WS1 | Pricing Transformation: 10 Rules
of Highly Effective Pricing
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 take aways 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, Author Danilo Zatta, Ph.D., MBA (www.danilozatta.com) is one of the world’s leading pricing advisors and author of The Pricing Model Revolution and The 10 Rules of Highly Effective Pricing. 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, in the list of the most engaging and impactful pricing thought leaders globally. 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.
WS2 | From Value Proposition to Pricing Power
This workshop will help you to clearly refine your company’s value proposition using chatbots. We’ll quantify the economic value you deliver, translate it into a user-friendly value calculator, and convert it into a value-based pricing strategy in 5 hours. Ultimately, you will leave with value defense materials that immediately increase pricing power.
ATTENDEES WILL LEARN:
♦ To define customer avatars using AI and how chatbots view each attendee’s specific company value proposition
♦ To convert value propositions into emotional and economic consequences, shared value proposals, value calculators, and specific value-based prices
♦ How to leverage the results of the value exercises into marketing materials that increase pricing power
PRESENTED BY:
Adrienne Gordon, CEO, Pricing Empowered LLC & Price Space LLC
Adrienne Gordon is the President and CEO of Pricing Empowered LLC and Price Space LLC. She brings over 25 years of experience helping companies elevate how they are recognized for the value they create. Prior to launching her first pricing consultancy in 2011, Adrienne held price leadership positions at Parker Hannifin, American Greetings, and Eaton Corporation. She’s excited to be speaking again at the PPS after a brief hiatus as she focused on family.
B2B Themed ♦ Skill Level - Intermediate
WORKSHOPS
WS3 | How to Present Your Pricing Strategy Case to the C-Suite
Pricing professionals need to write persuasively for many audiences, including the C-suite, media, salespeople, and teams. That demands skills that go beyond pricing knowledge and analytics. The tools and techniques in this workshop will help you write everything from short posts to long-form content such as white papers and books.
ATTENDEES WILL LEARN:
♦ How to focus on the right questions for a given business audience
♦ How to create leaner, stronger structures and flows
♦ How to accelerate your writing process without sacrificing quality
PRESENTED BY:
Frank Luby, CEO and Editor, Present Tense LLC
Frank Luby has over 25 years of experience in pricing and over 40 years as a writer. After his career as a partner at Simon-Kucher, he co-founded Present Tense LLC in 2014 to help executives, managers, academics, and consultants improve their communication. He has served as a writing partner on award-winning and best-selling books, and he co-authored the book Manage for Profit, Not for Market Share (Harvard, 2006).
WS4 | Building a Revenue Center of Excellence
Over the last four years the world as we know it has been turned on its ear! From a global pandemic to Russia’s invasion of Ukraine, and an unrecognizable Global Supply Chain losing its credibility and reliability, all the way to the upheaval and wars in the Middle East. This workshop will give you tools to overcome your company’s challenges.
ATTENDEES
WILL LEARN:
♦ The definition of R(P)CoEs and why they are critical for every organization that would like to survive the uncertainty in today’s economic environment
♦ VUCA’s role in Strategic Pricing and Revenue Growth Management
♦ Where to begin when thinking about how to take advantage of this massive opportunity
PRESENTED BY:
Patience Mutiso, MBA, CPP, Sr. Director, Global Revenue Growth Management, C.H. Guenther & Son
Patience Mutiso has spent more than 25 years working in revenue growth management (RGM), strategic pricing, analytics, and optimization fields. She has been instrumental in the growth and development of the pricing and RGM disciplines with both public, PE and private companies as a practitioner who focuses on strategy, team building, leadership, negotiations, and analytics. Patience was recently invited to join the PPS board, and will be instrumental in driving RGM, strategic pricing, value culture.
B2B & B2C Themed ♦ Skill Level - Intermediate
TUESDAY ♦ OCTOBER 22 ♦ 9:00AM - 4:00PM
WS5 | Rebate Management for Pricing Leaders
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
PRESENTED BY:
Mark Gilham, VP of Rebate Strategy, Enable
Tim Smith, Ph.D., CPP, Founder & CEO, Wiglaf Pricing
WEDNESDAY ♦ OCTOBER 23 ♦ 9:00AM - 4:00PM
WS6 | Segmentation: Mastering the Hidden Challenges
B2B & B2C Themed ♦ Skill Level - Intermediate
Done well, segmenting customers then differentially managing their price/offering drives both profitability and growth. Yet, few suppliers successfully master segmentation. Far more either fail or worse, unintentionally destroy earnings. With the emergence of AI/big data, more companies are pursuing advanced segmentation, often without understanding the pitfalls and success factors.
