Your cart
Close Alternative Icon
#PPSVIRTUAL20
Video

Value That Lasts

From the comfort of your home or office, get your pricing knowledge on demand. Our live virtual conference brought together the brightest minds to share real-time pricing best practices. Now, you can access that same information from the live event. This on demand offering is sponsored by PROS

On Demand At-A-Glance

  • Thurs, Oct. 22nd
    (conference day)
  • Fri, Oct. 23rd
    (conference day)  

Keynote 1 - Marketing & Value Creation

Seth Godin

While pricing used to be about a number and how much it cost, Seth will be sharing the story of how we build something that’s worth talking about. The modern consumer is bombarded with hundreds of ads each day. From TV, desktop, mobile devices, billboards, inside a taxi, to even at the gas pump, brands are constantly finding new ways to get their message across to the consumer. But is this truly effective marketing?

Seth proposes that companies invest less in trying to describe what they sell in desirable words, and instead make their product itself more desirable. Then, he says, word will spread.


Keynote 2 - Building a Forever Transaction with Every Customer

Robbie Kellman Baxter

With the explosion of subscription-based businesses, business customers and consumers alike are becoming increasingly sophisticated. Expectations are high, and competition is fierce to win the engagement and loyalty. Robbie Kellman Baxter, a leading subscription and membership business model expert, will share how your business can take advantage of this trend, building “Forever Transactions” with every subscriber.

Robbie will go beyond the stories of subscription natives like Netflix, LinkedIn, and Spotify to provide information on the full range of business models and product features that companies can explore and apply. She will discuss specific, practical guidance on how to start, scale, and sustain such a business in a world of changing customer expectations, competitive conditions, and pushback from colleagues.

Whether you’re just getting started on the subscription path, scaling an initial success into a much larger endeavor, looking to transform your transactional business into a membership business, or even navigate a successful and profitable exit, Robbie will inspire, educate and guide you on your journey to build forever into your business model.

Breakout Session 1

  • Track 1
  • Track 2
  • Track 3
  • Track 4
  • Track 5

The Future of Pricing Teams

The future of pricing will be shaped by forces like digital transformation, channel disruption, evolving procurement tools and tactics, and supply chain disruption. These shifts in the way business is done have major implications to how companies analyze, set and negotiate prices and also what pricing and revenue management teams look like now and in the future. This session will look at what the future holds for the pricing and revenue management profession and teams. How will teams look different in the future than today, and how can you prepare your organization for success now and in the future?

Attendees will learn:
• Predictions on the future of pricing and commerce, and driving forces shaping it.What a data driven (pricing) organization looks like. 
• Essential skillsets for pricing professionals in the future, how that differs from today, and how to prepare. 
• What tools pricing and revenue management teams need to be successful. 
• Company differentiation driven by revenue management and pricing teams, tools and processes.  

Presented by: Gabe Smith  

Pricing: A Strategic Ingredient of Digital Transformation Success

This session will present a framework (the 4-Gears Model) to help companies visualize the end state of successful DX. 

Attendees will learn:
· The defensive and offensive justifications for embarking on a long and difficult DX journey
· The most common DX failures and what we can do to minimize their risk
· Why pricing is crucial to the long-term success of DX initiatives

Presented by: Dr. Michael Wu  

The Future of Price Negotiations

Pete Eppele will walk attendees through uses cases for using technology to automate pricing negotiations across all channels.

Attendees will learn:
i. Why the price negotiation game is unnecessarily complicated, cumbersome, and costly and how automation can play a key role in changing the game
ii. How to bring science to the art of pricing negotiation and reduce bulky processes to free up valuable pricing strategy time
iii. Which trends indicate that pricing negotiation is poised for a digital overhaul using data science and leading technology
iv. How a new concept – Intelligent Automated Negotiation – is poised to be the future of pricing negotiations

Presented by: Pete Eppele

Turning Leakage into Leverage

Join this session to learn how you can implement an integrated approach to exploit profit potentials based on:

•    7 interlinked secrets to solving pricing challenges
•    Full data integration and measurement of KPIs like target alignment, competitive index, pricing excellence level
•    Decision-support logic which allows the top management to prevent profit leakage  

We’re turning “Leakage” into “Leverage”! Don’t miss the opportunity to learn how you can use this 7-step methodology to ensure that your pricing processes are aligned and that you are capturing maximum value potential for your organization. This session is for B2B and B2C companies.

