FALL PRICING

Workshops & Conference

c DALLAS, TEXAS OCTOBER 23-26, 2018 Renaissance Dallas Addison Hotel

REGISTER TODAY!

Buy Two, Get the Third FREE Early Bird Deadline is September 14, 2018.

PRICINGSOCIETY.COM

FALL PRICING

#PPSDALLAS18

PPS 29th Annual

PPS 29th Annual

>>ACHIEVING PEAK Workshops & Conference PROFITABILITY>PROFESSIONAL PRICING SOCIETY FOUNDED:

GLOBAL PRESENCE:

OFFERINGS:

1984 by Eric Mitchell

75 Countries / 6 Continents

MEMBERS:

EVENTS:

4,813

5 Major Annual Pricing Conferences

• Certified Pricing Professional • Pricing Training Workshops • Over 40 Online Pricing Courses

COMPANIES:

653

OTHER SERVICES: • 16 Annual

Publications • Pricing White

Papers • Case Studies • Webinars • Annual Salary Survey

>>CONTENTS

WORKSHOPS.........................................................4 CONFERENCE AT-A-GLANCE........................ 16 KEYNOTE PRESENTATIONS.......................... 18 BREAKOUT SESSIONS.................................... 22 TOWN HALL FORUMS..................................... 28 HOTEL INFORMATION.................................... 28 CONFERENCE INFORMATION..................... 29 SPONSORS..........................................................30

#PPSDALLAS18

PRICINGSOCIETY.COM

The Most Trusted Resource in the Pricing World

The PPS network includes more than 4,800 active members worldwide from more than 600 leading companies in 75 countries. Currently, we produce five major annual pricing conferences in Asia, Europe, North and South America. Each conference assembles the finest specialists in the world to deliver the latest best practices, innovative trends and strategic skills in the pricing field. PPS also offers dozens of full-day training workshops every year, taught by leading pricing principals and experts.

Pricing Training

TOP 5 BENEFITS OF CERTIFICATION WORKSHOPS & ONLINE COURSES

1

Learn Best Practices from Top Pricing Experts

2

Get Comprehensive Pricing Training

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Develop an Internal Pricing Culture

Gain from a Rigorous Certification Process

5 Bring Your Pricing Function In-House

For More Information about the Certified Pricing Professional program please email [email protected] or visit the PPS website: pricingsociety.com and click on Pricing Training - Certified Pricing Professional (CPP) or Online Pricing Courses. PPS is Proud to Offer an Exclusive Certified Pricing Professional Designation (CPP) Badge to our members that have successfully earned their certification!

Certified Pricing Professional

A MARK OF DISTINCTION FOR PRICERS WORLDWIDE AND THE INDUSTRY STANDARD PROFESSIONAL PRICING CERTIFICATION The PPS Certified Pricing Professional (CPP) Program is academically sound and based on real business experience. The content is delivered via Live Workshops on 4 continents and Online Pricing Courses accessible from anywhere in the world. The CPP curriculum covers core competency areas of price setting, psychological influences to price acceptance, price-variance and discount management, pricing strategy and tactics, and organizational pricing-function development and improvement.

PROGRAM FRAMEWORK The framework provides a sequence you should take to receive a well-rounded education in pricing. If you’re pursuing the CPP designation, you can take any of the Online Pricing Courses or Live Workshops you choose, following this framework.

LEVEL 100

Foundations of Pricing Foundation courses which should be taken first

LEVEL 200 Price Setting

LEVEL 300

Price Variance Management

LEVEL 400

Behavioral and Psychological Aspects of Pricing

LEVEL 500 Pricing Electives

LEVEL 600

Pricing and Corporate Strategy

OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18

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OCTOBER 23 >> TUESDAY, 9:00 AM - 4:00 PM

CORE PRICING SKILLS

Strategically, pricing has a direct impact on a firm’s profitability, long-term sustainability and innovativeness, brand and corporate image, and marketing and distribution effectiveness, as well as on the management of customer relationships. Profitable pricing is purposeful and proactive in co-creating the perception of value with customers. This interactive workshop provides an in-depth overview and fundamental orientation for the development and management of perceivedvalue pricing strategies and tactics. Core skills in the science of price perception, product and customer profitability analysis, establishing and communicating perceived value, setting pricing policies as well as re-engineering the pricing process will be presented. Designed for pricers at the beginning stages of their pricing careers, this workshop will teach attendees the fundamental skills needed when setting prices for their organization’s new and/ or existing products or services. Attendees will learn how to develop and structure appropriate pricing policies, and will gain understanding in how prices convey information and intention to customers, competitors and internal audiences.

ATTENDEES WILL LEARN:

o present basic skills required when >> T

setting prices for a firm’s offerings

o show how to set appropriate >> T

pricing policies o understand how prices convey >> T information and intention

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29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

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: LEVEL 100 COURSE : B2B AND B2C THEMED

PRESENTED BY: LILLIAN L. CHENG Partner, Cheng Monroe & Associates Lillian L. Cheng is an advisor and researcher in pricing and marketing strategy. She has taught at several universities and focuses her research in marketing channels, marketing strategy and pricing. She teaches marketing and pricing at the National University of Singapore and consults globally. She is co-author of Relativity: The Science of Price Perception with Kent B. Monroe, (forthcoming), published by Business Expert Press.

KENT B. MONROE Partner, Cheng Monroe & Associates Kent B. Monroe brings decades of research, consulting and experience to seminars that explain and illustrate successful pricing strategies and tactics. He defined the conceptual foundations of behavioral price research and has been published in the most reputable journals in the world. He is the author of Pricing: Making Profitable Decisions, and his research is re-printed in a seven-volume set by Sage Publications.

Workshop presentations are provided in a print copy workbook only and remain the proprietary property of each workshop speaker.

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LEVEL 200 COURSE : B2B AND B2C THEMED :

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PRICING WITH CONFIDENCE:

PRICE INCREASE PLANNING AND EXECUTION Don’t be the pricer who doesn’t understand how tough the market is and who isn’t respected by sales. Don’t be the one who institutes a price increase without thorough preparation, both internally and externally. Instead, be the pricing manager who gets 100% of the customers to accept the increase without losing one of them. Erin Cihak will lead attendees with examples showing how to retain customers and improve profits. Attendees will gain the tools and know-how to prepare for and effectively execute a price increase that both customers and salespeople can respect. A successfully planned and implemented price increase can be a path to improved, trusting relationships both inside and outside the company. We will discuss how to develop an internal communications plan based on learnings gleaned from stakeholder analysis, how and when to engage sales, and how to help executive and sales teams plan for difficult customer conversations.

MORNING BREAK LUNCH AFTERNOON BREAK

10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm

TUESDAY, OCTOBER 23 > H

of a price increase is warranted he internal and external elements to >> T consider when building a plan for a price increase ow, when, and what to communicate with >> H customers, including tailored approaches based on customer type



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A PRACTITIONER’S GUIDE TO TOP NOTCH B2B PRICING TRANSFORMATION

Creating a pricing organization that is both complete in scope and effective, is a long-term and multi-disciplined endeavor. Well executed, this transformation will pay huge dividends that can begin almost immediately and compound over time, dramatically improving the value of your firm. But the journey is not without peril. This workshop will provide a practitioner’s proven approach to transform your business to business (B2B) pricing function, while avoiding the most significant risks. Included are the elements, organization, sequencing, tools and techniques for a successful pricing transformation, and many practical tips that have been learned the hard way: through application and enhancement. Topics will include: pricing strategy and situation assessment, creating a transformation roadmap, organization and staffing, fundamental pricing concepts (optimized price, price-volume trade-offs, pocket price), change management and communication, owning the data (scope, controls), governance, deal desk, pocket price waterfall, pricing analytics, price optimization, differentiation pricing, price change control, pricing metrics beyond margin rates, capacity optimization considerations, contract controls and negotiation.