ATTENDEES WILL LEARN:
♦ Numerous ways to segment your customers, from the basic to the advanced
♦ The pitfalls and challenges and how to navigate through them
♦ Practical methods for implementing Customer Needs-Based Segmentation – arguably the most important yet mis-understood approach
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. Joanne transformed DuPont’s pricing from weak to outstanding. With over 25 years of global business, marketing and pricing expertise, she now works with global companies in chemical and industrial industries to help them develop world class revenue growth.
WEDNESDAY ♦ OCTOBER 23 ♦ 9:00AM - 4:00PM
WS7 | Mastering Pricing Power: Strategies for Premium Prices
B2B & B2C Themed ♦ Skill Level - Intermediate
Over the past few years, companies have aimed to boost their bottom line through enhanced pricing strategies and techniques. Some succeeded, but others struggled because they lacked effective pricing strategies, analytical toolkits to set prices effectively, or techniques to defend their increases in the market.
ATTENDEES WILL LEARN:
♦ How to identify effective pricing strategies
♦ How to identify analytical toolkits to help set prices effectively
♦ Techniques to defend price increases and realize your pricing potential
PRESENTED BY:
Truman Fritz, Senior Consultant, Simon-Kucher
Christian Flynn, Senior Manager, Simon-Kucher
WS8 | Value-Based Pricing
B2B & B2C Themed ♦ Skill Level - Beginner
This workshop provides all you need to know about value-based pricing in one day. It covers the methodology, discusses the challenges and opportunities, and explores 12 key lessons learned from 15 years of experience studying and deploying value-based pricing transformations around the world. Presenter Stephan Liozu will show you how to improve your company’s results using a bevy of strategies and tactics.
ATTENDEES WILL LEARN:
♦ The steps involved in value-based pricing and the key methods used in each step
♦ The 12 lessons to consider when designing and deploying value-based pricing initiatives
♦ The future of value-based pricing and key trends in today’s pricing ecosystem
PRESENTED BY:
Stephan Liozu, Ph.D., CPP, Founder, Value Innoruption Advisors LLC
Stephan M. Liozu, Ph.D., CPP (www.stephanliozu.com) is the Founder of Value Innoruption Advisors, a consulting boutique specialized in value-based pricing, industrial pricing, digital and subscription-based pricing. He is also the co-Founder of Pricing for the Planet, which specializes in pricing for sustainability. He holds a Ph.D. in Management from Case Western Reserve University. He has authored and edited 14 books on pricing and value management. He sits on the PPS Advisory Board and earned his CPP in 2009.
WORKSHOPS
WEDNESDAY ♦ OCTOBER 23 ♦ 9:00AM - 4:00PM
WS9 | Maximizing Profits Through Data-Driven Decisions
A one-day workshop for pricing managers looking to enhance skills in setting prices. Explore advanced techniques and best practices for price setting using market research and data analysis.
ATTENDEES WILL LEARN:
♦ Deep insights into market dynamics through research methodologies
♦ To develop data-driven pricing models using customer and product data
♦ To apply value-based pricing for new products based on demand and competitive positioning; and implement segment-driven strategies through case studies
PRESENTED BY:
Roberto Rivera, Vice President of Pricing Strategy, Iris Pricing Solutions
Roberto Rivera, VP of Pricing Strategy at Iris Pricing Solutions, boasts 23 years of pricing strategy expertise across B2B sectors including hi-tech, healthcare, and manufacturing. Adept in analytics and customer research, he drives revenue growth through pricing and value management strategies. Roberto has an MBA from Clark University and he is a respected speaker and author in pricing strategy, guiding transformative pricing initiatives and sharing insights at industry events.
WS10 | Pricing B2B SaaS and Innovation
B2B Themed ♦ Skill Level - Intermediate
Boost your pricing skillset within this fast-paced & innovative B2B digital era! With a strong focus on B2B subscriptions and usage-based revenue models, this workshop will ensure participants can improve and optimize their organization’s SaaS pricing & monetization strategies. Includes overviews of frameworks, handson pricing tools, and "what works" case studies.
ATTENDEES WILL LEARN:
♦ Best-in-class pricing practices for B2B SaaS and innovation (including AI)
♦ To apply The Digital Pricing Framework and tools to address your company’s pricing challenges
♦ “What works” approaches and case studies 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 with a specialty in mid-market software and digital solutions. Over the past 25 years, he has held various roles as head of global pricing with multi-billion-dollar technology companies and has conducted more than 150 pricing initiatives. Scott is a published pricing author and a speaker on best-in-class pricing practices. He is also a CPP alumnus, CPA, and CMA.
