PPS 2024 Spring Pricing Workshops & Conference

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Revenue Profit Volume & Market Share

Value Map

PPS 2024

Spring Pricing Workshops & Conference

* volume price low elasticity high elasticity profit cost profit cost

$ on the table

WTP

low prices = strong image!

Q (P - Vc) - Fc DATA! AI!

PF < PA + ( B F - B A ) V = B - P price perceived value

Q = %P %CM + % P Finance

Discounts? Incentives!

Direction from the Top!? =

% volume % price price elasticity of demand

price cuts = profit killer margins!

Business Strategy company comp customer

WTP

* volume price low elasticity high elasticity profit cost profit cost

Chicago, IL

April 23-26

#PPSCHI24

(price - variable cost) x volume - fixed = profit Segmentation?

Discounts? Incentives!

Zero Sum Game

Early Bird Discounts Until March 22, 2024

low prices = strong image! Revenue Profit Volume & Market Share = % volume % price price elasticity of demand

Value Map

$ on the table

Q (P - Vc) - Fc DATA! AI!

V = B - P

PF < PA + ( B F - B A )

Direction from the Top!? price cuts = profit killer margins!

Business Strategy company comp customer

(price - variable cost) x volume - fixed = profit

Segmentation?

Zero Sum Game

9:00am - 4:00pm

1

How to Develop Your RGM Framework

B2B & B2C Themed • Skill Level: Intermediate

Do you already have a Revenue Growth Management (RGM) Framework in place? Which pillars does it include? What are the levers? Are they the right ones? Is your framework in line with your company’s maturity level? Frameworks aren’t easy to develop and even less easy to implement. Let’s work together to understand where you are and what you can focus on for future improvement and innovation.

ATTENDEES WILL LEARN:

• To understand the available RGM pillars

• How to identify and be ready to execute the right pillars

• How to build confidence with critical stakeholders by including them in the design, facilitation, and implementation stages

PRESENTED BY:

JUAN ECHEVERRI Head of Revenue Growth Management & Commercial Planning, Holcim

2

Revitalize Your Pricing Strategy: Navigating New Entrants & Market Shifts

B2B & B2C Themed • Skill Level: Intermediate

Markets, competitors, and customers are always changing – and last year’s pricing strategies may be stale, based on today’s circumstances. In this session, we’ll do a deep dive into how to monitor dynamic-value drivers and their impact on keeping your pricing strategy fresh.

ATTENDEES WILL LEARN:

• How to identify competitors beyond those that are direct

• How to continually assess competition and use this analysis to monitor differential value and adjust price

• How to develop tools and processes that analyze historical transaction and usage data to determine the right cadence for value-driver “health checks” and price updates

PRESENTED BY:

ADNAN AKBARI Senior Director of Pricing Holden Advisors

LAURENT DOSOGNE Head of Commercial Policy and Pricing LATAM, Philips

LORI RYBASKI, MBA, CPP Pricing Consultant Holden Advisors

3

Pricing and Sales Fundamentals

B2B & B2C Themed • Skill Level: Beginner

Explore an introduction to pricing and sales best practices or revive your existing knowledge with core concepts in this workshop on pricing and sales fundamentals. Whether you are new to pricing or a seasoned veteran, this session will help refresh key pricing concepts as well as introduce sales execution aspects and approaches to drive optimal pricing performance across your organization.

ATTENDEES WILL LEARN:

• Key pricing capabilities and concepts

• Sales execution activities for pricing

• Tips to apply to your everyday work environment

PRESENTED BY:

MEGHAN BUTT Director

Simon-Kucher

ERIC FLATO Director

Simon-Kucher

4

Stop the Quoting Madness! Use AI to Make Life Easier

B2B & B2C Themed • Skill Level: Intermediate

We are inundated with news of Artificial Intelligence, but how can it really be applied in our daily pricing lives to help us? This highly interactive workshop addresses how to make AI work for you by providing a practical, stepby-step approach to respond to requests for proposals or quotes (RFP, RFQ). Many data components can be quickly executed by AI and can be rerun nearly instantaneously to address changes.

ATTENDEES WILL LEARN:

• How to decrease the time needed to prepare quotes

• How to identify which tasks can be automated or augmented via AI techniques and tools

• How to create accurate, actionable analysis in a fraction of the time

PRESENTED BY:

LYDIA M. DI LIELLO, MBA

CEO

& Founder Capital Pricing Consultants

BROOKS HAMILTON Founder, Hamilton AI Strategy Advisors

5

9:00am - 4:00pm

Price Communication: How to Write About Pricing for Different Audiences

B2B & B2C Themed • Skill Level: Beginner

Pricing professionals need to write persuasively for many different audiences, including the C-suite, media, salespeople, and team members. Achieving that goal demands skills that go beyond pricing knowledge and analytics. This workshop session will demonstrate tools and techniques that apply to everything from short social media posts to long-form content such as white papers and books.

