Let's Talk Pricing Podcast

Pricing isn’t just about numbers.While models, margins, and optimization often take center stage, the most powerful forces shaping pricing decisions are human—how customers perceive value, how decisions are made, and what ultimately drives willingness to pay.In this episode of Let’s Talk Pricing, we’re joined by Jenny Millar, Founder and CEO of Untapped Pricing and co-author of The Pricing Sprint. Drawing on her experience leading pricing strategy at eBay across eleven European markets, Jenny shares how behavioral science is reshaping the way organizations approach pricing.We explore:Why pricing is often treated as a technical exercise—and what’s missingHow human behavior influences pricing outcomes more than data aloneWhy companies consistently leave value on the tableWhat it takes to build a more collaborative, evidence-driven pricing processHow pricing teams must evolve in a more data-driven, customer-centric worldIf you’ve ever felt that pricing decisions don’t always follow logic, this conversation will change how you think about the role of behavior in pricing strategy.

Guest: Josh Bardell, Principal of Global Industries, CongaMany pricing organizations have historically optimized around one objective: winning the deal. But as technology, buying behavior, and data capabilities evolve, leading companies are beginning to rethink what pricing success actually looks like.In this episode of Let’s Talk Pricing, Josh Bardell joins Kevin Mitchell to explore how AI-powered pricing and decision intelligence are helping B2B organizations move beyond transactional thinking toward maximizing customer lifetime value.The conversation examines how advances in neural networks and AI agents are enabling pricing teams to generate more dynamic, real-time offers while aligning pricing decisions with long-term customer engagement. Along the way, Josh shares practical perspectives from industries including airlines, retail, distribution, and manufacturing.Topics discussed include:Why focusing only on “winning the deal” can limit long-term profitabilityHow pricing teams can shift toward a customer lifetime value mindsetWhat neural networks have changed about AI-driven pricing modelsHow AI agents enable real-time, optimized offers for digital-native buyersThe evolving role of rebates, subscriptions, and engagement-based pricing tacticsWhere pricing leaders should start when adopting AI-driven decision intelligenceWhat capabilities will define high-performing pricing teams in the coming yearsThis episode offers a practical look at how pricing strategy is evolving as AI capabilities mature and customer expectations change.

Many pricing professionals don’t struggle because their analysis is wrong — they struggle because their insights don’t travel.In the first new episode of 2026, Kevin Mitchell sits down with Claire Wang, pricing strategist and influence expert, to explore the shift from technical excellence to strategic influence.Pricing teams are often analytically strong. They build rigorous models, validate assumptions, and produce sound recommendations. Yet too often, those recommendations stall — not because they lack logic, but because they fail to gain buy-in across functions and decision-makers.Claire shares why influence is not persuasion or authority — but a skill rooted in relevance, translation, clarity, and consistency. Drawing from her upcoming book The Price of Influence, she explains:Why technically correct recommendations often fail to landWhat separates an analyst from a strategic advisorHow pricing professionals can influence decisions without formal authorityWhy influence, like pricing, depends on perceived valueWhat high-performing pricing leaders will need in increasingly complex organizationsIf you’ve ever felt that your pricing insights deserved more traction than they received, this episode will challenge how you think about influence — and show you that it’s a learnable capability, not a personality trait.

In this special episode of Let’s Talk Pricing, PPS President Kevin Mitchell reflects on a year of profound change across the pricing profession. From shifting market dynamics and rising complexity to the growing influence of AI, data, and cross-functional leadership, Kevin explores how pricing roles, expectations, and capabilities are evolving in real time.Looking ahead, he shares his perspective on what pricing professionals must focus on next—where opportunities are emerging, where risks remain, and how the discipline is positioning itself as a critical driver of enterprise value. Whether you’re early in your pricing career or shaping strategy at the leadership level, this episode offers timely insights into where pricing has been—and where it’s headed.