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: LEVEL 300 COURSE : B2B THEMED

PRESENTED BY: BOB VEZEAU, CPP Vice President Strategic Pricing, WestRock Bob Vezeau is Vice President of Strategic Pricing for WestRock, the world’s second largest packaging company. Throughout his 39-year career, he has held a variety of management positions in finance, operations, supply chain and pricing. Most recently, he led two successful large scale pricing transformations in manufacturing and distribution. The scope included all aspects of B2B pricing, including a total redesign of sales compensation. He is a CPP and a CPA with an MBA from Duke University.


o develop a roadmap for pricing >> T

transformation, including scope, organization and sequencing echniques to gain organizational alignment >> T around pricing improvement ractical advice around creating the tools >> P and techniques to improve prize realization


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LEVEL 300 COURSE : B2B THEMED :

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GETTING YOUR CUSTOMER PRICING RIGHT: HOW TO REWARD TOP CUSTOMERS AND PENALIZE CHERRY-PICKERS

The tough current economic environment makes identifying revenue and margin growth opportunities difficult. As a result, many companies experience declining volumes and margin pressure. To counter, most companies try to maintain volume by lowering prices and improving cost recovery instead of focusing on top line growth. Yet, it is hard to find a company which doesn’t have several kinds of customers: from the loyal, well-performing customers down to the unfavorable cherry-pickers. All companies strive to better understand these customer differentials and ultimately turn that into a growth and profit strategy. Finding the right approach to measure customer performance and creating a link between performance and pricing sounds easy. Yet, most recent research shows that more than 83% of all small and medium sized B2B companies still price based on gut feeling, costplus calculation and competitive price levels and require numerous additional manual discounts to adjust. In this session, attendees will learn how “best-in class” companies handle and monetize this opportunity.


10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm

TUESDAY, OCTOBER 23 > H

a performance oriented customer value segmentation ow to connect and relate customer value >> H tiers to pricing (price levels, discounts, rebates) ow to monitor and manage changing >> H customer performance to steadily increase value-add



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PRICING OPERATIONS FOR SUSTAINED PROFITABLE GROWTH

Companies with a legacy of weak price execution miss the rare opportunities for innovation and are at a grave disadvantage when faced with disruption. New product introduction, organization (re)design, big data solutions, and other strategic investments – all of these can fall short without solid pricing operations. The hard-earned customer value diminishes when sellers perceive risk due to inconsistent pricing. Smart companies seeking competitive advantage can regain control by improving their pricing operations. Despite the ever-changing marketplace, pricing leaders can achieve pricing excellence and unlock the hidden pricing factory within their organization through continuous improvement methods adapted specifically for pricing. In this workshop, we will discuss a breakthrough approach for bringing profitable growth, one that can systematically eliminate pricing-related risks, such as alienating customers or losing share to competitors. We will also review a framework for keeping senior management and key internal stakeholders engaged with shared objectives and a spirit of continuous achievement in order to facilitate sustained profitable growth through pricing.

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PRESENTED BY: NAVDEEP SODHI Managing Director Sodhi Pricing Associates Navdeep Sodhi is the Managing Director at Sodhi Pricing Associates and a pricing operations expert. For over 20 years, he has served employers and clients in several global industries, and won the Professional Pricing Society’s Award of Excellence in 2004. He is an executive faculty member for Pricing Management at the University of St. Thomas, and is the co-author of Six Sigma Pricing: Improving Pricing Operations to Increase Profits. He earned his MBA from Georgetown University.


ow to unlock the Hidden Pricing Factory >> H

within your organization

ow to secure trust and organizational >> H

support with evidence-based assessment ow to sustain profitable growth despite >> H changes in your company’s internal and external environment


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ESTABLISHING THE PILLARS OF YOUR PRICE ORGANIZATION

Traditional approaches to pricing have decentralized price oversight to regional or channel managers. In a new era of globalization and omnichannel transparency, siloed management will lead to arbitrage, channel conflict, and substantial value loss. Pricing professionals urgently need to consider how they can begin to mitigate existing price risks, centralize price management for delivery of effective omnichannel price strategies, and leverage technology to minimize resource costs while maximizing potential. In this session, attendees will learn how to evaluate the effectiveness of your existing price organization and your current pricing management structure. We will discuss what should be “in” and “out” of scope for a price organization, as well as how to drive strategies that maintain harmonization across all of your pricing functions, from dynamic to fixed-contract pricing. Finally, we will review best practices for leveraging technology and automation to facilitate continuous pricing process and pricing management structure improvement.


10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm

WEDNESDAY, OCTOBER 24 > W

of scope for a pricing team

trategies for maintaining harmonization >> S

across the spectrum of dynamic eCommerce to fixed contract pricing ow to leverage machine learning and >> H automation for continuous improvement



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OCTOBER 24 >> WEDNESDAY, 9:00 AM - 4:00 PM

DEEP DATA ANALYTICS FOR PRICING: USES, ISSUES, AND SOLUTIONS

Every business must continuously develop, market, and price products to survive in highly competitive, dynamic, and global markets. Many business managers, however, believe that customers, whether consumers or business customers, will buy whatever they produce. This is misguided. Products must satisfy customer needs and solve their problems – but at the right price. Identifying and understanding customers’ problems and their willingness to pay for the products that solve these problems must be driven by data. Data per se, however, do not provide great insight and knowledge. They veil or conceal what is really important for decision making: information. The veil has to be lifted. Actionable, insightful, and useful information has to be extracted from customer data and this can only be done by deep, penetrating analysis using advanced tools and methodologies. Deep analytics – the set of statistical, econometric, and machine learning tools and methods for extracting and revealing information hidden inside data – for product pricing is the focus of this workshop.

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PRESENTED BY: WALTER R. PACZKOWSKI, Ph.D. Data Analytics Corp. and Rutgers University Walter R. Paczkowski has a Ph.D. in Economics from Texas A&M University (1977). With over 40 years of extensive quantitative experience and as founder of Data Analytics Corp., he brings a wealth of information about data analysis and modeling. He is currently on the faculty of the Department of Economics, Rutgers University teaching econometrics and economic forecasting, and was formerly with the Department of Mathematics and Statistics, The College of New Jersey where he taught statistics.


he distinction between data and >> T

information and between poor and rich information he important role Deep Data Analytics >> T plays for pricing and messaging and the types of data needed he tools and skill-sets needed to conduct >> T and organize Deep Data Analytics


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BEST PRACTICES IN PRICING AND MONETIZING SOFTWARE

This workshop is designed for intermediatelevel pricing and marketing experts that are responsible for developing pricing and monetization strategies for their company’s software offerings. Whether its business-toconsumer (B2C) or business-to-business (B2B) (small to large enterprise), this workshop will ensure participants can improve and optimize their organization’s software pricing and monetization practices using proven best-in-class approaches and leading-edge price evaluation tools. With a strong focus on Software as a Service (SaaS) (single and/or multi-tenant), the workshop will also highlight case study examples and allow attendees to openly discuss approaches that directly address software pricing challenges and needs within their own organization. Workshop topics will include the role of pricing in software product management, an introduction to software project management (SPM) frameworks, understanding and measuring software value, applying price-value measurement tools, software delivery models, ‘The SaaS Iceberg TCO’ tool, developing pricing strategies for new and migrating clients, optimizing subscription pricing, monetizing software through packaging design, and selecting the right value-based subscription metrics.


10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm

WEDNESDAY, OCTOBER 24 > B

management (SPM) and the role pricing plays ow to apply price-value measurement tools >> H to understand and define software value ow to optimize software pricing through >> H subscriptions, new clients and migrating clients



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NEGOTIATION SKILLS FOR PRICERS AND SALES: COMBATING PROFESSIONAL PROCUREMENT TACTICS

Businesses face unprecedented pricing pressure due to the sophistication of modern procurement organizations. Pricing, sales, and finance leaders across all industries are being involved in challenging sales negotiations driven by well-trained procurement groups. Negotiation is a core business skill necessary for anyone in business. Pricing professionals and sales teams need to up their game to defend pricing, value proposition and margins. This course will provide in-depth and practical pricing and negotiating approaches to counter even the most challenging procurement strategies. Attendees will learn how the procurement organization has evolved to its current, sophisticated 21st century model and the implication of this evolution for suppliers. We will discuss tools, strategies and approaches modern procurement uses to extract more value and price from their suppliers, as well as how to design winning pricing strategies and tactics to counter these strategies. Capture more of the value you deliver by learning from two instructors who have worked on both sides of the negotiating table. Workshop presentations are provided in a print copy workbook only and remain the proprietary property of each workshop speaker.

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PRESENTED BY: LYDIA DI LIELLO CEO and Founder, Capital Pricing Consultants LLC Lydia Di Liello is the CEO and founder of Capital Pricing Consultants LLC, a revenue management and business consultancy dedicated to improving profitability through strategic, operational and tactical recommendations. With more than 25 years of global revenue management and business leadership expertise, she holds an MBA from Youngstown State University and is a member of the PPS Board of Advisors.

CHRISTOPHER D. PROVINES CEO, Value Vantage Partners Christopher D. Provines is a speaker, author, educator and advisor who specializes in helping businesses compete more effectively and profitably through value-based strategies. He is CEO of Value Vantage Partners and an award winning adjunct professor at Rutgers University. He received his MBA from Rutgers University and is on the board of advisors for the PPS and numerous technology companies.