ATTENDEES WILL LEARN:

• 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

• To make better writing a habit

PRESENTED BY:

FRANK LUBY CEO and Co-Founder Present Tense LLC

Frank Luby has over 25 years of experience in pricing and over 40 years as a writer. After leaving Simon-Kucher, where he was a partner for eight years, he co-founded Present Tense LLC in 2014 to help executives, academics, consultants, and other professionals improve their communication. He has served as a writing partner on award-winning and best-selling books, including Game Changer (Wiley, 2023), The Invisible Game (Wiley, 2022), and Tap: Unlocking the Mobile Economy (MIT Press, 2016). He is co-author, together with Hermann Simon and Frank Bilstein, of the book Manage for Profit, Not for Market Share (Harvard, 2006).

6

Understanding Machine Learning and its Practical Applications

B2B & B2C Themed

• Skill Level: Advanced

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

ATTENDEES WILL LEARN:

• The importance of transparency and interpretability in pricing models

• How explainable AI can help achieve these goals

• Practical applications (with Python) of decision trees, linear regression, and advanced machine learning and econometrics algorithms in pricing models

PRESENTED BY:

VINICIUS SILVESTRIN PANTOJA, CPP CTO, Proffer

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

7

Success Factors of Behavioral Discount Management

B2B & B2C Themed • Skill Level: Intermediate

In this interactive and instructive workshop, we will highlight the success factors of price execution and discount management and pragmatically show how pricing professionals (and sales managers) can successfully recover discounts that have been granted unnecessarily while avoiding the notorious internal conflicts that often accompany this challenge.

ATTENDEES WILL LEARN:

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

• Why a large portion of discounts is granted unnecessarily

• How the core reasons behind unnecessary discounts center around suboptimal knowledge, motivation, necessity, and ability to avoid them, and thus are primarily behavioral issues in the price execution process

PRESENTED BY:

FLORIAN BAUER, Ph.D.

Managing Director Accenture Strategy

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. In 1999, he co-founded Vocatus AG in Munich, an internationally operating pricing consulting company. Since then, he and his team focused on systematically translating behavioral economics insights into a completely new pricing framework. He is an honorary professor at the Technical University of Munich.

8

Identifying Process and Data Culprits Affecting Results

B2B & B2C Themed • Skill Level: Intermediate

Companies are focused on growth, but complexity in pricing can be the culprit of sales prevention. Simplification is difficult. It requires operational rigor and leadership support to remove complicated process steps, reduce data, and provide the opportunity to clearly communicate pricing to your customers. This workshop will focus on presenting the value of simplification to stakeholders to gain organizational alignment.

ATTENDEES WILL LEARN:

• To understand the cost of pricing complexity and the rationale for change

• To translate a price strategy into a plan that is operationally achievable and efficient

• To manage common pricing discounting practices to ensure channel participation

PRESENTED BY:

DEANN HAMMER, MBA, CPP Global

Pricing Operations Director, 3M

ANTONELLA SINITO, CPP Global

Pricing Simplification Leader,

3M

April 24, 2024

9:00am - 4:00pm

9

A Complete Pricing Journey - From Strategy to Optimization

B2B & B2C Themed • Skill Level: Advanced

In this workshop, participants will dive deep into pricing and revenue management. We start with customer segmentation and pricing based on perceived value. We then address how to define incentives and commercial policies, seeking to influence customers’ purchasing behavior through this approach. We then show how we estimate the elasticity of products and how to draw conclusions and make decisions with this information.

ATTENDEES WILL LEARN:

• How to define winning pricing strategies for each customer segment

• How to influence customer buying behavior using commercial policies and incentives

• How to uncover willingness to pay using probabilistic functions and linear programing

PRESENTED BY:

FREDERICO ZORNIG CEO Quantiz International

Frederico Zornig founded Quantiz in Brazil in 2006 and expanded to form Quantiz International in the USA in 2022. He has more than 25 years of experience in pricing and revenue management. He has supported over 250 of the largest companies in Brazil, USA, and Latin America to enhance their pricing capabilities and results. He holds a PhD from the International School of Management, an MBA from the University of Illinois at Urbana-Champaign, and a Bachelor of Science from Unicamp.

