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PPS Pricing Podcast

English, Finance, 1 season, 63 episodes, 19 hours, 31 minutes
About
The Professional Pricing Society’s mission is to nurture a growing community of pricing professionals committed to disseminating pricing expertise throughout the business world. In short, we connect great ideas with great people. Learn about our MANY resources for pricing professionals globally and membership opportunities at pricingsociety.com.
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Telling Persuasive Pricing Stories to Executives

The topic of pricing can be complex, abstract, quantitative, and dry. That makes it difficult to write about, especially when you are trying to persuade someone to adopt a new strategy or take specific actions. This podcast will look at several ways that pricing practitioners can improve their writing and tell persuasive pricing stories. Frank Luby has over 25 years of experience in pricing and over 40 years as a writer. After an 8yr run as partner at Simon-Kucher and Partners, he co-founded Present Tense LLC in 2014 to help business professionals improve their communication. He has served as a writing partner on award-winning and best-selling books, including Game Changer and The Invisible Game. He is co-author, together with Hermann Simon and Frank Bilstein, of the book Manage for Profit, Not for Market Share. Frank also will be at our fall conference in Las Vegas, Frank will conduct his highly rated writing workshop once again.
6/14/202422 minutes, 7 seconds
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Stop the Quoting Madness: Use AI To Make Life Easier

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, step-by-step approach to respond to request for proposals or quotes (RFP, RFQ). Many data components can be quickly executed by AI and can be rerun nearly instantaneously to address changes
4/11/202422 minutes, 16 seconds
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Revitalize Your Pricing Strategy

Markets, competitors, and customers are always changing – and last year’s pricing may be stale based on today’s circumstances. Pricers must have the skills to keep up with the dynamic nature of value drivers in order to help drive pricing power for their organization. In this podcast, we’ll do a deep dive on how to monitor dynamic value drivers and their impact on keeping your pricing strategy fresh.
3/8/202414 minutes, 55 seconds
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B2B Pricing in the Era of AI & Data Science

Join us in this engaging podcast episode as we explore the dynamic world of B2B pricing with Vivek Anand, a seasoned expert of AI and Data Science. Delve into real-world applications, from crafting robust segmentation solutions to addressing complex pricing challenges. Learn how Vivek has measured the tangible value of their solutions for Fortune 500 companies and successfully driven adoption within sales teams. Discover the broader landscape of B2B commerce where AI and data science play pivotal roles and gain insights into potential concerns with the increasing use of AI, particularly in the context of Gen AI. This conversation promises to be a deep dive into the transformative power of technology in reshaping the B2B pricing landscape.
2/16/202431 minutes, 54 seconds
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Hot Pricing Topics for 2024

President of the Professional Pricing Society, Kevin Mitchell, steps into the PPS Podcast to share with us what he believes to be the hottest topics of the year for the pricing profession and what "pricers" in the new year. Attendees Will Learn: What’s New and What’s Next for Pricing Professionals in 2024 How to Use “Arts and Sciences” to Gain Traction Inside and Outside of your Organization How to Use Analytics and Insights for Profitable Growth The Latest Offerings PPS is Bringing to Its Members
1/30/202429 minutes, 56 seconds
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Pricing Sustainability-as-a-Service for Autonomous Urban Mobility

We will explore how this visionary concept can transform cities, making them more sustainable and vibrant, and discuss the integration of frameworks like SBTi and TCFD. We also can touch upon historical parallels in pricing strategies. Athba Samarai is a visionary leader with over 18 years of progressive experience in financial management and strategic commercial solutions who is recognized for possessing a deep commercial insight and pioneering entrepreneurial mindset. She excels in nurturing mutually beneficial partnerships, crafting innovative problem-solving approaches, and successfully addressing intricate pricing challenges influenced by market dynamics. She has served as a catalyst for transformative change and exhibit adept team leadership, consistently motivating teams to achieve peak performance. She has demonstrated proficiencies in SAP, Tableau, ERP systems, and Lean Six Sigma methodologies. Furthermore, her bilingual proficiency in both Arabic and English fosters seamless cross-cultural collaboration, enhancing their effectiveness in diverse business environments.
11/6/202321 minutes, 28 seconds
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What Does it Take to Be Successful with AI

Join Heather Richey and Kaavya Muralidhar to talk about what it takes to be successful with AI in your pricing practice. In this discussion, we will walk through what you need to know about AI, how to tell if your organization is ready to use AI, and how to measure success.
11/2/202320 minutes, 55 seconds
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Pricing As A Team Sport

This conversation will focus on the importance of transforming your pricing processes to meet evolving B2B buyer needs. When you decide to embark on transformation, that’s only the first step! Listen in to learn about who to include and why to ensure successful adoption and return on investment.
10/5/202313 minutes, 44 seconds
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Pricing Strategy as a Game Changer for Businesses

