If Prices Could Talk

Most companies don’t have a pricing strategy problem.They have a value capture problem.In this episode of If Prices Could Talk, Holden Advisors sits down with Kevin Mitchell, President of the Professional Pricing Society, to explore why so many organizations struggle to turn pricing strategy into real financial outcomes.They discuss:- Why pricing has evolved into a critical business discipline- Where pricing strategies break down inside organizations- The gap between value creation and value capture- Why execution, not design, is the real challenge- How leading companies build pricing into their operating modelThis conversation moves beyond theory. It’s about whatactually drives pricing performance inside complex organizations—and what it takes to get it right.If your company has invested in pricing but isn’t seeingresults, this episode will help explain why.Chapters 00:00 Intro: Why Pricing Strategy Isn’t Enough02:15 Meet Kevin Mitchell05:00 The Evolution of Pricing as a Discipline08:00 Why Companies Struggle to Capture Value11:30 The Gap Between Strategy and Execution15:00 Common Pricing Mistakes Organizations Make18:30 The Role of Leadership in Pricing Success22:00 Aligning Sales, Marketing, and Pricing26:00 Why Value Must Be Operationalized30:00 Building a Culture Around Pricing Discipline34:00 Practical Advice for Improving Pricing Outcomes38:00 Final Thoughts: Turning Strategy into ProfitConnectwith Kevin: https://www.linkedin.com/in/kevin-mitchell-2b546512/Connectwith Brian: https://www.linkedin.com/in/brianadoyle/ Connectwith Patrick: https://www.linkedin.com/in/pmccullough-holdenadvisors/About Holden Advisors Holden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutionsthat meet evolving market demands.  Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.  https://holdenadvisors.com/

Pricing problems rarely start with pricing.They start with leadership.In this episode of If Prices Could Talk, Holden Advisors sits down with founder and CEO Charlton Evans of End StateSolutions to explore the leadership decisions that ultimately shape pricing outcomes—and why most organizations focus on tactics instead of the real issue.They discuss:- Why pricing is fundamentally a leadership responsibility- Where pricing strategies break down inside organizations- The gap between executive intent and frontline execution- How alignment (or lack of it) impacts pricing performance- What strong leaders do differently when making pricing decisionsThis conversation goes beyond frameworks and tactics. It's about how leaders think, decide, and create the conditions for pricing success.If your organization is struggling with pricing, the answermay not be in your pricing model—but in how decisions are made.Chapters00:00 Intro: Pricing Is a Leadership Decision02:30 Meet Charlton Evans05:00 Early Lessons in Leadership and Business08:00 How Leaders Shape Pricing Outcomes11:30 Why Pricing Breaks Down Inside Organizations15:00 The Gap Between Strategy and Execution18:30 Decision-Making Under Pressure22:00 Building Alignment Across Teams26:00 The Role of Accountability in Pricing30:00 Leadership vs. Tactics in Pricing Strategy34:00 How Great Leaders Think About Value38:00 Final Thoughts: What Drives Long-Term GrowthConnect with Charlton: https://www.linkedin.com/in/charlton-evans/Connect with Brian: https://www.linkedin.com/in/brianadoyle/  Connect with Emily: https://www.linkedin.com/in/emily-l-932636175/About Holden Advisors Holden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutionsthat meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power. https://holdenadvisors.com/

In today’s world, procurement teams are more sophisticatedthan ever—and most sales teams are still playing by outdated rules.In this episode of If Prices Could Talk, Holden Advisors CEO Brian Doyle and host Travis Umpleby sit down with John La Vecchia, Chief Revenue Officer at Equifax Canada, to unpack what’s really happening inside modern negotiations.They explore:- Why procurement teams are winning more deals- How sales organizations fall into the "commodity trap"- The critical difference between selling to procurement vs. the business- Why value must be quantified - not just communicated- How elite sales teams position themselves as strategic partnersThis conversation goes beyond tactics. It’s about themindset shift required to defend value in a world where buyers are trained toreduce it.If your team is feeling pressure on price, this episode willhelp you rethink how you show up in the conversation.Chapters00:00 Intro: Why Negotiation Has Changed02:30 Meet John Lavecchia (Equifax CRO)05:30 The Evolution of Procurement Power07:00 Why Sales Teams Struggle Against Procurement10:00 The “Commodity Trap” (And How Buyers Use It)12:00 Selling to Procurement vs. Selling to the Business15:30 Why Value Must Be Quantified (Not Just Claimed)18:30 The Role of Executive Conversations in Winning Deals22:00 Silence, Timing, and Negotiation Strategy25:00 Building Sales Teams That Act Like Strategic Partners30:00 Final Thoughts: The Future of Value-Based SellingConnectwith John: https://www.linkedin.com/in/johnlavecchia/ Connectwith Brian: https://www.linkedin.com/in/brianadoyle/ Connectwith Travis: https://www.linkedin.com/in/travis-umpleby/  About Holden Advisors Holden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutionsthat meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power. https://holdenadvisors.com/

Modern factories rely on a complex network of automation systems, software platforms, and industrial equipment. But behind the scenes, there is a group of companies responsible for making those technologies actually work together: system integrators.In this episode of If Prices Could Talk, Tracy Dent and Brian Doyle sit down with Adrienne Meyer, CEO of the Control System Integrators Association (CSIA), to explore the companies quietly powering today’s smart manufacturing ecosystem.System integrators connect machines, robotics, and software inside modern factories. Their work sits at the intersection of engineering, technology, and business leadership — and it often determines whether complex industrial projects succeed or fail.The conversation explores how system integrators operate, why many engineering leaders find themselves running businesses without formal business training, and what executives can learn from the challenges of delivering large-scale automation projects.Topics discussed:What system integrators actually do inside modern factoriesThe hidden industry behind smart manufacturingWhy engineers often end up running businessesThe leadership challenges inside engineering-driven companiesWhat happens when complex industrial projects go wrongHow long-term client relationships influence pricing behaviorWhat CEOs and commercial leaders can learn from system integratorsFor leaders operating in industrial, manufacturing, engineering, or technology-driven businesses, this episode provides a look inside the companies connecting the modern factory.Chapters:00:00 Introductions 03:58 The Control System Integrators Association and the hidden industry powering smart manufacturing06:03 The challenges inside engineering and integration firms09:00 What the best integrators are doing right with AI10:45 Understanding and communicating value for system integrators16:03 Lessons from tough negotiations in non-profits and academia26:20 Driving collaboration and problem solving with associations28:39 Upcoming innovation with AI and new technology Connect with Adrienne: https://www.linkedin.com/in/adriennemeyer/Connect with Brian: https://www.linkedin.com/in/brianadoyle/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/Learn more about CSIA: https://controlsys.org/About Holden Advisors Holden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power. https://holdenadvisors.com/