WORKSHOPS
WEDNESDAY ♦ OCTOBER 23 ♦ 9:00AM - 4:00PM
WS11 | The Top Levers for Building Pricing Power
When growth is stagnant, companies often adjust prices for more revenue. Without a strong understanding of pricing power relative to market alternatives, this can result in the opposite effect: customer churn. We'll present drivers of pricing power, how to assess them, and strategies to employ before your next price increase.
ATTENDEES WILL LEARN:
♦ How to assess your pricing power relative to market alternatives
♦ The 3 most important levers for building and protecting your pricing power
♦ Top go-to-market tactics under each lever to improve price realization
PRESENTED BY:
Adnan Akbari, Senior Director of Pricing, Holden Advisors
Teng Yang, Senior Pricing Consultant, Holden Advisors
WS12 | Stop the Quoting Madness! Use AI!
B2B & B2C Themed ♦ Skill Level - Intermediate
We all are inundated with news of AI. But, how can it really be applied in our daily Pricing lives to help us in a meaningful way? Using AI to help answer RFPs saves exponential time and frustration, pulling together transactional data of customer, product, shipping, manufacturing that can take days.
ATTENDEES WILL LEARN:
♦ How to dramatically decrease time investment in preparing quotes and proposals using AI
♦ To identify which tasks to automate or augment via AI techniques and tools making transactional data irritation a thing of the past
♦ To understand key criteria including judgement and data privacy considerations for keeping humans-in-the loop
PRESENTED BY:
Lydia Di Liello, CEO & Founder, Capital Pricing Consultants
Brooks Hamilton, Founder, Hamilton AI Strategy Advisors
WORKSHOPS AT-A-GLANCE
TUESDAY, OCTOBER 22, 2024
All times listed are Pacific Daylight Time (PDT)
TIME EVENT SPEAKERS
8:00am-4:00pm WORKSHOP REGISTRATION & NETWORKING LOUNGE
8:00am-9:00am BREAKFAST
9:00am-4:00pm
WORKSHOP 1: Pricing Transformation:
Danilo Zatta, Ph.D., MBA, Author 10 Rules of Highly Effective Pricing
WORKSHOP 2: From Value Proposition to Pricing Power
Adrienne Gordon, CEO, Pricing Empowered LLC and Price Space LLC
WORKSHOP 3: How to Present Your Pricing Strategy Case to the C-Suite Frank Luby, CEO and Editor, Present Tense LLC
WORKSHOP 4: Building a Revenue Center of Excellence
WORKSHOP 5: Rebate Management for Pricing Leaders
10:15am-10:45am COFFEE BREAK
12:00pm-1:00pm WORKSHOP LUNCH
2:15pm-2:45pm COFFEE BREAK
4:30pm-7:30pm NETWORKING DINNER sponsored by Enable
Patience Mutiso, MBA, CPP, Sr. Director, Global Revenue Growth Management, C.H. Guenther & Son
Mark Gilham, VP of Rebate Strategy, Enable and Tim Smith, Ph.D., CPP, Founder & CEO, Wiglaf Pricing
WEDNESDAY, OCTOBER 23, 2024 All times listed are Pacific Daylight Time (PDT) TIME EVENT SPEAKERS
8:00am-4:00pm
8:00am-9:00am
9:00am-4:00pm WORKSHOP 6: Segmentation: Mastering the Hidden Challenges
WORKSHOP 7: Mastering Pricing Power: Strategies for Premium Prices
WORKSHOP 8: Value-Based Pricing
WORKSHOP 9: Maximizing Profits Through Data-Driven Decisions
WORKSHOP 10: Pricing B2B SaaS and Innovation
WORKSHOP 11: The Top Levers for Building Pricing Power
WORKSHOP 12: Stop the Quoting Madness! Use AI!
10:15am-10:45am COFFEE BREAK
12:00pm-1:00pm WORKSHOP LUNCH
12:00pm-1:00pm NEW MEMBER WELCOME LUNCHEON
2:15pm-2:45pm COFFEE BREAK
4:30pm-6:30pm WELCOME RECEPTION
Joanne Smith, President, Price to Profits Consulting
Truman Fritz, Senior Consultant, Simon-Kucher and Christian Flynn, Senior Manager, Simon-Kucher
Stephan Liozu, Ph.D., CPP, Founder, Value Innoruption Advisors LLC
Roberto Rivera, Vice President of Pricing Strategy, Iris Pricing Solutions
Scott Miller, CPP, President, Miller Advisors Inc.
