If you’re planning to attend the 30th Annual Professional Pricing Society Fall Conference (Oct. 15-18) in Las Vegas, you’ll likely see plenty of Zilliant.
As a Platinum sponsor, the Zilliant team will be leading a breakout session, demoing our latest solutions, hosting the Welcome Reception, answering questions at our booth, and more.
The aforementioned breakout session is where I come in. I’m very excited to announce we will take content we usually reserve for our client engagements and take it on the road to share it with you all.
I will present on my area of specialty – diagnosis and design of pricing architecture – via the presentation “Setting a Standard for Price Modes,” on Friday, October 18 at 1 pm. This presentation dives into the various ways in which B2B companies price their products, how they refer to these pricing methods, why things tend to get out of whack over time, and how to prioritize and fix each price method.
First things first, we will come to terms with, well, the terms inherent to pricing organizations.
Based on my experience working with a wide range of Zilliant customers, I’ll explain how different industries and customers within a given industry define price. In fact, it is often the case that “price” has multiple definitions within a company.
To generate a dialogue about pricing architecture, we’ll have some fun nailing down the relevant lingo with two audience participation games: “Price Mode Bingo” and “Jeopardy – Pricing Edition.”
There may even be a prize or two in the cards, so get there early to secure your seat!
While the variations on naming conventions are legion, there are really four main price modes that we will focus on – List, Matrix, Customer-Specific and Spot.
Each play a role in a healthy pricing playbook, but also come with their own issues.
I’ll detail the primary problems within each of these modes, show you how to prioritize which to go after first, and discuss how to embark on a fix.
You won’t just leave with an enhanced vocabulary of pricing terms, although that will certainly be a side benefit.
Once you are back at your office, you will have an overall framework for how pricing should work, as well as the level of effort and payback that can be achieved by working on each mode.
Don’t let what you learn in Vegas, stay in Vegas.
Here are some other ways to engage with Zilliant at the conference:
· Attend the Platinum Sponsor Welcome Reception from 4:30 – 6:30 pm PDT at the Hostile Grape Wine Bar in the M Resort on Wednesday, October 16.
· Join Zilliant for a small group dinner at 7 pm PDT on Wednesday, October 16 at Gaetano’s Ristorante. RSVP here.
· Schedule time to meet with a Zilliant team member on Thursday, October 17, or Friday, October 18 to discuss how we may be able to support your pricing initiative.
· Check out a demo of Zilliant solutions in the Software Demo track on Thursday, October 17 at 1:50 pm PDT.
Stop by the booth!
Interested in speaking with us sooner, or not planning to attend the event?
About The Author:
Brooks Hamilton is a leader of the Zilliant professional services organization where he is responsible for ensuring successful implementation of pricing and sales growth projects in North America. Prior to his current role at Zilliant, Hamilton worked in product management, established Zilliant’s mid-market business unit, and held a variety of management roles within the professional services organization. He has developed pricing models for customers that price more than $20 billion in sales per year. He holds a Bachelor of Arts in Political Science from Rice University.