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Kiran Gange, Founder and CEO of RapidPricer, to explore how AI and analytics are transforming retail pricing across Europe and beyond.With nearly two decades of experience in retail, Kiran shares his perspective on how automation, data, and ethical AI are reshaping the way pricing teams forecast demand, manage promotions, and stay compliant in a rapidly evolving environment.They discuss practical strategies for integrating AI into pricing workflows, balancing human intuition with algorithmic precision, and ensuring innovation doesn’t come at the expense of compliance.How AI and analytics are changing retail pricing and promotionsBalancing automation with human judgment in pricing decisionsPractical approaches to improve demand forecastingReal-world examples of AI-driven pricing successNavigating VAT, GDPR, and ethical AI in European marketsBuilding compliance-ready pricing frameworksHow non-technical professionals can start with AI and analyticsWhat’s next for retail pricing innovationKiran Gange is the Founder and CEO of RapidPricer, headquartered in Amsterdam. With nearly 20 years of experience in retail pricing and analytics, Kiran has helped retailers across Europe and beyond use data and AI to optimize decisions, improve margins, and create smarter pricing systems. He’ll also be leading the workshop AI & Analytics in Retail Pricing at PPS profitABLE: Barcelona, this December.

What happens when the pricing playbook you’ve relied on no longer works? In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Christina Wirth, CPP, Managing Director and Head of Pricing & Commercial Enablement at KPMG US, to explore what it really means to “forget what you knew about pricing.”With over 20 years of experience driving pricing transformation across global professional services firms, Christina shares:The legacy pricing habits holding companies back—and why they persistHow leaders can dismantle outdated models to unlock new valueThe disruptive role of Generative AI and the rise of Outcome-Based Pricing at ScaleWhere human judgment still matters in an algorithmic worldHer roadmap for leading successful pricing transformationsChristina also gives a sneak peek into her upcoming profitABLE25 Las Vegas keynote, where she’ll challenge pricing leaders to rethink what’s possible.

In this episode of Let’s Talk Pricing, host Kevin Mitchell (President of PPS) sits down with Patience Mutiso, MBA, CPP, Partner in Strategy, Pricing, and Revenue Growth Management at Elladon Consulting Services and a member of the PPS Board of Advisors. With over 30 years of experience helping businesses “get value right,” Patience shares her insights on building sustainable pricing capabilities that drive transformation and growth.🎙️ Key topics include:What it means to “get value right” and why it matters todayThe concept of Pricing (Revenue) Centers of Excellence and how they anchor profitable growthPractical steps and building blocks for establishing a PCoEThe human side of pricing leadership: critical skills beyond analyticsLessons learned from guiding organizations through transformationHow the discipline of pricing has evolved—and where it’s headed nextPatience will also be a keynote speaker at PPS profitABLE25 in Las Vegas, October 21–24, where she’ll present “Pricing (Revenue) Centers of Excellence: Building Growth and Profitability Cornerstones.”👉 Don’t miss her keynote—register now at pricingsociety.com/ppslv25

In this episode of Let’s Talk Pricing, host Kevin Mitchell (President of PPS) is joined by Jeet Mukherjee, who will be speaking at this year’s Fall Conference. Jeet shares his vision for the “bionic pricing team”—where human judgment and AI-driven insights combine to unlock stronger performance, protect margins, and transform the way pricing teams partner across the business.🎙️ Key topics include:What a “bionic” pricing team looks like in practiceWhere companies should start on their AI journey without overwhelming teamsPractical examples of using AI agents to uncover insights and plug margin leaksHow AI changes collaboration between pricing and salesThe evolving skills every pricing professional needs to thrive in the next 5–10 yearsSteps leaders can take today to start building their own bionic teamsDon’t miss Jeet’s session at PPS profitABLE25 in Las Vegas, October 21–24, where he’ll go even deeper on these ideas and help you chart the path toward building the pricing team of the future.👉 Learn more and register: pricingsociety.com/ppslv25