Adnan Akbari, Senior Director of Pricing, Holden Advisors
Lydia Di Liello, CEO & Founder, Capital Pricing Consultants and Brooks Hamilton, Founder, Hamilton AI Strategy Advisors
networking & Wellness events
CONFERENCE AT-A-GLANCE
THURSDAY, OCTOBER 24, 2024
All times listed are Pacific Daylight Time (PDT)
EVENT SPEAKERS
6:30am-7:00am YOGA SESSION
7:00am-4:30pm CONFERENCE REGISTRATION & NETWORKING LOUNGE
7:00am-8:00am BREAKFAST
8:00am-8:15am WELCOME Kevin Mitchell, President, Professional Pricing Society
8:15am-9:00am KEYNOTE PRESENTATION 1: Understanding Price Sensitivity & Win/Loss Stephen Haggett, CPP, Vice President, Pricing & Revenue Management, Iron Mountain
9:00am-9:45am KEYNOTE PRESENTATION 2: A Special Discussion with Dr. Thomas Nagle, Advisor & Author Thought-Leader and Author, Tom Nagle
9:45am-10:30am NETWORKING COFFEE BREAK
10:30am-11:15am KEYNOTE PRESENTATION 3: The Demand Revolution: Sustainability: Shikha Jain, Partner, Simon-Kucher The Consumer Driven Megatrend
11:15am-12:00pm KEYNOTE PRESENTATION 4: The Career Value of Pricing Laura Preslan, Founder, Advoture, Inc.
12:00pm-1:00pm INDUSTRY CONNECTIONS LUNCH
SESSIONS
1:00pm-1:40pm
1:50pm-2:30pm
Cost-Based Quoting to Improve Profits Derrick Basler, Director of Global Costing Solutions, Plexus Corporation
Gaining a Sustainable Edge with Price Testing Varun Garde, CPP, Director of Monetization, Microsoft
2:30pm-3:00pm NETWORKING COFFEE BREAK
3:00pm-3:40pm
3:50pm-4:30pm
Driving Change Towards Pricing Excellence Steven Goldstein, Sr. Director Pricing/Finance, PLZ Corporation
KEYNOTE TOWN HALL Laura Preslan
4:30pm-6:30pm NETWORKING RECEPTION
FRIDAY, OCTOBER 25, 2024
TIME EVENT
Raise Prices Without Losing Customers Mark Stiving, Chief Pricing Educator, Impact Pricing LLC
Price Pack Architecture: 5 Elements for Success Jose Ruben Perez Aguinaga, Sr. Manager, Lead for Revenue Growth Management Mexico, Kellanova Mexico
The Evolving Discipline of Pricing Mike Jahoda, Chief Customer Officer, PROS
Price is Right: Crafting Winning Business Cases Israel Rodrigo, Business Consultant, Vendavo
Ensuring Your Pricing Strategy is Delivering Cath Brands, CPP, Chief Marketing & Innovation Officer, Flintfox International
The New Growth Agenda and Implications for Pricing Jessica Stansbury, Partner, Oliver Wyman
KEYNOTE TOWN HALL Shikha Jain
All times listed are Pacific Daylight Time (PDT)
SPEAKERS
ChatGPT: Your Pricing Strategy Co-Pilot Ana Salazar, CPP, Partner, Prisier
Evaluating Dynamic Pricing Frameworks in Retail Jose Mendoza, Clinical Associate Professor, New York University
The Future of AI; Applications and ROI Charles Wright, CEO, Mechanized AI
KEYNOTE TOWN HALL Stephen Haggett
7:00am-2:30pm CONFERENCE REGISTRATION & NETWORKING LOUNGE
7:00am-8:00am BREAKFAST
7:00am-8:00am CPP BREAKFAST
8:00am-8:45am KEYNOTE PRESENTATION 5: Stephanie Yee, Expert Partner, Bain & Company AI Pricing: Hype or High-Stakes Game Changer?
8:45am-9:30am KEYNOTE PRESENTATION 6: Time Prices: Transformative Economic Insights Ron Baker, CPP, Founder, VeraSage Institute
9:30am-10:30am NETWORKING COFFEE BREAK WITH PRIZE GIVEAWAYS
10:30am-11:15am KEYNOTE PRESENTATION 7: Nuthin But a G Thang (G=growth) Marcos Rivera, Founder and CEO, Pricing I/O 11:15am-12:00pm KEYNOTE PRESENTATION 8: AI Combats Uncertainty: Dr. Michael Wu, Chief AI Strategist, PROS Pricing Under Data Abundance
12:00pm-1:00pm LUNCH
12:00pm-1:00pm INFUSION LUNCHEON
SESSIONS
1:00pm-1:40pm
Q&A Panel Discussion:
♦ Lisa Spadafora Thompson, Founder & CEO, Sturbridge Growth Partners, Inc.