10

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 M. Liozu has authored and edited 14 books on this subject.

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 (www.stephanliozu.com) is the Founder of Value Innoruption Advisors, a consulting boutique specialized in value-based pricing, industrial pricing, digital and subscriptionbased 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.

11

Using Unit, GBB Versioning, and Bundling to Price XaaS and Technology Today

B2B & B2C Themed • Skill Level: Intermediate

“Anything as a Service” (XaaS) offerings present a strategic pricing challenge. The unit to be priced itself is in question. The use of GoodBetter-Best versioning is attractive in simplicity but challenging in definition. Offerings can be bundled to satisfy competing business goals. We will demonstrate the application of economic and business modeling, behavioral economics, market segmentation, and willingness to pay to drive revenue growth management.

ATTENDEES WILL LEARN:

• The market characteristics that support unit, versioned, and bundled pricing

• To derive economic models to inform optimal price structure

• To apply consumer behavior and behavioral economics to improve customer adoption of prices

PRESENTED BY:

TIM SMITH, Ph.D., CPP Founder & CEO Wiglaf Pricing

Tim J. Smith, Ph.D., CPP, is the CEO of Wiglaf Pricing, an Adjunct Professor of marketing and economics at DePaul University, and the author of Pricing Done Right and Pricing Strategy. At Wiglaf Pricing, he leads company engagements. He is the Academic Advisor to the PPS Certified Pricing Professional program and a member of the American Marketing Association. He holds a Ph.D. from University of Chicago and an MBA with high honors from Chicago Booth.

Join us Friday over lunch for a diversity-focused networking luncheon centered around intentional conversation, creating connections, and unlocking the power of being heard.

Friday April 26, 2024 12:00pm - 1:00pm Montrose

8:00am-4:00pm

8:00am-9:00am

9:00am-4:00pm

WORKSHOPS at-a-glance

WORKSHOP 1: How to Develop Your RGM Framework

WORKSHOP 2: Revitalize Your Pricing Strategy:

Juan Echeverri, Head of Revenue Growth Management & Commercial Planning, Holcim and Laurent Dosogne, Head of Commercial Policy and Pricing LATAM, Philips

Adnan Akbari, Senior Director of Pricing, Holden Advisors and Navigating New Entrants & Market Shifts Lori Rybaski, MBA, CPP, Pricing Consultant, Holden Advisors

WORKSHOP 3: Pricing and Sales Fundamentals

Meghan Butt, Director, Simon-Kucher and Eric Flato, Director, Simon-Kucher

WORKSHOP 4: Stop the Quoting Madness! Use AI to Make Life Easier Lydia M. Di Liello, MBA, CEO & Founder, Capital Pricing Consultants and Brooks Hamilton, Founder, Hamilton AI Strategy Advisors

WORKSHOP 5: Price Communication: How to Write Frank Luby, CEO and Co-Founder, Present Tense LLC About Pricing for Different Audiences 10:15am-10:45am MORNING COFFEE BREAK

1:00pm-1:40pm

1:50pm-2:30pm

conference at-a-glance

Implementing Change: Charting the Path to Success Michael Compton, Director of Firm Strategy and Leader, Edward Jones

Pricing Under Uncertainty

Kyle T. Westra, CPP, Senior Director, Strategic Pricing, Maxar Intelligence

2:30pm-3:00pm AFTERNOON COFFEE BREAK

3:00pm-3:40pm

3:50pm-4:30pm

4:30pm-6:30pm

Unlock Success with Competitive Pricing Andres Gonzalez Caseira, Head of Pricing, Helloprint

KEYNOTE TOWN HALL FORUM

Arnab Sinha

CONFERENCE RECEPTION

Settling Feuds in the Pricing Family David Anderson, CPP, VP, Business Consulting, Vendavo

The Big Lever: Convince Your Company to Invest in Pricing

Brian A. Mundy, President, Management Logic Inc. Integrating Competitive Intelligence in Pricing Wayne Detzler, CPP, Strategic Pricing Value Consultant, Cargill

Simplify to Amplify Your Pricing Allen Ipjian, CPP, Manager of Solution Engineering, Vistex

Price Management: Small Step, Giant Leap for Pricing-Kind Jim Vaughn, CPP, Senior Engagement Manager and Pricing Consultant, Zilliant

KEYNOTE TOWN HALL FORUM

Holly B. Krafft

Assuring Systematic Approach to Capturing Price Increase

Michael Nadel, Senior Director, Simon-Kucher

KEYNOTE TOWN HALL FORUM D. Keith Pigues

Empowering Market-Based Parts Pricing Through Artificial Intelligence Tim Geyer, Managing Director North America, MARKTPILOT

Joining GTM to Pricing Strategy with AI Joshua Bardell, Pricing Strategist, PROS

Unlocking AI’s Potential in HighVolume Service Parts Pricing

Jon Utterback, CPP, Managing Principal, LeForce Consulting Services

KEYNOTE TOWN HALL FORUM

Anne Lewis

& Company but What About Businesses?