>> 1 6 common buyer games and how to combat each one he 8 most important value levers for >> T procurement and how you can beat them at their own game imple steps that commercial and pricing >> S teams can take to capture more value

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DATA MONETIZATION:

A PRACTICAL ROADMAP FOR FRAMING, PRICING, AND SELLING YOUR B2B DIGITAL OFFERS Data is the new gold. Consultants and scholars agree that trillions of dollars in value are going to be generated thanks to the digital revolution taking the B2B and industrial worlds by storm. More than 80% of firms have embarked in some type of digital transformation placing big data analytics at the heart of their digital strategies. Despite this tsunami of activities, Simon-Kucher & Partners (SKP) reports that 3 out of 4 firms that invested in digitalization in the past 3 years fail in their efforts due to the lack of monetization strategies, the focus on the wrong priorities, the lack of customer intimacy, and the neglect of digital pricing best practices. In fact, only 18% of these firms are true digital heroes. While the business potential of big data is attractive, there are some fundamental go-to-market considerations that require breakthrough thinking and a strong focus on value and pricing management. During this workshop, Dr. Liozu introduced on a practical data monetization road map which addresses all these considerations. Based on dozens of interviews with industrial natives and 18 months of research on the topic of data monetization and the value-based pricing of data, Dr. Liozu makes a case for a more agile, customer-centric, and value-based approach to data monetization.


10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm

WEDNESDAY, OCTOBER 24 > T

creation models for data-enabled offers he 8 steps of the data monetization >> T framework he best practices in designing >> T differentiated data-enabled offers he value-based pricing of data and >> T options in digital pricing models usiness model implications of switching >> B from ownership to consumption model



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5 STEPS TO RUNNING A PRICE IMPROVEMENT PROJECT FOR PRACTICAL, SUPERIOR RESULTS

Many companies struggle to get the large pricing and profit gains that they are expecting from their pricing efforts. The pricing team is continually recommending price improvement actions but either the sales organization does not act on these ideas or the ideas just do not make a significant impact. The pricing resources get frustrated with sales, the sales team gets frustrated that the pricing team is pushing them to take questionable actions, and the business leadership becomes frustrated that their investment in pricing resources and/ or systems is not paying the large returns they expected. With the use of the right price improvement methodology you can turn this around and begin delivering superior profit results. This workshop covers a proven, 5-step process of best practices for delivering superior price improvement results. This process has been developed over hundreds of successful pricing projects. It is practical, easy to learn, and can be immediately and effectively applied by pricing professionals within their organizations.

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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 and The Price Negotiation Playbook. She is the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. With more than 20 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 pricing and profit strategies, pricing transformations, pricing improvements and pricing skills.


hy most price improvement >> W

recommendations are not acted upon

proven, practical 5-step process for price >> A

improvement projects for fast, superior profit results ow to gain alignment and support from >> H your leaders and sales teams for price moves


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PRICING EXECUTED RIGHT: COMMERCIAL POLICY AND ORGANIZATIONAL PRICING TRANSFORMATIONS

Pricing accuracy is getting the right price to the right customer at the right time. But how do successful companies execute? In Pricing Executed Right, we examine the organizational changes in structure, routines, and culture that enable a pricing transformation, resulting in commercial policy that is aligned to strategy, executable by the organization, and profit enhancing. In this workshop, we will identify critical commercial policy goals, waterfall definitions, and price point setting. We will work through commercial policy elements based on requirements, process, and guidelines. Participants will see how hypothesis testing and calibration can help define successful commercial policy elements. We will introduce and show how to use deal points, which are the best approach to profit-based incentives for sales teams, and contrast them with other sales key performance indicators (KPIs). A successful pricing transformation requires an interconnected decision-management system. We conclude the workshop by demonstrating how all the parts work as one system and preparing professionals to initiate a pricing transformation at their company.



10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm

WEDNESDAY, OCTOBER 24 > H

to company strategy and supported by the organization ow to define and implement deal points, the >> H best approach to profit-based incentives for sales ow to engage executives in driving this pricing >> H transformation to yield better price execution



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CONFERENCE AT-A-GLANCE >>

THURSDAY, OCTOBER 25 TIME

EVENT

SPEAKERS

7:00am-8:00am

REGISTRATION/BREAKFAST

8:00am-8:15am

Welcome and Networking

Kevin Mitchell, President, Professional Pricing Society

8:15am-9:00am

KEYNOTE PRESENTATION: Implement Good-Better-Best Pricing to Generate Higher Profits

Rafi Mohammed, Ph.D., Founder, Culture of Profit

9:00am-9:45am

KEYNOTE PRESENTATION: How the Pricing Industry Can Realize the Benefit of AI

Dr. Michael Wu, Chief AI Strategist, PROS

9:45am-10:30am

SPONSOR HALL NETWORKING BREAK

10:30am-11:15am

KEYNOTE PRESENTATION: Bridging the Gap Between Sales and Pricing

Stephanie Yee, Vice President Transformation Local Sales and Revenue Management, Sysco

11:15am-12:00pm

KEYNOTE PRESENTATION: Is Pricing Killing Your Profits? How the Best Companies Set and Get the Right Price

Ron Kermisch, Partner, Bain & Company

12:00pm-1:00pm

LUNCH

BREAKOUT SESSIONS

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

BREAKOUT SESSIONS

Pricing Experts Track

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.

1:00pm-1:40pm

Pricing: A Critical Puzzle Piece in Successful Deal Management Justin Eisenhart, Director, Generic Pricing, AmerisourceBergen

1:50pm-2:30pm

How To Build a Global Revenue The Opportunity for Pricing in Management Strategy and Team B2B Michael Lucaccioni, Business Thomas Fry, Director, Global Solutions Consultant, Zilliant Revenue Management, Iron Mountain Inc.

2:30pm-3:00pm


3:00pm-3:40pm

Leading the Cultural Change: Cost to Value in a Global Firm Patience Mutiso, Sr. Strategic Pricing Manager for CHEP North America

3:45pm-4:30pm

KEYNOTE TOWN HALL Stephanie Yee

4:30pm-6:30pm

CONFERENCE RECEPTION

Tools & Techniques Track

This track features content pricing experts sharing their expertise in how to address barriers to success that organizations face implementing pricing strategies.

BREAKOUT SESSIONS

Data Science Track

This track features expert advice in Artificial Intelligence, CPQ, Industrial Internet of Things (IIoT), XaaS, and data-driven decision making.

Speed is the New Currency of Pricing Garth Hoff, CPP, Solution Ninja, Price f(x)

Robotic Process Automation (RPA) in Pricing Gordon Tang, Senior Manager, Pricing Practice, EY

Price Implementation in the Field: Effectively Arming Your Sales Team With the Right Insights to Sell More at a Better Price Daniel Bracke, CPP, Manager, EY

Sense and Cents Ability: Getting Pricing Projects Approved With Data and Facts Tracy Cannon, Strategic Consultant, PROS

Building Pricing Skills Through Effective Coaching Thomas Kohler, Associate Director, The Boston Consulting Group

From (Spread) Sheet to (C) Suite: Tips for Pricers on how to Communicate with their Executive Teams Joe Dallimore, Strategic Consultant, PROS

Create a Single Source of Truth: Dashboards for Pricing Managers Mayuresh Saravanakumar, Consultant, Holden Advisors

KEYNOTE TOWN HALL Ron Kermisch

KEYNOTE TOWN HALL Rafi Mohammed, Ph.D.

KEYNOTE TOWN HALL Dr. Michael Wu

Boost Your Channel Power Via Smart Trade Terms and Incentives William Humsi, Senior Director, Simon-Kucher & Partners

FRIDAY, OCTOBER 26 TIME

BREAKOUT SESSIONS

EVENT

SPEAKERS

7:00am-8:00am

REGISTRATION/BREAKFAST

8:00am-8:45am

KEYNOTE PRESENTATION: Building the Culture Around Pricing

Varun Ratta, SVP of Product Management and Chief Pricing Officer, Solenis

8:45am-9:30am

KEYNOTE PRESENTATION: The New Era of Pricing: Why Industrial Goods Pricing Will Change More in the Next 3 Years Than in the Past 3 Decades

Adam Echter, Senior Director, Simon-Kucher & Partners

9:30am-10:30am


10:30am-11:15am

KEYNOTE PRESENTATION: Driving Performance With Efficient Pricing and Rebate Programs

Kristy Rennie, Director, Sales Operations, Sony Electronics

11:15am-12:00pm

KEYNOTE PRESENTATION: When Pricing is a Four-Letter Word

Pradeep Suryanarayana, Sr. Director, Finance, Paypal, Inc.