Jean-Manuel Izaret (JMI) is the global leader of BCG’s Marketing, Sales, and Pricing practice. Before joining BCG in 1997, he received a PhD from Ecole Centrale in Paris. As a Bruce Henderson Institute Fellow, he has studied pricing model innovations in technology, biopharma, industrial goods, financial services, and consumer services. He also explored how pricing and economic models could help solve issues such as education and climate change mitigation. JMI lives in Berkeley, California.
9/22/202324 minutes, 42 seconds
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Driving Pricing Power Through Innovation

Finding new ways to create value is critical. Monetizing that value effectively year over year? Even more so. However we’re all facing headwinds as investment budgets are becoming more scrutinized and expectations around price justification are returning to pre-pandemic levels. Leaders need a simple approach for how to price innovative solutions in a logical, simple and repeatable way to prioritize initiatives that drive pricing power and sustainable growth. This workshop will present a simple and systematic method for pricing new solutions. Adnan Akbari, Senior Director of Pricing Adnan specializes in helping firms commercialize software-based offerings. He has almost 20 years of experience in consultative and in-house roles across energy management, technology, and insurance, leading growth initiatives within Fortune 500 companies focused on building pricing organizations, service offering development, and sales strategy. He has an MBA from the Tepper School of Business at Carnegie Mellon University and a BS in Information Systems from DePaul University. Derek Neal, Engagement Manager  Derek is responsible for managing pricing projects for cross-industry clients, working with client teams to improve profitability and market position. He has over ten years of operational and consulting experience within the enterprise software, private equity, and financial services industries. Derek holds an MBA from the Kellogg School of Management at Northwestern University and a BS in Operations Research from Columbia University.
9/22/202325 minutes, 10 seconds
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Rethinking Cost-Plus: The Journey to Market-Based Pricing

Effectively pricing spare parts remains a substantial challenge for machine manufacturers, as an estimated 73% of commodity parts are sold below their optimal price points. Traditional pricing models, such as cost-plus and value-based pricing, exhibit significant limitations in this evolving market. To navigate these challenges, Original Equipment Manufacturers (OEMs) must adopt market-based pricing strategies. This approach not only enables them to enhance their parts business but also accelerates revenue growth and cultivates stronger customer loyalty.  Tim Geyer leads MARKT-PILOT in North America. Prior to joining MARKT-PILOT, Tim led the charge into new markets helping international startups scale. Additionally, he was a member of the Energy Strategy practice of Accenture. Early in his career, Tim was an innovator in the manufacturing industry driving revenue in sales and service roles. Learning at the forefront of new technology inspired Tim to help lead the change in the aftermarket parts industry with MARKT-PILOT. He brings to the US market, best practices from 100+ European manufacturers to share with OEMs across the US and Canada. Tim earned his BA in Industrial Management from DHBW Stuttgart and his MSc in International Business Development from ESB Business School with research stays in Rotterdam and Melbourne. Tim is also an active tennis player and avid soccer fan, rooting for VfB Stuttgart every chance he gets. 
9/12/202319 minutes, 59 seconds
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Understanding Pricing Power with Kevin Mitchell and Jeet Mukherjee

Jeet Mukherjee of Holden Advisors and Kevin Mitchell of Professional Pricing Society discuss the significance of pricing power ahead of Jeet's keynote speaking session at our Fall Workshop and Pricing Conference in October!
9/6/202326 minutes, 7 seconds
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A Complete Pricing Journey

In this podcast Fred Zornig will briefly comment on the pillars of strategic and effective price management. Going through strategies, segmentation, perceived value, commercial policies, elasticity, optimization and governance. The objective is give an idea of the topics that we will delve into during the workshop that will be held in Atlanta.
8/31/202315 minutes, 54 seconds
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Inflation & Beyond: Pricing Strategies for B2B Volatility

As input prices rose astronomically, margin leakage followed for many companies. This is because the legacy tools and processes being used to pass through cost changes were completely inadequate to deal with inflationary pressures. Our current wave of volatility - embodied by slowed growth, high interest rates, and potential recession – is applying pressure in the opposite direction. Companies equipped to know where, when, and by how much prices may need to decrease will be in the best position to maintain margins and avoid losing volume.
8/29/202321 minutes, 30 seconds
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The Expert Guide to Retail Pricing

This conversation sheds light on a new book by the CEO and Founder of Rapid Pricer, Kiran Gange, and is centered around analytics based pricing approaches for maximizing margins for retailers.
8/10/202311 minutes, 1 second
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The Curiosity of Pricing - A Workshop Post-Conference Discussion

A discussion covers what was received and experienced at our a workshop, spear-headed by Hillary Gretton, that took place during our 2023 Spring pricing and workshop conference. Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be? “Hillary Gretton is Associate Director, Access & Contract Analytics with Jazz Pharmaceuticals. She has extensive experience with both the “hows” and “whys” of best pricing practices, and values the importance of managing both the data/technology as well as the people and communication aspects. Hillary is a proud CPP alumna and earned her MBA from the University of Redlands.”
7/31/202314 minutes, 19 seconds
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How to Lead a Pricing Project to Success