Pricing power rarely disappears overnight. More often, it erodes slowly as markets become more transparent, buyers gain more information, and sellers struggle to defend value.The automotive industry has lived through this transformation for decades. In this episode of If Prices Could Talk, Partner Patrick McCullough and host Tracy Dent sit down with Randy Kobat, a longtime automotive industry executive, to discuss how pricing, negotiation, and market transparency evolved in the car business—and what other industries can learn from it. From the early days of Kelley Blue Book to today’s data-driven pricing models, the conversation explores how information changed the balance of power between buyers and sellers. We discuss:·       Why some sellers consistently defend price while others default to discounting·       How inventory transparency reshaped negotiation dynamics·       What pricing discipline actually looks like inside dealerships·       The role of algorithms and data in modern pricing decisions·       Lessons B2B companies can apply to protect pricing powerFor executives responsible for revenue, pricing, and sales strategy, the automotive market offers a powerful case study in how pricing power evolves—and how companies can protect it.Chapters 00:00 Introductions03:58 How to think about value in automotive software05:17 Sustaining trust in pricing for a 100 year old brand09:54 The economics behind dealer pricing decisions13:40 Give-Gets and other negotiation dynamics between buyers and dealers18:05 Pricing to value with tiered offers to drive and sustain growth26:45 Algorithmic pricing and the future of car sales34:42 Lessons and final takeaways for B2B pricing leaders  Connect with Randy: https://www.linkedin.com/in/randykobat/ Connect with Patrick: https://www.linkedin.com/in/pmccullough-holdenadvisors/ Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/  About Holden Advisors Holden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands.  Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.  https://holdenadvisors.com/ 

In this episode of If Prices Could Talk,  Tracy Dent sits down with Jeet Mukherjee (Chief Strategy Officer) to unpack why pricing services feels more emotional, more political, and more fragile than pricing products - and why that can quietly destroy pricing power inside otherwise strong companies.We’ll explore why discounts show up late in the deal, why confidence matters more than math, and what leaders can do to stop services pricing from going off the rails.In this episode, we discuss:Why services pricing breaks down faster than product pricingHow internal alignment (or lack thereof) sabotages price executionHow discounting creeps in even when value is obviousWhat leaders get wrong about buyer types, value, and negotiation when selling services00:00 Introductions01:43 Why B2B services pricing feels so much harder than products04:47 Most common way to price in B2B professional services09:31 What’s my differentiation and how do I charge for it?12:34 How to put the client in control when they’re buying14:26 Understanding your client’s price sensitivity21:55 When AI pushes us towards outcome-based pricing28:10 Understanding your market and benchmarkingConnect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/ABOUT HOLDEN ADVISORSHolden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.Learn more at www.holdenadvisors.com

Without strong execution from client facing teams, even the best price model will underperform. In this episode of If Prices Could Talk, Tracy Dent sits down with Jeet Mukherjee (Chief Strategy Officer) and Travis Umpleby (Negotiation Master Facilitator) to unpack why price increases derail once they hit the field.This episode breaks down why price increases collapse in the real world: misaligned leadership, weak discount governance, poor preparation for pushback, and sales teams left with no tools beyond discounting. Join us for practical stories and tactics in using service levels to create choice, tightening escalation paths, and rolling out changes to decrease risk and ensure smooth execution.Key topics: The 3 most common reasons price changes fail (and how to prevent them)How discount approval behavior quietly trains buyers to escalateWhy quotes are fuel for sales confidenceHow to use service levels and packaging to give buyers choices and decrease pushbackWays to drive executive alignment and ensure teams have the right tools to go get the new pricingChapters00:00 Introductions01:01 The human and emotional aspects of a price change04:53 Building belief in your value so sellers can negotiate with backbone10:11 The top 3 issues in price changes: executive alignment, preparation, and tool kits for sellers19:47 How to reduce negotiation pressure through choices and tiered offerings25:41 How to think about timelines for executing a price change32:25 Learnings from early price changes and key takeaways from trial and errorConnect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/ Connect with Travis: https://www.linkedin.com/in/travis-umpleby/ Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/ABOUT HOLDEN ADVISORSHolden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.Learn more at www.holdenadvisors.com

In this episode, Cuvama CEO MG Gurbaxani joins Jeet Mukherjee and Tracy Dent to break down myths in value based selling and what it takes to succeed when AI is no longer a differentiator.Learn how to sell on value versus features, what CROs are saying behind closed doors about the pressure to scale sales with automation, and how to maintain the human element of discovery.Topics:What value-based selling looks like (done right)How to sell a value story instead of insist on ROIHow to fix discovery so pricing reflects impact, not costWays companies are quantifying impact to build and protect pricing powerChapters00:00 Introductions02:38 The value selling illusion and what CEOs think is happening11:21 How to navigate a large buying center20:51 CRO insights on AI and value selling 35:46 Stories of how value quantification builds pricing power44:08 What B2B SaaS CEOs need to get right in H2 About MGMG Gurbaxani is the co-founder and CEO of Cuvama, a Customer Value Management platform designed to help B2B GTM teams uncover and communicate value at scale. Over the last two decades, he has guided more than 80 global B2B clients across industries to sharpen pricing strategies, accelerate sales cycles, and enhance customer retention. Cuvama is MG’s answer to the persistent failures he witnessed in value-based selling - transforming his advisory IP into software that empowers sales teams to drive real business outcomes.Connect with MG: https://www.linkedin.com/in/mg-gurbaxani/Connect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/About CuvamaCuvama is a London-based Customer Value Management platform that empowers B2B sales and customer success teams to sell business outcomes, not just products. Founded in 2022, Cuvama guides teams to run expert discovery, link buyer needs to impact, and reinforce success post-sale.  By codifying your unique value proposition into structured workflows, Cuvama enables consistent messaging, higher win‑rates, better pricing, and improved customer lifetime value.https://cuvama.com/About Holden AdvisorsHolden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.https://holdenadvisors.com/

