, Founder/CEO, Sjofors & Partners Inc, Defending Your Prices
Caroline Lartigolle, Managing Director, Fit For Profit NL
Empowering Your Organization With Price Guidance & AI Mehrdad Moslemi, Sr. Solution Advisor, Vistex GmbH
Sustainable Profit Growth: Comprehensive Pricing Model Insights Mike Gorham, Pricing Director, CIL Management Consultants
Balancing Profitability and Explainability in AI-Driven Pricing
Chris Kennedy-Sloane, Business Consultant, Vendavo
Professional Services Pricing in the GenAI Era
Tracey Shirtcliff, CEO & Founder, SCOPE Better
KEYNOTE PRESENTATIONS
True Profit! No Company Ever Went Broke Turning a Profit
True profit is what remains after fulfilling all obligations to employees, suppliers, banks, and the state. Economic profit should be your benchmark. Profit differences across countries, industries, and companies highlight that some succeed while others fail. As profit ensures survival, it’s the primary responsibility of a business leader. There’s no conflict between profit orientation and stakeholder value—good management aligns both. Avoid price wars, they are profit killers. Price is the most effective profit driver, requiring no upfront investment and offering rapid results.
ATTENDEES WILL LEARN:
• To make you immune to misleading profit reporting
• To help you assess what realistic profit margins are and where you stand with your business
• To better understand the role of profit killers and profit drivers
PRESENTED BY:
Prof. Dr. Dr. h.c. mult.
Hermann Simon, Founder & Honorary Chairman, Simon-Kucher
Hermann Simon is the founder and honorary chairman of Simon-Kucher & Partners. Ranked on the Thinkers50 list of the most influential international management thinkers, he is considered a leading pricing authority. He has advised many of the world’s leading companies, and has published over 35 books in 26 languages, including the worldwide bestsellers Hidden Champions, Confessions of the Pricing Man, Power Pricing, and Manage for Profit Not for Market Share. From 1995 to 2009 he was CEO of Simon-Kucher & Partners.
Performance Points
Professional procurement as a métier in its many manifestations in many industries continues with modern tools to deny any added value to an offer that the vendor, its products and its services provide. All too often companies fall into the trap of declaring solutions to pain points as their major tool to try and maximize value and price within the imposed conceptual box. In this session, Nick Nalepa shares a different approach on how to expand the conversation with the valuation of performance points and an active awareness of the company’s “shadow value”, its ultimate secret to success.
ATTENDEES WILL LEARN:
• The superior value of enhancing a performance point, as opposed to being the cure for a pain point
• A framework to consider the continuum of sources of company value
• What the buyer really thinks – professional procurement’s “Hierarchy of Needs”
• The “shadow value” performance point in every offer that decisively shapes outcomes and how to make it work for your company
PRESENTED BY:
Nick Nalepa,
Founder & Chief Advisor, EchoBreakers, LLC
Nick Nalepa has more than 25 years of experience in leading pricing roles at Michelin. He brings a unique skill set derived from experience in altering and optimizing key functions along the value chain, from direct material acquisition to price, promotion, and position of the final offers to the B2B customer or retailer. He holds an MBA from the University of Florida and a Master of International Management from the Thunderbird School of Global Management.
KEYNOTE PRESENTATIONS
Unlocking Value: Strategic Pricing Journey at Philips 3 4
Pricing is a long-term journey. Philips Healthcare launched its Value-based Pricing initiative in 2022 and it remains a key strategic focus. In this presentation, Erica will share a real-life example of how to initiate a Value-based Pricing initiative, sustain it and continue to deliver success despite organizational changes.
ATTENDEES WILL LEARN:
• To highlight key success factors as a guiding principle for implementing pricing initiatives
• Insights and lessons learned from Philips Healthcare’s Value-based Pricing journey
• Actionable principles and best practices for their own pricing initiatives
PRESENTED BY:
Erica Cheng, CPP, Pricing Director, Philips Healthcare
Erica has over 20 years of experiences in Pricing, Change Management and Project Management, specializing in value-based pricing and selling. At Philips, she developed a global value-based Pricing and Selling training program to enhance the skills of product managers and sales teams, driving the transition from cost-plus pricing to value-based pricing. This initiative fosters a value-driven culture (Think in Value, Compete on Value, Win by Value). She holds an MBA from Lehigh University.
Explore a structured framework that enhances global pricing alignment by establishing effective communication and collaboration across all corporate levels, from C-suite to account managers. This framework focuses on tailored stakeholder engagement, decision-making, and execution to improve organizational connectivity and involvement.