♦ Scott Sinning, CPP, President, Pricing for Distributors
♦ Mark Vizza, Senior VP, Treasury Management Pricing Team Manager, PNC
1:50pm-2:30pm
KEYNOTE PANEL
Q&A Panel Discussion:
♦ Lukas Osterberg, Director, SKP
♦ Adnan Akbari, Senior Director of Pricing, Holden Advisors
♦ Wayne Detzler, CPP, Strategic Pricing Value Consultant, Cargill
♦ Nathan Phipps, CPP, Manager, Wiglaf Pricing
Q&A Panel Discussion:
♦ Avy Punwasee, CPP, Partner, Revenue Management Labs
♦ Prabhu Rajendran, Sr. Manager, ThermoFisher
♦ Marteen Oosten, Executive Director, Vistex
♦ Ben Cortese, Vice President, KS&R
Q&A Panel Discussion:
♦ Nick Pericle, Managing Director, ProfitOptics
♦ Niyati Shah, Senior Pricing Manager, Maxar
♦ Garth Hoff, CPP, Director, Industry Strategy, Pricefx
with Stephanie Yee, Ron Baker, Marcos Rivera, and Dr. Michael Wu
KEYNOTES
THURSDAY ♠ OCTOBER 24
8:15am - 9:00am
KN1 | Understanding Price Sensitivity & Win/Loss
Understanding customer price sensitivity is the heart of price strategy. Often we turn to external market research to ask customers whether they are price sensitive. This session will present an approach to utilizing internal sales performance data to measure how customers actually behave, as well as communication and action.
ATTENDEES WILL LEARN:
♠ How to measure customer price sensitivity
♠ How to communicate the results to executives
♠ How to act based on the results
PRESENTED BY:
Stephen Haggett, CPP, Vice President, Pricing & Revenue Management, Iron Mountain Steve was a foundling, whose adoptive parents put him to sea in a lobster boat as a preteen. He came back. After studying pre-renaissance art in Florence, he took a series of jobs in military aircraft development, cross-border oil pipeline development, diagnostic imaging, and document management. He shows his stained glass mosaic portraits in galleries and shows around New England, and his family appreciates his cooking. He also does a lot of pricing stuff.
9:00am - 9:45am
KN2 | A Special Discussion with Thought-Leader and Author, Tom Nagle
Tom Nagle is one of the Pricing discipline’s most revered thought leaders. Join us for this special session where he will discuss his introduction to business strategy, the development of Pricing as a science, and what’s new and what’s next for organizations like yours worldwide.
ATTENDEES WILL LEARN:
♠ The best strategies and tactics to improve results
♠ How to become an ally with other functions
♠ How pricing will continue to evolve business
PRESENTED BY:
Dr. Thomas Nagle, Advisor & Author
Dr. Thomas Nagle founded the Strategic Pricing Group (now part of Monitor Deloitte) in 1987 soon after publication of the first edition of The Strategy and Tactics of Pricing. That book remains the top-selling book on pricing and the most widely adopted pricing text at business schools. Dr. Nagle has been a professor at the University of Chicago and Boston University. He has long served on the executive program faculty at The University of Chicago and the Management Centre Europe.
KEYNOTES
THURSDAY ♠ OCTOBER 24
10:30am - 11:15am
KN3 | The Demand Revolution: Sustainability: The Consumer Driven Megatrend
We will discuss incorporating sustainability into a company’s DNA. The real challenge is how to capitalize on this paradigm shift while maintaining the 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.
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:
Shikha Jain, Partner, Simon-Kucher
Shikha Jain is lead Partner for Consumer / Retail in North America and Head of the Boston office at Simon-Kucher. She is a top-line growth advisor with a client portfolio that spans the B2C world including fashion/apparel, footwear, beauty, consumer goods & durables, specialty retail, consumer services, consumer internet, and luxury goods. Shikha works with CXOs to build effective go-to-market strategies and commercial excellence on all revenue growth topics.
11:15am - 12:00am
KN4 | The Career Value of Pricing
Should you stake your career on pricing? Oh heck yeah! You’ve heard of value pricing, but I’m going to introduce you to the Career Value of Pricing so you can be all in and extract maximum career value from pricing.