Many B2B companies still rely on cost-plus pricing. For good reason! It’s clear, it’s simple to explain and defend, and it’s predictable. But when buyers use it as an excuse to call you a commodity and demand discounts, it can lead to extremely thin margins and dilute your pricing power. In this episode, Tracy Dent and Jeet Mukherjee discuss five levers to escape the cost-plus pricing trap without blowing up your commercial model. Key topics covered:The basics in quantifying differential value and understanding quality of revenueHow to differentiate beyond the product itselfWays to reevaluate your price metric to be outcome-specificHow to protect resources and assets in a scarce marketHow to build rules to price with confidence and reward the right customer behaviors  If your commercial team struggles to defend pricing in the face of buyer pressure, this episode will help you start making the shift one step at a time.Chapters00:00 Introductions01:32 Why cost plus pricing still dominates06:05 When buyers call you a commodity11:45 Handling price negotiations at the time of renewal19:39 Reframing price from SKUs to outcomes22:38 Understanding your quality of revenue25:49 Rules-based pricing that reflects valuehttps://holdenadvisors.com/how-to-break-out-of-the-cost-plus-pricing-trap/Connect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/ABOUT HOLDEN ADVISORSHolden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.Learn more at www.holdenadvisors.com

In this episode, we unpack the impact of AI on SaaS pricing, differentiation, and value - and a rundown of pricing related pops and flops.From Notion’s bundling strategy to the GenAI price war and Reddit’s data lawsuit against Anthropic, this episode digs into how commoditization is forcing B2B software leaders to rethink what they’re really selling—and what buyers are still willing to pay for.Roundtable episode with host Tracy Dent and in-house pricing experts Jeet Mukherjee, Pete Morelli, and Richard Klein.Key topics:Notion AI’s move from add-on to bundled featureAmex vs. Chase value messaging strategiesGenAI price wars and what they mean for innovationPricing around compute vs. value deliveredReddit vs. Anthropic and data monetization implicationsWhat to do when AI features are table stakesChapters00:00 Introductions01:09 Price pops and flops: Amex, Chase, Cox Internet, and Notion AI12:29 G2 buyer behavior report and where we are in the AI market lifecyclehttps://learn.g2.com/hubfs/G2-2025-Buyer-Behavior-Report-AI-Always-Included.pdf19:36 When AI becomes a commodity, how can a business differentiate itself?https://techstrong.ai/articles/when-ai-becomes-a-commodity-how-can-a-business-differentiate-itself/21:49 Monetizely: The Gen AI price war is coming and customers will losehttps://www.getmonetizely.com/blogs/the-genai-price-war-is-coming-and-customers-will-lose27:03 WSJ: Reddit sues Anthropic, Alleges unauthorized use of site’s datahttps://www.wsj.com/tech/ai/reddit-lawsuit-anthropic-ai-3b9624dd?https://fortune.com/2025/06/11/nvidia-jensen-huang-disagress-anthropic-ceo-dario-amodei-ai-jobs/ https://searchengineland.com/openai-may-pay-reddit-70m-for-licensing-deal-451882 Connect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/ Connect with Pete: https://www.linkedin.com/in/petermorelli/ Connect with Richard: https://www.linkedin.com/in/richardfgklein/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/ Learn more at www.holdenadvisors.com

How do you build a sales team that doesn’t crumble under pressure? 30-year sales veteran Vanessa Giuliani joins Holden Advisors CEO Brian Doyle and host Tracy Dent to unpack real-world lessons from high-stakes negotiations across the US, UK, and Canada. From poker-playing procurement tactics to sales team transformation, this episode is full of stories and takeaways for sales leaders up against tough procurement teams and challenging negotiations.Topics covered:Sales leadership during pricing pressureBuilding sales teams that protect value and don’t fold against procurementRegional differences in negotiation styleReal stories from negotiations and what to do when it turns into a game of pokerABOUT VANESSAVanessa has been leading teams for 30 years with in-depth experience in financial services, data management, software, technology, credit, and fraud. Most recently, she was the general manager of an international business unit of a multi-billion dollar Fortune 1000 company. With experience with large and complex organizations like Equifax and CIBC Bank, she has built new revenue streams, set up data exchanges, product transfer between countries, migrations, transformations, and developing new lines of business from the ground up. Connect with Vanessa: https://www.linkedin.com/in/vanessa-giuliani-/Connect with Brian: https://www.linkedin.com/in/brianadoyle/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/ABOUT HOLDEN ADVISORSHolden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands. Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.Learn more at www.holdenadvisors.com

In this episode of If Prices Could Talk, Tracy Dent is joined by Greg James and Jeet Mukherjee to break down the economic, strategic, and emotional factors shaping the autonomous vehicle industry. What’s the difference between Tesla’s feature-based pricing and Waymo’s per-mile approach? How does trust impact pricing power? What happens when legacy companies are forced to compete in platform economics?This episode explores the economic and emotional levers driving how we think about value, and what they mean for leaders facing disruption from AI.  Key Themes:Trust as a critical lever in emerging marketsSubscription vs. CapEx vs. outcome-based pricingThe role of entropy in complex commercial modelsWhat B2B leaders can learn from the AV transformationABOUT GREGGranted with 14 patents, Greg is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his career, he has led mechanical design teams, enabled customers to manufacture with Intel's advanced SMT and socketed chips, and developed and delivered thermal and mechanical solutions for mobile PCs.  Connect with Greg: https://www.linkedin.com/in/gregoryajames/ Connect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/CHAPTERS00:00 Introductions01:01 The rise of Waymo08:02 Understanding the value drivers17:23 What is entropy in auto pricing? Complexity, confusion, and value erosion33:40 Platform economics and labor disruption; pricing the unknown38:13 Cost per mile and what customers actually pay for43:10 Final takeaways and B2B learnings from AV innovationResearch referenced:https://www.tandfonline.com/doi/full/10.1080/15389588.2025.2499887#abstracthttps://www.moneygeek.com/resources/costs-of-car-ownership/https://waymo.com/safety/