Scott Sinning has a passion for pricing and learned about leading pricing projects during his years of experience as VP of Pricing Strategy for Graybar Electric, a $10B wholesale distributor.  Like many of you listening, he’s sat in the pricing leader hot seat.  He now runs his own consulting firm focused on helping companies and their pricing leaders achieve success faster.  Scott has also been a frequent speaker at PPS conferences and is a Certified Pricing Professional.
7/16/202321 minutes, 22 seconds
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Pricing with Evolving Value in a Professional Services Industry

Michael Compton is Director of Firm Strategy and Leader of the new Pricing function at Edward Jones. He has 16 years’ experience in the Full Service Financial Advisory industry in various product profitability, pricing and analytics roles. He specializes in translating business strategies into pricing recommendations and helping define pricing capabilities. He recently started his journey towards earning the CPP in 2022 and he has an MBA from the University of Georgia.
6/22/202318 minutes, 1 second
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How to Optimize Pricing Through Sales Activation

Let’s face it—the moment of truth in pricing and sales is how well your sales force can negotiate and defend the prices you’ve set. Many organizations fall short of profit potential due to misalignment between price setting teams and price getting teams. In this session, we’ll dive deep to understand and navigate the intersection of pricing and sales to empower your commercial team to defend both price and value. Pete Morelli is a Vice President at Holden Advisors and leads the company’s sales consulting practice. He helps organizations gain clarity around the value they provide, with sales and negotiation strategies to win more deals at higher prices. Pete joins us with 20+ years of experience in procurement, sales and pricing transformation, and deal coaching.   Adnan Akbari, Senior Director of Pricing at Holden Advisors, is responsible for helping clients grow by realizing the full potential of their offerings. Prior to joining Holden Advisors, he spent the last 12 years of his career focused on growth initiatives within Fortune 500 companies including building pricing organizations, service offering development and sales strategy.
4/11/202323 minutes, 6 seconds
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The Curiosity of Pricing

Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be? “Hillary Gretton is Associate Director, Access & Contract Analytics with Jazz Pharmaceuticals. She has extensive experience with both the “hows” and “whys” of best pricing practices, and values the importance of managing both the data/technology as well as the people and communication aspects. Hillary is a proud CPP alumna and earned her MBA from the University of Redlands.”
3/16/20238 minutes, 54 seconds
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How Best to Utilize AI in B2B Pricing

Artificial intelligence is making an impact on many industries and pricing is one among them. While a completely automated pricing solution for B2B is still far away there are many innovations that have already been built specifically for B2B pricing professionals. These innovations can be leveraged today and our workshop will cover on how to do this. Kiran is the CEO and founder at Rapid Pricer, an Artificial Intelligence based company in Amsterdam that specializes in reducing food waste through real time pricing for retailers. Previously, he had founded CustoLogix in the year 2008 to help retailers leverage analytics and mathematical capabilities for pricing and promotions. Recently, Kiran has also founded Global Launch Base, an internationalization consulting firm in 2021 which helps European companies with international go-to-market strategies and market launches. Biography He has over 16 years of experience launching innovative technologies around the world. He has consulted on behalf of large consulting companies such as PwC, IBM and Kurt Salmon at some of the largest retailers in the world. His entrepreneurial experiences include successful ventures in the Silicon Valley, Mexico City, Bangalore, Amsterdam and New Delhi. He holds a Bachelor's Degree in Mechanical Engineering with honors from the Bangalore Institute of Technology and an MBA from the Pepperdine University on a full merit scholarship.
3/16/202315 minutes, 31 seconds
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Fearlessly Raising Prices

With inflation, costs are going up, margins are being squeezed, companies need to raise prices, but many are scared.  They may have already had a price increase and are afraid of another.  What should they do? Mark Stiving is an educator at heart and a pricing enthusiast by education and experience. He has led, coached, and taught businesses about value-based pricing for 30 years. Mark has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit. He started and sold three companies and has written three books on pricing and value:  Impact Pricing; Win Keep Grow; and Selling Value. His biggest thrill is helping clients have Aha moments.
3/16/202315 minutes, 49 seconds
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How to Grow Your Top Line in a Down Market

As the economic outlook continues to be murky, plenty of companies are making cuts. But you can’t cut your way to prosperity. There are often-overlooked opportunities to grow the top line — a lot and fast, even in the face of a down market. Jason McDannold and Yale Kwon lead the private equity commercial transformation practice at AlixPartners and would like to discuss several key tactical opportunities on how to sustain growth in a downturn economy. AlixPartners is a results-driven global consulting firm that specializes in helping businesses respond quickly and decisively to their most critical challenges—from urgent performance improvement to complex restructuring, from risk mitigation to accelerated transformation.
3/1/202324 minutes, 40 seconds
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Beating Inflation and Agile, Concrete and Effective Corporate Guide