12:00pm-1:00pm

LUNCH

BREAKOUT SESSIONS

Pricing Practitioners Track

BREAKOUT SESSIONS

Pricing Experts Track

BREAKOUT SESSIONS

BREAKOUT SESSIONS

Tools & Techniques Track

Data Science Track

1:00pm-1:40pm

Selling, Not Telling: How to Become a Strategic Pricing Partner Katie Wei, Global Pricing Strategist, Hypertherm

Navigating Difficult Discussions with Stakeholders Danielle Ray, Manager Product Pricing, TE Connectivity

A Roadmap for Implementing Target Price Guidance that Adds Value in Your B2B Commercial Process David Anderson, Business Consultant, Vendavo

Machines are Learning from Data: It’s a Pricing Opportunity Dushyant Zutshi, Director, Product Management and Pre-Sales, Vistaar Technologies, Inc.

1:50pm-2:30pm

Managing Pricing in an Organization that “Literally Can’t Even” Jordan Montag, Senior Manager - Pricing, Product & Strategy, Athlon Solutions

Keeping Pricing Competitive in a Digitized World Cliff Isaacson, Director of Pricing Solutions, Syncron

Smart Renewal Pricing: Maximize Value Capture, Minimize Churn Nick Zarb, Senior Director, SimonKucher & Partners

Maximize Revenue-Generating Opportunities with AI-Powered Guided Selling Matt McEnerney, Product Marketing Manager, Callidus Cloud

2:30pm-3:00pm


3:00pm-3:40pm

Pricing Team Transformation: The Team, The Skills and The Tools Tara L. Thomas, Pricing System Implementation Manager, Nissan North America

Leveraging Competitive Intelligence as a Partner in Pricing Decisions Prakash Bhatia, CPP, Head of Global Sales Operations, Pricing & Competitive Intelligence, Lonza

Solidify Pricing Transformation with Sales Engagement and Buy-In Scott Francis, President, Strategic Pricing Solutions

Capture the Value Flag: Understanding the Role of Digitalization as a Pricing Imperative for all Industries Kristen Harris, Senior Consultant, Simon-Kucher & Partners

3:45pm-4:30pm

KEYNOTE TOWN HALL Varun Ratta

KEYNOTE TOWN HALL Kristy Rennie

KEYNOTE TOWN HALL Pradeep Suryanarayana

KEYNOTE TOWN HALL Adam Echter

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For Apple and Android: STEP 1: If the “PPS Mobile App” is already installed on your device, go to step 3. Otherwise, go to your device’s app store. STEP 2: In the app store, search for “PPS Mobile App”. Download and install the “PPS Mobile App”. STEP 3: Once the app is installed, download the “PPS Fall 2018-Dallas” guide.

YOU ARE READY TO GO! SAN DIEGO, CA

OCTOBER 24-27, 2017

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8:15 AM - 9:00 AM

9:00 AM - 9:45 AM

IMPLEMENT GOOD-BETTER-BEST PRICING TO GENERATE HIGHER PROFITS

HOW THE PRICING INDUSTRY CAN REALIZE THE BENEFIT OF AI

You encounter Good-Better-Best strategies in your life every day, whether you realize it or not. Which credit card should you use? Which car wash will you visit? Which cable subscription option will you purchase? Which option is Good, Better, or Best? In this win-win strategy, customers choose the price that is right for them while companies benefit from higher profits and growth. “Best” profits from highend customers who are willing to pay a premium, while “Good” generates growth by attracting pricesensitive customers. This keynote highlights the profit upsides and psychological benefits of using Good-Better-Best. You will leave this talk enthused and with actionably insights to implement GoodBetter-Best at your company.


The advent of big data, distributed computing, and machine learning has led us into a new world of artificial intelligence (AI). The concept of AI isn’t new, but how can we understand AI in a more realistic and practical way that enables business applications in pricing? We will briefly examine the history of business analytics and understand what AI really entails. This knowledge will allow businesses to better leverage AI in the real world. However, AI is a disruptor, so businesses must adapt to the disruption it creates before they can realize its benefits. We will discuss an important change that must happen before the pricing industry can leverage the full potential of AI.


brief evolutionary history of business analytics >> A and business intelligence (BI)

ow customers use Good-Better-Best in daily >> H

deeper understanding of predictive and >> A

he profit upsides and psychological benefits of >> T

ow can pricing professionals benefit from the >> H

purchasing decisions

Good-Better-Best ctionable insights to implement Good-Better>> A Best within your organization

PRESENTED BY: RAFI MOHAMMED, Ph.D. Founder, Culture of Profit Rafi Mohammed, Ph.D. has been working on pricing issues for over 25 years. He is the founder of Culture of Profit, a Cambridge, Massachusetts based pricing improvement firm. He has authored two pricing strategy books and written over 80 pricing articles for the Harvard Business Review. He is a frequent media contributor on pricing issues for Bloomberg, CNBC, Fox Business News, Today Show, National Public Radio, New York Times, Wall Street Journal, and BusinessWeek. c 18 c

P R

prescriptive analytics power of AI

PRESENTED BY: DR. MICHAEL WU Chief AI Strategist, PROS Dr. Michael Wu is a data science thought leader, strategist, author, and international speaker who specializes in the use of big data, machine learning, and AI. Prior to PROS, he focused on developing predictive and prescriptive algorithms to extract insights from social media data. His research areas include customer experience, CRM, online influence, gamification, digital transformation, AI, etc. His R&D efforts won him recognition as an Influential Leader by CRM Magazine.


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E S E N T A T I O N S

MORNING BREAK LUNCH

9:45 am-10:30 am 12:00 pm-1:00 pm

10:30 AM - 11:15 AM

11:15 AM - 12:00 PM

BRIDGING THE GAP BETWEEN SALES AND PRICING

IS PRICING KILLING YOUR PROFITS?

In most business-to-business (B2B) companies, the success of any pricing strategy or program is highly dependent on sales execution. Yet many price professionals find themselves at odds with their sales partners, resulting in money and opportunity left on the table. To maximize the value of your company’s pricing programs, as a pricing professional, you will need to learn how to break down communication barriers and find ways to develop trust with your sales team. In this session you will gain an understanding of what it takes for sales teams to successfully implement pricing programs and learn several ways to build a partnership with sales that can lead to mutual success.


ow to build a partnership with sales that is >> H grounded in mutual success

hat it takes for sales to successfully implement >> W a pricing program he importance of change management and >> T communication before, during, and after pricing changes

PRESENTED BY: STEPHANIE YEE Vice President Transformation – Local Sales and Revenue Management, Sysco Stephanie Yee is Vice President Transformation – Local Sales and Revenue Management at Sysco. In this role, she is responsible for leading the local sales transformation effort, which includes enhancing sales and pricing capabilities to improve customers’ experiences with Sysco. She is also responsible for leading the Revenue Management team, working closely with Sales, Merchandising, and Finance, to design, build, and operationalize capabilities in the area of pricing. She holds a bachelor’s degree from Texas A&M University.

How the Best Companies Set and Get the Right Price

It is well established that pricing continues to be the most powerful profit lever available to a company. However, even after over two decades of the development of pricing as a professional discipline, many companies still have a significant opportunity to improve their approach to pricing. But where should executives spend scarce resources to get the most profit impact for their investment? In this session, we will review and analyze a comprehensive survey of more than 1,700 global business and pricing leaders to assess their performance on 42 key pricing capabilities and their resulting pricing outcomes. The results provide accurate guidance for executive teams as they look to create significant competitive advantage through pricing implementation.


ow to employ tailored pricing at the individual >> H

customer and product level ow to align sales incentives and change >> H behavior at the front line ow to deploy tools and training to create lasting >> H change and ongoing pricing improvement

PRESENTED BY: RON KERMISCH Partner, Bain & Company Ron Kermisch is a Partner at Bain & Company and Bain’s Global Pricing Leader. Ron is also a leader in Bain’s Technology, Media, and Telecom practice, where he has worked with a broad set of companies on issues of growth and operational improvement. Ron joined Bain in 1995. He holds an MS from MIT Sloan School of Management and a BS in Electrical Engineering from Cornell University.