Join us to unpack the biggest pricing and strategy headlines from the last few weeks. From Klarna’s AI stumble and rising credit defaults to Airbnb’s push to become a full-service travel platform — we explore what these moves mean for value perception, customer trust, and margin pressure. Plus: the implications of Dick’s potential acquisition of Foot Locker, and new consumer sentiment trends out of Europe.Topics include:Klarna’s AI overcorrection and credit lossesAirbnb’s push to become the “everything app”Foot Locker + Dick’s Sporting Goods: what pricing leaders should watchNew insights on European consumer sentiment and pricing sensitivityThe evolving role of AI in shaping how we buy and sellRoundtable episode with Jeet Mukherjee, Pete Morelli, Richard Klein, and Tracy Dent. CHAPTERS00:00 Introductions01:21 PYMTS.com: Klarna Marks 100 Million Customers as Losses Nearly Double https://www.pymnts.com/earnings/2025/klarna-marks-100-million-customers-as-losses-nearly-double/11:29 TechCrunch: OpenAI upgrades ChatGPT search with shopping features https://techcrunch.com/2025/04/28/openai-upgrades-chatgpt-search-with-shopping-features/23:18 Reuters: Dick's Sporting to buy Foot Locker for $2.4 billion to fight soft demand https://www.reuters.com/markets/deals/dicks-sporting-goods-acquire-foot-locker-24-billion-2025-05-15/ 30:25  WSJ: He Revolutionized Travel. Can Airbnb’s Founder Redesign Your Entire Life? https://www.wsj.com/style/airbnb-services-experiences-founder-brian-chesky-341005e436:49 Price flops: Uber, Forever 21, Apple, Wendy’s

In this episode, Chris Anderson joins Tracy Dent and Jeet Mukherjee to break down what it takes to lead a pricing transformation inside a PE-backed company.From board pressure and sales resistance to customer risk and internal politics, Chris shares the emotional and strategic complexity of navigating pricing change - especially when the spreadsheet says one thing, and the reality says another.Chris has over 25 years of experience in software and technology development, consulting, and executive leadership. In the last ten years, he served as CEO of AIA Contract Documents, and prior to that, was the CEO of Building Systems Design, Inc. He specializes in  building and customizing software products, eCommerce, web based solutions, and technical team building and development. We discuss:Why pricing change feels risky for CEOsHow to keep your sales team on boardWhat most teams get wrong about executing a changeManaging tension between the board, the market, and your teamConnect with Chris: https://www.linkedin.com/in/chris-anderson-6267ab15Connect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/ Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/Learn more about Holden Advisors:www.holdenadvisors.com

In this episode, we explore what happens when pricing meets volatility — from SaaS boardrooms to EV factories and grocery aisles.Join host Tracy Dent alongside Jeet Mukherjee, Pete Morelli, and new Holden Advisors Senior Director Richard Klein as they break down some of the most important business stories of the week through the lens of pricing, strategy, and value.Topics covered:Why SaaS companies are abandoning the old unit economics playbookSlate’s electric truck as a low cost, low value optionAlbertsons’ warning on tariffs and ways to communicate price changesUber + VW’s robotaxi bet and pricing innovation in transportationLearn more about Holden Advisors: www.holdenadvisors.comConnect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/Connect with Pete: https://www.linkedin.com/in/petermorelli/Connect with Richard: https://www.linkedin.com/in/richardfgklein/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/Chapters00:00 Introductions and welcome to Richard02:23 How AI agents are rewriting the SaaS playbook https://news.crunchbase.com/ai/rethinking-unit-economics-saas-playbook-sagie/07:56 TechCrunch: Windsurf slashes prices as competition with Cursor heats up https://techcrunch.com/2025/04/23/windsurf-slashes-prices-as-competition-with-cursor-heats-up/The Verge: Why are companies lining up to buy Chrome? https://www.theverge.com/chrome/656613/google-chrome-buyers-openai-yahoo-perplexity16:24 The Washington Post: Trump praises Bezos after Amazon denies plan to show tariffs’ costs https://www.washingtonpost.com/business/2025/04/29/amazon-trump-tariffs-leavitt/Fortune: Albertsons tells suppliers to eat the cost of tariffs: ‘We are not accepting cost increases’ https://fortune.com/2025/04/25/albertsons-suppliers-tariffs-price-cost/25:48 Tariff impact on consumer confidence26:52 The Verge: The $20,000 American-made electric pickup with no paint, no stereo, and no touchscreen https://www.theverge.com/electric-cars/655527/slate-electric-truck-price-paint-radio-bezos30:44 TechCrunch: Uber, Volkswagen pair up to launch robotaxi service in US with self-driving, electric microbuses https://techcrunch.com/2025/04/24/uber-and-volkswagen-pair-up-to-launch-robotaxi-service-with-self-driving-electric-microbuses/Futurism: Kawasaki Shows Off Concept for Rideable Horse Robothttps://futurism.com/the-byte/kawasaki-rideable-horse-robot 36:12 Pricing flops

In this episode, Tracy sits down with Scott Leick, SVP of Finance & Analytics at RhythmScience, and Patrick McCullough, Partner at Holden Advisors, to discuss pricing, analytics, negotiations, and new product launches. We discuss:​How to use analytics to replace gut instinct in pricing decisions​Lessons from the drug-eluting stent “race to the bottom” on price​How to price new tech when the market is uncertain​The impact of private equity ownership on purchasing power​How to align commercial teams when sellers are under pressure to deliverAbout ScottScott Leick is the SVP of Finance and Marketing at RhythmScience. He has almost 25 years of experience in pricing at companies from the Fortune 50 to Series A SaaS startups, including executive roles at Medtronic, C.H. Robinson, and Acutus Medical. Learn more about RhythmScience: https://www.rhythm360.ioLearn more about Holden Advisors: https://www.holdenadvisors.comConnect with Scott: https://www.linkedin.com/in/scottwleick/Connect with Patrick: https://www.linkedin.com/in/pmccullough-holdenadvisors/Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/ CHAPTERS00:00 Introductions04:01 How data builds sales confidence in B2B17:26 Lessons from price wars27:55 How to price new tech without undervaluing innovation35:16 Pricing discipline when sales pushes for volume37:36 How PE ownership is reshaping purchasing power51:10 Advice for navigating pricing pressure and defending value