Beating Inflation explores how inflation affects all aspects of a business. This is not a pricing book, but it dives into all areas of the operations of a business and how they need to respond differently to inflation. Adam Echter is a Partner and Head of the Silicon Valley office at Simon-Kucher. For 17 years, Adam’s career has focused on value-based sales. He gained 12 months of focused sales training at The Timken Company and then worked in outside industrial sales for the next five years. During his time in industry, Adam developed his sales skills from outside sales to restructuring, engaging, and empowering sales teams for industrial companies of various sizes, ranging from 100 million dollars to several billion. He has helped design pricing and sales organizations on three continents, installed enterprise-level pricing software for several Fortune 100 companies, and supported sales engagement for thousands of sales professionals around the World. Adam joined Simon-Kucher in 2012 and his consulting activities have focused on sales excellence, value definition and communication, business model transformation, and pricing. He is a regular speaker at the Professional Pricing Society, industry-specific events and lectures at several universities on the topic of pricing. A native of Upstate New York, Adam earned his bachelor’s degree in mechanical engineering from the University at Buffalo and his MBA in finance from the University of Rochester’s Simon School of Business.
2/22/202325 minutes, 33 seconds
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Pricing As a Growth Lever for SaaS Companies

SaaS companies have historically overlooked pricing as a lever for growth, focusing instead on customer acquisition. But with many customers tightening their belts and investment capital harder to access, the fundamentals are more important than before. New pricing strategies such as Usage Based Pricing are coming into the spotlight. Experimenting with and implementing metering and hybrid pricing strategies in 2023 can not only help SaaS companies retain customers and survive, but an innovative new strategy could even unlock previously untapped avenues for growth.
2/15/202319 minutes, 39 seconds
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A Holistic Approach to Pricing Power

Per is a thought-leader in all things pricing with a specialization in teaching companies how they can use pricing to drive higher growth, sales volume, and profits. He is a sought-after speaker for major conferences, appears regularly on podcasts and business radio shows, and is regularly quoted in the financial and business press. His new book, “The Price Whisperer - A Holistic Approach to Pricing Power” is available at booksellers nationwide and online.
1/9/202323 minutes, 42 seconds
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Designing an Analytics-Based Pricing Framework

This episode will be geared towards introducing the audience to the best practices in pricing processes from around the world which can be implemented immediately.  We will conclude this episode with a look ahead on how some of the latest  technologies can be implemented into the pricing frameworks of the future.  We will answer questions like: -Can I use any best practices for quick wins with pricing?  -How does pricing work differently in times of high inflation?   -What is the difference between pricing infrastructure for B2B and B2C?  -What aspects of pricing should be handled in house vs outsourced?  -What aspects of pricing should be handled by personnel vs automated?  And much more! Speaker Info: Kiran Gange is the CEO and founder at RapidPricer, an Artificial Intelligence based  company in Amsterdam that specializes in reducing food waste through real time  pricing for retailers. Previously, he had founded CustoLogix in the year 2008 to help  retailers leverage analytics and mathematical capabilities for pricing and promotions.  Kiran has also founded Global Launch Base, an internationalization consulting firm in  2021 which helps European companies with international go-to-market strategies and  market launches.  He has over 16 years of experience launching innovative technologies around  the world. He has consulted on behalf of large consulting companies such as PwC, IBM  and Kurt Salmon at some of the largest retailers in the world. His entrepreneurial  experiences include successful ventures in the Silicon Valley, Mexico City, Bangalore,  Amsterdam and New Delhi. He holds a Bachelor's Degree in Mechanical Engineering  with honors from the Bangalore Institute of Technology and an MBA from the  Pepperdine University on a full merit scholarship.
12/2/202215 minutes, 35 seconds
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B2B Pricing Best Practices: Real Case Studies & Pricing Experts

Business-to-Business companies are facing an unprecedented number of challenges now including pressure from customers’ purchasing departments, uncertain supply chains, raw materials cost changes, turbulent times, and more. This podcast will discuss best practices that you and your company can use to capitalize on your opportunities. Instead of academic theories, we will review real-life examples where companies used business acumen and the value they provided to the marketplace to thrive despite the obstacles that they faced.
12/1/202221 minutes, 6 seconds
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Democratizing Access To Better Pricing

Speakers Matt Johnston, Founder and CEO of EPIC Conjoint, and Robert Ribciuc, Managing Partner of EBITDA Catalyst, provide answers to pressing pricing questions centered around democratizing access to better pricing  methods. They address concerns such as: 1. Why expanding access to better pricing tools and insights to more actors in the economy matters. 2. How Epic Conjoint is creating faster, more accessible solutions for pricing research. 3. How EBITDA Catalyst is using its Mission-Driven Pricing framework to contribute pricing insights to SMBs, start-ups and non-profits. In addition they'll answer questions like: a) What does “democratizing access to better pricing” mean to each of you? b) Why is this something you get excited about? c) Can you give me an example or two from your specific firm’s work? d) Is democratizing access not, at some level, cannibalizing higher value business? e) How does knowing each other and that both of you care about this help you as you balance this against other priorities?
11/23/202226 minutes, 15 seconds
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Trends & Pricing Strategies for This Holiday Shopping Season