12:00pm-1:00pm LUNCH

Pricing

3:50pm-4:30pm

KEYNOTE PANEL with Katie Wei, Nick Nalepa, Phil Biermann, Ph.D., and Chuck Davenport

Pricing Science: The Past, Present, and Future Kaavya Muralidhar, Product Manager, PROS

Environments Kunal Saravya, CPP, Director, AlixPartners

8:15am - 9:00am

1

Pricing With Fairness

Setting the right pricing strategy benefits both businesses and their customers. We can push further by exploring how it can also have a positive impact on social issues. This involves answering deceptively simple questions such as “what is a fair price” and “what is a fair way to share value between buyer and seller?” We will present how using the Strategic Pricing Hexagon, designed to unlock strategic pricing decisions, can lead to solutions that can benefit society.

ATTENDEES WILL LEARN:

• What drives pricing fairness

• Why companies should leave money on the table

• How to solve the paradox of fair prices

PRESENTED BY:

ARNAB SINHA Managing Director & Senior Partner, BCG

Arnab Sinha is a Senior Partner and Managing Director and leads BCG‘s pricing practice in North America. He has more than 20 years of pricing experience across a wide range of industries including airlines, automotive, beverages, food, luxury goods, and restaurants. Arnab developed BCG’s Artificial Intelligence/Machine Learning integrated promotional effectiveness tool and methodology, and he led the deployment of BCG’s Catalyst software pricing solution. He holds a Ph.D. from the Massachusetts Institute of Technology.

9:00am - 9:45am

2

How to Add Customer Voice to Improve Your Pricing Strategy

Are you told by sales that your prices are too high? Are discount requests occurring more frequently? Is there a lack of trust in the prices you have set? If so, you need to add the voice of the customer in your pricing decision making. A simple market research survey will give you a deeper understanding of your customers and prospects: who they are, what they value and how much they are willing-to-pay for it.

ATTENDEES WILL LEARN:

• When and why market research can be helpful –including varying techniques to use

• How to develop the survey structure - including segmentation, value proposition and price model questions

• What sample survey outputs can look like that will improve your pricing decision making –including examples of before and after

PRESENTED BY:

HOLLY B. KRAFFT VP, Analytics & Strategic Pricing, RELX

Holly Krafft is VP, Analytics & Strategic Pricing at RELX. Her team works across the businesses that are part of RELX to address the most important pricing challenges facing the companies as they evolve into more analytically driven solutionbased offerings and to deliver complex analytics to drive more data-driven decision making –balancing the “art and the science”. The team is designed as an internal consultancy to bring greater attention, experience, discipline, and analytical rigor to RELX’s biggest opportunities and challenges.

10:30am - 11:15am

3

Lessons Learned on the Road to Capturing Value

Organic growth is essential for the long-term health and success of any company. Selecting the right levers to pull to accelerate growth can be challenging – even more challenging when faced with changing market conditions, heightened competition, economic uncertainty, or challenging organizational cultures. The playbook which led to previous success may need adjustments to deliver the results expected today and going forward.

ATTENDEES WILL LEARN:

• How to engage with customers to achieve organic growth

• Relevant insights from leading companies that can be immediately applied

• How to turn customer insight into price and catapult your organization to the next phase of success

PRESENTED BY:

D. KEITH PIGUES CEO and Founder Luminas Strategy

D. Keith Pigues is CEO and Founder of Luminas. He has experience as a C-suite executive leading global marketing, strategy and sales at Fortune 100 and mid-market private equity backed firms in a range of industries. He served as an adjunct professor of leadership in the MBA program at the University of North Carolina’s Kenan-Flagler Business School, as well as a tenured professor of management and business school dean at North Carolina Central University.

11:15am - 12:00pm

4

What I Wish I Knew When I Started in Pricing

Over the last twenty plus years I have worked in pricing management roles in $2B+ chemicals companies, along the way I have learned, often the hard way, about pricing myths and what not to do’s. I have also been fortunate to learn from many experts through books and conversations at events like PPS. In this session I will share personal trials and triumphs to highlight things I wish someone had told me when starting out in a pricing career.