In this episode of If Prices Could Talk, Josh Read, COO of IDverse, and Brian Doyle, CEO of Holden Advisors, join Tracy Dent to unpack the realities of high-stakes B2B negotiations. From handling procurement pressure to identifying buyer types and navigating cultural dynamics in global deals, this episode brings stories from the front lines of enterprise selling, and how AI and analytics are changing the game and what stays timeless about value-based negotiation.We discuss:What’s changed in complex B2B negotiationsHow to recognize and sell to different buyer types (including poker players)Real stories of sales teams holding their ground against pricing pressureHow to use AI and data to give your sellers confidenceABOUT JOSHJosh is the Global Chief Operating Officer of IDVerse – A LexisNexis Risk Solutions Company. IDVerse enables businesses to verify identities globally with industry-leading AI-driven Identity Verification Platform. They innovate at the forefront of identity verification and fraud prevention, helping businesses create secure, seamless, and inclusive digital experiences. With over 30 years of leadership experience across Sales, Product, and Operations in Software, Data, and ICT B2B organizations, Josh has scaled global businesses, optimized operations, and driven commercial growth in highly complex and regulated industries.

In this episode, Jeet Mukherjee and Tracy Dent unpack how businesses can navigate today’s chaotic economy — from inflation and tariffs to supply chain risks and uncertainty. We explore how to manage volatility across your product portfolio and what leaders must do in the short term and over the next few years.We discuss:How to build flexible pricing strategies in unpredictable environmentsThe  impact of tariffs and how to prepareSystemic fixes vs. urgent tactical movesLevers for creating value during recessions and deflationCHAPTERS00:00 Introductions01:01 Tariff strategy vs. tactics in volatile markets08:45 How to navigate price changes during tariff volatility14:01 Cost plus and value based pricing during tariffs18:55 Outdated assumptions about pricing during volatility24:10 Getting the sales force ready28:14 Navigating consumer confidence in B2B35:10 Big picture strategies for US manufacturing 38:15 What to do if we reach stagflation40:39 Advice for C-Level 

In this episode, we sit down with Kelly Nagel, former President & GM of Jabra North America, to talk about building influence, securing buy-in for large-scale transformations, and aligning sales and pricing strategies with value.Kelly shares hard-won lessons from her 30-year tech career, including insights from her time at Ingram Micro and Jabra, and takeaways from leading transformation while working to win hearts, minds, and margins.About KellyWith over 30 years of experience as a purpose-driven technology leader, Kelly specializes in empowering professionals to unlock their full potential and achieve exceptional results. As the Founder and CEO of Explore Beyond Coaching, she's focused on mentoring women in tech, guiding them to break through barriers and thrive in leadership roles. CHAPTERS00:00 Introductions03:00 Building specialized sales teams with data and analytics; creating trust in relationships14:29 Gaining buy-in on ambitious goals20:02 Understanding motivations to influence across teams27:25 Learnings from large scale contract negotiations35:14 Changing trajectory in your career

In this episode, Adam Howatson, CEO of LogiSense and author of The Usage Economy, joins Pete Morelli and Tracy Dent to explore how usage-based pricing is helping companies future-proof their business models and win in markets where expectations are shifting fast.We discuss:Why flat-rate subscriptions are losing their edgeHow to align pricing with real customer usage and valueCommon pitfalls in transitioning to usage-based pricing and how to avoid themHow usage-based pricing is giving CEOs a smarter path to monetization and deeper,  more profitable customer relationshipsAdam Howatson is the CEO of LogiSense, a leading provider of subscription-based billing and real-time usage rating solutions. He is a champion of the usage economy, a mix of subscription-based and usage-based billing models that provide businesses the agility they need to charge for any triggered event in the connected world. Learn more at www.logisense.comCHAPTERS00:00 Introductions03:31 Why old models are failing06:22 How usage-based pricing aligns with customer value08:46 How to work your way up to adopting usage-based models17:18 Company and consumer benefits of innovating with usage pricing 25:31 Building customer lifetime value through usage pricing28:23 Leveraging for upselling and expanding revenue streams30:36 Positive impact on sales cycles and pricing power 34:15 The 5 pricing archetypes to build from39:33 Advice for CEOs exploring usage pricing

Welcome to the new age of demand creation - where authenticity, AI, and generational buying habits are rewriting the rules of pricing and selling. In this episode of If Prices Could Talk, Tracy Dent is joined by Jeet Mukherjee and Greg James to unpack why and how consumer demand is impacting enterprise buying behavior.We discuss:The fall of brand loyalty and rise of authenticity and influencer marketingWhat Gen Z’s buying habits mean for B2B modelsHow go to market strategies are converging across B2B/B2CThe impact of personalization, AI, and data signals on selling ABOUT GREGGranted with 14 patents, Greg is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his career, he has led mechanical design teams, enabled customers to manufacture with Intel's advanced SMT and socketed chips, and developed and delivered thermal and mechanical solutions for mobile PCs.  CHAPTERS00:00 Introductions02:16 When B2B buying decisions feel like B2C08:23 Enterprise influence through data vs. emotion and brand differentiation13:32 Understanding demand creation and B2B2C, B2P20:03 How buying habits are changing and the impact on pricing and sales31:25 How changing consumerism is changing the economy45:11 How capitalism and B2B will continue to evolve; Economy 2.0