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>> FRIDAY, OCTOBER 26 8:00 AM - 8:45 AM

8:45 AM - 9:30 AM

BUILDING THE CULTURE AROUND PRICING

THE NEW ERA OF PRICING:

High complexity in your business, rapidly rising costs, a culture focused on defending volume, decentralized price decision making and a challenging data environment all add up to a “perfect storm” of issues. Combine this with demands for quick results, and you have a challenge. Driving cultural change around pricing and achieving bottom-line results in such an ecosystem requires managing change around multiple dimensions simultaneously. Ultimately the mindset, habits and how front line commercial organization conducts its work has to change. In this keynote, attendees will learn how to create a sustainable operating model for pricing improvements and how to engage the organization around building the right pricing culture.


ow to create a sustainable operating model for >> H

pricing improvements nalytical and planning methods to catalyze change >> A H >> ow to engage the organization around building the right pricing culture

PRESENTED BY: VARUN RATTA

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P R

Why Industrial Goods Pricing Will Change More in the Next 3 Years than the Past 3 Decades

We have entered a new era of pricing that many have yet to comprehend. This hasn’t happened overnight, but we are at a tipping point where early movers are securing competitive advantage while laggards are suffering dramatic market share losses. As-a-service models, data monetization, and software revenue are all fundamentally different forms of pricing that until recently were outside the skillset of most industrial pricers but that are now critical to their roles. This keynote will share the modes of pricing that are migrating most rapidly into traditional businesses, key frameworks for pricing these products, and examples of successes and failures as established companies try to navigate this new world of pricing.


clear overview of the variety of pricing skills >> A required in today’s business environment

tructural frameworks for addressing this variety >> S

of pricing challenges actics and examples to communicate these new >> T ways of pricing thought within their firms

PRESENTED BY: ADAM ECHTER

SVP of Product Management and Chief Pricing Officer, Solenis Varun Ratta is the SVP of Product Management and Chief Pricing Officer at Solenis, a leading supplier of specialty chemicals for the pulp and paper industry and water treatment sectors. Prior to joining Solenis, he worked with several large chemical companies to drive profitable growth, commercial excellence and EBITDA improvement results. He holds a B.S. in chemical engineering from IIT Kharagpur, a M.S. and Ph.D. in Chemicals from Virginia Tech and MBA from UT-Austin.

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K E Y N O T E

Senior Director, Simon-Kucher & Partners Adam Echter is a Senior Director based in Simon-Kucher’s Mountain View, California office. He has more than 15 years of pricing and marketing experience in B2B industries, including manufactured goods, industrial equipment and technology. He is a regular international speaker and guest university lecturer on the topics of pricing and sales enablement and the Industrial Internet of Things (IIoT). He received his bachelor’s degree from the University of Buffalo and his MBA from the University of Rochester.


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E S E N T A T I O N S

MORNING BREAK LUNCH

10:30 AM - 11:15 AM

11:15 AM - 12:00 PM

DRIVING PERFORMANCE WITH EFFICIENT PRICING AND REBATE PROGRAMS

WHEN PRICING IS A FOUR-LETTER WORD

In this keynote, attendees will learn how Sony utilized software solutions to manage its complex incentive programs and dealer pricing. Learn how Sony eliminated the struggle with manual accrual processes and disjointed systems to emerge with efficient, streamlined operations that simplify pricing management and claim validations. Explore how Sony, by streamlining and empowering their pricing program, achieved success in multiple mission-critical areas, including: improving accuracy to satisfy audit requirements, reducing manual processes, systematically processing claim validations and maintaining highly complex pricing processes.


ow to improve accuracy to satisfy audit >> H

requirements >> How to reduce manual, error-prone processes ow to systematically and efficiently process >> H claim validations ow to maintain highly complex pricing processes >> H

PRESENTED BY: KRISTY RENNIE Director, Sales Operations Sony Electronics Kristy Rennie, Director of Sales Operations for Sony Electronics, is responsible for data maintenance, pricing, and customer support for North American dealer and distribution sales. Additionally, she manages software trade modules for pricing, rebates, claims and accruals. Prior to this role, she was a division controller for various business units, with a focus on trade spend accounting and systems. She holds a Master’s Degree in Mathematics from the University of Florida.

9:30 am-10:30 am 12:00 pm-1:00 pm

Pricing is often the first team to be blamed when things go wrong. How do you navigate organizational politics to drive your pricing philosophy? What is the role you play as head of pricing or monetization in the organization? How do you use data to drive pricing accountability in the organization? What pricing levers do you pull to drive profitable growth in global industry? In this keynote session, attendees will learn how to navigate complex organizational structures and drive the pricing discipline across functions. We will review the role pricing professionals have to play in driving growth mindsets within cross functional organizations, as well as how to use data to drive pricing accountability across your organization.


ow to navigate complex organizational structures >> H and drive pricing discipline across functions

he role pricers have to play to drive growth >> T

mindsets in cross functional organizations ow to use data to drive pricing accountability >> H across organization

PRESENTED BY: PRADEEP SURYANARAYANA Sr. Director, Finance, PayPal, Inc. Pradeep Suryanarayana is a Marketing and Finance executive with more than 15 years of experience in leading global pricing and financial strategy. As the Sr. Director of Finance, Merchant and Consumer Products for PayPal, he oversees financial planning and product monetization to drive growth and decision-making. Prior to this role, he served as head of global pricing and strategy where he was responsible for pricing strategy and operations worldwide. He holds an MBA in Finance and Entrepreneurship.


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>> THURSDAY, OCTOBER 25 1:00 PM - 1:40 PM

PRICING PRACTITIONERS PRICING:

A CRITICAL PUZZLE PIECE IN SUCCESSFUL DEAL MANAGEMENT JUSTIN EISENHART Director, Generic Pricing, AmerisourceBergen

PRICING EXPERTS

BOOST YOUR CHANNEL POWER VIA SMART TRADE TERMS AND INCENTIVES

TOOLS AND TECHNIQUES SPEED IS THE NEW CURRENCY OF PRICING

WILLIAM HUMSI

GARTH HOFF, CPP

Senior Director, Simon-Kucher & Partners

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B R E A K O U T

Solution Ninja, Price f(x)

DATA SCIENCE

ROBOTIC PROCESS AUTOMATION (RPA) IN PRICING GORDON TANG

Senior Manager, Pricing Practice, EY

: INTERMEDIATE : B2B THEMED

: INTERMEDIATE : B2B AND B2C THEMED



Cross-functional collaboration is the key to organizational success in any industry, and pricing is one of the most important components of this collaboration. A successful pricing organization will align with company goals, contribute to customer lifecycle management, engage the C-level in pricing strategy discussions, and influence decision-making for the organization. This sounds fairly straightforward on paper but, as pricing practitioners are painfully aware, due to embedded organizational constraints, implementing this approach is often easier said than done.

In business-to-business (B2B) companies and business-toconsumer (B2C) companies dealing in distribution, channel incentive programs are the name of the game. Despite this, many companies fail to design a win-win program that drives growth and encourages appropriate channel behavior.

Marc R. Benioff, Chairman and CEO, Salesforce is famous for announcing, “Speed is the new currency of business.” This is especially true for the pricing function. Customer expectations in the businessto-business (B2B) space have been transformed by iconic business-to-consumer (B2C) disrupters including Amazon, Netflix, and Uber. “The Great Crew Change” occurring in manufacturing and engineering heavy industries is also restructuring expectations on the way people interact with technology at work and with each other on a generational level.

Pricing strategy is often overlooked due to the pricing team’s pre-occupation with dayto-day manual and redundant tactical pricing processes. This distraction from strategic initiatives can lead to poor execution of pricing strategy, delays in implementation of new tools and processes, and a team’s limited capacity to generate and act on analytical pricing insights.

In this session, attendees will learn how to position their pricing organization to achieve commercial excellence. This session will demonstrate through real-world examples the importance of pricing having a seat at the table throughout the entire customer lifecycle.


>> The importance of crossfunctional collaboration that includes pricing >> The importance of pricing having a seat at the table throughout the entire customer lifecycle >> How to position their pricing organization to achieve commercial excellence

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In this session, the presenter will focus on best practices for designing smart incentive programs for your distribution channel. Attendees will explore the value and appropriate use of trade terms and channel incentives, and will review the common pitfalls that many companies fall victim to when designing their trade and incentive programs. Finally, this session will also examine best practices for designing incentive programs in a way that attendees can leverage and employ within their own organizations.


>> The value and appropriate use of trade terms and channel incentives >> The common pitfalls that many companies make in the design of their programs >> Best practices for designing incentive programs in their own companies

This session will focus structural business trends increasing the need for speed in pricing today. Real world case studies are included to show how world-class pricing organizations are shifting gears and racing ahead of the competition.


>> How fast changing market dynamics can be captured and priced into products >> Why speed in channel strategy execution is critical to business success >> How sales ops leaders are promoting speed in sales enablement and success programs


In order to make the pricing teams more efficient and enable optimal utilization of “brainpower” and data analytics, Robotic Process Automation (RPA) software can have tremendous implications for business-to-business (B2B) pricing organizations through the automation of redundant pricing processes. RPA can lead to significant benefits including reduction in costs, decrease in error rates and greater efficiencies in pricing processes.


