FALL PRICING. DALLAS, TEXAS OCTOBER 23-26,2018 Renaissance Dallas Addison Hotel. PPS 29th Annual. Workshops & Conference

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1 PPS 29th Annual FALL PRICING Workshops & Conferene PRICINGSOCIETY.COM DALLAS, TEXAS OCTOBER 23-26,2018 Renaissane Dallas Addison Hotel #PPSDALLAS18 REGISTER TODAY! Buy Two, Get the Third FREE Early Bird Deadline is September 14, 2018.

2 PPS 29th Annual FALL PRICING Workshops & Conferene Welome to the PPS 29th Annual Fall Workshops & Conferene! On behalf of the entire Professional Priing Soiety team, I am thrilled to announe the program for our forum. We are very exited to be bak in Dallas for our event. Our meeting plae, The Renaissane Dallas Addison is a lovely hotel with great amenities in a very onvenient loation and we are delighted to host you there. PPS has fine-tuned our onferene, using your feedbak and our deades of experiene, to bring you the most impatful strategies, topis, latest trends, and best praties from aross the business world. Our job is to onnet senior leaders, priing and revenue management pratitioners, sales and marketing experts, and thought leaders to network together and give you aess to the tools and proesses you need to improve your ompany s performane. The Fall Conferene will have expanded keynote offerings and town halls, per PPS Member requests, and we will have a speial breakout trak entered on Data Analysis, so you an use ustomer information to make better deisions and to apitalize on the value that your organization provides. >>ACHIEVING PEAK PROFITABILITY<< KEVIN MITCHELL President, The Professional Priing Soiety Our Fall Conferene will also have lots of takeaways for those interested in other business topis: Artifiial Intelligene, Partnership with the Sales Team, Suessful Rebate Programs, Building Global Teams, Change Management, Priing Transformations, and many more. These topis and many more will be featured during keynotes and four onurrent breakout traks on Otober We will also feature a dozen full-day workshops on Otober so you and your team an get more in-depth information on Core Priing Skills, Prie Inrease Planning & Exeution, Customer Value Segmentation, Negotiation Skills, Prie Improvement Projets, and other areas. These workshops are also worth redit toward the Certified Priing Professional designation. PPS Events are the business world s best plae to network, benhmark, train, and learn about priing, revenue management, and related fields. We hope that you will join us and well over 500 of your peers in Dallas to inrease your business skillsets. Our programs are designed for you to make the most out of your investment with us. I look forward to seeing you at our event, where the PPS Team and I will make sure that everything is bigger (and better) in Texas! >>PROFESSIONAL PRICING SOCIETY FOUNDED: 1984 by Eri Mithell MEMBERS: 4,813 COMPANIES: 653 GLOBAL PRESENCE: 75 Countries / 6 Continents EVENTS: 5 Major Annual Priing Conferenes OFFERINGS: Certified Priing Professional Priing Training Workshops Over 40 Online Priing Courses OTHER SERVICES: 16 Annual Publiations Priing White Papers Case Studies Webinars Annual Salary Survey >> CONTENTS WORKSHOPS...4 CONFERENCE AT-A-GLANCE KEYNOTE PRESENTATIONS BREAKOUT SESSIONS TOWN HALL FORUMS HOTEL INFORMATION CONFERENCE INFORMATION SPONSORS...30 #PPSDALLAS18 PRICINGSOCIETY.COM

3 The Most Trusted Resoure in the Priing World The PPS network inludes more than 4,800 ative members worldwide from more than 600 leading ompanies in 75 ountries. Currently, we produe five major annual priing onferenes in Asia, Europe, North and South Ameria. Eah onferene assembles the finest speialists in the world to deliver the latest best praties, innovative trends and strategi skills in the priing field. PPS also offers dozens of full-day training workshops every year, taught by leading priing prinipals and experts. 1 Learn Best Praties from Top Priing Experts Priing Training TOP 5 BENEFITS OF CERTIFICATION WORKSHOPS & ONLINE COURSES 2 Get Comprehensive Priing Training 3 Develop an Internal Priing Culture 4 Gain from a Rigorous Certifiation Proess 5 Bring Your Priing Funtion In-House For More Information about the Certified Priing Professional program please pp@priingsoiety.om or visit the PPS website: priingsoiety.om and lik on Priing Training - Certified Priing Professional (CPP) or Online Priing Courses. PPS is Proud to Offer an Exlusive Certified Priing Professional Designation (CPP) Badge to our members that have suessfully earned their ertifiation! Certified Priing Professional A MARK OF DISTINCTION FOR PRICERS WORLDWIDE AND THE INDUSTRY STANDARD PROFESSIONAL PRICING CERTIFICATION The PPS Certified Priing Professional (CPP) Program is aademially sound and based on real business experiene. The ontent is delivered via Live Workshops on 4 ontinents and Online Priing Courses aessible from anywhere in the world. The CPP urriulum overs ore ompeteny areas of prie setting, psyhologial influenes to prie aeptane, prie-variane and disount management, priing strategy and tatis, and organizational priing-funtion development and improvement. PROGRAM FRAMEWORK The framework provides a sequene you should take to reeive a well-rounded eduation in priing. If you re pursuing the CPP designation, you an take any of the Online Priing Courses or Live Workshops you hoose, following this framework. LEVEL 100 LEVEL 200 LEVEL 300 LEVEL 400 LEVEL 500 LEVEL 600 Foundations of Priing Foundation ourses whih should be taken first Prie Setting Prie Variane Management Behavioral and Psyhologial Aspets of Priing Priing Eletives Priing and Corporate Strategy OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 3

4 >> TUESDAY, OCTOBER 23 9:00 AM - 4:00 PM CORE PRICING SKILLS Strategially, priing has a diret impat on a firm s profitability, long-term sustainability and innovativeness, brand and orporate image, and marketing and distribution effetiveness, as well as on the management of ustomer relationships. Profitable priing is purposeful and proative in o-reating the pereption of value with ustomers. This interative workshop provides an in-depth overview and fundamental orientation for the development and management of pereivedvalue priing strategies and tatis. Core skills in the siene of prie pereption, produt and ustomer profitability analysis, establishing and ommuniating pereived value, setting priing poliies as well as re-engineering the priing proess will be presented. Designed for priers at the beginning stages of their priing areers, this workshop will teah attendees the fundamental skills needed when setting pries for their organization s new and/ or existing produts or servies. Attendees will learn how to develop and struture appropriate priing poliies, and will gain understanding in how pries onvey information and intention to ustomers, ompetitors and internal audienes. >> To present basi skills required when setting pries for a firm s offerings >> To show how to set appropriate priing poliies >> To understand how pries onvey information and intention 1 LILLIAN L. CHENG Partner, Cheng Monroe & Assoiates Lillian L. Cheng is an advisor and researher in priing and marketing strategy. She has taught at several universities and fouses her researh in marketing hannels, marketing strategy and priing. She teahes marketing and priing at the National University of Singapore and onsults globally. She is o-author of Relativity: The Siene of Prie Pereption with Kent B. Monroe, (forthoming), published by Business Expert Press. KENT B. MONROE Partner, Cheng Monroe & Assoiates Kent B. Monroe brings deades of researh, onsulting and experiene to seminars that explain and illustrate suessful priing strategies and tatis. He defined the oneptual foundations of behavioral prie researh and has been published in the most reputable journals in the world. He is the author of Priing: Making Profitable Deisions, and his researh is re-printed in a seven-volume set by Sage Publiations. Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. W O R K : LEVEL 100 COURSE 4 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

5 S H O P S LEVEL 200 COURSE : B2B AND B2C THEMED : 2 PRICING WITH CONFIDENCE: PRICE INCREASE PLANNING AND EXECUTION Don t be the prier who doesn t understand how tough the market is and who isn t respeted by sales. Don t be the one who institutes a prie inrease without thorough preparation, both internally and externally. Instead, be the priing manager who gets 100% of the ustomers to aept the inrease without losing one of them. Erin Cihak will lead attendees with examples showing how to retain ustomers and improve profits. Attendees will gain the tools and know-how to prepare for and effetively exeute a prie inrease that both ustomers and salespeople an respet. A suessfully planned and implemented prie inrease an be a path to improved, trusting relationships both inside and outside the ompany. We will disuss how to develop an internal ommuniations plan based on learnings gleaned from stakeholder analysis, how and when to engage sales, and how to help exeutive and sales teams plan for diffiult ustomer onversations. MORNING BREAK LUNCH AFTERNOON BREAK 10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm TUESDAY, OCTOBER 23 9:00 AM - 4:00 PM ERIN CIHAK Diretor, Holden Advisors Erin Cihak is Diretor of Consulting at Holden Advisors. She has held priing leadership roles for 15 years. Her fous is on delivering value and positive bottom-line impat to ompanies while building in-depth priing apabilities within their organizations. She earned an MBA from SMU s Cox Shool of Business and a B.S. in Industrial Engineering. << >> How to use value to determine how muh of a prie inrease is warranted >> The internal and external elements to onsider when building a plan for a prie inrease >> How, when, and what to ommuniate with ustomers, inluding tailored approahes based on ustomer type Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 5

6 >> TUESDAY, OCTOBER 23 9:00 AM - 4:00 PM A PRACTITIONER S GUIDE TO TOP NOTCH B2B PRICING TRANSFORMATION Creating a priing organization that is both omplete in sope and effetive, is a long-term and multi-disiplined endeavor. Well exeuted, this transformation will pay huge dividends that an begin almost immediately and ompound over time, dramatially improving the value of your firm. But the journey is not without peril. This workshop will provide a pratitioner s proven approah to transform your business to business (B2B) priing funtion, while avoiding the most signifiant risks. Inluded are the elements, organization, sequening, tools and tehniques for a suessful priing transformation, and many pratial tips that have been learned the hard way: through appliation and enhanement. Topis will inlude: priing strategy and situation assessment, reating a transformation roadmap, organization and staffing, fundamental priing onepts (optimized prie, prie-volume trade-offs, poket prie), hange management and ommuniation, owning the data (sope, ontrols), governane, deal desk, poket prie waterfall, priing analytis, prie optimization, differentiation priing, prie hange ontrol, priing metris beyond margin rates, apaity optimization onsiderations, ontrat ontrols and negotiation. 3 BOB VEZEAU, CPP Vie President Strategi Priing, WestRok Bob Vezeau is Vie President of Strategi Priing for WestRok, the world s seond largest pakaging ompany. Throughout his 39-year areer, he has held a variety of management positions in finane, operations, supply hain and priing. Most reently, he led two suessful large sale priing transformations in manufaturing and distribution. The sope inluded all aspets of B2B priing, inluding a total redesign of sales ompensation. He is a CPP and a CPA with an MBA from Duke University. W O R K : LEVEL 300 COURSE : B2B THEMED >> To develop a roadmap for priing transformation, inluding sope, organization and sequening >> Tehniques to gain organizational alignment around priing improvement >> Pratial advie around reating the tools and tehniques to improve prize realization Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. 6 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