In this episode, Jeet Mukherjee and Pete Morelli join Tracy Dent to break down headlines surrounding Southwest Airlines new strategy, Poppi’s sale to Pepsi, and Sycamore Partners’ acquisition of Walgreens.We discuss:Southwest Airlines’ revamp of their loyalty strategy, the surrounding controversy, and how the company can win back customers while strengthening their competitive positionPepsi’s acquisition of Poppi, its signal as a shift in beverage trends, and what it means for future growth Walgreens’ move to go private after 100 years, and how the sale to private equity firm Sycamore Partners raises questions about the industry and ongoing pharmacy disruption from companies like Goodrx and Cost Plus DrugsCHAPTERS00:00 Introductions00:46 Southwest Airlines change in strategy to compete with Big 3What Happened to Southwest Airlines? A Deep Dive Into Its DeclineHow much Southwest, major airlines make on checked bags15:45 Walgreens gets purchased by Sycamore Partners after an 83% drop in value from peak⁠Where Did the Retail Giant Go Wrong?⁠⁠Walgreens is heading down a risky path⁠24:41 Poppi gets purchased by Pepsi for $2BPepsi Co Buys Prebiotic Soda Brand Poppi For Nearly $2 BillionCan Pepsi’s poppi purchase help it go younger as Americans drink less soda?Jeet’s LinkedIn: https://www.linkedin.com/in/jeet-mukherjee-58462a1/Pete’s LinkedIn: https://www.linkedin.com/in/petermorelli/Tracy’s LinkedIn: https://www.linkedin.com/in/tracyleighdent/www.holdenadvisors.com 

How does a global distributor with 6,000 stores and 850,000 SKUs scale a pricing strategy that works across independent and corporate-owned locations? In this episode, we go behind the scenes with Josh Lowe, Senior Director of Price Setting & Analytics at Genuine Parts Company, to break down:- How independent vs. company-owned stores affect pricing strategy- Lessons from implementing Pricefx and partnering with systems integrator Experis- The role of pricing maturity in B2B and how to move up the curve- Aligning pricing with business goals without causing internal pushback

In this episode, Jeet Mukherjee and Pete Morelli join Tracy Dent to break down Ferrari’s differentiation and quality of revenue strategy, Honda & Nissan’s $60B deal collapse, and Nike's possible path to a comeback.We discuss:  - How Ferrari became the most valuable carmaker in Europe at a $90B valuation- What the Honda-Nissan failed merger tells us about the auto market- How Nike’s new partnership is a comparison to their Michael Jordan era - and what it tells us about today's consumer marketsCHAPTERS 00:00 Introductions00:31 WSJ:The Wild Economics Behind Ferrari’s Domination of the Luxury Car Market https://www.wsj.com/articles/the-wild-economics-behind-ferraris-domination-of-the-luxury-car-market-8427dff018:21 Forbes: Honda CEO Plays Hardball By Demanding That Nissan CEO Resign https://www.forbes.com/sites/peterlyon/2025/02/22/honda-ceo-insists-nissan-ceo-must-resign-for-merger-to-go-ahead/21:56 Predictions for the auto manufacturer market26:26 The New York Times: Nike Bets Big on Kim Kardashian https://www.nytimes.com/2025/02/18/style/nike-skims-kim-kardashian.html Jeet’s LinkedIn: https://www.linkedin.com/in/jeet-mukherjee-58462a1/ Pete’s LinkedIn: https://www.linkedin.com/in/petermorelli/ Tracy’s LinkedIn:  https://www.linkedin.com/in/tracyleighdent/ 

In this episode, host Tracy Dent is joined by Per Ohstrom, CMO and Partner at Chief Outsiders, and Pete Morelli, Partner at Holden Advisors, for a deep dive into private equity, pricing strategies, and industrial market trends.We explore key challenges and opportunities for 2025, from the impact of tariffs on supply chains to the pitfalls of traditional cost-cutting strategies. We also discuss how private equity firms can unlock hidden value in their portfolio companies by focusing on pricing power, commercial excellence, and aligning stakeholders.If you’re a private equity leader, industrial CEO, or commercial strategist, this episode will equip you with insights on navigating uncertainty, driving value, and creating sustainable growth.ABOUT PERPer is a CMO and Partner at Chief Outsiders, with 20+ years of international marketing and P&L leadership in $1-2 billion blue chip and private industrial companies. He supports CEOs that want to make their companies more market focused, building cross-functional teams that consistently perform. With a track record in manufacturing, construction equipment, equipment rental, MRO supplies, supply chain, specialty chemicals and other industries, he brings advanced marketing experience to industrials. Per’s LinkedIn: https://www.linkedin.com/in/perohstrom/Pete’s LinkedIn: https://www.linkedin.com/in/petermorelli/Tracy’s LinkedIn: https://www.linkedin.com/in/tracyleighdent/AGENDA TOPICS00:00 Introductions03:09 The current private equity landscape07:50 Driving growth in industrials15:13 Transitioning from cost-plus to value-based pricing21:08 Aligning PE firms, portfolio company CEOs, and commercial strategy28:41 Winning with sales and implementing price changes34:00 Advice for PE and industrial leaders

In this episode, Jeet Mukherjee and Tracy Dent break down the numbers behind Super Bowl advertising, how companies justify multimillion-dollar ad spends, and what these marketing decisions reveal about consumer behavior.AGENDA TOPICS00:00 Introductions00:44 Why companies spend millions on ads08:28 When the $7M ad spot is worth it11:00 Nike’s first Super Bowl ad in 27 years17:34 Brand building impact of iconic ads19:11 The disruption of live sports on streaming platforms21:17 The future of pure play digital ad investments and B2BJeet's LinkedIn: https://www.linkedin.com/in/jeet-mukherjee-58462a1/Tracy's LinkedIn: https://www.linkedin.com/in/tracyleighdent/

Greg James joins us to discuss the role of AI in B2B markets. We talk about the recent disruption with DeepSeek, explore real-world applications of AI with pricing processes, and unpack expectations for AI adoption in the coming months and years. Granted with 14 patents, Greg is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his career, he has led mechanical design teams, enabled customers to manufacture with Intel's advanced SMT and socketed chips, and developed and delivered thermal and mechanical solutions for mobile PCs.   Greg's LinkedIn:  https://www.linkedin.com/in/gregoryajames/ Jeet’s LinkedIn: https://www.linkedin.com/in/jeet-mukherjee-58462a1/ Tracy’s LinkedIn: https://www.linkedin.com/in/tracyleighdent/