ATTENDEES WILL LEARN:
♠ Lots of ways that pricing fuels career growth
♠ How to accelerate your success by avoiding mistakes I made
♠ Tools to maximize your Career Value of Pricing
PRESENTED BY:
Laura Preslan, Founder, Advoture, Inc.
Laura has worked in most aspects of pricing as a practitioner, industry analyst, consultant, and author. She recently closed the corporate chapter of her career and has embarked on a new adventure as an author and pricing leadership coach at Advoture, Inc. Leveraging her experience at large companies like Microsoft, Deloitte, and KPMG as well as small ones like AMR Research, META Group, and start-ups, Laura helps others build amazing careers in pricing.
KEYNOTES
FRIDAY ♠ OCTOBER 25
8:00am - 8:45am
KN5 | AI Pricing: Hype or High-Stakes Game Changer?
Machine learning has long enhanced pricing, but distinguishing Generative AI's practical applications from hype is challenging. To identify true GenAI opportunities, practitioners should consider: (1) untapped unstructured data sources for price decisions; (2) areas for content automation to enhance pricing; and (3) uses for engaging chatbots to improve pricing processes.
ATTENDEES WILL LEARN:
♠ The latest applications of AI to pricing
♠ How AI has been used to unlock pricing value
♠ How to get started on leveraging this technology to improve pricing outcomes
PRESENTED BY:
Stephanie Yee, Expert Partner, Bain & Company
Stephanie Yee is a Partner at Bain & Company, where she exclusively serves clients on the topics of pricing and profitability. She has led multiple successful pricing transformation programs and is a former pricing and sales senior executive at a Fortune 75 company. She has published and spoken extensively on the topic of Pricing. Stephanie holds a Management Information Systems degree from Texas A&M University.
8:45am - 9:30am
KN6 | Time Prices: Transformative Economic Insights
We buy things with money but pay for them in time. Explore how translating prices into time - time pricesoffers a comprehensive measure of economic well-being. Discover how goods and services have become more abundant and affordable over time reflecting the relationship between innovation and resource abundance.
ATTENDEES WILL LEARN:
♠ Calculate time prices for everyday commodities since the 1850s
♠ Understand the role of time as a fundamental measure in various sciences
♠ Recognize the advantages of time prices over money prices in assessing living standards
♠ Why natural resources are not finite in any economic sense
PRESENTED BY:
Ron Baker, CPP, Founder, VeraSage Institute
Ronald J. Baker is the founder of VeraSage Institute - the leading think tank dedicated to educating professionals internationally - and a radio talk-show host on the www. VoiceAmerica.com show: The Soul of Enterprise: Business in the Knowledge Economy. Ron has authored eight best-selling books, including: The Firm of the Future; Pricing on Purpose; Measure What Matters to Customers; and Implementing Value Pricing. His latest book is Time’s Up!: The Subscription Business Model for Professional Firms.
KEYNOTES
FRIDAY ♠ OCTOBER 25
10:30am - 11:15am
KN7 | Nuthin But a G Thang (G=growth)
SaaS companies struggle to effectively use pricing as a growth lever, leading to stalled revenue and poor economics. You'll learn advanced strategies to raise prices successfully and capture value without provoking churn. You'll also get a practical guide to price with confidence, navigate changes, and unlock growth potential.
ATTENDEES WILL LEARN:
♠ To identify the signals to confidently change or raise prices in a competitive market
♠ To pinpoint the top five value-killers in your monetization strategy and how to fix them
♠ Best practices in setting up pricing governance, from early stage to enterprise organizations
PRESENTED BY:
Marcos Rivera, Founder and CEO, Pricing I/O
Marcos Rivera, founder and CEO of Pricing I/O, is a renowned expert in B2B SaaS pricing with over 25 years of experience helping companies unlock growth at scale. As a former operating executive at Vista Equity Partners, he specialized in value-creation and pricing for a $65B portfolio of technology companies. Marcos coaches SaaS Founders worldwide and is a frequent speaker, a board advisor, a published author, and host of the podcast "Street Pricing."
11:15am - 12:00am
KN8 | AI Combats Uncertainty: Pricing Under Data Abundance
In a chaotic world of uncertainty, data abundance offers a lifeline for pricing decisions. Traditional segmentation methods struggle with data sparsity and neural networks (NN) face adoption challenges due to opacity. By embracing explainable AI, we can break free from conventional pricing methods and conquer complexity in our unpredictable world.