7 S H O P S LEVEL 300 COURSE : B2B THEMED : 4 GETTING YOUR CUSTOMER PRICING RIGHT: HOW TO REWARD TOP CUSTOMERS AND PENALIZE CHERRY-PICKERS The tough urrent eonomi environment makes identifying revenue and margin growth opportunities diffiult. As a result, many ompanies experiene delining volumes and margin pressure. To ounter, most ompanies try to maintain volume by lowering pries and improving ost reovery instead of fousing on top line growth. Yet, it is hard to find a ompany whih doesn t have several kinds of ustomers: from the loyal, well-performing ustomers down to the unfavorable herry-pikers. All ompanies strive to better understand these ustomer differentials and ultimately turn that into a growth and profit strategy. Finding the right approah to measure ustomer performane and reating a link between performane and priing sounds easy. Yet, most reent researh shows that more than 83% of all small and medium sized B2B ompanies still prie based on gut feeling, ostplus alulation and ompetitive prie levels and require numerous additional manual disounts to adjust. In this session, attendees will learn how best-in lass ompanies handle and monetize this opportunity. TUESDAY, OCTOBER 23 9:00 AM - 4:00 PM MORNING BREAK LUNCH AFTERNOON BREAK 10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm HENDRIK VON DER BRELIE Diretor, Simon-Kuher & Partners Hendrik von der Brelie is a Diretor with Simon-Kuher in the Atlanta offie with more than 8 years of experiene. Before transferring to Atlanta, he worked for 6 years in the German pratie. He speializes in priing strategy and priing improvement transformation programs with a fous on B2B. He holds a MS in Eonomis from the University of Muenster. DYLAN VEST Senior Consultant Simon-Kuher & Partners << Dylan Vest is a Senior Consultant with Simon- Kuher in the Atlanta offie with 7 years of leadership and business experiene. Before joining Simon-Kuher, he led teams in the U.S. Navy as a Surfae Warfare Offier. Afterwards, he joined a startup for 2 years prior to beginning his MBA. He holds a BS from Vanderbilt and an MBA from Emory University. >> How to develop a pragmati onept for a performane oriented ustomer value segmentation >> How to onnet and relate ustomer value tiers to priing (prie levels, disounts, rebates) >> How to monitor and manage hanging ustomer performane to steadily inrease value-add Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 7

8 >> TUESDAY, OCTOBER 23 9:00 AM - 4:00 PM PRICING OPERATIONS FOR SUSTAINED PROFITABLE GROWTH Companies with a legay of weak prie exeution miss the rare opportunities for innovation and are at a grave disadvantage when faed with disruption. New produt introdution, organization (re)design, big data solutions, and other strategi investments all of these an fall short without solid priing operations. The hard-earned ustomer value diminishes when sellers pereive risk due to inonsistent priing. Smart ompanies seeking ompetitive advantage an regain ontrol by improving their priing operations. Despite the ever-hanging marketplae, priing leaders an ahieve priing exellene and unlok the hidden priing fatory within their organization through ontinuous improvement methods adapted speifially for priing. In this workshop, we will disuss a breakthrough approah for bringing profitable growth, one that an systematially eliminate priing-related risks, suh as alienating ustomers or losing share to ompetitors. We will also review a framework for keeping senior management and key internal stakeholders engaged with shared objetives and a spirit of ontinuous ahievement in order to failitate sustained profitable growth through priing. 5 NAVDEEP SODHI Managing Diretor Sodhi Priing Assoiates Navdeep Sodhi is the Managing Diretor at Sodhi Priing Assoiates and a priing operations expert. For over 20 years, he has served employers and lients in several global industries, and won the Professional Priing Soiety s Award of Exellene in He is an exeutive faulty member for Priing Management at the University of St. Thomas, and is the o-author of Six Sigma Priing: Improving Priing Operations to Inrease Profits. He earned his MBA from Georgetown University. W O R K : LEVEL 600 COURSE >> How to unlok the Hidden Priing Fatory within your organization >> How to seure trust and organizational support with evidene-based assessment >> How to sustain profitable growth despite hanges in your ompany s internal and external environment Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. 8 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

9 S H O P S LEVEL 300 COURSE : B2B AND B2C THEMED : 6 ESTABLISHING THE PILLARS OF YOUR PRICE ORGANIZATION Traditional approahes to priing have deentralized prie oversight to regional or hannel managers. In a new era of globalization and omnihannel transpareny, siloed management will lead to arbitrage, hannel onflit, and substantial value loss. Priing professionals urgently need to onsider how they an begin to mitigate existing prie risks, entralize prie management for delivery of effetive omnihannel prie strategies, and leverage tehnology to minimize resoure osts while maximizing potential. In this session, attendees will learn how to evaluate the effetiveness of your existing prie organization and your urrent priing management struture. We will disuss what should be in and out of sope for a prie organization, as well as how to drive strategies that maintain harmonization aross all of your priing funtions, from dynami to fixed-ontrat priing. Finally, we will review best praties for leveraging tehnology and automation to failitate ontinuous priing proess and priing management struture improvement. >> What should be in and what should be out of sope for a priing team >> Strategies for maintaining harmonization aross the spetrum of dynami ecommere to fixed ontrat priing >> How to leverage mahine learning and automation for ontinuous improvement MORNING BREAK LUNCH AFTERNOON BREAK WEDNESDAY, OCTOBER 24 9:00 AM - 4:00 PM CHARLES SWEENEY, CPP Diretor of Strategi Consulting, PROS Charles Sweeney has more than 20 years of experiene leading priing initiatives at Fortune 500 ompanies. In the past two deades, he has worked in a series of inreasingly responsible roles inluding Priing Consultant, Priing Manager, and Vie President of Priing. At PROS, he leads the Strategi Consulting Organization. He ahieved the CPP designation and holds an MBA from Northwestern. BEN BLANEY, CPP Senior Strategi Consultant, PROS 10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm Ben Blaney is a Senior Strategi Consultant at PROS. He previously served as diretor of Commerial Exellene for ESAB, where he was responsible for strategy, exeution and measurement of all aspets of ommerial exellene. He holds the PRINCE2 and PMP ertifiations, is a CPP and a ertified Lean Six Sigma Blak Belt. Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. << OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 9

10 >> WEDNESDAY, OCTOBER 24 9:00 AM - 4:00 PM 7 W O R K : LEVEL 300 COURSE DEEP DATA ANALYTICS FOR PRICING: USES, ISSUES, AND SOLUTIONS Every business must ontinuously develop, market, and prie produts to survive in highly ompetitive, dynami, and global markets. Many business managers, however, believe that ustomers, whether onsumers or business ustomers, will buy whatever they produe. This is misguided. Produts must satisfy ustomer needs and solve their problems but at the right prie. Identifying and understanding ustomers problems and their willingness to pay for the produts that solve these problems must be driven by data. Data per se, however, do not provide great insight and knowledge. They veil or oneal what is really important for deision making: information. The veil has to be lifted. Ationable, insightful, and useful information has to be extrated from ustomer data and this an only be done by deep, penetrating analysis using advaned tools and methodologies. Deep analytis the set of statistial, eonometri, and mahine learning tools and methods for extrating and revealing information hidden inside data for produt priing is the fous of this workshop. WALTER R. PACZKOWSKI, Ph.D. Data Analytis Corp. and Rutgers University Walter R. Pazkowski has a Ph.D. in Eonomis from Texas A&M University (1977). With over 40 years of extensive quantitative experiene and as founder of Data Analytis Corp., he brings a wealth of information about data analysis and modeling. He is urrently on the faulty of the Department of Eonomis, Rutgers University teahing eonometris and eonomi foreasting, and was formerly with the Department of Mathematis and Statistis, The College of New Jersey where he taught statistis. >> The distintion between data and information and between poor and rih information >> The important role Deep Data Analytis plays for priing and messaging and the types of data needed >> The tools and skill-sets needed to ondut and organize Deep Data Analytis Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

11 S H O P S LEVEL 300 COURSE : B2B AND B2C THEMED : 8 BEST PRACTICES IN PRICING AND MONETIZING SOFTWARE This workshop is designed for intermediatelevel priing and marketing experts that are responsible for developing priing and monetization strategies for their ompany s software offerings. Whether its business-toonsumer (B2C) or business-to-business (B2B) (small to large enterprise), this workshop will ensure partiipants an improve and optimize their organization s software priing and monetization praties using proven best-in-lass approahes and leading-edge prie evaluation tools. With a strong fous on Software as a Servie (SaaS) (single and/or multi-tenant), the workshop will also highlight ase study examples and allow attendees to openly disuss approahes that diretly address software priing hallenges and needs within their own organization. Workshop topis will inlude the role of priing in software produt management, an introdution to software projet management (SPM) frameworks, understanding and measuring software value, applying prie-value measurement tools, software delivery models, The SaaS Ieberg TCO tool, developing priing strategies for new and migrating lients, optimizing subsription priing, monetizing software through pakaging design, and seleting the right value-based subsription metris. MORNING BREAK LUNCH AFTERNOON BREAK 10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm WEDNESDAY, OCTOBER 24 9:00 AM - 4:00 PM SCOTT MILLER, CPA, CMA Diretor, Global Software Priing Strategy, CGI Sott Miller is Diretor of Global Software Priing Strategy at CGI, a $10B global IT and business onsulting firm. He is responsible for supporting internal software produt teams to develop innovative priing strategies. He has over 15 years of priing experiene and has managed projets in a number of industries. He is a CPA and CMA and earned his B.S. from the University of Waterloo, Canada. << >> Best praties for software produt management (SPM) and the role priing plays >> How to apply prie-value measurement tools to understand and define software value >> How to optimize software priing through subsriptions, new lients and migrating lients Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 11

12 >> WEDNESDAY, OCTOBER 24 9:00 AM - 4:00 PM NEGOTIATION SKILLS FOR PRICERS AND SALES: COMBATING PROFESSIONAL PROCUREMENT TACTICS Businesses fae unpreedented priing pressure due to the sophistiation of modern prourement organizations. Priing, sales, and finane leaders aross all industries are being involved in hallenging sales negotiations driven by well-trained prourement groups. Negotiation is a ore business skill neessary for anyone in business. Priing professionals and sales teams need to up their game to defend priing, value proposition and margins. This ourse will provide in-depth and pratial priing and negotiating approahes to ounter even the most hallenging prourement strategies. Attendees will learn how the prourement organization has evolved to its urrent, sophistiated 21st entury model and the impliation of this evolution for suppliers. We will disuss tools, strategies and approahes modern prourement uses to extrat more value and prie from their suppliers, as well as how to design winning priing strategies and tatis to ounter these strategies. Capture more of the value you deliver by learning from two instrutors who have worked on both sides of the negotiating table. Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. 9 LYDIA DI LIELLO CEO and Founder, Capital Priing Consultants LLC Lydia Di Liello is the CEO and founder of Capital Priing Consultants LLC, a revenue management and business onsultany dediated to improving profitability through strategi, operational and tatial reommendations. With more than 25 years of global revenue management and business leadership expertise, she holds an MBA from Youngstown State University and is a member of the PPS Board of Advisors. Christopher D. Provines is a speaker, author, eduator and advisor who speializes in helping businesses ompete more effetively and profitably through value-based strategies. He is CEO of Value Vantage Partners and an award winning adjunt professor at Rutgers University. He reeived his MBA from Rutgers University and is on the board of advisors for the PPS and numerous tehnology ompanies. W O R K CHRISTOPHER D. PROVINES CEO, Value Vantage Partners : LEVEL 400 COURSE : B2B THEMED >> 16 ommon buyer games and how to ombat eah one >> The 8 most important value levers for prourement and how you an beat them at their own game >> Simple steps that ommerial and priing teams an take to apture more value 12 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

13 S H O P S LEVEL 500 COURSE : B2B THEMED : 10 DATA MONETIZATION: A PRACTICAL ROADMAP FOR FRAMING, PRICING, AND SELLING YOUR B2B DIGITAL OFFERS Data is the new gold. Consultants and sholars agree that trillions of dollars in value are going to be generated thanks to the digital revolution taking the B2B and industrial worlds by storm. More than 80% of firms have embarked in some type of digital transformation plaing big data analytis at the heart of their digital strategies. Despite this tsunami of ativities, Simon-Kuher & Partners (SKP) reports that 3 out of 4 firms that invested in digitalization in the past 3 years fail in their efforts due to the lak of monetization strategies, the fous on the wrong priorities, the lak of ustomer intimay, and the neglet of digital priing best praties. In fat, only 18% of these firms are true digital heroes. While the business potential of big data is attrative, there are some fundamental go-to-market onsiderations that require breakthrough thinking and a strong fous on value and priing management. During this workshop, Dr. Liozu introdued on a pratial data monetization road map whih addresses all these onsiderations. Based on dozens of interviews with industrial natives and 18 months of researh on the topi of data monetization and the value-based priing of data, Dr. Liozu makes a ase for a more agile, ustomer-entri, and value-based approah to data monetization. MORNING BREAK LUNCH AFTERNOON BREAK WEDNESDAY, OCTOBER 24 9:00 AM - 4:00 PM STEPHAN M. LIOZU, Ph.D., CPP Chief Value Offier Thales Group 10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm Stephan M. Liozu is Chief Value Offier of the Thales Group and CMO of Thales, In. He is an Adjunt Professor and Researh Fellow at Case Western Researh University. He holds a Ph.D. from Case Western Reserve University, an M.S. from Toulouse Shool of Management, and an MBA from Cleveland State University. He is a CPP, a Prosi ertified Change Manager, and a Strategyzer Business Model Innovation Coah. He has authored five books and sits on the PPS Advisory Board. Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. << >> The various monetization and value reation models for data-enabled offers >> The 8 steps of the data monetization framework >> The best praties in designing differentiated data-enabled offers >> The value-based priing of data and options in digital priing models >> Business model impliations of swithing from ownership to onsumption model OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 13

14 >> WEDNESDAY, OCTOBER 24 9:00 AM - 4:00 PM 5 STEPS TO RUNNING A PRICE IMPROVEMENT PROJECT FOR PRACTICAL, SUPERIOR RESULTS Many ompanies struggle to get the large priing and profit gains that they are expeting from their priing efforts. The priing team is ontinually reommending prie improvement ations but either the sales organization does not at on these ideas or the ideas just do not make a signifiant impat. The priing resoures get frustrated with sales, the sales team gets frustrated that the priing team is pushing them to take questionable ations, and the business leadership beomes frustrated that their investment in priing resoures and/ or systems is not paying the large returns they expeted. With the use of the right prie improvement methodology you an turn this around and begin delivering superior profit results. This workshop overs a proven, 5-step proess of best praties for delivering superior prie improvement results. This proess has been developed over hundreds of suessful priing projets. It is pratial, easy to learn, and an be immediately and effetively applied by priing professionals within their organizations. 11 JOANNE SMITH President, Prie to Profits Consulting Joanne Smith, President of Prie to Profits Consulting, is the author of The Priing and Profit Playbook and The Prie Negotiation Playbook. She is the former DuPont Corporate Head of Marketing, Priing and Customer Loyalty. With more than 20 years of global business, marketing and priing expertise, she now works with global ompanies in hemial and industrial industries to help them develop world lass priing and profit strategies, priing transformations, priing improvements and priing skills. W O R K : LEVEL 600 COURSE : B2B THEMED >> Why most prie improvement reommendations are not ated upon >> A proven, pratial 5-step proess for prie improvement projets for fast, superior profit results >> How to gain alignment and support from your leaders and sales teams for prie moves Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

15 S H O P S LEVEL 600 COURSE : B2B THEMED : 12 PRICING EXECUTED RIGHT: COMMERCIAL POLICY AND ORGANIZATIONAL PRICING TRANSFORMATIONS Priing auray is getting the right prie to the right ustomer at the right time. But how do suessful ompanies exeute? In Priing Exeuted Right, we examine the organizational hanges in struture, routines, and ulture that enable a priing transformation, resulting in ommerial poliy that is aligned to strategy, exeutable by the organization, and profit enhaning. In this workshop, we will identify ritial ommerial poliy goals, waterfall definitions, and prie point setting. We will work through ommerial poliy elements based on requirements, proess, and guidelines. Partiipants will see how hypothesis testing and alibration an help define suessful ommerial poliy elements. We will introdue and show how to use deal points, whih are the best approah to profit-based inentives for sales teams, and ontrast them with other sales key performane indiators (KPIs). A suessful priing transformation requires an interonneted deision-management system. We onlude the workshop by demonstrating how all the parts work as one system and preparing professionals to initiate a priing transformation at their ompany. >> How to onstrut a ommerial poliy aligned to ompany strategy and supported by the organization >> How to define and implement deal points, the best approah to profit-based inentives for sales >> How to engage exeutives in driving this priing transformation to yield better prie exeution MORNING BREAK LUNCH AFTERNOON BREAK WEDNESDAY, OCTOBER 24 9:00 AM - 4:00 PM TIM J. SMITH, Ph.D., CPP CEO, Wiglaf Priing Tim J. Smith, Ph.D., CPP is the founder and CEO of Wiglaf Priing, an Adjunt Professor of Marketing at DePaul University, the Aademi Advisor to the PPS CPP program, and the author of Priing Done Right: The Value-Based Priing Framework Proven Suessful by the World s Most Profitable Companies (2016) and Priing Strategy: Setting Prie Levels, Managing Prie Disounts and Establishing Prie Strutures (2012). KYLE THOMPSON- WESTRA, CPP Consultant, Wiglaf Priing Kyle Thompson-Westra, CPP is a onsultant at Wiglaf Priing where he is responsible for datadriven researh and analysis. His areas of expertise inlude priing strategy, sales and marketing strategy, business development, business systems analysis, and projet management. Kyle earned his B.A. in Politial Siene and Eonomis from Tufts University and MBA from DePaul University. OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 10:15 am-10:45 am 12:00 pm-1:00 pm 2:15 pm-2:45 pm Workshop presentations are provided in a print opy workbook only and remain the proprietary property of eah workshop speaker. << 15

16 THURSDAY, OCTOBER 25 TIME EVENT SPEAKERS 7:00am-8:00am REGISTRATION/BREAKFAST 8:00am-8:15am Welome and Networking Kevin Mithell, President, Professional Priing Soiety 8:15am-9:00am KEYNOTE PRESENTATION: Implement Good-Better-Best Priing Rafi Mohammed, Ph.D., Founder, Culture of Profit to Generate Higher Profits 9:00am-9:45am KEYNOTE PRESENTATION: How the Priing Industry Can Dr. Mihael Wu, Chief AI Strategist, PROS Realize the Benefit of AI 9:45am-10:30am SPONSOR HALL NETWORKING BREAK 10:30am-11:15am KEYNOTE PRESENTATION: Bridging the Gap Between Sales Stephanie Yee, Vie President Transformation - and Priing Loal Sales and Revenue Management, Syso 11:15am-12:00pm KEYNOTE PRESENTATION: Is Priing Killing Your Profits? Ron Kermish, Partner, Bain & Company How the Best Companies Set and Get the Right Prie 12:00pm-1:00pm LUNCH BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS 1:00pm-1:40pm 1:50pm-2:30pm 2:30pm-3:00pm 3:00pm-3:40pm 3:45pm-4:30pm 4:30pm-6:30pm FRIDAY, OCTOBER 26 1:00pm-1:40pm 1:50pm-2:30pm 3:00pm-3:40pm 3:45pm-4:30pm Priing Pratitioners Trak Priing Experts Trak Tools & Tehniques Trak Data Siene Trak This trak features professionals in the priing field sharing best praties what has worked, what has not and how the hallenges were resolved. Priing: A Critial Puzzle Piee in Suessful Deal Management Justin Eisenhart, Diretor, Generi Priing, AmerisoureBergen How To Build a Global Revenue Management Strategy and Team Thomas Fry, Diretor, Global Revenue Management, Iron Mountain In. Leading the Cultural Change: Cost to Value in a Global Firm Patiene Mutiso, Sr. Strategi Priing Manager for CHEP North Ameria KEYNOTE TOWN HALL Stephanie Yee CONFERENCE RECEPTION Selling, Not Telling: How to Beome a Strategi Priing Partner Katie Wei, Global Priing Strategist, Hypertherm Managing Priing in an Organization that Literally Can t Even Jordan Montag, Senior Manager - Priing, Produt & Strategy, Athlon Solutions Priing Team Transformation: The Team, The Skills and The Tools Tara L. Thomas, Priing System Implementation Manager, Nissan North Ameria KEYNOTE TOWN HALL Varun Ratta This trak features Advisors in the priing field sharing methods that will inform partiipants how to be more effetive at both the strategi and tatial level overing many diverse priing topi areas. Boost Your Channel Power Via Smart Trade Terms and Inentives William Humsi, Senior Diretor, Simon-Kuher & Partners The Opportunity for Priing in B2B Mihael Luaioni, Business Solutions Consultant, Zilliant Building Priing Skills Through Effetive Coahing Thomas Gorin, Assoiate Diretor, The Boston Consulting Group KEYNOTE TOWN HALL Ron Kermish Navigating Diffiult Disussions with Stakeholders Danielle Ray, Manager Produt Priing, TE Connetivity Keeping Priing Competitive in a Digitized World Cliff Isaason, Diretor of Priing Solutions, Synron Leveraging Competitive Intelligene as a Partner in Priing Deisions Prakash ( Praks ) Bhatia, CPP, North Ameria Priing Diretor, LivaNova PLC KEYNOTE TOWN HALL Kristy Rennie This trak features ontent priing experts sharing their expertise in how to address barriers to suess that organizations fae implementing priing strategies. Speed is the New Curreny of Priing Garth Hoff, CPP, Solution Ninja, Prie f(x) Prie Implementation in the Field: Effetively Arming Your Sales Team With the Right Insights to Sell More at a Better Prie Daniel Brake, CPP, Manager, EY From (Spread) Sheet to (C) Suite: Tips for Priers on how to Communiate with their Exeutive Teams Joe Dallimore, Strategi Consultant, PROS KEYNOTE TOWN HALL Rafi Mohammed, Ph.D. A Roadmap for Implementing Target Prie Guidane that Adds Value in Your B2B Commerial Proess David Anderson, Business Consultant, Vendavo Smart Renewal Priing: Maximize Value Capture, Minimize Churn Nik Zarb, Senior Diretor, Simon- Kuher & Partners Solidify Priing Transformation with Sales Engagement and Buy-In Sott Franis, President, Strategi Priing Solutions KEYNOTE TOWN HALL Pradeep Suryanarayana This trak features expert advie in Artifiial Intelligene, CPQ, Industrial Internet of Things (IIoT), XaaS, and data-driven deision making. Roboti Proess Automation (RPA) in Priing Gordon Tang, Senior Manager, Priing Pratie, EY Sense and Cents Ability: Getting Priing Projets Approved With Data and Fats Tray Cannon, Strategi Consultant, PROS Create a Single Soure of Truth: Dashboards for Priing Managers Mayuresh Saravanakumar, Consultant, Holden Advisors KEYNOTE TOWN HALL Dr. Mihael Wu TIME EVENT SPEAKERS 7:00am-8:00am REGISTRATION/BREAKFAST 8:00am-8:45am KEYNOTE PRESENTATION: Building the Culture Around Priing Varun Ratta, SVP of Produt Management and Chief Priing Offier, Solenis 8:45am-9:30am KEYNOTE PRESENTATION: The New Era of Priing: Why Adam Ehter, Senior Diretor, Simon-Kuher & Partners Industrial Goods Priing Will Change More in the Next 3 Years Than in the Past 3 Deades 9:30am-10:30am SPONSOR HALL NETWORKING BREAK 10:30am-11:15am KEYNOTE PRESENTATION: Driving Performane With Effiient Kristy Rennie, Diretor, Sales Operations, Priing and Rebate Programs Sony Eletronis 11:15am-12:00pm KEYNOTE PRESENTATION: When Priing is a Four-Letter Word Pradeep Suryanarayana, Sr. Diretor, Finane, Paypal, In. 12:00pm-1:00pm LUNCH 2:30pm-3:00pm SPONSOR HALL NETWORKING BREAK BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS BREAKOUT SESSIONS Priing Pratitioners Trak Priing Experts Trak Tools & Tehniques Trak Data Siene Trak SPONSOR HALL NETWORKING BREAK CONFERENCE AT-A-GLANCE Mahines are Learning from Data: It s a Priing Opportunity Dushyant Zutshi, Diretor, Produt Management and Pre-Sales, Vistaar Tehnologies, In. Maximize Revenue-Generating Opportunities with AI-Powered Guided Selling Matt MEnerney, Produt Marketing Manager, Callidus Cloud Capture the Value Flag: Understanding the Role of Digitalization as a Priing Imperative for all Industries Kristen Harris, Senior Consultant, Simon-Kuher & Partners KEYNOTE TOWN HALL Adam Ehter >>

17 JOIN THE CONVERSATION! OUR CONFERENCE IS MOBILE! #PPSDALLAS18 CONFERENCE MOBILE APP LIKE US ON FACEBOOK! CONNECT ON LINKEDIN! SUBSCRIBE TO THE PRICING CHANNEL! JOIN THE CONVERSATION ON TWITTER! FOLLOW US ON For Apple and Android: STEP 1: If the PPS Mobile App is already installed on your devie, go to step 3. Otherwise, go to your devie s app store. STEP 2: In the app store, searh for PPS Mobile App. Download and install the PPS Mobile App. STEP 3: One the app is installed, download the PPS Fall 2018-Dallas guide. PRICINGSOCIETY.COM YOU ARE READY TO GO! PRICINGSOCIETY.COM SAN DIEGO, CA OCTOBER 24-27,

18 >> THURSDAY, OCTOBER 25 8:15 AM - 9:00 AM IMPLEMENT GOOD-BETTER-BEST PRICING TO GENERATE HIGHER PROFITS You enounter Good-Better-Best strategies in your life every day, whether you realize it or not. Whih redit ard should you use? Whih ar wash will you visit? Whih able subsription option will you purhase? Whih option is Good, Better, or Best? In this win-win strategy, ustomers hoose the prie that is right for them while ompanies benefit from higher profits and growth. Best profits from highend ustomers who are willing to pay a premium, while Good generates growth by attrating priesensitive ustomers. This keynote highlights the profit upsides and psyhologial benefits of using Good-Better-Best. You will leave this talk enthused and with ationably insights to implement Good- Better-Best at your ompany. >> How ustomers use Good-Better-Best in daily purhasing deisions >> The profit upsides and psyhologial benefits of Good-Better-Best >> Ationable insights to implement Good-Better- Best within your organization RAFI MOHAMMED, Ph.D. Founder, Culture of Profit Rafi Mohammed, Ph.D. has been working on priing issues for over 25 years. He is the founder of Culture of Profit, a Cambridge, Massahusetts based priing improvement firm. He has authored two priing strategy books and written over 80 priing artiles for the Harvard Business Review. He is a frequent media ontributor on priing issues for Bloomberg, CNBC, Fox Business News, Today Show, National Publi Radio, New York Times, Wall Street Journal, and BusinessWeek. HOW THE PRICING INDUSTRY CAN REALIZE THE BENEFIT OF AI The advent of big data, distributed omputing, and mahine learning has led us into a new world of artifiial intelligene (AI). The onept of AI isn t new, but how an we understand AI in a more realisti and pratial way that enables business appliations in priing? We will briefly examine the history of business analytis and understand what AI really entails. This knowledge will allow businesses to better leverage AI in the real world. However, AI is a disruptor, so businesses must adapt to the disruption it reates before they an realize its benefits. We will disuss an important hange that must happen before the priing industry an leverage the full potential of AI. K E Y N O T E P R 9:00 AM - 9:45 AM >> A brief evolutionary history of business analytis and business intelligene (BI) >> A deeper understanding of preditive and presriptive analytis >> How an priing professionals benefit from the power of AI DR. MICHAEL WU Chief AI Strategist, PROS Dr. Mihael Wu is a data siene thought leader, strategist, author, and international speaker who speializes in the use of big data, mahine learning, and AI. Prior to PROS, he foused on developing preditive and presriptive algorithms to extrat insights from soial media data. His researh areas inlude ustomer experiene, CRM, online influene, gamifiation, digital transformation, AI, et. His R&D efforts won him reognition as an Influential Leader by CRM Magazine TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

19 E S E N T A T I O N S MORNING BREAK LUNCH 9:45 am-10:30 am 12:00 pm-1:00 pm 10:30 AM - 11:15 AM 11:15 AM - 12:00 PM BRIDGING THE GAP BETWEEN SALES AND PRICING In most business-to-business (B2B) ompanies, the suess of any priing strategy or program is highly dependent on sales exeution. Yet many prie professionals find themselves at odds with their sales partners, resulting in money and opportunity left on the table. To maximize the value of your ompany s priing programs, as a priing professional, you will need to learn how to break down ommuniation barriers and find ways to develop trust with your sales team. In this session you will gain an understanding of what it takes for sales teams to suessfully implement priing programs and learn several ways to build a partnership with sales that an lead to mutual suess. >> How to build a partnership with sales that is grounded in mutual suess >> What it takes for sales to suessfully implement a priing program >> The importane of hange management and ommuniation before, during, and after priing hanges STEPHANIE YEE Vie President Transformation Loal Sales and Revenue Management, Syso Stephanie Yee is Vie President Transformation Loal Sales and Revenue Management at Syso. In this role, she is responsible for leading the loal sales transformation effort, whih inludes enhaning sales and priing apabilities to improve ustomers experienes with Syso. She is also responsible for leading the Revenue Management team, working losely with Sales, Merhandising, and Finane, to design, build, and operationalize apabilities in the area of priing. She holds a bahelor s degree from Texas A&M University. IS PRICING KILLING YOUR PROFITS? How the Best Companies Set and Get the Right Prie It is well established that priing ontinues to be the most powerful profit lever available to a ompany. However, even after over two deades of the development of priing as a professional disipline, many ompanies still have a signifiant opportunity to improve their approah to priing. But where should exeutives spend sare resoures to get the most profit impat for their investment? In this session, we will review and analyze a omprehensive survey of more than 1,700 global business and priing leaders to assess their performane on 42 key priing apabilities and their resulting priing outomes. The results provide aurate guidane for exeutive teams as they look to reate signifiant ompetitive advantage through priing implementation. >> How to employ tailored priing at the individual ustomer and produt level >> How to align sales inentives and hange behavior at the front line >> How to deploy tools and training to reate lasting hange and ongoing priing improvement RON KERMISCH Partner, Bain & Company Ron Kermish is a Partner at Bain & Company and Bain s Global Priing Leader. Ron is also a leader in Bain s Tehnology, Media, and Teleom pratie, where he has worked with a broad set of ompanies on issues of growth and operational improvement. Ron joined Bain in He holds an MS from MIT Sloan Shool of Management and a BS in Eletrial Engineering from Cornell University. OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 19

20 >> FRIDAY, OCTOBER 26 8:00 AM - 8:45 AM BUILDING THE CULTURE AROUND PRICING High omplexity in your business, rapidly rising osts, a ulture foused on defending volume, deentralized prie deision making and a hallenging data environment all add up to a perfet storm of issues. Combine this with demands for quik results, and you have a hallenge. Driving ultural hange around priing and ahieving bottom-line results in suh an eosystem requires managing hange around multiple dimensions simultaneously. Ultimately the mindset, habits and how front line ommerial organization onduts its work has to hange. In this keynote, attendees will learn how to reate a sustainable operating model for priing improvements and how to engage the organization around building the right priing ulture. THE NEW ERA OF PRICING: Why Industrial Goods Priing Will Change More in the Next 3 Years than the Past 3 Deades K E Y N O T E P R 8:45 AM - 9:30 AM We have entered a new era of priing that many have yet to omprehend. This hasn t happened overnight, but we are at a tipping point where early movers are seuring ompetitive advantage while laggards are suffering dramati market share losses. As-a-servie models, data monetization, and software revenue are all fundamentally different forms of priing that until reently were outside the skillset of most industrial priers but that are now ritial to their roles. This keynote will share the modes of priing that are migrating most rapidly into traditional businesses, key frameworks for priing these produts, and examples of suesses and failures as established ompanies try to navigate this new world of priing. >> How to reate a sustainable operating model for priing improvements >> Analytial and planning methods to atalyze hange >> How to engage the organization around building the right priing ulture Varun Ratta is the SVP of Produt Management and Chief Priing Offier at Solenis, a leading supplier of speialty hemials for the pulp and paper industry and water treatment setors. Prior to joining Solenis, he worked with several large hemial ompanies to drive profitable growth, ommerial exellene and EBITDA improvement results. He holds a B.S. in hemial engineering from IIT Kharagpur, a M.S. and Ph.D. in Chemials from Virginia Teh and MBA from UT-Austin. 20 VARUN RATTA SVP of Produt Management and Chief Priing Offier, Solenis 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE >> A lear overview of the variety of priing skills required in today s business environment >> Strutural frameworks for addressing this variety of priing hallenges >> Tatis and examples to ommuniate these new ways of priing thought within their firms ADAM ECHTER Senior Diretor, Simon-Kuher & Partners Adam Ehter is a Senior Diretor based in Simon-Kuher s Mountain View, California offie. He has more than 15 years of priing and marketing experiene in B2B industries, inluding manufatured goods, industrial equipment and tehnology. He is a regular international speaker and guest university leturer on the topis of priing and sales enablement and the Industrial Internet of Things (IIoT). He reeived his bahelor s degree from the University of Buffalo and his MBA from the University of Rohester.

21 E S E N T A T I O N S MORNING BREAK LUNCH 9:30 am-10:30 am 12:00 pm-1:00 pm 10:30 AM - 11:15 AM 11:15 AM - 12:00 PM DRIVING PERFORMANCE WITH EFFICIENT PRICING AND REBATE PROGRAMS In this keynote, attendees will learn how Sony utilized software solutions to manage its omplex inentive programs and dealer priing. Learn how Sony eliminated the struggle with manual arual proesses and disjointed systems to emerge with effiient, streamlined operations that simplify priing management and laim validations. Explore how Sony, by streamlining and empowering their priing program, ahieved suess in multiple mission-ritial areas, inluding: improving auray to satisfy audit requirements, reduing manual proesses, systematially proessing laim validations and maintaining highly omplex priing proesses. >> How to improve auray to satisfy audit requirements >> How to redue manual, error-prone proesses >> How to systematially and effiiently proess laim validations >> How to maintain highly omplex priing proesses KRISTY RENNIE Diretor, Sales Operations Sony Eletronis Kristy Rennie, Diretor of Sales Operations for Sony Eletronis, is responsible for data maintenane, priing, and ustomer support for North Amerian dealer and distribution sales. Additionally, she manages software trade modules for priing, rebates, laims and aruals. Prior to this role, she was a division ontroller for various business units, with a fous on trade spend aounting and systems. She holds a Master s Degree in Mathematis from the University of Florida. WHEN PRICING IS A FOUR-LETTER WORD Priing is often the first team to be blamed when things go wrong. How do you navigate organizational politis to drive your priing philosophy? What is the role you play as head of priing or monetization in the organization? How do you use data to drive priing aountability in the organization? What priing levers do you pull to drive profitable growth in global industry? In this keynote session, attendees will learn how to navigate omplex organizational strutures and drive the priing disipline aross funtions. We will review the role priing professionals have to play in driving growth mindsets within ross funtional organizations, as well as how to use data to drive priing aountability aross your organization. >> How to navigate omplex organizational strutures and drive priing disipline aross funtions >> The role priers have to play to drive growth mindsets in ross funtional organizations >> How to use data to drive priing aountability aross organization PRADEEP SURYANARAYANA Sr. Diretor, Finane, PayPal, In. Pradeep Suryanarayana is a Marketing and Finane exeutive with more than 15 years of experiene in leading global priing and finanial strategy. As the Sr. Diretor of Finane, Merhant and Consumer Produts for PayPal, he oversees finanial planning and produt monetization to drive growth and deision-making. Prior to this role, he served as head of global priing and strategy where he was responsible for priing strategy and operations worldwide. He holds an MBA in Finane and Entrepreneurship. OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 21

22 >> THURSDAY, OCTOBER 25 1:00 PM - 1:40 PM PRICING PRACTITIONERS PRICING EXPERTS TOOLS AND TECHNIQUES DATA SCIENCE PRICING: A CRITICAL PUZZLE PIECE IN SUCCESSFUL DEAL MANAGEMENT BOOST YOUR CHANNEL POWER VIA SMART TRADE TERMS AND INCENTIVES SPEED IS THE NEW CURRENCY OF PRICING ROBOTIC PROCESS AUTOMATION (RPA) IN PRICING B R E A K O U T JUSTIN EISENHART Diretor, Generi Priing, Amerisoure- Bergen WILLIAM HUMSI Senior Diretor, Simon-Kuher & Partners GARTH HOFF, CPP Solution Ninja, Prie f(x) GORDON TANG Senior Manager, Priing Pratie, EY : B2B THEMED : B2B THEMED Cross-funtional ollaboration is the key to organizational suess in any industry, and priing is one of the most important omponents of this ollaboration. A suessful priing organization will align with ompany goals, ontribute to ustomer lifeyle management, engage the C-level in priing strategy disussions, and influene deision-making for the organization. This sounds fairly straightforward on paper but, as priing pratitioners are painfully aware, due to embedded organizational onstraints, implementing this approah is often easier said than done. In this session, attendees will learn how to position their priing organization to ahieve ommerial exellene. This session will demonstrate through real-world examples the importane of priing having a seat at the table throughout the entire ustomer lifeyle. >> The importane of rossfuntional ollaboration that inludes priing >> The importane of priing having a seat at the table throughout the entire ustomer lifeyle >> How to position their priing organization to ahieve ommerial exellene In business-to-business (B2B) ompanies and business-toonsumer (B2C) ompanies dealing in distribution, hannel inentive programs are the name of the game. Despite this, many ompanies fail to design a win-win program that drives growth and enourages appropriate hannel behavior. In this session, the presenter will fous on best praties for designing smart inentive programs for your distribution hannel. Attendees will explore the value and appropriate use of trade terms and hannel inentives, and will review the ommon pitfalls that many ompanies fall vitim to when designing their trade and inentive programs. Finally, this session will also examine best praties for designing inentive programs in a way that attendees an leverage and employ within their own organizations. >> The value and appropriate use of trade terms and hannel inentives >> The ommon pitfalls that many ompanies make in the design of their programs >> Best praties for designing inentive programs in their own ompanies Mar R. Benioff, Chairman and CEO, Salesfore is famous for announing, Speed is the new urreny of business. This is espeially true for the priing funtion. Customer expetations in the businessto-business (B2B) spae have been transformed by ioni business-to-onsumer (B2C) disrupters inluding Amazon, Netflix, and Uber. The Great Crew Change ourring in manufaturing and engineering heavy industries is also restruturing expetations on the way people interat with tehnology at work and with eah other on a generational level. This session will fous strutural business trends inreasing the need for speed in priing today. Real world ase studies are inluded to show how world-lass priing organizations are shifting gears and raing ahead of the ompetition. >> How fast hanging market dynamis an be aptured and pried into produts >> Why speed in hannel strategy exeution is ritial to business suess >> How sales ops leaders are promoting speed in sales enablement and suess programs Priing strategy is often overlooked due to the priing team s pre-oupation with dayto-day manual and redundant tatial priing proesses. This distration from strategi initiatives an lead to poor exeution of priing strategy, delays in implementation of new tools and proesses, and a team s limited apaity to generate and at on analytial priing insights. In order to make the priing teams more effiient and enable optimal utilization of brainpower and data analytis, Roboti Proess Automation (RPA) software an have tremendous impliations for business-to-business (B2B) priing organizations through the automation of redundant priing proesses. RPA an lead to signifiant benefits inluding redution in osts, derease in error rates and greater effiienies in priing proesses. >> How RPA tehnology an be leveraged in the automation of redundant and manual priing proesses >> Key RPA appliations in priing proesses and how RPA improves auray and effiieny while reduing osts >> Use ases pertaining to the appliation of RPA within B2B organizations 22 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

23 S E S S I O N S 1:50 PM - 2:30 PM PRICING PRACTITIONERS PRICING EXPERTS TOOLS AND TECHNIQUES DATA SCIENCE HOW TO BUILD A GLOBAL REVENUE MANAGEMENT STRATEGY AND TEAM THE OPPORTUNITY FOR PRICING IN B2B AFTERNOON BREAK CONFERENCE RECEPTION PRICE IMPLEMENTATION IN THE FIELD: EFFECTIVELY ARMING YOUR SALES TEAM WITH THE RIGHT INSIGHTS TO SELL MORE AT A BETTER PRICE 2:30 pm-3:00 pm 4:30 pm-6:30 pm SENSE AND CENTS ABILITY: GETTING PRICING PROJECTS APPROVED WITH DATA AND FACTS THOMAS FRY Diretor, Global Revenue Management, Iron Mountain In. MICHAEL LUCACCIONI Business Solutions Consultant, Zilliant DANIEL BRACKE, CPP Manager, EY TRACY CANNON Strategi Consultant, PROS : ADVANCED : B2B THEMED Building a Global Revenue Management team and implementing global prie strategy is no longer a hoie; it is a neessity to address the requirements of your large global ustomers and to enable your global business strategy. Too often ompany s prie strategies are disjointed or overly rigid from ountry to ountry, either reating onfusion for ustomers or handiapping overall business growth. In this session, the presenter will build on his experiene direting Global Revenue Management at Iron Mountain, a global ompany that onduts business in more than 55 ountries worldwide. Attendees will learn best praties for building a Global Revenue Management team and reating a priing strategy that addresses loal hallenges while retaining ore global prinipals. >> Key suess fators in building a Global Revenue Management team >> How to build a revenue management strategy to enable ountry speifi business strategies >> How to engage and energize leadership to suessfully drive your global strategy Intuitively, business-tobusiness (B2B) leaders know they are not winning the full potential from their ustomer aounts. Rapidly hanging ustomer expetations and the pae of advanement in business dynamis is making it neessary for ompanies to enable and enat true digital transformation in order to keep up with or exeed market expetations and ompetitors. Companies have a signifiant opportunity to expand, retain and optimize ustomer relationships through revenue expansion and profit optimization. In this session, attendees will hear the results of this first of its kind benhmark report analysing over $120B worth of B2B transations, and learn what you an do to grow your share through smarter priing and presriptive guidane. >> Quantifying the priingbusiness opportunity >> Unovering hidden pokets of revenue and profit potential >> Capturing your potential using presriptive guidane In this modern business world there is no shortage of priing data to be analyzed. While onduting suh analysis is essential, value is only derived by effetively ommuniating these insights to the field. The question of how best to arm the sales team with aurate, dynami, real-time prie reommendations and ustomer strategies that they an use to sell more at a better margin is an issue all organizations fae. Derived from prie implementation ase studies aross various industries, this presentation fouses on the best praties required for driving priing insights into the field. Major topi areas inlude: designing a priing tool for the sales team, properly tailoring the level of information provided, and aelerating adoption. >> To determine the appropriate level of priing insights neessary for their sales team >> To drive organizational prie and margin targets into the field >> To ensure tool implementation and prie reommendation ompliane Make a Winning Case for a Priing Solution Investment Data is imperative when making the ase to improve organizational priing and quoting proesses. In this presentation, attendees will learn how to reate a winning argument for a priing solution investment by developing and ommuniating the value proposition of the projet. Attendees will explore how to utilize data to gain alignment and how to shape data points into a narrative that makes greenlighting your software projet a no-brainer. We will disuss what data to look for when developing a ase for transformations, as well as how to interpret relevant data when the information is not ookieutter. Arming exeutives with empirial data in a ompelling narrative will aelerate the rational deision making proess to prioritize your projet. >> The importane of data when making the ase to improve priing and quoting proesses >> What data to look for when justifying transformations and how to interpret relevant data >> How to use the information to reate a ompelling narrative OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 23

24 >> AFTERNOON BREAK THURSDAY, OCTOBER 25 CONFERENCE RECEPTION 2:30 pm-3:00 pm 4:30 pm-6:30 pm CREATE A SINGLE SOURCE OF TRUTH: DASHBOARDS FOR PRICING MANAGERS B R E A K O U T 3:00 PM - 3:40 PM PRICING PRACTITIONERS PRICING EXPERTS TOOLS AND TECHNIQUES DATA SCIENCE LEADING THE BUILDING PRICING FROM (SPREAD) SHEET TO CULTURAL CHANGE: SKILLS THROUGH (C) SUITE: TIPS FOR PRICERS COST TO VALUE IN A ON HOW TO COMMUNICATE EFFECTIVE COACHING GLOBAL FIRM WITH THEIR EXECUTIVE TEAMS PATIENCE MUTISO Sr. Strategi Priing Manager for CHEP North Ameria THOMAS GORIN Assoiate Diretor, The Boston Consulting Group JOE DALLIMORE Strategi Consultant, PROS MAYURESH SARAVANAKUMAR Consultant, Holden Advisors : ADVANCED : ADVANCED : BEGINNER You are the new priing leader in the largest and most profitable subsidiary of a global, publially traded supply-hain onglomerate. Your mission is to reate, ommuniate and exeute a priing and revenue strategy throughout North Ameria. Three months into the mission, you have a baseline on whih to build your strategy. You are in your first meeting with the C-Suite. They wait expetantly for the diagnosis. I an summarize that meeting with one word: ulture. Culture is a omplex word that arries different meanings that an influene prie optimization and revenue management within the global orporation. Learn through real-world examples how to make everyone in your ompany want to join your new value priing ulture. >> How to move their organization from ost and volume, margin and prie monopoly to ompetitive alarity >> How to build grassroots hange management by reating priing evangelists and ustomer advoates >> How to hoose the battles that win the War of Cultural Change Ahieving better business results through priing omes down to better deisions enabled by better data and analytis and supported by the right proesses and tools. As a result, any priing initiative with the goal to deliver sustained results has to address how to best teah new priing proesses, systems and strategies to priing teams. In this session, attendees will learn best praties for teahing priing in a number of senarios, inluding tailoring eduation to the needs of the learners, teahing effetively without wasting time, developing learly defined learning goals, and eduating in engaging ways to keep learners interested. We will also disuss how to roll-out training programs in small teams as well as larger organizations. >> How to design a priing learning program with learly defined goals and tailored to the audiene >> An overview of learning tools and resoures available to help learners build new skills >> How to leverage the Learn Do Teah model to make learning results stik If a priing initiative falls in the forest but there is no exeutive around to hear it, does it make a sound? The omplexity of priing often makes strategies, models and outputs diffiult for C-level exeutives to easily digest. This an ause roadbloks to priing improvements and strategy implementations, and an ause frustration for priing teams attempting to implement priing advanes in their organization. In this interative session, partiipants will learn guidelines for exeutive-level ommuniations related to priing, whih will strengthen the position of the priing team within their organization and further their areers at the same time. We will teah you how to ommuniate the real dollar impat priing an have for your ompany. >> Clear, onise talking points for various priing strategies easy enough for a CEO to understand >> The power in using a urrent state vs. future state approah >> Tips for ommuniating the real dollar impat priing an have in your organization (both DOs and DON Ts) Priing managers are often so busy with the daily ativities of developing prie quotes and disussing disount allowanes with sales that they often struggle to find time to identify and at on strategi opportunities. Even if priing managers did have time, there are so many ad-ho reports and poor traking systems that there is no one soure of truth. This leads to low-onfidene in the analysis and subsequent deision-making by the C-Suite. The way to effiiently identify opportunities and onfidently aim for the numbers is to have a solid data setup tuned for priing and a standardized approah to analytis. Priing managers must define the relevant metris aligned to organizational goals, and dashboards and data-sets required. >> How to overome the hallenge of data setup for priing deisions >> What standardized analysis and reporting is required to enable rapid priing and growth deisions >> How to reate a oherent ompany-wide struture to enable single soure of truth 24 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

25 S E S S I O N S FRIDAY, OCTOBER 26 1:00 PM - 1:40 PM PRICING PRACTITIONERS PRICING EXPERTS TOOLS AND TECHNIQUES DATA SCIENCE SELLING, NOT TELLING: HOW TO BECOME A STRATEGIC PRICING PARTNER NAVIGATING DIFFICULT DISCUSSIONS WITH STAKEHOLDERS AFTERNOON BREAK A ROADMAP FOR IMPLEMENTING TARGET PRICE GUIDANCE THAT ADDS VALUE IN YOUR B2B COMMERCIAL PROCESS 2:30 pm-3:00 pm MACHINES ARE LEARNING FROM DATA: IT S A PRICING OPPORTUNITY >> KATIE WEI Global Priing Strategist, Hypertherm DANIELLE RAY Manager Produt Priing, TE Connetivity DAVID ANDERSON Business Consultant, Vendavo DUSHYANT ZUTSHI Diretor, Produt Management and Pre-Sales, Vistaar Tehnologies, In. : B2B THEMED Priing teams have the unique advantage of onsulting with sales, finane, marketing and management on a regular basis. However, despite this aess, priing is often left out of key strategi deisions. If your priing team wants to make the move from impat to influene, selling your value proposition is key. With so many touhpoints, priing an have a tremendous amount of influene on shaping and exeuting strategy when given the right seat at the table. In this session, presenter Katie Wei, a former sales exeutive turned priing strategist, will tell the story of how she moved a priing team from performing data entry and transational reporting to beoming a key player on the strategy team. >> How to approah the business onsultatively: ask questions, listen deliberately and unover pain points >> How to ollaborate on solutions and exeute while inreasing your sphere of influene >> How to monetize the value you ve reated for the organization and sell your strategi importane Have you faed situations in whih stakeholders wanted to implement a hange to priing strategy, but the analysis showed that the risks outweighed the opportunities? Or a review of the situation revealed that there were mistakes in ontrats with business partners that needed to be orreted? When onfronted with diffiult situations, Priing Managers need to have the tools and the onfidene present their analytis findings and reommendations in a onstrutive manner that will be both understood and well-reeived by exeutive management. Designed for priers with moderate to intermediate levels of experiene, this session will teah priers how to approah these types of disussions by being prepared to protet the organization, maintain relationships, and build trust. >> The role of analytis and how to leave emotions out of disussions >> How to apply negotiation skills within meetings and presentations >> To identify when they an reate value and when they need to move on In this modern business world there is no shortage of priing data to be analyzed. While onduting suh analysis is essential, value is only derived by effetively ommuniating these insights to the field. The question of how best to arm the sales team with aurate, dynami, real-time prie reommendations and ustomer strategies that they an use to sell more at a better margin is an issue all organizations fae. Derived from prie implementation ase studies aross various industries, this presentation fouses on the best praties required for driving priing insights into the field. Major topi areas inlude: designing a priing tool for the sales team, properly tailoring the level of information provided, and aelerating adoption. >> To determine the appropriate level of priing insights neessary for their sales team >> To drive organizational prie and margin targets into the field >> To ensure prie reommendation ompliane Businesses inreasingly find themselves in a new paradigm in whih data and software driven strategies are imperative for sustained ommerial suess. It s no longer enough to have good proesses and experiened personnel. Computers are more adept than humans at sorting through data with omplex variables suh as frequently flutuating osts, rapidly evolving priing models, and shifting ustomer priorities. Relying on spreadsheets, ustom software tools and experienes to manage the omplexity of beoming a data driven business is inadequate. The good news is that modern priing software solutions, powered by advaned algorithms and mahine learning tehniques, enable businesses to onstantly analyze data on an unpreedented sale and drive intelligent sales strategies for this data driven world. >> How a global manufaturer moved from anedotal experiene based sales priing to data driven deision making >> The ase for mahine learning and learning from mahines >> How a ustomer onquered hange management issues when transitioning to data driven deision making OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 25

26 >> FRIDAY, OCTOBER 26 1:50 PM - 2:30 PM PRICING PRACTITIONERS PRICING EXPERTS TOOLS AND TECHNIQUES DATA SCIENCE MANAGING PRICING IN AN ORGANIZATION THAT LITERALLY CAN T EVEN KEEPING PRICING COMPETITIVE IN A DIGITIZED WORLD SMART RENEWAL PRICING: MAXIMIZE VALUE CAPTURE, MINIMIZE CHURN MAXIMIZE REVENUE-GENERATING OPPORTUNITIES WITH AI- POWERED GUIDED SELLING B R E A K O U T JORDAN MONTAG Senior Manager - Priing, Produt & Strategy, Athlon Solutions CLIFF ISAACSON Diretor of Priing Solutions, Synron NICK ZARB Senior Diretor, Simon-Kuher & Partners MATT MCENERNEY Produt Marketing Manager, CallidusCloud : BEGINNER : B2B THEMED : BEGINNER A millennial marketing professional with zero priing experiene gets invited to build a value-based priing department in an industry that has been implementing ost-plus strategies for 20 years. How do you build a priing strategy in a pratie or industry in whih you have no experiene? Where do you even begin, and how do you gain redibility for your priing strategies when you are starting ompletely from srath? Designed for priers with limited experiene or who are just beginning their priing areers, this presentation will inlude tales of growth, failure and suess, as well as lessons learned and key take-aways for building a department, experiene, and redibility all at the same time. >> What it s like to be thrown into a pratie you have no experiene in >> How effetive priing management an deliver signifiant bottom-line growth >> Tips and triks for gaining redibility when you are starting from srath Tehnology is hanging all around us, oftentimes at a faster pae than our ability to adapt. Online ompanies like Amazon, Uber and Zappos have ultivated an on-demand mindset, where ustomers expet what they want to be available and delivered whenever they want it all for a reasonable prie. Brands that want to keep priing ompetitive in this wave of digitization need to embrae intelligent priing solutions and methodologies, as well as emerging tehnologies like Artifiial Intelligene (AI) and Internet of Things (IoT). With an inreasing emphasis on maximized produt uptime, or using preditive analytis to proatively repair produts before they fail, brands must ultimately ensure their supply hains remain effiient and optimized to stay ompetitive. >> How to use a value-based priing approah to tailor priing to where your offering is unique >> How to leverage emerging tehnologies to modernize the way goods and servies are pried >> How to stay ahead of disruptions like Right to Repair legislation and the grey market Land and expand. A lassi sales strategy. But this is often solely foused on produt upsell or usage inreases, instead of extrating the willingness to pay for what the ustomer already has. A sales person s vitory may be losing the deal, but a ompany s vitory is maximizing the lifetime value of that deal. Upsell and ross-sell are important, but renewals priing is often more impatful. This is partiularly true for those ompanies that have grown through aquisition, have reently enhaned their produt, or have had low disount disipline historially. In this session, designed for B2B priers with moderate to intermediate priing experiene, attendees will learn how every renewal offer should be tailored to eah ustomer. >> How to identify ustomers that should be paying more >> How to segment prie inreases with onfidene and use histori behavior to minimize hurn risk >> How to ensure the sales team are prepared to defend proposed renewal pries AI-Enhaned Configure, Prie, Quote (CPQ) empowers sellers to deliver on ustomer expetations by effiiently providing the right produt mix at the right prie. During this session you will learn how the intuitive guided selling proess allows Sales Ops to move from a tatial fous to a more strategi priing fous, how to protet deal margin health, and how to maximize revenue-generating opportunities through priing optimization and inreased ross-sells and up-sells. >> How to free up sales ops from tatial tasks to allow them to fous on strategi ativities >> How to protet margins >> How to optimize priing and inrease up sells and ross-sells 26 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

27 S E S S I O N S AFTERNOON BREAK 2:30 pm-3:00 pm 3:00 PM - 3:40 PM PRICING PRACTITIONERS PRICING EXPERTS TOOLS AND TECHNIQUES DATA SCIENCE PRICING TEAM LEVERAGING COMPETITIVE SOLIDIFY PRICING CAPTURE THE VALUE FLAG: TRANSFORMATION: INTELLIGENCE AS A PARTNER TRANSFORMATION WITH SALES UNDERSTANDING THE ROLE OF THE TEAM, THE SKILLS IN PRICING DECISIONS ENGAGEMENT AND BUY-IN DIGITALIZATION AS A PRICING AND THE TOOLS IMPERATIVE FOR ALL INDUSTRIES TARA L. THOMAS Priing System Implementation Manager, Nissan North Ameria PRAKASH ( PRAKS ) BHATIA, CPP North Ameria Priing Diretor, LivaNova PLC SCOTT FRANCIS President, Strategi Priing Solutions KRISTEN HARRIS Senior Consultant, Simon-Kuher & Partners As diffiult as hange an be, it is neessary in all funtional areas of business, inluding priing. In the growing pratie of priing, there are many omponents that ontinually evolve and expand. The efforts needed to maintain effetive prie points, informed and produtive priing teams, and relevant methods and tools an beome overwhelming for priers. This workshop will provide key pointers on how to manage a transformation of your team, your approah to priing, and the inorporation of key tools to maximize the effetiveness of your priing ativities. We will unover pitfalls that an stifle a transformation, and provide tips on how to suessfully maintain a development plan as methodologies ontinue to mature and hange. >> Who, what, when, and how to transform your team into world-lass priers >> Key roadbloks to avoid when modifying proesses and tools >> How to maintain the improvement momentum As levels of ompetition within various industries steadily inrease, priing exeutives are utilizing ompetitive priing information when struturing produt pries while leveraging data to ensure a ompetitive position within the market. Creating a formal relationship between priing and ompetitive intelligene funtions in order to support the olletion and aggregate use of priing data will ensure produt pries are as viable as possible. >> The value of Competitive Intelligene >> Skills to improve analysis >> Pratial tools to help with insights : B2B THEMED Transforming priing organizations and improving profitability requires more than building a team of smart people and developing optimization models. You must also sell those optimized pries to ustomers and not apitulate at the first sign of resistane. Your sales team is your best ally in the battle to make prie hanges stik. Engaging sales to gain their buy-in and provide ustomerspeifi expertise will help make your hanges last. To make prie improvement more durable, we will disuss how to develop prie planning tools for the sales team, give sales some ownership of speifi ustomer prie hanges, and engage exeutive management in setting overall prie improvement goals and authority levels to inrease profitability without sarifiing volume. >> The ritial role of sales and exeutive management in managing priing hanges >> How to develop prie budgets that failitate sales ownership of ustomerspeifi priing >> How to align the objetives of exeutive management, sales and priing Despite the ubiquity of digitalization, it an be diffiult to identify the relevane of our inreasingly data-based world aross industries. As suh, often our initial appliation of digitalization to priing opportunities stops short: we leverage bigger data to better inform priing deisions, and all it a day. In this presentation, we ll explore the multidimensional aspets of digitalization and understand how to unover hidden monetization opportunities for every type of business. We ll talk through the proess of expanding business model horizons to apture the full value delivered to ustomers, and disover ways to leverage priing models as exeution levers. Finally, we ll review ase studies that highlight the best ways to apture the full value you deliver. >> Why digitalization requires us to re-evaluate our ore offerings to unover hidden monetization opportunities >> How to leverage strategi priing models to ahieve new monetization opportunities >> Tips, triks, and best praties from the field on implementation OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 27

28 K E Y N O T E T O W N H A L L F O R U M Why a Town Hall Forum? You ve asked for it and we re delivering! Over the years, our attendees have asked for a deeper dive into keynote topis so that they an apply what they ve learned to their speifi needs and organizations. Join us on Thursday and Friday from 3:50 pm - 4:30 pm for one of four opportunities to ask questions and spend time learning more from the Keynote of your hoie during our town hall session. This is your hane to ensure key takeaways to implement when you return to the offie. >> THURSDAY, OCTOBER 25 3:50 PM - 4:30 PM PRICING PRACTITIONERS PRICING EXPERTS TOOLS AND TECHNIQUES DATA SCIENCE STEPHANIE YEE Vie President Transformation Loal Sales and Revenue Mgmt., Syso Bridging the Gap Between Sales and Priing RON KERMISCH Partner, Bain & Company Is Priing Killing Your Profits? How the Best Companies Set and Get the Right Prie RAFI MOHAMMED, Ph.D. Founder, Culture of Profit Implement Good-Better- Best Priing to Generate Higher Profits DR. MICHAEL WU Chief AI Strategist, PROS How the Priing Industry Can Realize the Benefit of AI >> FRIDAY, OCTOBER 26 3:50 PM - 4:30 PM VARUN RATTA SVP of Produt Management and Chief Priing Offier, Solenis KRISTY RENNIE Diretor, Sales Operations, Sony Eletronis PRADEEP SURYANARAYANA Sr. Diretor, Finane, PayPal, In. ADAM ECHTER Senior Diretor, Simon-Kuher & Partners Building the Culture Around Priing Driving Performane With Effiient Priing and Rebate Programs When Priing is a Four-Letter Word The New Era of Priing: Why Industrial Goods Priing Will Change More in the Next 3 Years than the Past 3 Deades HOTEL INFORMATION & RESERVATIONS The Renaissane Dallas Addison Hotel is the host for the PPS 29th Annual Fall Priing Workshops and Conferene Set onveniently in North Dallas, the Renaissane Dallas Addison Hotel offers guests not only an ideal loation but also superb servie, spaious rooms and exeptional event venues. Our prime loation is within walking distane of Addison Cirle Park, as well as popular restaurants, entertainment and the DART. The famous Galleria Dallas is less than three miles away and major airports are nearby. Unwind in our well-appointed hotel rooms and two-story suites. Enjoy travel omforts like premium bedding, free Wi-Fi, ample desks and 24-hour room servie. You an stay fit while visiting Texas by using our modern gym and seasonal outdoor pool. You an also pamper yourself at our luxury salon and spa or indulge in a savory meal at Noell JCT restaurant and lounge. Register today at: 4d4a bf a 28 29TH ANNUAL FALL PRICING WORKSHOPS & CONFERENCE

29 C O N F E R E N C E I N F O R M A T I O N OPTIONS AND PRICES OPTION NON-MEMBER MEMBER 1 Fall 2018 CONFERENCE ONLY (Otober 25-26)... $2, $1,795 2 Fall 2018 CONFERENCE + 1-DAY WORKSHOP... $3, $2,795 3 Fall 2018 CONFERENCE + TWO 1-DAY WORKSHOPS... $3, $3,595 4 Fall 2018 CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE... $6, $5,995 5 Fall 2018 CONFERENCE + 1 WORKSHOP + ONLINE CPP BUNDLE... $5, $5,095 6 Fall 2018 TWO 1-DAY WORKSHOPS ONLY... $2, $2,195 7 Fall DAY WORKSHOP ONLY... $1, $1,595 OPTION 1: Inludes the PPS Conferene on Otober 25th & 26th. All Non-PPS Members reeive a omplementary 6 month membership when a purhase is made at the non-member rate. OPTION 2: Inludes one of the Full-Day CPP Workshops on Otober 23rd or 24th and the PPS Conferene on Otober 25th - 26th. Several ombinations are provided for more flexibility and maximum benefit to you. OPTION 3: Inludes two 1-Day Workshops on Otober 23rd & 24th in addition to the onferene on Otober 25th & 26th. INCLUDED WITH YOUR REGISTRATION Workshop Attendees who omplete and pass the Post-Workshop Quiz will reeive redits towards their CPP designation. All Conferene attendees will reeive all of the onferene presentations. Breakfast, refreshments and lunh are served during Workshops & Conferene days. All Conferene attendees are invited to the Conferene Reeption on Thursday afternoon, Otober 25, OPTIONS 4 & 5: These pakages are designed to get your CPP Certifiation quikly without having to rely on subsequent budget approvals. Pakages will allow you the opportunity to earn 6 CPP Credits. You will reeive the Full Conferene pakage inluding a Full-Day Workshop(s), plus 4 or 5 (depending on option seleted) additional Online Priing Courses of your hoie, as well as the CPP Certifiation Exam pakage - whih inludes the omplete study guide, online study sessions and the CPP exam. 4th Attendee Free When 3 people register from the same firm at the same time, a 4th person may register for the Conferene free of harge. PPS Member Disount Ative Professional Priing Soiety members reeive disounts! When registering several people at the Member rate, please make sure that you have one of the Corporate Membership plans to reeive disounts for everyone. Individual Annual Membership in PPS is $400. The Corporate 5 Member plan is $1,000; Corporate 10 Member plan is $1,500; and the Corporate 20 plan is $2,500. PAYMENTS, SUBSTITUTIONS AND CANCELLATIONS POLICIES You may make payment by wire transfer or eletroni bank draft or redit ard, or online at om/onferenes/fall-priingworkshops-onferene. You may substitute attendees at any time prior to the start of the onferene with no penalty. You may anel by Otober 2, 2018 and reeive a refund, minus a 20% administration fee. REGISTER ONLINE TODAY! Register at priingsoiety.om/ onferenes/fall-priingworkshops-onferene. REMEMBER: THE 4TH ATTENDEE IS FREE! When 3 people from the same firm register at the same time, the 4th registrant an attend FREE of harge. DRESS CODE Attire is business asual. For your own omfort in meeting rooms, we reommend that you dress in layers Dallas Parkway Addison, Texas OCTOBER 23-26, 2018 DALLAS #PPSDALLAS18 29

30 PPS<< SPONSORS CallidusCloud is the global leader in loud-based sales, marketing, learning, and ustomer experiene solutions. CallidusCloud enables organizations to aelerate and maximize their multi-produt strategy with a omplete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales fores, automate onfigure prie quote, speed up ontrat negotiations, properly reognize revenue under ASC 606, and streamline sales ompensation driving bigger deals, faster. Over 5,800 leading organizations, aross all industries, rely on CallidusCloud to optimize their multi-produt strategy to lose more deals for more money in reord time. Navetti enables businesses to be suessful and more profitable by helping our ustomers optimize their pries. We offer both priing software and business onsulting, a ombination that is the foundation for identifying and apturing the business potential from better operational priing. We deliver a solution that aptures these opportunities aross the priing waterfall from prie setting to prie getting - Then we work with the ustomer on operational priing, making sure the ustomer an manage and optimize pries over time. Priing Solutions Ltd. speializes in 5 ore servies: priing strategy, priing management, priing and value researh, priing training and priing systems. The result: typial paybak on an engagement is 10:1. Priing Solutions Ltd. has developed a wide range of proprietary tools, proesses and researh tehniques for studying and analyzing our lients priing problems. These tools and proesses omplement our philosophy. GLOBAL PREMIER SPONSOR PROS is powering the shift to modern ommere, helping ompetitive enterprises reate a personalised and fritionless experiene for their ustomers. Fueled by dynami priing siene, PROS offers solutions that make it possible for ompanies to prie, onfigure and sell their produts and servies with speed, preision and onsisteny aross all sales hannels. Our ustomers are leaders in their markets aross more than 10 setors, and benefit from deades of data siene expertise infused into our industry solutions Ernst and Young is a global leader in assurane, tax, transation and advisory servies. The insights and quality servies we deliver help build trust and onfidene in the apital markets and in eonomies the world over. We develop outstanding leaders who team to deliver on our promises to all of our stakeholders. In so doing, we play a ritial role in building a better working world for our people, for our lients and for our ommunities. Holden Advisors are thought leaders that build value-based prie strategies to drive prie leadership, selling bakbone, and profitable growth. We oah our lients to manage with an outside-in view of the ustomer. When you work with us, our subjet matter experts are involved in every step of engagement to ensure that your team is building apabilities and skill in priing strategy, implementation, and prie negotiations. Our lients see improvement in ROS, higher average margins, and greater ross-funtional alignment in our ollaborative initiatives. Unique among our ompetitors, Monitor Deloitte ombines a rih heritage of leading-edge strategi thinking and innovation with deep expertise in operations and implementation to amplify our impat. Joining strengths, we an better help you address your most omplex business hallenges, reate new and lasting value, and ahieve transformational growth, enabling you to lead and shape the future of the world. Prie Edge offers priing servies and our own priing software - PrieEdge. We offer a pratial approah to value based priing and have onsultants that an help you evaluate prie potential and implement solutions quikly. Seondly, most of us working at Prie Edge have a bakground as priing managers ourselves and have experiened the ineffiienies of implementing other priing solutions. Therefore, we reated effiient software that an be setup and used in a matter of hours instead of months and offered without any setup or starting fees. Prie f(x) is an innovative software ompany reated by experiened professionals, who spent their areers in the Priing Software and Priing Consultany world. A world unfortunately not entirely free of frustration and disappointments with the lassial, large Enterprise Software approah. Our ompany has been based on a firm believe that the majority of the business software appliations in the marketplae are too omplex, have too many features, too many buttons, too muh to learn and are too long to implement. Priing Exeutive Searh is the reruitment onsulting firm speializing in mathing Priing Talents with Priing Career Opportunities in all industries, priing funtions yield, revenue and profitability management, reimbursement and market aess, atuary, and onsulting roles. The first founded by Priing Professionals for Priing Professionals. Our ompetitive advantage resides in more than 10 years extensive ross-industry expertise and working experiene in priing developed by our team helping small, medium and large ompanies. priingexeutivesearh.om Quantiz is a priing managementonsulting firm that uses Six Sigma and Proess Exellene to enhane its analytial skills in order to develop differentiated servies and solutions to improve our ustomers sustainable growth and profitability. Based in Sao Paulo, Brazil, the ompany was founded and is managed by Frederio Zornig, who also leads the Latin Ameria hapter of Professional Priing Soiety. The Simon Shool is the first and only business shool to offer a speialized priing trak within the full-time MBA program. Our priing students learn the fundamentals of value-based priing, prie disrimination, market researh, and tehniques for estimating demand and prie elastiity. Our advaned priing ourses over B2B priing, priing under apaity onstraints, ompetitive strategi priing, autions and behavioural priing. Simon-Kuher & Partners Strategy & Marketing Consultants has the world s largest and most experiened onsulting pratie dediated to priing and TopLine Power We have over 1,100 employees on 5 ontinents. We have resolved omplex priing issues for more than 80 of the global Fortune 500 firms, and in the last three years we have onduted over 2,600 priing projets. www2.simon-kuher.om

31 Strategi Analysis In., a global business onsulting firm, uses its ore apability in ompetitive intelligene to develop priing, priing strategy and tatis, and prie benhmarking throughout an industry s eosystem to inrease lient profits. SAI drives its fielddeveloped researh to develop proative, value-added results and reommendations for lients, and helps lients to better understand key opportunities and threats within their markets. When Data Siene meets Revenue Strategy. We believe that leveraging data siene empowers leaders to make optimal deisions and aelerate towards superior outomes. Therefore, our Deep Priing methodology is a unique blend of Strategi Consultany, Data Siene and Tehnology. We deliver end-to-end transformation, rafting powerful Priing and Revenue Strategies. We ommit in sustainable results delivery by implementing Visualization, Simulation and Optimization solutions, fully embedded in the governane models and systems of our lients. Vistex solutions equip lients Sales and Marketing divisions with aurate knowledge of produt priing, return on investment, and revenue goals as they develop Go- To-Market strategies. Vistex solutions give organisations a omplete view of their urrent produts and revenue programs, and displays the information in a way that enables organisations to make better deisions about where and how to Go-To-Market suessfully. PPS BOARD OF ADVISORS MR. ERIC MITCHELL Founder, Chairman of the Board The Professional Priing Soiety MR. XAN CHAMBERLAIN CPO Xanno MR. MARTIN COALSON Retired Priing Exeutive Union Paifi Railroad MS. LYDIA DI LIELLO Founder & Prinipal Capital Priing Consultants LLC Stratene Partners proposes a unique 360º approah for Consulting, Systems and Outsouring servies. With 22+ years of experiene, 800+ suessful Projets in most Industries and a reognized expertise in Strategi Optimization, Commerial Effiieny and Priing Exellene, we partner with Organisations, worldwide, to apture tangible quik-wins and long term sustainable results. Synron s Global Prie Management solution helps businesses gather and analyze prie information. Using advaned analytis and a simple, flexible interfae, ustomers an simulate, distribute and synhronize new pries aross a global organisation. By leveraging this unique loud software, our ustomers ahieve substantial and immediate improvements to profitability and ompetitive position. Vendavo harnesses the power of Big Data to generate ationable insights that enable businesses to sell more profitably. Our prie optimization and management solutions help ustomers make better data-driven deisions for priing and sales effetiveness. Using utting-edge analytis and deep industry expertise, Vendavo boasts the largest number of implementations for B2B enterprises in the industry, having helped more than 300 ompany divisions inrease revenue, improve profit margins and maximize shareholder value. Vistaar, a leader in priing and promotion software, offers both B2B and B2C solutions. Our delivery model is a single module SaaS approah that an be deployed very quikly. We believe simpliity is the ultimate sophistiation and that ease of use ensures high adoption rates among all lasses of users, espeially sales. Typial finanial benefits are 2-5% margin inreases and 20% improvement in ontrat annual hit rates. Wiglaf Priing is the premiere priing strategy onsultany guiding leading global firms to profitability and priing exellene. Exeutives hoose Wiglaf Priing to identify launh pries for new produts and servies, define prie strutures to profitably segment markets, ondut deep-dive priing analytis, improve prie variane management, and develop organisational apabilities through people, proesses, and tools. Wiglaf Priing is Helping Exeutives Manage Prie Better Zilliant offers the only AI-based SaaS platform enabling B2B ompanies to grow share and profits while maximizing ustomer lifetime value. The ompany s advaned intelligene is delivered seamlessly through the Zilliant IQTM platform, whih is integrated within existing field sales workflows, CRM appliations and ecommere hannels, to inform priing and sales deisions and inrease the value of every B2B ustomer interation. Learn more about how Zilliant helps maximize the lifetime value of B2B ustomer relationships. MS. KELLIE RAMSEY, CPP Managing Diretor The Prie Coah MR. DOUG FUEHNE Head of Customer Suess Amazon Business DR. SCOT HORNICK Partner Oliver Wyman MR. ERIC JOYNER Senior VP of Marketing Equifax DR. RICHARD LANCIONI, CPP Professor of Marketing Temple University, Fox Shool of Business DR. STEPHAN LIOZU, CPP Chief Value Offier Thales Group MS. LAURA PRESLAN General Manager Dynamis Program Offie Mirosoft Corporation MR. CHRIS PROVINES CEO, Healthare Value Institute and ValueVantage Partners; Adjunt Professor, Rutgers University Graduate Shool of Business #PPSDALLAS18 CODE OF CONDUCT: The PPS 29th Annual Fall Priing Workshops & Conferene offers the best forum to disuss priing strategies and tatis worldwide. All attendees are and not violate prie fixing laws or international anti-ompetitive laws. MS. STACEY SCHAEFFER Diretor, Prie & Offering Management SAS Institute, In. MR. MIGUEL SERRANO KIECKEBUSCH Vie-President, Global Priing Strategy & Revenue Management Medtroni MR. MICHAEL SIMONETTO Prinipal, Priing & Profitability Management Deloitte Consulting LLP

32 3535 Roswell Road, Suite 59 Marietta, Georgia USA PRSRT STD AUTO U.S. POSTAGE PAID ATLANTA, GA PERMIT #2003 ALSO PLEASE ROUTE: VP/Diretor Marketing VP/Diretor/Manager of Priing Produt/Market Manager President/General Manager ATTENTION MAILROOM: If undeliverable to addressee, please forward to one of the departments on the route slip. (Lower left boxes) PPS 29th Annual FALL PRICING Workshops & Conferene OCTOBER 23-26,2018 OPTION NON-MEMBER MEMBER 1 Fall 2018 CONFERENCE ONLY (Otober 25-26)... $2, $1,795 2 Fall 2018 CONFERENCE + 1-DAY WORKSHOP... $3, $2,795 3 Fall 2018 CONFERENCE + TWO 1-DAY WORKSHOPS... $3, $3,595 4 Fall 2018 CONFERENCE + 2 WORKSHOPS + ONLINE CPP BUNDLE... $6, $5,995 5 Fall 2018 CONFERENCE + 1 WORKSHOP + ONLINE CPP BUNDLE... $5, $5,095 6 Fall 2018 TWO 1-DAY WORKSHOPS ONLY... $2, $2,195 7 Fall DAY WORKSHOP ONLY... $1, $1,595 REMEMBER: The 4th Attendee is FREE! (when 3 people from the same firm register at the same time) Register today at PRICINGSOCIETY.COM PRICING PODCAST The Industry s Podast for Priing Professionals A multi-platform forum where exeptionally talented and reative experts an exhange uttingedge priing strategies, tatis and tehnology - onneting great ideas with great people.