Presented by: Frank Frohmann

The Future is Simple

Pricing touches most other functions across the organization, including Sales, Finance, Marketing, IT, HR, Legal, Customer Communications, and others.  Emerging software technologies offer the ability to incorporate real-time machine learning to automate pricing decisions.  All these stakeholders and tools add complexity to pricing processes. While individual approval triggers or algorithms solve specific concerns, the accumulation of individual solutions yield overly-complex processes that no single person understands.  Automation adds speed, but risks stripping judgment.

This discussion will focus on:
•    The costs of complexity
•    Benefits of simplicity
•    Ways to simplify complex pricing processes

Presented by: Steve Haggett

Breakout Session 2

  • Track 1
  • Track 2
  • Track 3
  • Track 4
  • Track 5

Close the Pricing-Rebate Management Loop

During this session we will provide an overview of best practices and customer case studies that demonstrate the value of a technology enabled closed loop pricing and rebate management process powered by machine learning and AI.

Attendees will learn:
* How to apply artificial intelligence to your current rebate program and let software determine ideal rebate eligibility for a quote
* How deep learning can help predict what percentage of your rebates will actually be redeemed, and overall ROI for specific price and promotion programs
* How to deploy algorithms that leverage industry domain so that software generated recommendations regarding which offers to provide a customer can be made
* When to make changes to your existing rebate management programs

Presented by: Shashank Misra

Price Analytics Needs to Break the Sound Barrier

There is a lot of benefit to evaluating price elasticities as an average over a long period of time. When done for many products, they can be useful in helping to decide which items can move more aggressively on price and which to be more careful about. However, these average measurements may not capture consumer behavior in a way that can guide decisions. Time-varying parameters (TVP) analysis of Quick Service Restaurant (QSR) data reveals changes in sensitivity over time related to seasonality, perceptions of added value, and competition. In addition, there is strong evidence that consumer sensitivity to price is limited in time, especially if the price does not change.

Participants will learn….
1. How and why consumers change their sensitivity to price over time
2. Why elasticities are used much less frequently than price points, thresholds and gaps for practical problems
3. How to develop TVP models for themselves

Presented by: Mark Garratt

AI-Based Pricing

There is a lot of benefit to evaluating price elasticities as anaverage over a long period of time. When done for many products, theycan be useful in helping to decide which items can move moreaggressively on price and which to be more careful about. However, theseaverage measurements may not capture consumer behavior in a way thatcan guide decisions.


Participants will learn….

1. How and why consumers change their sensitivity to price over time

2. Why elasticities are used much less frequently than price points, thresholds and gaps for practical problems

3. How to develop TVP models for themselves


Presented by: Thorsten Lips

Overcoming Volatility with Pricing Science

Advanced analytics is changing how we approach pricing strategy and tactics. It’s important to understand the data requirements, terminology and process steps to enable successful pricing projects. This session will include clustering/segmentation, lifecycle and elasticity modeling, and price optimization to show you how these models are deployed in an Analytic Workbench.

Presented by: Dallas Crawford

Behavioral Pricing: Fun Facts or Fundamental Framework?

Today, the insight that people are deciding predictably irrationalhas become mainstream. Many books and presentations have focused onsharing examples of how to apply these insights to pricing. Yet, most ofthem remain rather anecdotal. This presentation will show that theimplications of behavioral pricing go far beyond copy and pastingselected academic insights into specific pricing tactics. We will showthat behavioral pricing provides a fundamentally different andcomprehensive framework for developing more profitable pricingstrategies in B2C and B2B. By consistently building a betterunderstanding of the customers’ decision-making process, we will seethat this approach also inherently avoids the notorious clash betweenpricing and sales.

Attendees will learn:
•  How to translate behavioral economics into pricing strategies
•  Utilize behavioral pricing as your foundation
•  Unify pricing and sales


Presented by: Dr. Florian Bauer

Keynote 1 - Disruption

Charlene Li

Many companies make disruption their goal. They believe that if they develop the right innovation, they will disrupt their markets forever and drive the kind of growth worthy of a magazine cover story. But as Charlene Li explains, that’s not how disruption works. Disruption doesn’t create growth; instead, growth creates disruption.