ATTENDEES WILL LEARN:
♠ The limits of traditional segmentation pricing methods and the perceived challenges with neural networks due to opacity
♠ How explainable AI can demystify the Neural Network decision making process
♠ The key to tech adoption with proper incentives, management, and business processes
PRESENTED BY:
Dr. Michael Wu, Chief AI Strategist, PROS
Dr. Michael Wu, Chief AI Strategist, PROS, is a world-leading expert on AI and machine learning. He's honored as a Senior Research Fellow at the Ecole des Ponts Business School, concurrently serves as an advisor and a lecturer for UC Berkeley Extension's AI programs and is a DOE fellow at the Los Alamos National lab. He holds a triple major undergraduate and Ph.D. from UC Berkeley, where he used ML to model the human brain.
BREAKOUTS
This track features in-the-trenches professionals sharing best practices –what’s worked, what hasn’t, and proven solutions.
THURSDAY ♣ OCTOBER 24
Cost-Based Quoting to Improve Profits
Derrick Basler Director of Global Costing Solutions, Plexus Corporation
ATTENDEES WILL LEARN:
♣ The importance of total cost visibility from raw materials to logistics costs when building customer quotes
♣ The significance of effective communication with vendors, suppliers, and customers
♣ The value of working with cross-functional teams to achieve profit goals
Gaining a Sustainable Edge with Price Testing Driving Change Towards Pricing Excellence
Varun
Garde, CPP Director of Monetization, Microsoft
ATTENDEES WILL LEARN:
♣ Not everything needs to be price tested - how to decide what does
♣ What to consider for conducting effective pricing tests, from design to interpretation
♣ How to minimize the various risks - from perception to low impact
FRIDAY ♣ OCTOBER 25
Steven Goldstein, Sr. Director Pricing/Finance, PLZ Corporation
ATTENDEES WILL LEARN:
♣ Stages of our pricing transition
♣ To deal with market forces
♣ People, process tools and governance
♣ To leverage quick wins
♣ Lessons learned along the journey
1:00pm - 1:40pm 1:50pm - 2:30pm 1:00pm - 1:40pm 3:00pm - 3:40pm
Q&A Panel Discussion
Lisa Spadafora Thompson Founder & CEO, Sturbridge Growth Partners, Inc.
Scott Sinning, CPP President, Pricing for Distributors
Mark Vizza Senior VP, Treasury Management Pricing Team Manager, PNC
BREAKOUTS
EXPERTS TRACK
This track features experts sharing strategic and tactical methods on both niche and high-level pricing hot topics.
THURSDAY ♣ OCTOBER 24
Raise Prices Without Losing Customers
Mark Stiving Chief Pricing Educator, Impact Pricing LLC
ATTENDEES WILL LEARN:
♣ Which customers, products and situations can support higher prices
♣ How to communicate a price increase
♣ What to do when a customer pushes back
Jose Ruben Perez Aguinaga Sr. Manager, Lead for Revenue Growth Management Mexico, Kellanova, Mexico
ATTENDEES WILL LEARN:
♣ The key elements of a Price Pack Architecture proposal
♣ A methodology for its design and implementation
♣ Some practical tools to manage its execution from a process, people, and technology perspective
FRIDAY ♣ OCTOBER 25
1:00pm - 1:40pm 1:50pm - 2:30pm 1:00pm - 1:40pm 3:00pm - 3:40pm
Lukas Osterberg Director, SKP
Q&A Panel Discussion Price Pack Architecture: 5 Elements for Success The Evolving Discipline of Pricing
Adnan Akbari Senior Director of Pricing, Holden Advisors
Mike Jahoda Chief Customer Officer, PROS
ATTENDEES WILL LEARN:
♣ The history and trends related to big pricing ideas
♣ How B2B buyer expectations are changing
♣ The pricing capabilities required to win in today’s market
Wayne Detzler, CPP Strategic Pricing Value Consultant, Cargill
Nathan Phipps, CPP Manager, Wiglaf Pricing
BREAKOUTS
This track provides attendees with take-back-to-your-desk tips, solutions, and strategies for immediate profit impact.