Simon-Kucher consumer and retail expert and Partner, Shikha Jain, discusses the expectations and best practices for this holiday shopping season, including trends in consumer behavior and spending, the impacts of inflation on shopping carts and budgets, where and when you will see shoppers, and the effects of rising inventory glut. Jain answers questions such as: - Discuss the Holiday Shopping study and what it exposes about inflation and other economic trends in 2022. - How can retailers respond to these trends? - Do shoppers value experiences or products more now, considering the pandemic?  - Which promotions should shoppers expect the biggest discounts from this season? - Why is Black Friday, in general, important to a company's bottom line? - Which group of shoppers will be doing the most shopping this season?
11/14/202230 minutes, 48 seconds
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Barrett Thompson: The Omnichannel Dilemma

Customers expect their vendors to offer them a seamless omnichannel buying experience across all sales channels. Omnichannel selling creates a dilemma for B2B pricing teams due to inherent product and price complexity and the widespread practice of negotiated pricing. How do you offer the right price, accurately and immediately, whether a customer interacts with a visiting sales rep, a service rep at a branch counter, a call center rep or your web shop?
9/29/202219 minutes
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Robert Ribciuc

Robert Ribciuc by Professional Pricing Society
4/15/202224 minutes, 57 seconds
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"Selling Value" w. Mark Stiving of Impact Prcing & #PPSCHI22 Breakout Speaker

Salespeople always seem to ask for discounts. Do we really need to approve them? They are told to sell value, but if they don’t even know what value means, how can they? Let’s talk with Mark about how we can help salespeople win more deals, at HIGHER prices.
3/21/202212 minutes, 15 seconds
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Behavioral Pricing: Shifting The Paradigm

The value-based pricing model as well as the respective tools like conjoint analysis are still building on the assumption that customers behave like the famous ‘Homo economicus’ – perfectly informed selfish and rational decision makers with stable preferences. In other words, value-based pricing is leaving significant margins on the table, as it is not really capturing the psycho-logics and predictable mistakes in human purchase decisions. Behavioral Pricing is equally well equipped to develop an optimal pricing strategy as it is to provide appropriate tools to actually execute it. Besides helping to design more profitable pricing strategies, it will also help to minimize the famous clash between pricing and sales when strategy hits practice at the end of the day.
11/23/202127 minutes, 2 seconds
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B2B Pricing In Inflationary Periods

We are living in a period characterized by inflation and volatility. Over the past year, the increase of commodities and business expenses have put a strain on the bottom line. This problem is exacerbated by the fact that customers are struggling with the same input cost shifts and seismic changes in demand making it difficult to simply pass on cost increases. Through practical examples, participants will be armed with a blueprint of how to take immediate action.
9/29/202121 minutes, 48 seconds
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CPQ: Configure Price Quote - The Total Business Approach

Configure, Price, Quote “CPQ” is a business process supported by software technology and includes much more than just what the names suggest. It is an old methodology from the 1970’s that has become a hot topic today. It is not just the software, it is a total business process approach. If you want to learn how CPQ works, what it really means and why it is the most powerful tool for any corporation please join us for this podcast. As an added bonus, we will cover how to avoid the major pitfalls inherent in CPQ as well. Learn more about Lydia Di Liello, CEO and Founder, Capital Pricing Consultants: http://capitalpricingconsultants.com/
2/23/202114 minutes, 58 seconds
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Close the Pricing-Rebate Management Loop

Most pricing professionals agree that they are not using rebates effectively, because it makes their pricing strategy overly complex and the permutations and combinations on rebates themselves become unmanageable. Simple questions such as, what rebate is a customer eligible for – or is likely to become eligible for – based on their performance, in a month, quarter, or year –are all too hard to answer. Enter- Machine learning. When pricing and rebate management processes are seamless and intelligent, rebate offers can become increasingly sophisticated, deal margin visibility will improve, and corporate financial proformas will become more accurate.
9/24/202012 minutes, 43 seconds
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Negotiation Skills For Pricers And Sales

Businesses face unprecedented pricing pressure as a direct result of sophisticated procurement organizations. Pricing, sales and finance leadership across all industries are engaging in challenging negotiations with highly trained procurement professionals. This course provides specific actionable negotiation strategies, as well as examples and tactics to refute even the most difficult procurement group. Help your sales, pricing and finance teams up their game and capture more of the value that they deliver to their customers.
8/25/202016 minutes, 2 seconds
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Human Capital in Pricing

Diversity, inclusion, and equity matter deeply to businesses, but even more to the pricing function. How can equity drive smarter pricing decisions and grow your bottom line? In our latest Pricing Podcast, Hillary Gretton, MBA, CPP, Associate Director, Commercial Data Strategy with Greenwich Biosciences is sharing how she approaches Human Capital in Pricing. Check it out here. Would you like to hear more and ask Hillary your questions about Human Capital in Pricing? Join us for the 2020 PPS Virtual Summit on March 4 to hear even more and ask your questions live. The Summit is By Practitioners, For Practitioners. Secure your seat today at pricingsociety.com.
2/18/20207 minutes, 38 seconds
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Competitive B2B Pricing For Complex Systems

