The Evolving Role of Revenue Management

Author: Satchin Gowrea

Often, when we think of Revenue Management, price as the most effective profit lever to deliver significantly higher returns comes to mind.  Why?  Are we victims of our own success?  Is this labelling of our own conjuring somehow?  It should be about revenue growth, not just pricing growth. 

How do we evolve in a strategic manner while optimising price growth? And at what pace to align with business strategy?  In this breakout session, I will take you through a three year culinary journey to share what Revenue Management has been cooking at Iron Mountain. 

I run my team like cooking, not making a big kitchen.  In the same way a great cook can turn out an amazing meal in any kitchen, we serve and delight the business with our lovely dishes that appeal to the leadership team’s palate. 

Think of it like street food - bang on with the flavour - and evolving to keep up with changing tastes.  We have evolved, we had to. I am grateful for the opportunity to share with you where we started in year one to ensure pricing upsides do not remain ‘on paper’, the transition in year two and the coming together in year three of both price growth and commercial growth. 

How do you achieve price growth with your largest accounts? How do you support deals with cross-sell and upsell, how do you pivot to a more structured process?  We will have a fun time going through these salient topics. 

Whether you have already embarked on that journey or not and whether you have travelled a little or a lot, you should be able to get something out of the breakout session.  Even better, if you can apply some or all of it.

I would love to see all of you at my breakout presentation at the 2024 European & Global Pricing Workshops & Conference in Berlin, November 19-22. I will be speaking on Friday at 16:20.

About:

Satchin Gowrea is a Revenue Management Director at Iron Mountain and has over 13 years of experience in Revenue Management.  He currently manages Global Industries, Warehousing & Logistics, Media Archival Services, India and leads the team responsible for driving commercial growth.  Prior to joining Iron Mountain, he held pricing leadership roles at British Telecom and Equifax.  Satchin is a Chartered Accountant with audit, deal advisory and SOX experience, holds an LLB (Hons), and an MBA from Brown University.