ATTENDEES WILL LEARN:
• How to create a scalable communication framework that caters to various organizational levels
• To tailor information delivery to meet the unique needs and expectations of different stakeholders
• Effective stakeholder engagement strategies to ensure every level feels involved and valued
PRESENTED BY:
Adam Bakehouse, Director Global Pricing and Contracts, Emerson (NI)
Adam Bakehouse is a Director of Global Pricing and Contracts, specializing in enhancing global pricing alignment through strategic communication and cross-functional collaboration. At NI, he has successfully led a transformative shift towards a solution-oriented business model by fostering effective stakeholder engagement and implementing value-based pricing. His expertise in facilitating datadriven decisions and promoting seamless integration across organizational levels has been pivotal in optimizing profitability and revenue growth in diverse markets.
KEYNOTE PRESENTATIONS
Beyond the Sale: Pricing Strategies for Relationships
As companies continue transitioning from “selling boxes” to recurring revenue models, they face new pricing challenges. This keynote explores how to develop effective pricing strategies for ongoing customer relationships, ensuring profitability and sustainable growth. Gain insights into innovative approaches for pricing services and fostering higher conversion and lasting customer loyalty.
ATTENDEES WILL LEARN:
• Design principles for combining services into attractive (price) bundles
• How to differentiate prices across customer segments
• Where to use behavioral pricing approaches to improve pricing and conversion
• How to continuously monitor & optimize price performance
PRESENTED BY:
Daniel Antolin, Managing Director - Pricing Strategy Lead Europe, Accenture
Daniel serves as Managing Director and European Lead for Pricing & Commercial Strategy at Accenture’s Corporate Strategy & Growth Practice. With over 17 years in pricing, he joined Accenture in 2020 from boutique consultancy Homburg & Partner. Daniel specializes in pricing for manufacturing, retail, and consumer goods industries, combined with growth strategies and digital transformation. Based in Munich, he has received multiple awards for his pricing work from leading German business magazine WirtschaftsWoche.
How to Act in Price Wars
Price wars can damage an entire industry with a devastating and long-lasting impact. Successful companies consciously avoid price wars for three main reasons: customers expect the lower prices to become the new reference prices; in a competitive context, reactions to price cuts by other players are swift; in a price war, everybody loses. What are the main causes of a price war? And what are best practices and examples of successful companies showing how to act in a price war? For more than two decades, management advisor Dan Zatta has supported corporations across industries and geographies shaping topline strategies. He will share tangible tips, tricks and examples with you.
ATTENDEES WILL LEARN:
• How to stop a price war before it breaks out
• When and how to fight in price wars, if unavoidable
• How to get out of a price war limiting damages
PRESENTED BY:
Danilo Zatta, Ph.D.,
MBA, Advisor & Author
Dan Zatta (www.danilozatta.com) is one of the world’s leading pricing advisors. As a management consultant for more than 20 years, he advises many of the world’s bestknown organizations. The Financial Times defined him as ‘one of the world’s leading pricing minds’. Dan has also been recognized amongst the Top 5 Pricing Thought Leaders on LinkedIn. His books published with Wiley have been translated into more than 10 languages. He holds a Ph.D. in Pricing from TU Munich, an MBA from INSEAD
KEYNOTE PRESENTATIONS
11.00 - 11.45 - - 11.45 - 12.30 -
How Many Vertebrae are in your Pricing Spineometer™?
What business decisions do competent pricing organizations engage? What are the industry benchmarks of a strong pricing capability? How can the value-based pricing framework and industry benchmarks be used to define pricing in your organization? In this session, Tim J. Smith, PhD, CPP will clarify the Pricing Spineometer, a method for evaluating pricing maturity at individual businesses, and apply it to European businesses today.
ATTENDEES WILL LEARN:
• The business goals of a strong pricing organization
• The business challenges pricing professionals can meaningfully address
• Observed industry benchmarks and career paths in pricing
• How to measure your own Pricing Spineometer
PRESENTED BY:
Tim Smith, Ph.D., CPP, Founder & CEO, Wiglaf Pricing
Tim J. Smith, Ph.D., CPP, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Economics at DePaul University, and the author of Pricing Done Right and Pricing Strategy. He is the Academic Advisor to the Professional Pricing Society’s CPP program and a member of the American Marketing Association. He holds a BS in Physics and Chemistry and a BA in Mathematics from Southern Methodist University, a Ph.D. in Physical Chemistry from the University of Chicago, and an MBA with high honors from Chicago Booth.
