WORKSHOPS AND CONFERENCE SCHEDULES WORKSHOPS ...

27th Annual Spring Pricing Workshops & Conference

MAY 3-6, 2016 CHICAGO, ILLINOIS LOEWS CHICAGO O’HARE HOTEL

WORKSHOPS AND CONFERENCE SCHEDULES All the Pieces of the Pricing Puzzle Introducing the NEW CPQ Series! Increase Your Company’s Profitability! Great strategies for all Pricing, Revenue Management, Yield Management, CPQ, Marketing, Sales, Finance, and Operations Professionals to perform better.

Take advantage of our special BUY 2 - GET 1 FREE Early Bird Discount.

But hurry - this offer expires March 18, 2016! www.pricingsociety.com/CHICAGO2016

#PPSCHI


WORKSHOPS AT-A-GLANCE TUESDAY, MAY 3 TIME

EVENT

8:00am-9:00am

REGISTRATION/BREAKFAST

SPEAKERS

9:00am-4:00pm 2-DAY WORKSHOP: The Two Sides of Human Economic Behavior: Mr. Spock and Homer Simpson

Ronald Baker, Founder, VeraSage Institute and Ed Kless, Senior Director, Partner Development and Strategy, Sage

2-DAY WORKSHOP: Unlocking the Magic of Effective Pricing: Understanding How to Craft Strategies for Sales Excellence

Lillian L. Cheng, Partner, Cheng, Monroe & Associates and Dr. Kent B. Monroe, Partner, Cheng, Monroe & Associates, J.M. Jones Professor of Marketing Emeritus, University of Illinois at Urbana-Champaign

1-DAY WORKSHOP: Product Differentiation: How to Discover and Capitalize on Your Product’s Value Drivers

Nik Caruthers, Senior Strategic Consultant, PROS and Valerie Howard, Senior Industry Solutions Manager, PROS

1-DAY WORKSHOP: Core Pricing Skills: Three Decades of Pricing Evolution

Adrienne Gordon, President, Pricing Empowered LLC

1-DAY WORKSHOP: Pricing and Corporate Strategy: The Pricing Decision Framework Proven Successful by the World’s Most Profitable Companies for Getting Pricing Done Right

Tim J. Smith, Ph.D., CPP, Founder and Managing Partner of Wiglaf Pricing and Adjunct Professor of Marketing at DePaul University

10:15am-10:45am

SPONSOR HALL NETWORKING BREAK

12:00pm-1:00pm

NETWORKING LUNCHEON

2:15pm-2:45pm


4:00pm

WORKSHOPS CLOSE

WEDNESDAY, MAY 4 TIME

EVENT

8:00am-9:00am


SPEAKERS

9:00am-4:00pm 2-DAY WORKSHOP: The Two Sides of Human Economic Behavior: Mr. Spock and Homer Simpson

Ronald Baker, Founder, VeraSage Institute and Ed Kless, Senior Director, Partner Development and Strategy, Sage

2-DAY WORKSHOP: Unlocking the Magic of Effective Pricing: Understanding How to Craft Strategies for Sales Excellence

Lillian L. Cheng, Partner, Cheng, Monroe & Associates and Dr. Kent B. Monroe, Partner, Cheng, Monroe & Associates, J.M. Jones Professor of Marketing Emeritus, University of Illinois at Urbana-Champaign

1-DAY WORKSHOP: Value-Based Pricing and Differential Value Quantification: Best Practices to Understand, Apply & Operationalize Both Concepts in Your Organization

1-DAY WORKSHOP: Sales for the Win! Overcome Procurement’s Gamesmanship to Protect Pricing and Improve Profits

Stephan M. Liozu, Ph.D., CPP, Pricing Evangelist, Founder of Value Innoruption Advisors Tannis Ashworth, Manager - Facilitation & Performance Development, Holden Advisors and Travis Umpleby, Senior Consultant, Holden Advisors

1-DAY WORKSHOP: How to Monetize Your CPQ Investment: Getting the Most Revenue and Profit Generation From Your CPQ System

Lydia Di Liello, Founder & Principal, Capitol Pricing Consultants LLC

1-DAY WORKSHOP: How to Dramatically Grow Profits Through Pricing Transformation

Kirk Jackisch, Vice President, Pricing Strategy and Management, Pricing Solutions

1-DAY WORKSHOP: Advanced Change Management: Set a Multi-Year Plan to Create Superior Pricing, Passion & Skills Across Sales and Leadership

Joanne Smith, President, Pricing to Profits Consulting

10:15am-10:45am


12:00pm-1:00pm

NETWORKING LUNCHEON

2:15pm-2:45pm


4:00pm

WORKSHOPS CLOSE

4:30pm

WORKSHOP RECEPTION sponsored by:


CONFERENCE AT-A-GLANCE THURSDAY, MAY 5 TIME

EVENT

7:00am-8:00am


SPEAKERS

8:00am-8:15am

Welcome and Networking

Kevin Mitchell, PPS President

8:15am-9:15am

KEYNOTE PRESENTATION: A Flower is Just a Weed With an Advertising Budget

Rory Sutherland, Vice Chairman, Ogilvy & Mather Group UK, London

9:15am-10:00am


10:00am-11:00am

KEYNOTE PRESENTATION: Successful Innovation: How to Monetize Your Company’s Products

Georg Tacke, Chief Executive Officer, Simon-Kucher & Partners

11:00am-12:00pm

KEYNOTE PRESENTATION: Using Influence Versus Authority for Better Pricing Decisions

Laura Preslan, General Manager, Microsoft Corporation

12:00pm-1:00pm

NETWORKING LUNCHEON

- BREAKOUT SESSIONS -

Pricing Practitioners Track

Pricing Experts Track

This track features professionals in the pricing field sharing best practices – what has worked, what has not and how the challenges were resolved.