THURSDAY ♣ OCTOBER 24
Price is Right: Crafting Winning Business Cases
ATTENDEES WILL LEARN:
♣ To think like a CFO
♣ To acquire and use the right data
♣ To build a budget-securing persuasive business case
1:00pm - 1:40pm 1:50pm - 2:30pm 1:00pm - 1:40pm 3:00pm - 3:40pm
Ensuring Your Pricing Strategy is Delivering The New Growth Agenda and Implications for Pricing
Cath
Brands, Chief Marketing & Innovation Officer, Flintfox International
ATTENDEES WILL LEARN:
♣ What's stopping businesses from maximising their pricing strategy
♣ 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
FRIDAY ♣ OCTOBER 25
Q&A Panel Discussion
Prabhu Rajendran Sr. Manager, ThermoFisher
Jessica
ATTENDEES WILL LEARN:
♣ Top priorities of 100+ NYSE listed company CEOs, in navigating the current economic environment while initiating new growth agendas
♣ Key implications on pricing functions, strategies, and operating models to support this new growth
♣ 5 must-do items pricers need to employ to stay relevant and catalyze growth
Israel Rodrigo Business Consultant, Vendavo
Avy Punwasee, CPP Partner, Revenue Management Labs
Ben Cortese Vice President KS&R
Marteen Oosten Executive Director, Vistex
Stansbury Partner, Oliver Wyman
BREAKOUTS
DATA SCIENCE: THE AI PRICING QUESTION TRACK
This track provides attendees with sound application of emerging AI technology within the pricing environment.
THURSDAY ♣ OCTOBER 24
1:00pm - 1:40pm 1:50pm - 2:30pm 3:00pm - 3:40pm
ChatGPT: Your Pricing Strategy Co-Pilot
Ana
Salazar, CPP Partner, Prisier
ATTENDEES WILL LEARN:
♣ Participants will learn to integrate ChatGPT into their pricing strategy framework, enabling them to generate insights for informed decisionmaking
♣ Participants will gain proficiency in applying the step-by-step process presented, facilitating productive pricing discussions centered on value creation
♣ Attendees will leave with actionable strategies to enhance their pricing approach using ChatGPT
Evaluating Dynamic Pricing Frameworks in Retail
Jose
Mendoza Clinical Associate Professor, New York University
ATTENDEES WILL LEARN:
♣ The latest dynamic pricing frameworks used in retail and understand their distinct benefits and challenges
♣ To assess the most appropriate framework for their business context, ensuring profitability and customer loyalty
♣ To implement these frameworks effectively, including tools for navigating market variability and competitive pressures
FRIDAY ♣ OCTOBER 25
1:00pm - 1:40pm
Q&A Panel Discussion
The Future of AI; Applications and ROI
Charles Wright CEO, Mechanized AI
ATTENDEES WILL LEARN:
♣ Day 1 best practices; how to leverage consumption based pricing, how to drive efficiency safely
♣ How to build models that go beyond MVP status; models that actually solve business challenges
♣ How to accelerate value delivery with AI, improving their competitive edge, time to market, and profits
Nick Pericle Managing Director, ProfitOptics
Niyati Shah Senior Pricing Manager, Maxar
Garth Hoff, CPP Director, Industry Strategy, Pricefx
*Prices increase for non-members.
Early Bird Savings end September 20th. Register here.
- PLATINUM -
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
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
Vendavo is a proven partner for companieslike yours that want to unlock unlimited pricinggrowth + profitability. We apply best-inclasspricing and selling solutions, combined withembedded AI, deep analytics and expert value consulting services, to optimize your pricing. vendavo.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
Zilliant powers intelligent B2B commerce by connecting strategies with execution. Our industry-leading price optimization, management, and sales-guidance software enables profitable growth by transforming data usage, delivering the highest ROI, fastest time to value, and customer satisfaction zilliant.com
Pricefx is the global SaaS and AI pricing software leader, offering a suite of solutions that are fast to implement, flexible to customize, and friendly to use. Based on cloud-native architecture, we deliver a complete AI price optimization and management platform providing the industry’s fastest time-to-value and highest ROI in the industry. pricefx.com
- SILVER -
3C Software’s mission is helping finance leaders leverage technology to establish a cost culture that connects data, expands insights, creates efficiencies, and builds confidence with cost and profitability analytics programs that deliver a competitive advantage. 3csoftware.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
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
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
HOTEL THE M RESORT LAS VEGAS
HOTEL
Make your 2024 PPS Fall Workshops and Conference stay unforgettable at the M Resort Las Vegas Hotel, with stylish, up-scale rooms featuring state-of-the-art amenities and just 10 miles south of the strip.
Enjoy panoramic views of Las Vegas and the Spring Mountain Ranges through the M Resort hotel’s unique floor-to-ceiling windows that invite the outside, in. Extend your stay and visit the M’s 92,000 square-foot Casino, award-winning dining options from prime steaks, seafood, Asian Fusion, Italian, and buffets. Pamper yourself or stay fit in the world-class Spa Mio, which features a full-service salon and gym.
Experience the quality and originality of this Forbes Travel Guide Four Star, Trip Advisor recommended, and AAA Four Diamond hotel resort in Henderson, Nevada, and make your reservations by September 30th to take advantage of group rate savings