How do you know when it's time to update your price model? Aaron Fransen joins us to unpack the signs and symptoms of misalignment in price and value - and how to get your strategy and messaging back on track. (Hint: market research plays a big role.) In this episode, we discuss: Red flags that your pricing is stale - and what to do about it How to address undisciplined discounting Types of market research and how to choose a strategy Ways to rally the sales team when implementing new insights and changes in pricing Roundtable episode with Aaron Fransen, Jeet Mukherjee, Pete Morelli, and Tracy Dent. Aaron’s LinkedIn: https://www.linkedin.com/in/aaronfransen/ Jeet’s LinkedIn: https://www.linkedin.com/in/jeet-mukherjee-58462a1/ Pete’s LinkedIn: https://www.linkedin.com/in/petermorelli/ Tracy’s LinkedIn: https://www.linkedin.com/in/tracyleighdent/ www.holdenadvisors.com

In this episode, we sit down with Melissa Vincent, CEO of Pipeline Entrepreneurial Fellowship, to discuss the unique challenges and opportunities founders face in 2025. From navigating setbacks to defending value in competitive markets, we talk strategies, success stories, and a-ha moments that have helped to grow startups and entrepreneurs in the Pipeline community. The Pipeline Fellowship Program has produced many of the Midwest region's top entrepreneurs, collectively generating over $2.7 billion in revenue, raising more than $850 million in capital, and contributing nearly $995 million in wages to the local economy.Melissa’s LinkedIn: https://www.linkedin.com/in/melissa-vincent-b136263/ Pete’s LinkedIn: https://www.linkedin.com/in/petermorelli/ Adnan’s LinkedIn: https://www.linkedin.com/in/adnanakbari/ Tracy’s LinkedIn: https://www.linkedin.com/in/tracyleighdent/  Pipeline Entrepreneurial Fellowship website: https://www.pipelineentrepreneurs.com

Join us for a roundtable discussion with with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related headlines and key takeaways for pricing and B2B commercial lessons and implications from:- Klarna's partnership announcement with Stripe ahead of its IPO and what it means for payment strategies- Boeing's production challenges and their ripple effects on supplier negotiations- Nordstrom’s $4 billion move to go private and its implications - Nvidia's supercomputer announcement at CES, its $3000 price point, and ripple effects the product might have on competitive dynamics, data privacy considerations, and the growing demand for AI-enabled tools.We’ll unpack lessons from these events and what they mean for B2B leaders navigating pricing, growth, and negotiation in 2025. Articles referenced: CNBC: Klarna scores global payment deal with Stripe to expand reach ahead of blockbuster U.S. IPOhttps://www.cnbc.com/2025/01/14/klarna-scores-global-payment-deal-with-stripe-ahead-of-blockbuster-ipo.htmlWSJ: Nordstrom Family Reaches $4 Billion Deal to Take Retailer Privatehttps://www.wsj.com/business/retail/nordstrom-family-to-take-retailer-private-in-roughly-4-billion-deal-1eaf9733CNN: Boeing CEO says the company must fundamentally change as losses surgehttps://www.cnn.com/2024/10/23/investing/boeing-losses/index.htmlMarket BeatBoeing: 4 reasons it will be the comeback story of 2025https://www.marketbeat.com/originals/boeing-4-reasons-it-will-be-the-comeback-story-of-2025/#:~:text=Key%20Points,18%2C%202024.Tech Crunch: Nvidia’s Project Digits is a ‘personal AI supercomputer’https://techcrunch.com/2025/01/06/nvidias-project-digits-is-a-personal-ai-computer/

In this episode, Tracy Dent speaks with Greg James and Jeet Mukherjee about Intel, a company that once defined the cutting edge of technology but now finds itself struggling to compete with industry giants like Nvidia and AMD.   We talk about the drivers behind Intel’s success in the golden age, why things started to fall off, and how others began to take market share and eventually lead the semiconductor industry. We also discuss red flags for when a company is about to get leapfrogged in position, and where Intel might go from here.   Granted with 14 patents, Greg is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his career, he has led mechanical design teams, enabled customers to manufacture with Intel's advanced SMT and socketed chips, and developed and delivered thermal and mechanical solutions for mobile PCs.   Greg's LinkedIn: https://www.linkedin.com/in/gregoryajames

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss the year’s pricing-related news and key takeaways for pricing and B2B markets in 2025. Join us as we break down some of the bigger headlines of the year and implications for next year’s strategies. We discuss what drove executive exits, how IPOs reshaped markets, and some lessons every leader can take into 2025.

In this episode, Jason Burley, Group Vice President at Grande Custom Ingredients Group, joins Brian Doyle, Patrick McCullough, and Tracy Dent from Holden Advisors to explore the art of value selling in B2B. The conversation covers strategies for navigating high-pressure negotiation dynamics, staying aligned both within your team and with your customers, and shifting the focus from price to delivering real, lasting value. Grande Custom Ingredients Group is a global leader in innovative, clean-label whey protein ingredients used to deliver unrivaled functionality in numerous food applications. Their "upcycled" ingredients are made from the highest quality milk produced on dedicated dairy farms in the heart of the Midwest, and their expert food scientists and R&D teams help solve the toughest formulation challenges.

In this episode, Tracy Dent and Jeet Mukherjee speak with Lynn Guinn about his decades of experience as an executive at Cargill, the largest private company in the US. Topics include his approaches to pricing strategy, navigating global markets, and building pricing power through disciplined negotiations. Cargill provides food, ingredients, agricultural solutions and industrial products to nourish the world in a safe, responsible and sustainable way. The company operates in 70 countries serving 125 markets.

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related headlines and key takeaways for pricing and B2B commercial impact. Topics include Starbucks' new strategies amid declining sales, Kroger's adoption of digital price tags, potential uses of AI in retail stores, and Peloton's marketing adjustments targeting new demographics. Join us as we debrief how these consumer market trends can inform and transform B2B pricing and sales approaches.

In this episode, Nick Moscaritolo from Platte River Equity joins Jeet Mukherjee, Pete Morelli, and Tracy Dent from Holden Advisors. From price-setting challenges to tactics for achieving impactful price-getting, the episode covers firsthand experiences driving transformation in portfolio companies. Topics include value creation and the strategic role of pricing within private equity, strategies that drive growth, and sales incentives for change. Platte River Equity is a private equity firm focused on investments in established lower middle market operating companies with enterprise values of up to $300 million. The firm invests in target sectors where it has substantial operating and investing experience, including aerospace, industrials and chemicals.

Join us with Steve Pierson, VP Global Pricing at Zimmer Biomet, and Patrick McCullough and Tracy Dent from Holden Advisors for an episode on pricing and sales in medtech and medical devices. This episode covers approaches to price execution, the strategic shift to value-based selling, and navigating tough negotiations with procurement. Zimmer Biomet is a global medical technology leader offering innovative implants and digital technologies across all stages of the patient journey.

Steve Schulz, EVP of Product Management at Informative Research, joins Brian Doyle, Pete Morelli, and Tracy Dent from the Holden Advisors team on this week’s roundtable. This episode covers stories from high-stakes negotiations with Fortune 100 companies, pricing for tech-driven solutions, and strategies for growth through co-innovating with clients. Informative Research is a leading technology platform that delivers data-driven solutions to the lending community. The solutions provider currently serves over 3,000 mortgage companies, banks and lenders throughout the United States. The company is recognized for streamlining the loan process with their straightforward service model, progressive solutions and cutting edge technology.

In this episode, we sit down with with Brian Mackerer, VP of North America at Craft as he shares about his experiences building and growing go-to-market teams. We talk about the importance of aligning pricing strategies with customer value, the benefits of a relationship-driven sales approach, and the challenges of managing margins in B2B SaaS models. Craft is an intelligent supply chain resilience platform that enables organizations to make smarter supplier decisions, protect against disruptions; and optimize supply chain strategies. More about Craft: https://global.craft.co AGENDA TOPICS 00:00 Introductions 02:34 How to think about value based pricing in B2B SaaS 07:46 How building relationships leads to co-creation 09:45 Understanding your buyer type 13:01 Lessons and stories from value-based selling 16:20 Combating end of quarter discounting pressure and unprofitable accounts 22:30 Building a value-based organization

Debriefing private equity’s partial ownership of NFL teams, the strategy behind Nike’s Q2 results and brand unraveling, Walmart’s new era of digital shelves, and the future of the paper towels vertical after decades of toilet paper shrinkflation. If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

In this episode, we discuss Netflix's expansion plans, the merger between Six Flags and Cedar Fair, and the acquisition of Neiman Marcus by Saks. We also unpack the role of generative AI in future supplier negotiations and recent pilots with MIT, Walmart, and Amazon. If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

Sellers are often faced with tough buyers who try to bully them into lower prices by claiming the product is a commodity. In this video, we discuss the tactics used to trick sellers into undercutting value, ways to identify a buyer who is playing poker, and how to differentiate in a commodity market to defend prices in your next negotiation. Roundtable discussion with Travis Umpleby, Pete Morelli, Jeet Mukherjee, and Tracy Dent from Holden Advisors.

Barrett Thompson, VP of Customer and Industry Relations at Zilliant joins us on this week's podcast to discuss CPQ (Configure, Price, Quote) shortcomings and ways to keep pricing strategies fresh. We also discuss ways to slash quoting cycle times and drive win rates by identifying and eliminating inefficiencies in the buying cycle. Zilliant helps companies put pricing at the heart of their business by managing the entire pricing lifecycle with leading CPQ, price management & optimization, and Revenue Intelligence applications.

Scott Sargis, Managing Director at IEC Partners, joins Jeet Mukherjee and Tracy Dent from Holden Advisors for a discussion about how to build pricing power when entering new markets. Topics include building trust and credibility, ensuring product differentiation, and ways to build an ecosystem to drive initial growth.

In this roundtable we’re joined by Pete Eppele, Chief Product Officer at Rollick and Rich Flati, Senior Customer Program Manager at Pricefx, with Jeet Mukherjee and Tracy Dent from Holden Advisors. Our discussion covers the evolution of pricing over the years, ways to keep it simple, and how to partner with sales to impact enterprise growth and pricing power.

Join us for a conversation with Pete Morelli, Vice President of Sales Strategy at Holden Advisors. We discuss thawing private equity markets and recent project learnings from portcos looking to scale quickly.

Roundtable discussion on current business events with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. The team talks about Apple's decision to abandon its self-driving car project, the price war sparked by Tesla's price cuts and Ford's response with a lower-priced Mustang Mach-E, and opinions on the general backlash against shrinkflation amongst growing food and retail companies.

Join us for this episode with Adnan Akbari, Senior Director of Pricing, about innovation over time and how to navigate ongoing price changes. Topics include how to align product and pricing teams for fair pricing strategies, and success stories and strategies of increasing differential value. AGENDA TOPICS 00:00 Introduction 07:11 How to know if you’re under-monetized 10:09 Ways to adjust pricing when product innovation is happening quickly 12:22 When your pricing strategy can’t scale 13:45 Changing pricing packaging by customer segment 15:28 Working cross functionally for fair pricing aligned to value 17:33 Nightmare scenario re: the last minute price increase 20:07 Supporting the sales team

A conversation with Rich Hanna, Professor of Practice at Babson College, with Jeet Mukherjee and Tracy Dent from Holden Advisors. In this episode, we discuss the future of the buyer’s decision cycle as AI evolves and companies are learning to shorten the sales process with technology once again. How might the future look for consumer decision-making? AGENDA TOPICS 00:00 Introduction 03:23 How digital marketing has evolved via technology 08:30 How AI will impact consumers’ decision-making 13:36 What to do when an AI engine becomes the biggest influencer on the buyer 15:59 How to prevent AI from turning your buyers into price-shoppers 23:59 The future of decision-making and shortening the sales cycle 27:51 How companies can evolve to better track and meet customer needs

The team discusses the pricing and overall positioning for Apple’s Vision Pro, their competition with Meta, and new product pricing for big tech. We also discuss Boeing's public negotiations with the Air Force, strategy and roadblocks for each side, and what their approaches are telling us about the future. If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.