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A PRACTITIONER’S GUIDE TO TOP NOTCH B2B PRICING TRANSFORMATION

A PRACTITIONER’S GUIDE TO TOP NOTCH B2B PRICING TRANSFORMATION

(level 300, B2B Themed)
Tuesday Workshop #3 – October 23rd
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.

BOB VEZEAU, CPP

Vice President Strategic Pricing, WestRock

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