Complex systems are a challenge to price due to many components, but mainly that no two solutions are the same. So how do we avoid the pitfalls of margin percentages and measurements that have nothing to do with our customers perceptions of value or the competitors offer? The solution is a methodical approach to consistently deriving an understanding of market pricing. This session covers a thorough-level review of the approach refined over 29 years. Visit pricingsociety.com to register!
2/10/202012 minutes, 44 seconds
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The Successful Pricing Transformation Journey

Did you know that complex organizational structures can make or break your pricing journey? The navigation of these structures is a required skill. So how would you spend the first 6 months of a pricing transformation journey? In our latest Pricing Podcast, Stephan Liozu of Thales is sharing how he approached their transformation under his leadership. Do you want to learn more and ask Stephan your questions about Pricing Transformation? Join us for the 2020 PPS Virtual Summit on March 4 to hear even more and ask your questions live. The Summit is By Practitioners, For Practitioners. Secure your seat today! pricingsociety.com.
2/7/202014 minutes, 38 seconds
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Dynamic Pricing's Real World Application

As pricing technology becomes more and more sophisticated, incorporating complex data analysis and using AI and Machine learning to optimize and deploy pricing, we’re seeing a wider acceptance of Dynamic Pricing. Industries like airlines, hospitality, and ride-sharing have led advances in dynamic pricing, but other industries are now opening up to the possibilities. Both B2C and B2B companies are looking at incorporating Dynamic pricing into their strategies. We’ll talk about less obvious industry examples like Vail Resorts’ dynamic ticket pricing, and Lyft’s B2B strategy. True Dynamic Pricing goes hand in hand with AI, as the real-time analysis and automated deployment of prices go beyond the physical capabilities of a pricing team. Whether pricing is being adjusted hour-to-hour or only week-to-week, AI can simulate and predict demand to optimize pricing for changing market conditions.
4/9/201916 minutes, 19 seconds
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The Future Pricing Organization

Lisa and Praks discuss the layout of the future pricing organization and new technologies being launched and how that translate for the pricing function.
10/16/201811 minutes, 7 seconds
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Negotiation Skills for Pricers and Sales

Lisa of from PPS discusses with Lydia and Chris practical pricing and negotiation approaches to counter the most challenging procurement strategies. We will also discuss how the procurement organization has evolved to its current sophisticated 21st century model and the implication of this evolution for suppliers.
10/5/201816 minutes, 30 seconds
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Pricing Strategy Execution

Lisa and Navdeep discuss how pricing leaders can achieve pricing excellence and unlock the hidden price factory within their organization through continuous improvement methods adapted specifically for pricing.
10/3/201814 minutes, 56 seconds
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Artificial Intelligence in Revenue Management Podcast

Artificial Intelligence in Revenue Management In the latest #PricingPodcast by the Professional Pricing Society, Lisa Fisher, Senior Director of Marketing and Communications talks with Alex Shartsis, CEO of Perfect Price, about his presentation at the PPS 29th Annual Spring Pricing Workshop and Conference in Chicago. Alex will present a 45-minute discussion on Artificial Intelligence in Revenue Management. In this podcast episode, Alex and Lisa discuss why this topic is relevant in today’s marketplace and what valuable insights this presentation will provide to help businesses realize the importance AI and where it has been successful.
4/19/201818 minutes, 33 seconds
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Intro To Pricing On Purpose: Creating & Capturing Value

This podcast will give you alternatives to pricing your products and /or services based on customer-perceived value, rather than cost-plus pricing methods. By
2/6/201812 minutes, 44 seconds
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Pricing and Corporate Strategy

In Pricing and Corporate Strategy, Tim J. Smith, Ph.D. will share how leading firms are integrating different pricing and price management techniques throughout the corporation to maximize both growth and profitability. We will discuss the culture, structure, and process for getting pricing done right. Pricing and Corporate Strategy will clarify the areas where technology can accelerate progress and where managerial judgement calls are fundamentally required. Presented by: Tim Smith, Ph.D., CPP
4/14/20176 minutes, 46 seconds
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How Machine Learning Works In Pricing

In this Pricing Podcast Alex Shartsis of PerfectPricing details how machine learning will impact the pricing industry and improve business. The term “machine learning” is popular within the pricing industry at the moment, but what do pricing professionals need to know? How can this trend translate from a buzzword to improved business for various industries? Presented by: Alex Shartsis
4/4/201730 minutes, 56 seconds
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Pricing and Selling: Strategies and Tactics to Win with 21st Century Procurement

Learn how to adapt your pricing and selling strategies to win with 21st century procurement. Come join us and learn firsthand from instructors who have worked in and teach Global Procurement and Strategic sourcing! Attendees Will Learn: • What 21st century buyers really want from their suppliers • Five key procurement goals that should be considered in your value selling and pricing strategy • How to adapt pricing strategy based on procurement’s supplier segmentation model and strategic sourcing strategies Presented by: Lydia Di Liello & Christopher Provines
3/30/201711 minutes, 54 seconds
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Uncovering Unauthorized Sales that Negatively Impact Pricing