ATTENDEES WILL LEARN:

• About pricing myths and alternative thinking to apply in their place

• About practical applications of Value Based pricing in sales

• Real life examples of moving from tactical to strategic pricing

PRESENTED BY:

ANNE LEWIS Sr. Pricing Manager Afton Chemical

Anne Lewis has operated within the pricing field for the past 20 years. She has led global company value initiatives, where she has deepened the cross functional understanding of customer economic value and improved company profit. She is truly committed to value pricing and has been celebrating its benefits to organizations where she has worked. She has implemented tools and processes to ensure globally consistent pricing processes. Anne has worked at Afton Chemical the past seven years, where she is an integral part of Afton Chemical’s pricing strategy.

8:00am - 8:45am

5

How to Succeed in Pricing

Are you in a new or evolving pricing function at your company? Are you searching for a career opportunity in pricing? Are you on a pricing team with no political power? This presentation is for you! We will explore how to be a power impact player, elevating what will make the most impact for the company and establishing pricing as a strategic center of excellence.

ATTENDEES WILL LEARN:

• How to uncover where true power lies in an organization

• How to identify and understand cross-functional priorities

• How to do a deep dive diagnostic on data to uncover the true pricing strategy.

PRESENTED BY:

KATIE WEI Director of Pricing Strategy, Cloudinary

Katie Wei, currently serving as the Director of Pricing Strategy at Cloudinary, brings over two decades of rich expertise in global pricing strategy and practice, particularly in the SaaS and manufacturing sectors. A seasoned professional in the field, she has a notable history of engagements with the Professional Pricing Society and is delighted to return as a speaker this Spring. Her career is marked by pioneering the pricing function at several organizations.

8:45am - 9:30am

6

It’s Not Easy, Pricing Green

This session shares a monetization framework for sustainability within the value chain and gives a call to action for the pricing métier to get paid for demonstrated excellence in this increasingly critical performance area. Attendees will explore how green value can be built into pricing through a proven template for implementing green monetization strategies.

ATTENDEES WILL LEARN:

• The superior value of enhancing a performance point rather than being the cure for a pain point

• Why sustainability is a performance point enhancement and the over-arching equation for value

• Professional procurement’s “Hierarchy of Needs” and how to make it work for you

PRESENTED BY:

NICK NALEPA

Value and Sustainability Lead Michelin Services and Solutions

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.

10:30am - 11:15am

7

11:15am - 12:00pm

Mastering Price Leadership from Start to Finish 8

In an era of constant market flux and evolving customer expectations, pricing decisions play a pivotal role in shaping a company’s profitability and market position. Afterall, pricing is the biggest profit lever for every corporation. This presentation explores essential elements that leadership should consider when aiming to become price leaders in their respective industries, from defining pricing goals to establishing clear roles and expectations of your team to ensure success.

ATTENDEES WILL LEARN:

• How to define your pricing goals and what you won’t do

• How to understand and charge the value of your products

• How to create one consistent message to all stakeholders and act on it

PRESENTED BY:

PHIL BIERMANN, Ph.D. Senior Partner

Simon-Kucher

Dr. Philipp Biermann is a Senior Partner at SimonKucher. He is the head of the company’s Logistics & Business Services and runs the company’s global Logistics and Business Services practice. An expert in commercial excellence, sales, pricing and revenue management, Philipp has published several articles on marketing and sales and is a frequent speaker at conferences. He is a guest lecturer at the University of St. Gallen (Switzerland) and the University of Bochum. He majored in Marketing and Finance at the University of St. Gallen. His Ph.D. thesis centered on marketing and sales challenges in a B2B environment.

Consumers Will Pay for ESG, but What About Businesses?

While 2/3 of the Fortune 500 made ESG commitments, 40% are falling behind stated goals, often due to lack of value realization. The path to success in ESG is not radically different from any other business segment, but there are three important nuances – context of the business ecosystem, consideration of new currencies of value, and the consequences of expected S-curves and E-curves. With these three considerations, pricing professionals can make a deep impact on the success of their companies’ ESG-enabled products.

ATTENDEES WILL LEARN:

• How companies can reframe the internal discussion on sustainable products

• Important questions businesses should answer to promote success in commercializing ESG offerings

• The unique role that pricing must play in enabling a viable business model for ESGenhanced offerings

PRESENTED BY:

CHUCK DAVENPORT Partner

Bain & Company

Chuck Davenport is a Pricing Expert Partner at Bain and Company. He has over 27 years of experience in Pricing and Profitability Management, both as a business executive and as a consultant and leads Bain’s efforts in Pricing for ESG. He has also published, spoken, and lectured extensively on the subject of Pricing. Chuck holds an Electrical Engineering degree from Georgia Tech and an MBA from Emory University.