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The Demand Revolution –How the Consumer Driven Global Megatrend of Sustainability Impacts the Way Companies Do Business
In this session, we will discuss incorporating sustainability into the fabric of a company’s DNA. The real challenge is how to capitalize on this paradigm shift while maintaining the delicate balance between sustainability and for-profit expectations. However, monetizing sustainability goes further than price. Learn from case studies, insights, and frameworks for making a positive impact while maximizing profit.
ATTENDEES WILL LEARN:
• How consumers are redefining sustainability
• Why current monetization strategies for sustainability often fail
• What is necessary for companies to succeed commercially while also doing good
PRESENTED BY:
Nicolai Eckert, CPP, Senior Partner, Simon-Kucher
Nicolai is a Senior Partner and co-head of SimonKucher’s Nordics operations. He specializes in fundamentally changing companies’ trajectories by addressing strategic growth levers in large scale commercial transformation programs. Nicolai has more than a 20-year long career as a strategy consultant. He is particularly passionate about sustainability and helping companies leveraging this massive consumer driven megatrend to win market share and create long lasting competitive advantages, while facilitating the transition to a carbon neutral future. Apart his career in Consulting he works actively as business angel, board member and advisor to start-up companies, especially within the sustainability space.
breakout sessions
This track features in-the-trenches professionals sharing best practices – what’s worked, what hasn’t, and proven solutions.
THURSDAY 21 NOVEMBER
- 13.30-14.10 - - 14.20-15.00 - - 15.30-16.10 - - 16.20-17.00 -
Centralizing the Pricing Function for Better Margins
Michael Bartels, CPP, Pricing Manager, Keller & Kalmbach GmbH
ATTENDEES WILL LEARN:
• Why price setting should be separated from price enforcement within the organization
• Why sales should mainly focus on the customer and the related price execution
• Why C-suite support is essential to drive organizational change, especially in an established traditional company
Transitioning From Usage to SaaS Value Selling
Adrian Walker, CPP, Head of Pricing, AppsFlyer
ATTENDEES WILL LEARN:
• Real-world challenges and milestones from a comprehensive two-year pricing transformation programme
• Practical strategies and actionable insights for adapting and applying similar pricing models effectively
• How this pricing approach can significantly improve operational efficiency, ensure strategic cohesion, and boost customer lifetime value
Optimizing Portfolio for ProfitabilityA Cross-Functional Approach
Tatiani Amaral Santos, Product Pricing Strategist, Sandvik Coromant
ATTENDEES WILL LEARN:
• How product segmentation can improve profitability
• The impact of segmentation on demand planning and S&OP meetings
• Strategies to manage different product segments
• The benefits of discontinuing underperforming products
FRIDAY 22 NOVEMBER
AI-Driven Decision Making in ReCommerce Pricing
ATTENDEES WILL LEARN:
• How pricing in recommerce works
• Techniques for predicting expected profits and optimal pricing
• Methods to integrate customer lifetime value into pricing models
• Strategies to balance supply chain dynamics using AI-driven elasticities and capacity constraints
- 13.30-14.10 - - 14.20-15.00 - - 15.30-16.10 - - 16.20-17.00 -
From Good-to-Great: The A-Players for Pricing Success
Andres Gonzalez, Head of Pricing, Helloprint
ATTENDEES WILL LEARN:
• The essential skills you need to have in your pricing team
• The importance of having a diverse team with different studies and cultural backgrounds
• How to bring growth and profit to your company with this A-team
Leveraging Economic Indicators to Maximize Pricing Effectiveness
Thaynara DuBois, Global Pricing Manager, State Street
ATTENDEES WILL LEARN:
• How to use economic indicator reports to understand and predict upcoming macroeconomic conditions and trends to price effectively
• How these economic conditions impact costinfluencing factors like inflation, unemployment rate, and others
• How to use these reports to be more proactive in their pricing decisions
Measuring Pricing Maturity Level of Your Industry
Pedro Piccoli Soares, Head of Pricing & Traffic Monetization, Omio
ATTENDEES WILL LEARN:
• The importance of understanding the industry and where your company is positioned
• To measure the pricing maturity level of your industry with academic proven methods
• How to take advantage of this knowledge to be ahead of competition and improve your pricing strategy
The Evolving Role of Revenue Management
Revenue Management Director, Iron Mountain
ATTENDEES WILL LEARN:
• Concrete examples of what revenue management has delivered and howtried and tested with wider applicability
• How to achieve price growth with your largest accounts, even if they have restrictive terms
• How to cross-sell and upsell before pivoting to a more structured process
Juan Sebastián Herrera Cobo, Senior Pricing Manager, momox SE
Satchin Gowrea,
breakout sessions
Ascribing Commercial Value to Global Climate Change
Kartik Doraiswamy, Senior DirectorPricing & Packaging, Moody’s
ATTENDEES WILL LEARN:
• How to identify the optimal value drivers, pricing metrics, packaging options and price levels
• Qualitative and quantitative techniques to investigate the value of a new product or service in this context
• Approaches with demonstrations of how to commercialise a value proposition to serve a new market need
PRICING EXPERTS TRACK
This track features experts sharing strategic and tactical methods on both niche and high-level pricing hot topics.