The rise of unauthorized sales of discounted products in marketplaces today is eroding the prices and margins for many businesses. Distributors and retailers have to reduce their prices to match the discounts on online marketplaces, and distributors and retailers are in turn demanding lower prices from manufacturers. All of this is causing a cascading effect on companies’ prices and margins that are dramatically reducing company profits. Whitney Gibson, partner at the law firm Vorys, Sater, Seymour and Pease and head of the internet brand and reputation group discusses this issue and ways brands are fighting back in this #PricingPodcast. Presented by: Whitney Gibson
3/23/201721 minutes, 54 seconds
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Current Trends In Pricing

Lydia DiLiello, Founder and Principal of Capital Pricing Consultants LLS, shares expert forecasts about the pricing industry landscape so practitioners can improve their business. Learn from Lydia in-person during the Spring Pricing Workshops and Conference Event: #PPSCHI20! About Lydia: Lydia is the founder and principal of Capital Pricing Consultants LLC, a Revenue Management consultancy dedicated to achieving sustainable increased profitability for clients through strategic, operational and tactical recommendations. She brings more than 23 years of global revenue management and pricing expertise to her clients having served Fortune 50 and startup companies. Lydia is a member of the Board of Advisors for the Professional Pricing Society and is a frequent contributor to pricing industry publications and social media including The Pricing Advisor and The Pricing Journal. For more information about Lydia: https://pricingsociety.com/current-trends-in-pricing-featuring-lydia-diliello/
2/13/201717 minutes, 5 seconds
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Monetize Your CPQ Investment

Configure Price Quote (CPQ) monetization makes it easier to sell priced (monetized) services. Some of the new CPQ strategies may seem difficult to understand, but pricing expert Lydia DiLiello makes it easy to understand how to make them work for your business. About Lydia: Lydia is the founder and principal of Capital Pricing Consultants LLC, a Revenue Management consultancy dedicated to achieving sustainable increased profitability for clients through strategic, operational and tactical recommendations. She brings more than 23 years of global revenue management and pricing expertise to her clients having served Fortune 50 and startup companies. Lydia is a member of the Board of Advisors for the Professional Pricing Society and is a frequent contributor to pricing industry publications and social media including The Pricing Advisor and The Pricing Journal. For more information about Joanne, view the full blog post: https://pricingsociety.com/podcasts/how-to-monetize-your-cpq-investment/
2/13/201715 minutes, 9 seconds
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Partnering with Sales: Best Practices for Sales Execution

In this #PricingPodcast, expert Joanne Smith shares strategies to improve sales partnerships in pricing. About Joanne: Joanne Smith is the author of The Pricing and Profit Playbook (Bradley Publishing – October 1, 2013), and the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. She achieved her B.S. from Drexel University and completed Advanced Marketing and Sales Courses with Kellogg School of Management Program. She is a certified Six Sigma Champion. For more information about Joanne, view the full blog post: https://pricingsociety.com/partnering-with-sales/
2/10/201711 minutes, 11 seconds
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Goodbye Spreadsheets, Hello Profit Margins: Mastering Service-Parts Pricing

Leading manufacturers from around the globe are now optimizing their service parts pricing to deliver dramatic improvements to their top and bottom lines. Listen as this interactive session focuses on how the right price, for the right part, in the right market, can drive service parts revenues up by 5 percent, while driving gross profits by 7 percent! About Jason: Jason Philip is responsible for implementing Syncron’s pricing solutions for the company’s customer base, working in global and complex environments. He has implemented solutions around the world, including North America, Japan, Jordan and Europe. Prior to joining Syncron, Jason was a product manager and designer for PTC (previously Servigistics). He received his Master’s Degree in Industrial Engineering from Georgia Tech in 2010. For more information about Jason, view the full blog post: https://pricingsociety.com/goodbye-spreadsheets-hello-profit-margins/
2/10/201732 minutes, 48 seconds
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Effectiveness Price Increase

Travis Umpleby, pricing expert and Senior Consultant at Holden Advisors, shares 4 strategic lessons that make for effective price increases. Lessons that will help listeners see revenue growth within their business. Learn the best times, the right tools, and ways to approach price increases with confidence. About Travis Umpleby: Travis is a Senior Consultant at Holden Advisors and drives pricing and negotiating initiatives with customers. He specializes in creating pricing-to-value strategies and negotiation tools that include Give-Gets and value messages that sales teams can use when facing tough negotiations. Travis excels in developing Backbone Coaches to reinforce behavior change. As a certified Negotiating with Backbone facilitator, Travis leads workshops across diverse industries such as SaaS, manufacturing, and data services. Travis holds an MBA from the Carroll School of Management at Boston College, and a Bachelor of Science from Brigham Young University. For more information about Travis, view the full blog post: https://pricingsociety.com/price-increase-effectiveness-with-travis-umpleby/
2/10/20179 minutes, 42 seconds
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Pricing Smoother Than Peanut Butter Spread