Breakout

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

Implementing Change: Charting the Path to Success

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

MICHAEL COMPTON Director of Firm Strategy and Leader, Edward Jones

ATTENDEES WILL LEARN:

• Strategies for forming, storming, and norming in your price change team

• How to be flexible on process but firm on progress

• How to engage your salesforce, address concerns, and enable their success

Pricing Under Uncertainty

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

KYLE T. WESTRA, CPP Senior Director, Strategic Pricing, Maxar Intelligence

ATTENDEES WILL LEARN:

• How to make informed pricing decisions without relying on common sources of pricing information

• Which stakeholders are important in collecting alternative pricing data

• How to create a path to greater pricing clarity

Unlock Success with Competitive Pricing

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY: ANDRES GONZALEZ CASEIRA

Head of Pricing Helloprint

ATTENDEES WILL LEARN:

• The importance of understanding your business model, customer, and company vision in strategic pricing

• The importance of a strong data foundation to monitor price changes

• The importance of investing in technology

Mindshare to Market-Share: Promoting Value Pricing Mindset Within the Organization

B2B Themed Skill Level: Intermediate

PRESENTED BY:

HUMAD ASGHAR

Director of Corporate Strategy & Development, Ultra Clean Technology (UCT)

ATTENDEES WILL LEARN:

• How to enable and implement strategic value pricing

• Framework and infrastructure to support value pricing within the organization

• How to lessons learned from a realworld case study of implementing strategic value pricing as a first time “greenfield startup” in a manufacturing company

Pricing Analytics: A Journey to Profitable Strategic Decision-Making

B2B Themed Skill Level: Beginner

PRESENTED BY:

MANUEL FUENTES

Director Marketing, Pricing & Business Analytics, Labelmaster

ATTENDEES WILL LEARN:

• How to organize and visualize competitive pricing data to seize opportunities

• How to measure the effectiveness of your price moves, convince senior leadership that price increases have actually been working

• How to utilize essential pricing analytics tools

Practical Learnings from Discrete Choice Modeling for Pricing Professionals

B2B Themed Skill Level: Beginner

PRESENTED BY: MARIT LAU

Pricing COE Leader Delta Faucet Company

ATTENDEES WILL LEARN:

• A broad set of uses of discrete choice models

• Other areas within the organization which could benefit from the model’s findings

• Use of discrete choice models in strategic planning

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

Settling Feuds in the Pricing Family

B2B Themed Skill Level: Advanced

PRESENTED BY:

DAVID ANDERSON, CPP VP, Business Consulting, Vendavo

ATTENDEES WILL LEARN:

• What segmentation approach is best and if price elasticity is real

• Why a one-size-fits-all approach can’t produce optimal results

• Best practices for using AI to deliver data and avoid chaos

The Big Lever: Convince Your Company to Invest in Pricing

B2B & B2C Themed Skill Level: Intermediate

PRESENTED BY:

BRIAN A. MUNDY President Management Logic Inc.

ATTENDEES WILL LEARN:

• How to identify and understand the motivations that will gain support for your projects

• How to manage stakeholders across different silos within organizations

• How to sell pricing as a strategic lever that can dictate the success or failure of an entire organization

Combining Sales Data Analytics and Customer Research

B2B & B2C Themed

Skill Level: Intermediate

PRESENTED BY:

CLAUDIA LOPEZ Director, Pricing Research & Insights Iris Pricing Solutions

ATTENDEES WILL LEARN:

• How to leverage sales analytics to adjust pricing strategically

• How to use pricing research to assess the impact of changes

• How to combine sales data and research to create a multi-year tool

Pricing & Offer Design in the B2B Digital Era

B2B Themed Skill Level: Intermediate

PRESENTED BY:

SCOTT MILLER, CPP President, Miller Advisors Inc.