>> How RPA technology can be leveraged in the automation of redundant and manual pricing processes >> Key RPA applications in pricing processes and how RPA improves accuracy and efficiency while reducing costs >> Use cases pertaining to the application of RPA within B2B organizations

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S E S S I O N S PRICING PRACTITIONERS HOW TO BUILD A GLOBAL REVENUE MANAGEMENT STRATEGY AND TEAM THOMAS FRY Director, Global Revenue Management, Iron Mountain Inc.

AFTERNOON BREAK CONFERENCE RECEPTION

2:30 pm-3:00 pm 4:30 pm-6:30 pm

1:50 PM - 2:30 PM

PRICING EXPERTS

TOOLS AND TECHNIQUES

THE OPPORTUNITY FOR PRICING IN B2B

PRICE IMPLEMENTATION IN THE FIELD: EFFECTIVELY ARMING YOUR SALES TEAM WITH THE RIGHT INSIGHTS TO SELL MORE AT A BETTER PRICE

MICHAEL LUCACCIONI Business Solutions Consultant, Zilliant

DANIEL BRACKE, CPP Manager, EY

DATA SCIENCE

SENSE AND CENTS ABILITY: GETTING PRICING PROJECTS APPROVED WITH DATA AND FACTS TRACY CANNON Strategic Consultant, PROS

: ADVANCED : B2B AND B2C THEMED




Building a Global Revenue Management team and implementing global price strategy is no longer a choice; it is a necessity to address the requirements of your large global customers and to enable your global business strategy. Too often company’s price strategies are disjointed or overly rigid from country to country, either creating confusion for customers or handicapping overall business growth.

Intuitively, business-tobusiness (B2B) leaders know they are not winning the full potential from their customer accounts. Rapidly changing customer expectations and the pace of advancement in business dynamics is making it necessary for companies to enable and enact true digital transformation in order to keep up with or exceed market expectations and competitors.

In this modern business world there is no shortage of pricing data to be analyzed. While conducting such analysis is essential, value is only derived by effectively communicating these insights to the field. The question of how best to arm the sales team with accurate, dynamic, real-time price recommendations and customer strategies that they can use to sell more at a better margin is an issue all organizations face. Derived from price implementation case studies across various industries, this presentation focuses on the best practices required for driving pricing insights into the field. Major topic areas include: designing a pricing tool for the sales team, properly tailoring the level of information provided, and accelerating adoption.

Make a Winning Case for a Pricing Solution Investment

In this session, the presenter will build on his experience directing Global Revenue Management at Iron Mountain, a global company that conducts business in more than 55 countries worldwide. Attendees will learn best practices for building a Global Revenue Management team and creating a pricing strategy that addresses local challenges while retaining core global principals.


>> Key success factors in building a Global Revenue Management team >> How to build a revenue management strategy to enable country specific business strategies >> How to engage and energize leadership to successfully drive your global strategy

Companies have a significant opportunity to expand, retain and optimize customer relationships through revenue expansion and profit optimization. In this session, attendees will hear the results of this first of its kind benchmark report analysing over $120B worth of B2B transactions, and learn what you can do to grow your share through smarter pricing and prescriptive guidance.


>> Quantifying the pricingbusiness opportunity >> Uncovering hidden pockets of revenue and profit potential >> Capturing your potential using prescriptive guidance


>> To determine the appropriate level of pricing insights necessary for their sales team >> To drive organizational price and margin targets into the field >> To ensure tool implementation and price recommendation compliance

Data is imperative when making the case to improve organizational pricing and quoting processes. In this presentation, attendees will learn how to create a winning argument for a pricing solution investment by developing and communicating the value proposition of the project. Attendees will explore how to utilize data to gain alignment and how to shape data points into a narrative that makes greenlighting your software project a no-brainer. We will discuss what data to look for when developing a case for transformations, as well as how to interpret relevant data when the information is not cookiecutter. Arming executives with empirical data in a compelling narrative will accelerate the rational decision making process to prioritize your project.


>> The importance of data when making the case to improve pricing and quoting processes >> What data to look for when justifying transformations and how to interpret relevant data >> How to use the information to create a compelling narrative


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>> THURSDAY, OCTOBER 25 AFTERNOON BREAK CONFERENCE RECEPTION

2:30 pm-3:00 pm 4:30 pm-6:30 pm

3:00 PM - 3:40 PM

PRICING PRACTITIONERS LEADING THE CULTURAL CHANGE: COST TO VALUE IN A GLOBAL FIRM

PRICING EXPERTS

BUILDING PRICING SKILLS THROUGH EFFECTIVE COACHING

PATIENCE MUTISO

THOMAS KOHLER

Sr. Strategic Pricing Manager for CHEP North America

Associate Director, The Boston Consulting Group

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B R E A K O U T

TOOLS AND TECHNIQUES FROM (SPREAD) SHEET TO (C) SUITE: TIPS FOR PRICERS ON HOW TO COMMUNICATE WITH THEIR EXECUTIVE TEAMS JOE DALLIMORE Strategic Consultant, PROS

DATA SCIENCE

CREATE A SINGLE SOURCE OF TRUTH: DASHBOARDS FOR PRICING MANAGERS

MAYURESH SARAVANAKUMAR Consultant, Holden Advisors




: BEGINNER : B2B AND B2C THEMED

You are the new pricing leader in the largest and most profitable subsidiary of a global, publically traded supply-chain conglomerate. Your mission is to create, communicate and execute a pricing and revenue strategy throughout North America. Three months into the mission, you have a baseline on which to build your strategy. You are in your first meeting with the C-Suite. They wait expectantly for the diagnosis. I can summarize that meeting with one word: culture.

Achieving better business results through pricing comes down to better decisions enabled by better data and analytics and supported by the right processes and tools. As a result, any pricing initiative with the goal to deliver sustained results has to address how to best teach new pricing processes, systems and strategies to pricing teams.

If a pricing initiative falls in the forest but there is no executive around to hear it, does it make a sound? The complexity of pricing often makes strategies, models and outputs difficult for C-level executives to easily digest. This can cause roadblocks to pricing improvements and strategy implementations, and can cause frustration for pricing teams attempting to implement pricing advances in their organization.

Pricing managers are often so busy with the daily activities of developing price quotes and discussing discount allowances with sales that they often struggle to find time to identify and act on strategic opportunities. Even if pricing managers did have time, there are so many ad-hoc reports and poor tracking systems that there is no one source of truth. This leads to low-confidence in the analysis and subsequent decision-making by the C-Suite.

In this interactive session, participants will learn guidelines for executive-level communications related to pricing, which will strengthen the position of the pricing team within their organization and further their careers at the same time. We will teach you how to communicate the real dollar impact pricing can have for your company.

The way to efficiently identify opportunities and confidently aim for the numbers is to have a solid data setup tuned for pricing and a standardized approach to analytics. Pricing managers must define the relevant metrics aligned to organizational goals, and dashboards and data-sets required.

Culture is a complex word that carries different meanings that can influence price optimization and revenue management within the global corporation. Learn through real-world examples how to make everyone in your company want to join your new “value pricing” culture.

In this session, attendees will learn best practices for teaching pricing in a number of scenarios, including tailoring education to the needs of the learners, teaching effectively without wasting time, developing clearly defined learning goals, and educating in engaging ways to keep learners interested. We will also discuss how to roll-out training programs in small teams as well as larger organizations.



>> How to move their organization from cost and volume, margin and price monopoly to competitive alacrity >> How to build grassroots change management by creating pricing evangelists and customer advocates >> How to choose the battles that win the War of Cultural Change

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>> How to design a pricing learning program with clearly defined goals and tailored to the audience >> An overview of learning tools and resources available to help learners build new skills >> How to leverage the “Learn – Do – Teach” model to make learning results stick


>> Clear, concise talking points for various pricing strategies – easy enough for a CEO to understand >> The power in using a current state vs. future state approach >> Tips for communicating the real dollar impact pricing can have in your organization (both DOs and DON’Ts)



>> How to overcome the challenge of data setup for pricing decisions >> What standardized analysis and reporting is required to enable rapid pricing and growth decisions >> How to create a coherent company-wide structure to enable single source of truth

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FRIDAY, OCTOBER 26 >> AFTERNOON BREAK

S E S S I O N S PRICING PRACTITIONERS SELLING, NOT TELLING:

HOW TO BECOME A STRATEGIC PRICING PARTNER

2:30 pm-3:00 pm

1:00 PM - 1:40 PM

PRICING EXPERTS

NAVIGATING DIFFICULT DISCUSSIONS WITH STAKEHOLDERS

TOOLS AND TECHNIQUES A ROADMAP FOR IMPLEMENTING TARGET PRICE GUIDANCE THAT ADDS VALUE IN YOUR B2B COMMERCIAL PROCESS

KATIE WEI

DANIELLE RAY

DAVID ANDERSON

Global Pricing Strategist, Hypertherm

Manager Product Pricing, TE Connectivity

Business Consultant, Vendavo

DATA SCIENCE MACHINES ARE LEARNING FROM DATA:

IT’S A PRICING OPPORTUNITY DUSHYANT ZUTSHI Director, Product Management and Pre-Sales, Vistaar Technologies, Inc.