To be competitive, it’s no longer enough to be innovative – you must have a strategy for disruptive growth, a plan to identify and seize an opportunity no one else has the audacity or confidence to reach for. Disruptors don’t just blow things up – they also create and build things that results in huge, positive change. This Keynote will help you build your own disruption mindset.


Keynote 2 - Subscription Pricing

Tien Tzuo

We’re at a pivotal moment in business history, one not seen since the Industrial Revolution: the end of product ownership as we know it. Now we subscribe to services. And not just streaming services like Netflix and Spotify—even industrial firms like Ford and Caterpillar and retailers like Walmart provide subscription services. So how can your business survive and thrive in the new economy?


In this riveting talk, Tien Tzuo shares tales from the trenches to show how your company can prosper. You’ll learn what companies like Ford, Adobe, EA, and The New York Times wish they had known about embracing the subscription business model and how subscription businesses are growing revenues up to nine times faster than S&P company revenues.


Breakout Session 1

  • Track 1
  • Track 2
  • Track 3
  • Track 4
  • Track 5

Take a Walk on the (Wild) Sales Side

We have all invested heavily into understanding the ’science’ behind pricing, however it’s the ‘art’ of pricing we need to explore further. Learn how to package your knowledge and experience and translate it into something salespeople can understand and ultimately defend? 


Participants will learn:
1. How the buying center has changed, making it increasingly difficult for salespeople
2. How to put your collective organizational energy towards pricing as a team
3. Why the ‘art’ of pricing is just as important as the ‘science’ in commercial strategy

Presented by: Brian Doyle

Pricing Organization Design

In this session, Tim J. Smith will share metrics and best-practices for building pricing excellence into a corporate capability.

Key Discussion Points:
* What is the composition of a pricing team at companies achieving pricing excellence?
* What skills and capabilities should companies identify as necessary when selecting members of their pricing team?
* How are companies building their analytical capabilities?
* How are companies starting their journey towards pricing excellence?


Presented by: Tim Smith, Ph.D., CPP

Setting Your Pricing Priorities During a Business Recovery

Attendees Will Learn:
* How to assess their business to prioritize actions
* How to identify and respond to the various “business shocks” that could have presented themselves during the crisis
* How to handle negotiations with customers
* How to make smart pricing decisions and generate positive results?

Presented by: Kirk Jackisch

The Foundation of Channel Resilience

This session will focus on how pricing, sales and channel leaders can collaborate on new price execution strategies to overcome the obstacles and what companies can plan for and improve as it expands its global channels.

Presented by: Nikki Caruthers

Convincing the C-Suite to Invest in Pricing

Attendees will learn:

•    How to effectively communicate the risks of not investing in your pricing function
•    How to show that pricing investment will drive positive outcomes throughout the business
•    Why reinventing your pricing function from a team of experts to a team of enablers is key

Presented by: Tim Meeker

Breakout Session 2

  • Track 1
  • Track 2
  • Track 3
  • Track 4
  • Track 5

Visibility Means Better Pricing Strategy

In this session, we will explore ways that pricing executives can shed light on their biggest pricing opportunities while maximizing the efficiency of their often-limited resources. You’ll come away with answers to questions such as:

1) How can I quickly identify and address costly exceptions?
2) Where are areas of unwarranted price variation?
3) What are my biggest sources of margin leakage and how can I fill those gaps?
4) How can I strategically analyze and manage cost recoveries?

Presented by: Kimberly Long

Negotiating with Negotiators

As the Sales team pushes back on pricing strategies, have no doubt they will be using their negotiation tactics on you. This session is a crash course on how to build your arsenal against the five most common sales objections: 

1. If we do not give the customer what they want, we will lose the business
2. The sales team knows the customer best, you need to trust our insight
3. We tried this before and it didn’t work
4. We are locked in with this customer and cannot implement your recommendations
5. The data is wrong


Objectives
* Communicate with the Sales Team move effectively to get strategies implemented
* Raise the curtain on underlying issues that drive sales objections
* Create simple game plans for each objection


Presented by: Avy Punwasee

Dynamic Target Price Guidance for Turbulent Times

In this session you will learn and understand the stages of price guidance maturity and develop your own roadmap for delivering intelligent and actionable price recommendations. A variety of target pricing strategies will be explored, with real-world examples illustrating approaches along the spectrum, from simple cost-plus methods to segment-optimized pricing techniques. You’ll get recommendations for appropriate application of each of these strategies depending on business constraints. These examples and best practices come from the speaker’s own experience as a Director of Pricing and his experience as a consultant working with Fortune 500 clients.
 