THURSDAY 21 NOVEMBER
FRIDAY 22 NOVEMBER - 13.30-14.10 - - 14.20-15.00 - - 15.30-16.10 - - 16.20-17.00- 13.30-14.10 - - 14.20-15.00 - - 15.30-16.10 - - 16.20-17.00 -
B2C e-Commerce Logistics: Realizing Marketing Leading Profitability
Rajeeb Chowdhury, CPP, Chief Strategy & Transformation Officer, AJEX Logistics Services
ATTENDEES WILL LEARN:
• Pricing optimization methods to support B2C logistics players to realize profitable growth
• Cost optimization methods to support B2C logistics players to realize profitable growth
• Go-to market tactics to support B2C logistics players in driving volume growth
ATTENDEES WILL LEARN:
• The People approach: Negotiation mindsetwhat it is and how to foster it
Philipp Michel, Head of Commercial Management, KPMG Deutschland
Nick Boyer, Senior DirectorStrategic Consulting, EMEA, PROS Inc.
ATTENDEES WILL LEARN:
• Why introducing AI in pricing is low risk
• What is required to embed into business as usual
Finn Hansen, CEO, PriceBeam
ATTENDEES WILL LEARN:
• The Data approach: Data driven negotiation - How to use machine learning for preparation
• The Governance approach: Psychological safety in the commercial context
Creating a Lasting Commercial Culture Effectively Monetizing the Sustainability Premium
Thorsten Lips, Partner, Berylls Strategy Advisors
ATTENDEES WILL LEARN:
• How to setup sustainability pricing in their own environment based on a general framework
• How sustainability pricing can be applied in practice
• The do’s and don’ts in sustainability pricing and how to avoid pitfalls
• How it delivers amazing ROI
• What steps to put in place to ensure a smooth and profitable journey
Navigating the Path to Exceptional AI ROI A Holistic Approach to Pricing Research Revenue Growth Management 360: Prices, Products, Promotion Defending Your Prices
• How AI can support building predictive revenue optimization simulations
• How simulations can create holistic, 360 degree optimization of products, prices, and promotions at the same time
• Build-once, use-manytimes: how simulations can support the wider organization when it comes to optimizing prices, products, and promotions
Per Sjofors, Founder/ CEO, Sjofors & Partners Inc,
ATTENDEES WILL LEARN:
• The basics of buying and pricing psychology
• How to conduct pricing research on an entire market, not only customers
• Why a holistic approach to pricing research can alter a company’s overall go-to-market strategy
Caroline Lartigolle, Managing Director, Fit For Profit NL
ATTENDEES WILL LEARN:
• How to effectively make pricing decisions during the constant cycles of recessions
• How to resist the panic of price reductions and avoid creating price wars with competitors
• How to keep growing profitability during a recession and manage inevitable recessions with specific pricing strategies and tactics
breakout sessions
TOOLS & TECHNIQUES TRACK
This track features content from pricing experts sharing their expertise in how to address barriers to success that organizations face implementing pricing strategies.
THURSDAY 21 NOVEMBER
Overcoming Hurdles in AI-Driven Pricing Optimization
Isaias Jaramillo Rojas, Solution Strategist / Presales Consultant, Pricefx
ATTENDEES WILL LEARN:
• Strategies to streamline business processes for AI adoption
• How to prioritize pricing optimization within ongoing digitalization efforts
• Techniques for demonstrating the ROI of pricing software to key stakeholders
Which Survey-Based Pricing Approach to Use?
Dean Tindall, Managing Director, Sawtooth Software
ATTENDEES WILL LEARN:
• An understanding of survey based pricing research
• The pros and cons of each approach
• When it is appropriate to use each method presented to them
Charting Your AI Journey – Expert Advice for Success
Pawel Dadura, CTO, Revenue.AI
ATTENDEES WILL LEARN:
• A recommended approach to design AI journey in pricing
• 5 key steps pricing organizations need to take to embrace AI tools
• AI use case ideas & AI adoption do’s and don’ts
FRIDAY 22 NOVEMBER - 13.30-14.10 - - 14.20-15.00 - - 15.30-16.10 - - 16.20-17.00- 13.30-14.10 - - 14.20-15.00 - - 15.30-16.10 - - 16.20-17.00 -
Empowering Your Organization With Price Guidance & AI
Mehrdad Moslemi, Sr. Solution Advisor, Vistex GmbH
ATTENDEES WILL LEARN:
• Challenges and limitations when making pricing decisions without AI support
• How AI translates complex data into actionable price guidance for sales
• Why integrating the Net Price Index (NPI) into price guidance enhances the ability to set and adjust prices based on real-world data and market conditions
Sustainable Profit Growth:
Comprehensive Pricing Model Insights
Mike Gorham, Pricing Director, CIL Management Consultants
ATTENDEES WILL LEARN:
• A comprehensive pricing model aimed at achieving sustained profit growth
• To examine case studies showcasing the model’s implementation and outcomes
• Actionable insights for pricing professionals to enhance their effectiveness within their organisation
Balancing Profitability and Explainability in AI-Driven Pricing
Chris KennedySloane, Business Consultant, Vendavo
ATTENDEES WILL LEARN:
• How to optimize AI for emerging and hidden factors
• How you can ensure transparency and fairness while using AI
• About the regulatory issues in pricing
Overcoming the Challenges of Enhanced Pricing Strategies
Christian Kotzbauer, CPP, Director EMEA, Flintfox International
ATTENDEES WILL LEARN:
• What’s stopping businesses from maximising their pricing strategy - findings from PPS members
• Five key questions to identify where you’re losing value
• How to know when your ERP has reached its pricing potential
• How to ensure you can implement a complex and effective pricing strategy
Professional Services Pricing in the GenAI Era
Tracey Shirtcliff, CEO & Founder, SCOPE Better
ATTENDEES WILL LEARN:
• How AI is going to massively impact the way they price their services
• That pricing by roles/ rates/hours will no longer be profitable
• How deliverable based pricing and a move to productisation as a model will allow them to thrive
PRICING
We believe in making your registration process as seamless and convenient as possible. Whether you’re joining us solo or have a team, we offer a range of options tailored to meet your needs.
Explore your options below and meet us in Berlin!
HOTEL
The award-winning architecture by Jan Kleihues, spectacular art by Lüpertz, Toscanelli & Kampmann and the unique, soaring façade have made the Dorint Hotel a landmark on Kurfürstendamm in Berlin. A place full of life, where savoir-vivre and avant-garde, hospitality and comfort meet.
Centrally located, the Dorint Hotel is within walking distance of the city’s sights, shopping of a special kind, our zoo, the Tiergarten, as well as an almost infinite number of restaurants and bars.
Book your room here.
sponsors
– PLATINUM SPONSORS –
PROS is a leading provider of AI-powered SaaS pricing, CPQ, revenue management, and digital offer marketing solutions. With over 30 years of expertise and a proven track record of success, PROS helps companies across the globe, in a variety of industries, drive profitable growth. The PROS Platform provides real-time predictive insights enabling businesses to drive revenue and margin improvements. pros.com
Vendavo is a proven partner for companies like yours that want to unlock unlimited pricing growth + profitability. We apply best-inclass pricing and selling solutions, combined with embedded AI, deep analytics and expert value consulting services, to optimize your pricing. vendavo.com
Simon-Kucher is a global consultancy firm with over 2,000 employees in 30+ countries focused on unlocking better growth that drives measurable revenue and profit for our clients. With over 37 years of experience in monetization topics of all kinds – we are regarded as the world’s leading pricing and growth specialist.
simon-kucher.com
– GOLD SPONSORS –
Pricefx is the global leader in SaaS and AI pricing software, offering a comprehensive suite of solutions that are fast to implement, flexible to configure and customize, and friendly to learn and use. Based on cloud-native architecture, Pricefx delivers a complete AI price optimization and management platform that provides the fastest timeto-value and highest ROI in the industry. pricefx.com
– SILVER SPONSORS –
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
In a time of constant change, business leaders must think and act quickly. To do this, they need strategies that can be implemented and an agile mindset in their organizations. Accenture supports its clients in developing solutions along the entire value chain that create holistic and long-term added value.
accenture.com
PriceBeam applies a range of scientific, quantitative methods to take the guesswork out of pricing, from Artificial Intelligence (AI) over Choice-Based Conjoint (CBC) analysis to sophisticated enhancements of tried-andtested psychological pricing techniques. pricebeam.com