Pricing teams have the unique advantage of consulting with sales, finance, marketing and management on a regular basis. However, despite this access, pricing is often left out of key strategic decisions. If your pricing team wants to make the move from impact to influence, selling your value proposition is key. With so many touchpoints, pricing can have a tremendous amount of influence on shaping and executing strategy when given the right seat at the table.

Have you faced situations in which stakeholders wanted to implement a change to pricing strategy, but the analysis showed that the risks outweighed the opportunities? Or a review of the situation revealed that there were mistakes in contracts with business partners that needed to be corrected? When confronted with difficult situations, Pricing Managers need to have the tools and the confidence present their analytics findings and recommendations in a constructive manner that will be both understood and well-received by executive management.

In this modern business world there is no shortage of pricing data to be analyzed. While conducting such analysis is essential, value is only derived by effectively communicating these insights to the field. The question of how best to arm the sales team with accurate, dynamic, real-time price recommendations and customer strategies that they can use to sell more at a better margin is an issue all organizations face. Derived from price implementation case studies across various industries, this presentation focuses on the best practices required for driving pricing insights into the field. Major topic areas include: designing a pricing tool for the sales team, properly tailoring the level of information provided, and accelerating adoption.

Businesses increasingly find themselves in a new paradigm in which data and software driven strategies are imperative for sustained commercial success. It’s no longer enough to have good processes and experienced personnel. Computers are more adept than humans at sorting through data with complex variables such as frequently fluctuating costs, rapidly evolving pricing models, and shifting customer priorities. Relying on spreadsheets, custom software tools and experiences to manage the complexity of becoming a “data driven business” is inadequate.

In this session, presenter Katie Wei, a former sales executive turned pricing strategist, will tell the story of how she moved a pricing team from performing data entry and transactional reporting to becoming a key player on the strategy team.


>> How to approach the business consultatively: ask questions, listen deliberately and uncover pain points >> How to collaborate on solutions and execute while increasing your sphere of influence >> How to monetize the value you’ve created for the organization and sell your strategic importance

Designed for pricers with moderate to intermediate levels of experience, this session will teach pricers how to approach these types of discussions by being prepared to protect the organization, maintain relationships, and build trust.


>> The role of analytics and how to leave emotions out of discussions >> How to apply negotiation skills within meetings and presentations >> To identify when they can create value and when they need to move on


>> To determine the appropriate level of pricing insights necessary for their sales team >> To drive organizational price and margin targets into the field >> To ensure price recommendation compliance

The good news is that modern pricing software solutions, powered by advanced algorithms and machine learning techniques, enable businesses to constantly analyze data on an unprecedented scale and drive intelligent sales strategies for this data driven world.


>> How a global manufacturer moved from anecdotal experience based sales pricing to data driven decision making >> The case for machine learning and learning from machines >> How a customer conquered change management issues when transitioning to data driven decision making


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>> FRIDAY, OCTOBER 26 1:50 PM - 2:30 PM

PRICING PRACTITIONERS MANAGING PRICING IN AN ORGANIZATION THAT “LITERALLY CAN’T EVEN” JORDAN MONTAG Senior Manager Pricing, Product & Strategy, Athlon Solutions

PRICING EXPERTS KEEPING PRICING COMPETITIVE IN A DIGITIZED WORLD

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B R E A K O U T


DATA SCIENCE

SMART RENEWAL PRICING:

MAXIMIZE REVENUE-GENERATING OPPORTUNITIES WITH AIPOWERED GUIDED SELLING

MAXIMIZE VALUE CAPTURE, MINIMIZE CHURN

CLIFF ISAACSON Director of Pricing Solutions, Syncron

NICK ZARB

MATT MCENERNEY

Senior Director, Simon-Kucher & Partners

Product Marketing Manager, CallidusCloud





A millennial marketing professional with zero pricing experience gets invited to build a value-based pricing department in an industry that has been implementing “cost-plus” strategies for 20 years. How do you build a pricing strategy in a practice or industry in which you have no experience? Where do you even begin, and how do you gain credibility for your pricing strategies when you are starting completely from scratch?

Technology is changing all around us, oftentimes at a faster pace than our ability to adapt. Online companies like Amazon, Uber and Zappos have cultivated an on-demand mindset, where customers expect what they want to be available and delivered whenever they want it – all for a reasonable price. Brands that want to keep pricing competitive in this wave of digitization need to embrace intelligent pricing solutions and methodologies, as well as emerging technologies like Artificial Intelligence (AI) and Internet of Things (IoT). With an increasing emphasis on maximized product uptime, or using predictive analytics to proactively repair products before they fail, brands must ultimately ensure their supply chains remain efficient and optimized to stay competitive.

Land and expand. A classic sales strategy. But this is often solely focused on product upsell or usage increases, instead of extracting the willingness to pay for what the customer already has. A sales person’s victory may be closing the deal, but a company’s victory is maximizing the lifetime value of that deal. Upsell and cross-sell are important, but renewals pricing is often more impactful. This is particularly true for those companies that have grown through acquisition, have recently enhanced their product, or have had low discount discipline historically.

AI-Enhanced Configure, Price, Quote (CPQ) empowers sellers to deliver on customer expectations by efficiently providing the right product mix at the right price. During this session you will learn how the intuitive guided selling process allows Sales Ops to move from a tactical focus to a more strategic pricing focus, how to protect deal margin health, and how to maximize revenue-generating opportunities through pricing optimization and increased cross-sells and up-sells.

Designed for pricers with limited experience or who are just beginning their pricing careers, this presentation will include tales of growth, failure and success, as well as lessons learned and key take-aways for building a department, experience, and credibility all at the same time.


>> What it’s like to be thrown into a practice you have no experience in >> How effective pricing management can deliver significant bottom-line growth >> Tips and tricks for gaining credibility when you are starting from scratch

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>> How to use a value-based pricing approach to tailor pricing to where your offering is unique >> How to leverage emerging technologies to modernize the way goods and services are priced >> How to stay ahead of disruptions like “Right to Repair” legislation and the grey market

In this session, designed for B2B pricers with moderate to intermediate pricing experience, attendees will learn how every renewal offer should be tailored to each customer.


>> How to identify customers that should be paying more >> How to segment price increases with confidence and use historic behavior to minimize churn risk >> How to ensure the sales team are prepared to defend proposed renewal prices



>> How to free up sales ops from tactical tasks to allow them to focus on strategic activities >> How to protect margins >> How to optimize pricing and increase up sells and cross-sells

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S E S S I O N S PRICING PRACTITIONERS PRICING TEAM TRANSFORMATION: THE TEAM, THE SKILLS AND THE TOOLS

AFTERNOON BREAK

2:30 pm-3:00 pm

3:00 PM - 3:40 PM

PRICING EXPERTS


LEVERAGING COMPETITIVE SOLIDIFY PRICING INTELLIGENCE AS A PARTNER TRANSFORMATION WITH SALES ENGAGEMENT AND BUY-IN IN PRICING DECISIONS

TARA L. THOMAS

PRAKASH BHATIA, CPP

Pricing System Implementation Manager, Nissan North America

Head of Global Sales Operations, Pricing & Competitive Intelligence, Lonza

DATA SCIENCE

CAPTURE THE VALUE FLAG:

UNDERSTANDING THE ROLE OF DIGITALIZATION AS A PRICING IMPERATIVE FOR ALL INDUSTRIES

SCOTT FRANCIS

KRISTEN HARRIS

President, Strategic Pricing Solutions

Senior Consultant, Simon-Kucher & Partners





As difficult as change can be, it is necessary in all functional areas of business, including pricing. In the growing practice of pricing, there are many components that continually evolve and expand. The efforts needed to maintain effective price points, informed and productive pricing teams, and relevant methods and tools can become overwhelming for pricers.