We talked with Peter Barr, Director of Pricing at McKesson about the best pricing strategies to a smooth business operation. About Peter Barr: Peter Barr has been leading pricing for distribution business for over 10 years and is the Senior Director of Pricing for the Primary Care Business at McKesson Medical-Surgical. He joined McKesson when the company acquired PSS World Medical, where he served as Director of Strategic Pricing. He previously served as the head of pricing for the plumbing and electrical businesses at HD Supply, where he worked in a series of leadership positions in pricing, operations and finance during his 16-year career with the company. Peter holds a B.S. in Finance and International Business from Oregon State University. For more information about Peter, view the full blog post: https://pricingsociety.com/pricing-smoother-than-peanut-butter-with-peter-barr-of-mckesson/
2/10/201710 minutes, 57 seconds
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How Companies Can Fine-Tune Pricing

Philip discusses: * How to avoid pricing errors * Common pricing strategies adopted by successful businesses * Price Optimization - 2017 * How to execute "quick wins" to better target prices * Long-term strategies to fine-tuning pricing * What businesses should avoid Case Studies/ Company Examples of success About Black Curve: BlackCurve is a Price Management and Price Optimization Platform. Our cloud-based software empowers businesses to price smarter and in doing so increase their profitability. Learn more: BlackCurve.com For more information about Philip, view the full blog post: https://pricingsociety.com/pricing-podcast-philip-huthwaite/
2/10/201739 minutes, 43 seconds
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Pricing Excellence Through Quote-to-Cash

Dunne's strategy focuses will include the automation of quote-to-cash processes, ways to innovate business practices through pricing analytics, intelligence, and guidance for innovative business practices. About Michael Dunne: Michael Dunne is director of product marketing at Apttus, responsible for the company’s CPQ and digital commerce solutions. For sixteen years he was an analyst and Vice President at Gartner, the leading information technology research firm. While at Gartner he covered price optimization, CPQ, CRM, sales effectiveness and sales performance management technologies. He also worked as senior vice president at Creative Executions, a marketing and sales consulting firm. For more information about Michael, view the full blog post: https://pricingsociety.com/quote-cash-pricing-pricingpodcast-featuring-michael-dunne/
2/10/201715 minutes, 28 seconds
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Get Your Price and Win Against Low-Priced Competitors

Pricing industry expert and Senior Director with Holden Advisors Alison Yama talk gives her insight on strategy, provides case examples and much more! About Alison: Alison is a Senior Director Product and Service Management. She has over two decades of marketing, sales, client, and relationship experience and currently creating thought-leading, innovative offerings to help Sales teams develop backbone to defend value and price in the face of tough negotiations. For more information about Alison, view the full blog post: https://pricingsociety.com/get-your-price-and-win-against-low-priced-competitors/
2/10/201717 minutes, 8 seconds
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Stephan Liozu Talks Value-Based Pricing

We chat with pricing expert and author Stephan Liozu, and he answers some of the more popular questions surrounding Value-Based Pricing. About Stephan: Stephan Liozu has over 20 years experience in business, working for both Fortune 500 companies and family-owned businesses. He specializes in crafting and designing unique innovation and business strategies leading to differentiated business models. Liozu moderates brainstorming, mind mapping and creativity sessions with executives, partners and customers to generate ideas, value models, value propositions and innovation strategies. For more information about Stephan, view the full blog post: https://pricingsociety.com/stephan-liozu-talks-value-based-pricing-pricingpodcast/
2/10/201711 minutes, 31 seconds
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Pricing Done Right

Pricing is so much more than putting numbers on quotes, or associating them with products. About Tim Smith: Tim J. Smith, PhD, CPP is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Strategy and Pricing Done Right. Pricing Done Right has been called “essential reading” by CEOs. Pricing Strategy has been described as “the most comprehensive pricing strategy book.” Tim began his career in quantum mechanics before his interest in transferring technological advances to societal implementations led to pursuits in business strategy. His focus on pricing is a natural culmination of his deep love of mathematics and lifetime enjoyment of selling. For more information about Tim, view the full blog post: https://pricingsociety.com/pricing-done-right-pricingpodcast-with-tim-smith/
2/10/20179 minutes, 59 seconds
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Executive Support For Pricing Transformation

Experience proves that successful businesses depend on Executive support, yet often the Executives don't understand the organization's metrics. Particularly within the pricing industry... About Adele: Currently, Adele McLean serves as the Vice President of Holden Advisors. In this role, she leads teams in the development of pricing and sales solutions that result in improved price realization, shorter sales cycles, and increased revenue. In addition, Adele facilitates world-class programs with global sales teams to transform price negotiations and level the playing field with procurement.Under Adele's leadership, companies have experienced significant profit gains and improved performance results. She specializes in sales operations, supplier management, supply chain management, product pricing, process integration, and change management. For more information about Adele, view the full blog post: https://pricingsociety.com/executive-support-for-pricing-transitions-with-adele-mclean/
2/10/20179 minutes, 19 seconds