ATTENDEES WILL LEARN:

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

• How to apply The Digital Pricing Framework and The Pricing Toolkit to address your company’s pricing challenges

• “What works” approaches and case studies

Price Management: Small Step, Giant Leap for Pricing-Kind

B2B Themed Skill Level: Intermediate

PRESENTED BY:

JIM VAUGHN, CPP Senior Engagement Manager and Pricing Consultant, Zilliant

ATTENDEES WILL LEARN:

• What it takes to move from spreadsheets to centralized price management. Less than you think

• The value realization and how to leverage it to advance your pricing journey

• How pricing teams have gained influence with executives thanks to effective price management

Drive Stakeholder Alignment with CustomerFocused

B2B & B2C Themed

Skill Level: Intermediate

PRESENTED BY:

JESSICA EDWARDS Vice President, Revenue Management SKIM

ATTENDEES WILL LEARN:

• When is the right time to use conjoint

• How to use conjoint analysis effectively

• What’s in it for you and key stakeholder

practical pricing track

Integrating Competitive Intelligence in Pricing

B2B & B2C Themed

Skill Level: Advanced

PRESENTED BY:

WAYNE DETZLER, CPP Strategic Pricing Value Consultant Cargill

ATTENDEES WILL LEARN:

• The different types of competitive intelligence and how these data can be captured

• Strategies for making the capture of competitive intelligence successful

• How competitive intelligence can be applied to pricing

Interactive Negotiations:

Price, Value, and Collaboration

B2B Themed

Skill Level: Intermediate

PRESENTED BY:

MARK GILHAM Director & Evangelist Enable

ATTENDEES WILL LEARN:

• To develop a deeper comprehension of sales strategies, motivations, and challenges

• To continuously refine pricing strategies to balance profitability with market competitiveness

• To build strong collaborative relationships with other departments

Breakout

This track provides attendees with take-back-to-your-desk tips, solutions, and strategies for immediate profit impact.

Simplify to Amplify Your Pricing

B2B Themed

Skill Level: Beginner

PRESENTED BY:

ALLEN IPJIAN, CPP Manager of Solution Engineering, Vistex

ATTENDEES WILL LEARN:

• Why addressing pricing problems requires understanding the nature, causes, and intended outcomes

• Why no single method is perfect for all problems

• How to apply and communicate data science recommendations in simple terms

Assuring Systematic Approach to Capturing Price Increase

B2B Themed

Skill Level: Intermediate

PRESENTED BY:

MICHAEL NADEL Senior Director Simon-Kucher

ATTENDEES WILL LEARN:

• How to define a price increase campaign

• How to move from a “one size fits all” approach to an account-byaccount targeted approach

• How to establish effective monitoring approaches to ensure you’re able to adapt as you implement a campaign

Monetizing the Green Premium Market Opportunity

B2B & B2C Themed

Skill Level: Intermediate

PRESENTED BY:

JOHN PINEDA Managing Director and Partner, Boston Consulting Group

ATTENDEES WILL LEARN:

• To define the green premium in a way that goes beyond cost-plus

• Research on willingness to pay and value-drivers for sustainable alternatives

• A strategic framework for capturing the green premium market

Strategic Costing for Competitive Pricing

B2B & B2C Themed

Skill Level: Intermediate

PRESENTED BY:

MATTHEW SMITH President & CEO 3C Software

ATTENDEES WILL LEARN:

• The critical interrelationships between costing, quoting, and pricing

• The value of costing simulations to establish profitable pricing strategies

• The significance of cost drivers in shaping pricing models for improved profitability

sessions

This track provides attendees with sound application of emerging AI technology within the pricing environment.

THURSDAY, APRIL 25, 2024

Empowering

Market-Based Parts Pricing Through Artificial Intelligence

B2B Themed

Skill Level: Intermediate

PRESENTED BY:

TIM GEYER Managing Director North America MARKT-PILOT

ATTENDEES WILL LEARN:

• From adaptive pricing strategies to real-time market adjustments

• Insights into the innovative approaches

• How to leverage AI to optimize pricing structures for various components

Joining

GTM to Pricing Strategy with AI

B2B Themed

Skill Level: Intermediate

PRESENTED BY: JOSHUA BARDELL Pricing Strategist PROS

ATTENDEES WILL LEARN:

• How technology can help enable pricing teams to stay ahead of business

• How to execute a pricing strategy which supports the company GTM

• How to reduce number plates being managed

FRIDAY, APRIL 26, 2024 1:00 PM - 1:40 PM

How New AI Enabled Functionality is Getting Priced

B2B Themed

Skill Level: Intermediate

PRESENTED BY: STEVEN FORTH CEO Ibbaka

ATTENDEES WILL LEARN:

• The different ways Artificial Intelligence (AI) is creating value

• Current monetization strategies being used and how well each is working

• How to apply learnings from AI pricing to other pricing challenges

PM - 2:30 PM

Pricing Science: The Past, Present, and

Future

B2B Themed

Skill Level: Intermediate

PRESENTED BY: KAAVYA MURALIDHAR Product Manager PROS

ATTENDEES WILL LEARN:

• How pricing science has evolved to answer different questions over time

• Where segmentation works, where it doesn’t, and why

• How organizations can differentiate themselves by leveraging massive shifts in AI pricing technology

PM - 3:40 PM

Unlocking

AI’s Potential in High-Volume Service Parts Pricing

B2B & B2C Themed

Skill Level: Intermediate

PRESENTED BY:

JON UTTERBACK, CPP Managing Principal LeForce Consulting Services

ATTENDEES WILL LEARN:

• To integrate AI into pricing strategies, optimizing for highvolume service parts scenarios

• How AI adapts dynamically, aligning with market conditions and customer preferences

• How AI-driven analytics enhance competitiveness, satisfaction, and overall profitability

PM - 3:40 PM

Using AI for Pricing in High Complexity, Low Volume B2B Environments

B2B Themed

Skill Level: Intermediate

PRESENTED BY: KUNAL SARAVYA, CPP Director AlixPartners

ATTENDEES WILL LEARN:

• High complexity, low volume B2B company’s challenges and solutions using AI/ML

• Facing complexities, using AI/ML to build relevant price guidance

• Creating a consistent and efficient quoting process to drive higher win rates

CONFERENCE + 2 WORKSHOPS +

CONFERENCE + 2 WORKSHOPS

CONFERENCE + 1 WORKSHOP

2 WORKSHOPS ONLY

CONFERENCE ONLY

TEAMS OF 5

CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE

CONFERENCE + 2 WORKSHOPS

2 WORKSHOPS ONLY

CONFERENCE ONLY

TEAMS OF 10

CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE

CONFERENCE + 2 WORKSHOPS

2 WORKSHOPS ONLY

CONFERENCE ONLY

Early Bird Rate $4,795

Regular Rate $6,295

Early Bird Rate $2,995

Regular Rate $3,895

Early Bird Rate $2,395

Regular Rate $3,095

Early Bird Rate $1,795

Regular Rate $2,395

Early Bird Rate $1,495

Regular Rate $1,995

Early Bird Rate $22,000

Regular Rate $28,000

Early Bird Rate $13,000

Regular Rate $17,000

Early Bird Rate $8,000

Regular Rate $11,000

Early Bird Rate $6,500

Regular Rate $8,800

MEMBER MEMBER MEMBER

Early Bird Rate $42,000

Regular Rate $100,000

Early Bird Rate $25,000

Regular Rate $60,000

Early Bird Rate $15,000

Regular Rate $20,000

Early Bird Rate $12,000

Regular Rate $16,000

Early Bird Rate $5,095

Regular Rate $6,595

Early Bird Rate $3,295

Regular Rate $4,195

Early Bird Rate $2,695

Regular Rate $3,395

Early Bird Rate $2,095

Regular Rate $2,695

Early Bird Rate $1,695

Regular Rate $2,295

NON-MEMBER NON-MEMBER

Early Bird Rate $22,800

Regular Rate $28,800

Early Bird Rate $13,800

Regular Rate $17,800

Early Bird Rate $8,800

Regular Rate $11,800

Early Bird Rate $7,300

Regular Rate $9,600

NON-MEMBER

Early Bird Rate $43,000

Regular Rate $102,000

Early Bird Rate $26,000

Regular Rate $62,000

Early Bird Rate $16,000

Regular Rate $21,000

Early Bird Rate $13,000

Regular Rate $17,000

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

Vendavo is a proven partner for companieslike yours that want to unlock unlimited pricinggrowth + profitability. We apply best-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

- PLATINUM SPONSORS -

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

simon-kucher.com

- GOLD 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 industry’s fastest time-to-value and highest ROI in the industry.

pricefx.com

- SILVER SPONSORS -

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

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

syncron.com

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 commerce for B2B companies by connecting strategies with execution. Our industry-leading price optimization, management, and salesguidance software enables profitable growth by transforming the way you use data to price & sell. Zilliant delivers the highest ROI, fastest time to value, and highest customer satisfaction.

zilliant.com

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

bcg.com

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

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

hotel

Stay at our host hotel, the Loews Chicago O’Hare Hotel It incorporates design elements of the city’s iconic architecture and is just minutes away from the Fashion Outlets of Chicago as well as Parkway Bank Park, which features a comedy club, bowling, pubs, bars, and restaurants.

The Loews O’Hare Hotel is located just 3 miles from the Chicago O’Hare International Airport and offers a complimentary shuttle that runs every 15 minutes to and from the airport.

To receive the PPS Fall Conference special group rate, click here to make your reservations no later than Friday, March 29th