Objectives
●    Learn how target pricing guidance is a critical key to success for B2B commercial and selling processes
●    Understand the stages of target price guidance maturity, from simple to the most sophisticated
●    Understand best practices for target pricing techniques for different situations
●    Develop a roadmap for you and your organization to drive commercial excellence

Presented by: Dave Anderson

Three Steps to Pricing Excellence

In this course we will share the results of our research, illustrated by case studies of different levels of pricing maturity, to uncover how focused effort on certain capabilities can drive pricing excellence.
 
Attendees will learn:
·       To self-diagnose their pricing performance using a simplified maturity assessment
·       To recognize potential areas of ‘spikiness’ in their company and competitors  
·       To identify areas of complexity that might be hampering performance

Presented by: Sudipto Banjaree

Pioneering Pricing in Your Organization

This presentation will share insights on building and scaling a successful pricing strategy function.

Attendees will learn:
•    How to set up a pricing function for success organizationally
•    How to best create a feedback loop on pricing internally
•    How to create effective pricing guidance for optimal value capture

Presented by: Akshat Gupta

PRICING INFORMATION

Conference + Online CPP Bundle

Member

$3295/bundle

Includes the on demand PPS Conference (4 Keynote Presentations & 20 Breakout Sessions) plus 5 Online Pricing Courses of your choice, as well as the CPP Certification Exam package – which includes the complete online study guide, online study sessions and the CPP Exam. 


In order to receive your CPP credit for the conference, you must watch all 4 Keynotes & complete the Keynote Quiz. On demand access is available until October 21, 2021.

Non Member

$3595/bundle

Includes the on demand PPS Conference (4 Keynote Presentations & 20 Breakout Sessions) plus 5 Online Pricing Courses of your choice, as well as the CPP Certification Exam package – which includes the complete online study guide, online study sessions and the CPP Exam. 


In order to receive your CPP credit for the conference, you must watch all 4 Keynotes & complete the Keynote Quiz. On demand access is available until October 21, 2021.

Conference Only

Member

$695/order

Includes the on demand PPS Conference (4 Keynote Presentations & 20 Breakout Sessions). In order to receive your CPP credit for the conference, you must watch all 4 Keynotes & complete the Keynote Quiz.


On demand access is available until October 21, 2021. 

Non Member

$895/order

Includes the on demand PPS Conference (4 Keynote Presentations & 20 Breakout Sessions). In order to receive your CPP credit for the conference, you must watch all 4 Keynotes & complete the Keynote Quiz.


On demand access is available until October 21, 2021. 

MEMBERS SAVE MORE

Active PPS Members receive discounts! Becoming a PPS Member will also grant you access to a ton of member benefits throughout the year. You’ll be a part a community of like-minded professionals who speak your language and face similar challenges day-to-day that you do. 

If you are a current member, log in. Not a PPS member? Join today!

#PPSVIRTUAL20  

 KEYNOTE SPEAKERS

What our customer say about this product

Real Reviews From Real People!

FREQUENTLY ASKED QUESTIONS


What's Included in my Registration?

* 4 Keynote Sessions and 20 Breakout Presentations

* One year unlimited access to replay of the virtual conference

How long do i have access? 

You will have unlimited access to the recordings until October 21, 2021.

How do I receive the member rate?

Make sure you're logged in to your member account before you begin the registration process. Go to Member Login

What's the substitutions and cancellations policy?

For on-demand access, there will be no substitutions. Only the paid registrant will have access to the replay. If you have a paid registration but were not able to attend or had to cancel, please contact helpdesk@pricingsociety.com for access.

Can I earn CPP credits for attending on demand?

Yes you can! Attendees can answer questions about the 4 keynotes to earn 1 CPP Credit.

I'm having trouble with my registration. What should I do?

GET IN TOUCH

Want to get in touch with us? Just fill out the form below and we'll get back to you ASAP.

Name:

Phone:

Email:

Message: