Pricing in Motion: Michael Wu on AI, Data, and Demand

In this episode of The Margin, Andrew Dailey, Managing Director at MGI Research, speaks with Dr. Michael Wu, Chief AI Strategist at PROS, about what other industries can learn from decades of airline experience in dynamic pricing and revenue optimization. Dr. Wu shares insights on building trust in AI, leveraging data to drive price precision, and accelerating quote times in complex B2B environments. They also explore the shift from black-box to glass-box AI, the power of 1% pricing changes, and how CFOs can start preparing now for AI-powered pricing transformation.What you’ll learn in this episode:Why the airline industry became the blueprint for real-time pricing, yield management, and demand sensingHow AI-powered pricing enables businesses to operate dynamically in volatile markets at scaleWhy data readiness and automation are prerequisites for effective AI-driven pricing decisionsHow trust, visibility into pricing decisions, and change management determine whether AI pricing actually delivers valueWhy pricing is the fastest and most powerful lever CFOs can pull to drive margin, revenue, and competitive advantage