As levels of competition within various industries steadily increase, pricing executives are utilizing competitive pricing information when structuring product prices while leveraging data to ensure a competitive position within the market. Creating a formal relationship between pricing and competitive intelligence functions in order to support the collection and aggregate use of pricing data will ensure product prices are as viable as possible.

Transforming pricing organizations and improving profitability requires more than building a team of smart people and developing optimization models. You must also sell those optimized prices to customers and not capitulate at the first sign of resistance. Your sales team is your best ally in the battle to make price changes stick. Engaging sales to gain their buy-in and provide customerspecific expertise will help make your changes last.

Despite the ubiquity of “digitalization,” it can be difficult to identify the relevance of our increasingly data-based world across industries. As such, often our initial application of “digitalization” to pricing opportunities stops short: we leverage bigger data to better inform pricing decisions, and call it a day.

This workshop will provide key pointers on how to manage a transformation of your team, your approach to pricing, and the incorporation of key tools to maximize the effectiveness of your pricing activities. We will uncover pitfalls that can stifle a transformation, and provide tips on how to successfully maintain a development plan as methodologies continue to mature and change.


>> Who, what, when, and how to transform your team into world-class pricers >> Key roadblocks to avoid when modifying processes and tools >> How to maintain the improvement momentum


>> The value of Competitive Intelligence >> Skills to improve analysis >> Practical tools to help with insights

To make price improvement more durable, we will discuss how to develop price planning tools for the sales team, give sales some ownership of specific customer price changes, and engage executive management in setting overall price improvement goals and authority levels to increase profitability without sacrificing volume.


>> The critical role of sales and executive management in managing pricing changes >> How to develop price budgets that facilitate sales ownership of customerspecific pricing >> How to align the objectives of executive management, sales and pricing

In this presentation, we’ll explore the multidimensional aspects of digitalization and understand how to uncover hidden monetization opportunities for every type of business. We’ll talk through the process of expanding business model horizons to capture the full value delivered to customers, and discover ways to leverage pricing models as execution levers. Finally, we’ll review case studies that highlight the best ways to capture the full value you deliver.


>> Why digitalization requires us to re-evaluate our core offerings to uncover hidden monetization opportunities >> How to leverage strategic pricing models to achieve new monetization opportunities >> Tips, tricks, and best practices from the field on implementation


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K E Y N O T E

T O W N

Why a Town Hall Forum? You’ve asked for it and we’re delivering! Over the years, our attendees have asked for a deeper dive into keynote topics so that they can apply what they’ve learned to their specific needs and organizations.

>> THURSDAY, OCTOBER 25 PRICING PRACTITIONERS STEPHANIE YEE Vice President Transformation – Local Sales and Revenue Mgmt., Sysco “Bridging the Gap Between Sales and Pricing”

VARUN RATTA

SVP of Product Management and Chief Pricing Officer, Solenis “Building the Culture Around Pricing”

F O R U M

Join us on Thursday and Friday from 3:50 pm - 4:30 pm

for one of four opportunities to ask questions and spend time learning more from the Keynote of your choice during our town hall session. This is your chance to ensure key takeaways to implement when you return to the office.

3:50 PM - 4:30 PM

PRICING EXPERTS


RON KERMISCH

RAFI MOHAMMED, Ph.D.

Partner, Bain & Company “Is Pricing Killing Your Profits? How the Best Companies Set and Get the Right Price”

>> FRIDAY, OCTOBER 26

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H A L L

DATA SCIENCE DR. MICHAEL WU Chief AI Strategist, PROS

Founder, Culture of Profit “Implement Good-BetterBest Pricing to Generate Higher Profits”

“How the Pricing Industry Can Realize the Benefit of AI”

3:50 PM - 4:30 PM KRISTY RENNIE

ADAM ECHTER

PRADEEP SURYANARAYANA

Sr. Director, Finance, PayPal, Inc.

Director, Sales Operations, Sony Electronics “Driving Performance With Efficient Pricing and Rebate Programs”

“When Pricing is a Four-Letter Word”

Senior Director, Simon-Kucher & Partners “The New Era of Pricing: Why Industrial Goods Pricing Will Change More in the Next 3 Years than the Past 3 Decades”

HOTEL INFORMATION & RESERVATIONS

The Renaissance Dallas Addison Hotel is the host for the PPS 29th Annual Fall Pricing Workshops and Conference Set conveniently in North Dallas, the Renaissance Dallas Addison Hotel offers guests not only an ideal location but also superb service, spacious rooms and exceptional event venues. Our prime location is within walking distance of Addison Circle Park, as well as popular restaurants, entertainment and the DART. The famous Galleria Dallas is less than three miles away and major airports are nearby. Unwind in our well-appointed hotel rooms and two-story suites. Enjoy travel comforts like premium bedding, free

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Wi-Fi, ample desks and 24-hour room service. You can stay fit while visiting Texas by using our modern gym and seasonal outdoor pool. You can also pamper yourself at our luxury salon and spa or indulge in a savory meal at Noell JCT restaurant and lounge. Register today at: https://book.passkey.com/gt/216239046?gtid= 4dc4a10543158326bf641256c582802a


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C O N F E R E N C E

OPTIONS AND PRICES OPTION

I N F O R M A T I O N NON-MEMBER MEMBER

1 Fall 2018 CONFERENCE ONLY (October 25-26) ............................................... $2,095 ...... 2 Fall 2018 CONFERENCE + 1-DAY WORKSHOP .................................................. $3,095 ...... 3 Fall 2018 CONFERENCE + TWO 1-DAY WORKSHOPS ................................... $3,895 ...... 4 Fall 2018 CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE ....... $6,295 ....... 5 Fall 2018 CONFERENCE + 1 WORKSHOP + ONLINE CPP BUNDLE ....... $5,395 ...... 6 Fall 2018 TWO 1-DAY WORKSHOPS ONLY ........................................................... $2,495 ...... 7 Fall 2018 1-DAY WORKSHOP ONLY .......................................................................... $1,895 ....... OPTION 1: Includes the PPS Conference on October 25th & 26th. All Non-PPS Members receive a complementary 6 month membership when a purchase is made at the non-member rate. OPTION 2: Includes one of the Full-Day CPP Workshops on October 23rd or 24th and the PPS Conference on October 25th - 26th. Several combinations are provided for more flexibility and maximum benefit to you. OPTION 3: Includes two 1-Day Workshops on October 23rd & 24th in addition to the conference on October 25th & 26th.

INCLUDED WITH YOUR REGISTRATION • Workshop Attendees who complete and pass the Post-Workshop Quiz will receive credits towards their CPP designation.

• All Conference attendees will receive all of the conference presentations. • Breakfast, refreshments and lunch are served during Workshops & Conference days. • All Conference attendees are invited to the Conference Reception on Thursday afternoon, October 25, 2018.

$1,795 $2,795 $3,595 $5,995 $5,095 $2,195 $1,595

OPTIONS 4 & 5: These packages are designed to get your CPP Certification quickly without having to rely on subsequent budget approvals. Packages will allow you the opportunity to earn 6 CPP Credits. You will receive the Full Conference package including a Full-Day Workshop(s), plus 4 or 5 (depending on option selected) additional Online Pricing Courses of your choice, as well as the CPP Certification Exam package - which includes the complete study guide, online study sessions and the CPP exam.

•4 th Attendee Free When 3 people register from the same firm at the same time, a 4th person may register for the Conference free of charge. •P PS Member Discount Active Professional Pricing Society members receive discounts! When registering several people at the Member rate, please make sure that you have one of the Corporate Membership plans to receive discounts for everyone. Individual Annual Membership in PPS is $400. The Corporate 5 Member plan is $1,000; Corporate 10 Member plan is $1,500; and the Corporate 20 plan is $2,500.

PAYMENTS, SUBSTITUTIONS AND CANCELLATIONS POLICIES

You may make payment by wire transfer or electronic bank draft or credit card, or online at https://pricingsociety. com/conferences/fall-pricingworkshops-conference. You may substitute attendees at any time prior to the start of the conference with no penalty. You may cancel by October 2, 2018 and receive a refund, minus a 20% administration fee.

REGISTER ONLINE TODAY!

Register at https:// pricingsociety.com/ conferences/fall-pricingworkshops-conference.

REMEMBER: THE 4TH ATTENDEE IS FREE! When 3 people from the same firm register at the same time, the 4th registrant can attend FREE of charge.

DRESS CODE

Attire is business casual. For your own comfort in meeting rooms, we recommend that you dress in layers.

15201 Dallas Parkway Addison, Texas 75001 +1.972.386.6000 OCTOBER 23-26, 2018 | DALLAS | #PPSDALLAS18

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