This track features Advisors in the pricing field sharing methods that will inform participants how to be more effective at both the strategic and tactical level covering many diverse pricing topic areas.

Tools & Techniques Track

1:00pm-2:00pm

Effective Value Pricing and Channels: What Every Smart Pricer Should Know Eugene F. Zelek, Jr., Partner and Co-Chair, Antitrust & Trade Regulation Group Freeborn & Peters LLP

New Product Launch Success: Application of a Price & Value Discovery Process Greg Thomas, VP of Pricing Research and Analytics, Pricing Solutions

2:00pm-2:30pm


2:30pm-3:30pm

Pricing and Sales Winning Together: Discover Ways to Improve Pricing Excellence Josh Schwartz, Global Pricing Leader for Power Services, General Electric

Refine Your Contracting Strategy – Offer And Pricing – By Gaining Perspective On GPOs’ Objectives Josh Goodman, Partner, SimonKucher & Partners Strategy & Marketing Consultants

3:30pm-4:30pm

Leading Your Pricing Department Through Transformation: It is All About the Journey Claudia Galea, Senior Manager, The Boeing Company

Top 5 Challenges in Pricing The Changing Role of Channels Transformation Initiatives Ansari in a Digital World Stephen Faizal, President, Professional Nyquist, Senior Manager, EY Services, PriceSenz LLC

4:30pm

CONFERENCE RECEPTION sponsored by:

CPQ / Sales OperationsTrack

This track features professionals This track features content in the pricing field delivering pricing experts sharing their their configure price quote (CPQ) expertise in how to address solutions, as a key way to scale barriers to success that organizations face implementing their business and maintain growth, without sacrificing customer pricing strategies. satisfaction and retention.

Practical Application of the Various Pricing Strategy Tips Doug Fuehne, Strategic Consulting, PROS

Pricing Excellence Through Quote-to-Cash Michael Dunne, Director of Product Marketing, Apttus

Preparing a Choice-Oriented Approach to Major Account Negotiations G. Christopher D’Alfonso, Managing Director, KPMG Strategy

Big Deal Pricing: How to Price RFQs Successfully and Win Important Price Negotiations Philip Daus, Senior Director, Simon-Kucher & Partners A Better Mousetrap: Next Generation CPQ and Pricing Solutions Gabriel Smith, VP and GM Americas, Price f(x)

FRIDAY, MAY 6 TIME

EVENT

7:00am-8:00am


SPEAKERS

8:00am-9:00am

KEYNOTE PRESENTATION: The Four Disciplines of Breakout Pricing

9:00am-10:00am


10:00am-11:00am

KEYNOTE PRESENTATION: Using Pricing Psychology to Grow Profits

Paul Hunt, President, Pricing Solutions

11:00am-12:00pm

KEYNOTE PRESENTATION: The Price is Right and Other TV Classics That Teach Us Smarter Selling

Omer Minkara, Research Director, Aberdeen Group

12:00pm-1:00pm

NETWORKING LUNCHEON

- BREAKOUT SESSIONS -

Mark Burton, Principal, KPMG

Pricing Practitioners Track

Pricing Experts Track

Tools & Techniques Track

CPQ / Sales OperationsTrack

1:00pm-2:00pm

Pricing on the Path to Big Data Transformation Steven Tom, SVP of Analytics, Innovation, & Learning, TESSCO Technologies

2:00pm-2:30pm


2:30pm-3:30pm

The First Steps to Pricing Management James Dillon, VP, Customer Operations, OCZ Storage Solutions

Cost to Serve: Managing Leakage COMING SOON and Influencing Behavior Tonya Danny Kozarich, Sr. Pricing DeWeese, Senior Director, Consultant, Vendavo Strategic Consulting, PROS

Building Successful Deals Desks Amit Dhir, Director, Pricing and Profitability Consulting, PwC

3:30pm-4:30pm

Need Clarity to Lead Change? Problem Solve Your Pricing Strategy James Wilton, Head of Strategic Pricing, RELX Group

Capturing Full Credit for Strong Prices with Great Price Communication Jon Hauptman, Partner, Willard Bishop LLC

Pricing and Sales Winning Together: Discover Ways to Improve Pricing Excellence Joseph Marigliano, Pricing Leader, Stanley Security Solutions

Rethinking Pricing Strategies in the Face of Market Disruption Suraj Mohandas, Senior Director of Customer Success, Zilliant

Monetizing Data Assets Alan Hollander, Director, SimonKucher & Partners Strategy & Marketing Consultants

Leveraging Competitive Intelligence for Your Organization’s Pricing Strategy Kenneth Sawka, CEO + President, Fuld + Company

Profit Transformation: Prepare Your Customer Facing Team to Defend Your Price and Value Adele McLean, Vice President, Holden Advisors