In this episode of Let’s Talk Pricing, host Kevin Mitchell (President of PPS) sits down with Dr. Michael Wu, Chief AI Strategist at PROS and one of the most respected voices in AI and pricing.Together, they explore how artificial intelligence is reshaping pricing strategy, from the rise of intelligent agents to the human skills that will matter most in an AI-driven world. Dr. Wu explains what’s changed with Generative AI, predictive models, and intelligent pricing agents—and how pricers can prepare for the next wave of transformation.🎤 Key topics include:Why Dr. Wu calls this moment a true (R)Evolution in pricingHow to prepare for the limitations of Generative AIThe future of human + machine collaboration in pricingThe mindset shift needed to move from dashboards to predictive and generative insights👉 Don’t miss your chance to learn directly from Dr. Wu this fall! He’ll be live at PPS profitABLE in Las Vegas, October 21–24, 2025, leading a hands-on workshop on AI-powered pricing strategy (worth 1 CPP credit) and delivering a keynote on the rise of intelligent agents.Reserve your spot at PricingSociety.com/ppslv25

Artificial Intelligence is no longer just hype—it’s here, reshaping how companies think about pricing. In this episode of Let’s Talk Pricing, George Boretos, CEO of FutureUP and recognized Top 50 Thought Leader in AI, joins us to explore how predictive AI is already transforming pricing decisions and why now is the time for first movers to act.We cover:The “AI in Pricing Paradox” and why timing mattersWhere predictive AI is making the biggest impact todayQuick wins to start your AI-powered pricing journeyHow pricing professionals can stay relevant and confident as AI becomes more integratedIf you’re curious about how to put AI into practice—not someday, but today—this episode is for you.

As a preview of his upcoming live workshop Pricing & Sales Leadership: Bridging the Gap, Ebrahim Elebiary, CPP, joins PPS Director of Marketing & Key Accounts Angie Jackson for a candid conversation on what it takes to lead beyond the numbers. Hear how pricing professionals can align with sales, communicate value, and build the influence needed to drive measurable impact.

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Ron Baker and Ed Kless, co-founders of THRESHOLD and two of the most influential voices on value, transformation, and enterprise.Together, they explore the big ideas behind their latest collaborative work, A Revelation for the Transformation Economy—including why they believe we’re entering a new economic era, how professionals must evolve from technicians to guides, and what it means to design businesses around transformation rather than transactions.Key topics include:Why entrepreneurs must lead the way into the Transformation EconomyRethinking burnout as moral injury—not exhaustionThe limits of fee-for-service models and what healthier structures look likeWhy work-life “balance” is a false idol, and what coherence offers insteadHow to use models to reveal your values and redefine your business purpose📖 Dive deeper: Read the full thought piece, A Revelation for the Transformation Economy, at thresholdnow.com/revelation

Guest: Mark Gilham, Vice President, Global Advisory at EnableIn this episode of Let’s Talk Pricing, Kevin Mitchell sits down with Mark Gilham to unpack how pricing leaders can elevate their role from tactical execution to true profit strategy.Mark shares why tariff-driven pressures are reshaping pricing conversations, how pricers can build and keep influence in the boardroom, and where Generative AI fits into profit strategy. You’ll also get a sneak peek into his upcoming workshop at the PPS Fall Conference in Las Vegas, From Tariffs to Transformation: A Hands-On Workshop in Profit Strategy and Executive Influence.Key Takeaways:Why tariffs are forcing a transformation in pricing strategyThe leap from tactical analysis to strategic influencePractical ways to earn credibility with executives and cross-functional partnersWhere AI really moves the needle in profit strategyWhat to expect (and be surprised by) in Mark’s live boardroom workshopIf you’re ready to sharpen your skills, boost your influence, and move your pricing career to the next level, this conversation is for you.

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Ebrahim ElEbiary, CPP, and PPS Director of MarCom & Key Accounts Angie Jackson for a candid conversation about women in leadership—both in pricing and beyond.Inspired by a discussion at our Dallas event, the conversation explores leadership styles, the importance of “owning your narrative,” and how women leaders navigate male-dominated industries while maintaining balance and fulfillment. Ebrahim also offers his perspective as a male ally and reflects on the unique strengths women bring to pricing and commercial strategy.Before wrapping up, we circle back to the pricing world, connecting these leadership insights to the skills pricing professionals need to grow, lead, and influence in their organizations.🎯 Want to go deeper?Ebrahim will lead Pricing & Sales Leadership – Bridging the Gap as a live virtual workshop on September 12, 2025. Attendees will earn 1 CPP Credit and receive a savings code for a 2025 in-person PPS event.Register now: https://resources.pricingsociety.com/play?pid=03e7a6d2-9a11-4be9-a2c7-c338a49225f8

In this special solo episode of Let’s Talk Pricing, PPS President and show host Kevin Mitchell recaps our Spring 2025 Conference in Dallas. Kevin reflects on standout sessions, key themes, and the energy that filled the room from start to finish. Whether you joined us in Dallas or followed along from afar, this episode brings you behind the scenes of what made this event so powerful.Tune in to hear Kevin’s personal take on the value of community, innovation, and connection within the world of pricing—and what’s ahead for PPS this year.Plus, a big thank-you to our attendees, sponsors, speakers, and the PPS team who helped bring it all to life.

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell is joined by Jeet Mukherjee, Chief Strategy Officer at Holden Advisors and co-author of Pricing with Confidence. With over 25 years of experience, Jeet shares how leading firms protect margins, stay aligned across teams, and respond to tariff-related volatility with pricing strategies rooted in value—not fear.You’ll learn:✅ How to use value-based pricing in response to tariffs✅ Why assessing pricing power by account changes the game✅ How to align pricing, sales, and supply chain to protect profit and trustTune in before Jeet takes the stage at PPS profitABLE: Dallas!

Perfectionism can be a hidden roadblock for pricing professionals—slowing down decisions, increasing stress, and holding back innovation. In this episode of Let's Talk Pricing, we’re joined by Janelle Villiers—author, coach, and founder of Janelle Villiers Partnerships—to explore how to break free from toxic thinking, shame, and imposter syndrome.Tune in to learn:• How perfectionism shows up in pricing roles• Practical strategies to interrupt negative thought cycles• How to lead with authenticity, resilience, and confidenceWhether you’re navigating internal stakeholders or feeling the pressure to get every detail right, this conversation offers powerful tools to help you move forward with clarity and compassion.

In this episode, we're joined by Juan Echeverri, Head of RGM & Commercial Planning at Holcim LATAM, and Laurent Dosogne, Co-Founder and Senior Consultant at NEXO Consulting to discuss their upcoming workshop at PPS profitABLE: Dallas — "Develop Your Revenue Growth Management Framework in 1 Day!"They break down the critical pillars of Revenue Growth Management (RGM) and share why building a tailored, executable framework is essential for sustainable growth. Whether you're launching a new RGM team or refining an existing one, this conversation will equip you with insights to structure your strategy, align stakeholders, and bring measurable value to your organization.🎯Highlights include:The core pillars of RGM — and how they apply across industriesWhy a one-day workshop can jump start real organizational clarityHow to involve stakeholders in design and implementation for stronger buy-inPractical advice for teams navigating silos or internal misalignmentThis is a must-listen for pricers, revenue managers, and strategic leaders ready to elevate their impact.

In this episode of Let’s Talk Pricing, host Kevin Mitchell sits down with DeAnn Hammer, Global Pricing Operations Director at 3M and keynote speaker at PPS profitABLE: Dallas. With nearly three decades of experience in marketing, product development, and pricing, DeAnn shares insights from her upcoming keynote: “Price Management: The Art of NOT Setting It and Forgetting It.”Learn why ongoing price management is critical to sustained profitability, how to recognize when it’s time for a pricing reset, and what tools and frameworks can help your team stay ahead. DeAnn also gives a sneak peek into her innovative workshop at the conference — a Pricing Escape Room Experience co-led with Antonella Sinito.Don’t miss this preview of one of our most exciting sessions at profitABLE: Dallas!

In this episode of Let’s Talk Pricing, Kevin Mitchell is joined by Andres Gonzalez, a seasoned pricing leader with over 11 years of experience in e-commerce and banking. Andres currently heads Pricing & Analytics and Pricing Intelligence teams, leading more than 15 high-performing professionals.Together, they dive into the essential elements of building strong pricing teams—from critical skill sets to the value of diverse experience and strategic hiring. Andres also shares insights behind his new PPS micro-course, Building High-Performing Pricing Teams, and what leaders can do to ensure their teams are driving impact and profit.If you're looking to strengthen your pricing function or grow your career as a team leader, this episode is for you.

How can businesses leverage pricing analytics to optimize profitability at every stage of the customer journey? In this episode, Kevin Mitchell sits down with Fred Puech, founder of Keenalytix, to explore the key pricing touchpoints—everyday pricing, promotions, and loyalty programs—and how companies can use data-driven strategies to enhance revenue.Fred shares insights from his 15+ years of experience and over 120 completed pricing projects, breaking down the essential analytics tools businesses need, common pricing pitfalls to avoid, and practical steps to implement a winning pricing framework.💡 Key Takeaways:✅ The role of pricing at different customer journey touchpoints✅ How businesses can use pricing analytics for smarter decisions✅ Common mistakes in promotions and loyalty programs—and how to fix them✅ Where to start with data collection and analysis for effective pricingFred will also be leading a workshop at PPS profitABLE: Dallas on Pricing Analytics and Strategy for Optimal Growth in B2C—don’t miss the chance to learn from him in person!

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Matthew Knaggs, Senior Business Value Lead at Zilliant, to explore the evolving relationship between AI and human expertise in pricing.As AI continues to reshape pricing strategies, where do human pricers fit in? Matt shares insights on how strategic thinking and interpersonal skills can enhance AI-driven decisions, real-world examples where human intuition outperforms algorithms, and how to build trust in AI across cross-functional teams.📌 In This Episode, You’ll Learn:How AI is transforming modern pricing strategies—and why human expertise is still essentialReal-life examples where human insight fills AI’s blind spotsPractical steps to align AI outputs with broader business goalsHow to foster confidence in AI tools across your organization💡 Want to dive deeper? Matt will be leading a workshop at PPS profitABLE: Dallas called “Pricers Assemble! Defending Humanity in a World of AI.” Don’t miss your chance to learn directly from him and other industry leaders—register today at pricingsociety.com/ppsdallas25.

Pricing power isn’t just about the numbers—it’s about execution. And when it comes to defending value and preventing unnecessary discounts, your pricing strategy is only as strong as your sales team’s ability to uphold it.In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell is joined by Lori Rybaski and Travis Umpleby of Holden Advisors to explore how companies can equip their sales teams with the right tools, structures, and confidence to maintain pricing integrity.Tune in as they discuss:🔹 The biggest roadblocks to aligning pricing and sales teams🔹 Common causes of price leakage—and how to prevent it🔹 Strategies for designing pricing structures that support sales🔹 How sales training and negotiation skills impact pricing powerPlus, don’t miss Lori and Travis live at PPS profitABLE: Dallas for their workshop, Equipping Sales Teams to Build Pricing Power. Register now at ⁠pricingsociety.com/ppsdallas25⁠.🎧 Listen now and subscribe to Let’s Talk Pricing!

Lydia M Di Liello, CEO and founder (with more than 25 years of business leadership, supply chain and global pricing expertise) delivers exceptional results through Strategy, Process, and Technology. Leveraging a career at General Motors and b to b manufacturing in Supply Chain and Pricing management, client profitability typically increases from 15%-300% in as little as six months. Client engagements range from global Fortune 500 to smaller privately held firms. Brooks Hamilton is the founder of Hamilton AI Strategy Advisors, an Austin-based consultancy specializing in crafting AI strategies for Fortune Global 1000 companies, family owned businesses, and high-growth startups. With a deep understanding of both AI technology and business operations, Brooks and his team enable organizations to successfully navigate the rapidly evolving AI landscape. A seasoned veteran in the tech industry, Brooks spent 17 years at Zilliant, where he held pivotal roles in Professional Services and Product Management, including Vice President of the Professional Services team. His tenure was marked by ground-breaking work in AI-driven price optimization and sales effectiveness in B2B companies. Brooks also spearheaded Product Management at several Austin-based startups.

Machine learning has long enhanced pricing, but distinguishing Generative AI's practical applications from hype is challenging. To identify true GenAI opportunities, practitioners should consider: (1) untapped unstructured data sources for price decisions; (2) areas for content automation to enhance pricing; (3) uses for engaging chatbots to improve pricing processes. Stephanie Yee is a Partner at Bain & Company, where she exclusively serves clients on the topics of pricing and profitability. She has led multiple successful pricing transformation programs and is a former pricing and sales senior executive at a Fortune 75 company. She has published and spoken extensively on the topic of Pricing.  Stephanie holds a Management Information Systems degree from Texas A&M University.

Segmenting customers then differentially treating and/or pricing them is a critical aspect of driving both growth and profits. Yet, it’s easier said then done. This workshop provides practical approaches and best practices for avoiding the hidden pitfalls and challenges. Joanne Smith, President of Price to Profits Consulting, is the author of The Pricing and Profit Playbook, The Price Negotiation Playbook and Pricing in a Crisis. She is the former DuPont Corporate Head of Marketing, Pricing and Customer loyalty. With more than 20 years of global business, marketing and pricing expertise, she now works with global companies in chemical and industrial industries to help them develop world class pricing and profit strategies, pricing transformations, pricing improvements and pricing skills.

When growth is stagnant, companies often adjust prices for more revenue. Without a strong understanding of pricing power relative to market alternatives, this can result in the opposite effect: customer churn. In this session, we’ll walk through drivers of pricing power, how to assess them, and strategies to employ before your next price increase.  Attendees will learn: - How to assess your pricing power relative to market alternatives - The 3 most important levers for building and protecting your pricing power - Top go-to-market tactics under each lever to improve price realization

Pricing is not only about money charged but also about how customers perceive the value a product, which changes over time. In today's connected and competitive world, effective pricing requires flexibility, strategy, and a scientific approach. By using technology to gather insights about customers and develop data-driven pricing strategies, businesses can enhance the customer experience, improve vendor management, keep an eye on competitors, and ensure market efficiency.

Let's be real. It's much easier to defend and raise your prices when strong marketing has your back. But often times, marketing and revenue growth teams work in silos. How can you as pricers deliver informed marketing feedback or suggestions for forward momentum to support your pricing initiatives, collaboratively? E.V.A.L.U.A.T.E. Angie Jackson joined PPS as the Director of Marketing, Communications, and Key Accounts in 2021. Angie has nearly 20 years experience in sales, marketing, education, and project management both locally and internationally. Prior to joining PPS, Angie served as a positioning strategist with CRANE Atlanta specializing in analyzing audience trends, managing creative teams, collaborating with clients, and developing innovative and integrated marketing strategies to distill clients’ unique value propositions.

In this conversation, John Moss, Chief Executive Officer of Flintfox International, discusses the challenges of the current business landscape and how intelligent pricing solutions can help businesses to shore up their bottom line amid volatility. John is the CEO of Flintfox International, the intelligent pricing software provider with world-class IP in pricing and revenue management. An Engineering graduate from Oxford University, John went on to become an Economist in the energy industry before moving into the tech space where he has held a series of senior leadership roles. John is also trained to use explosive and radioactive devices. With almost four decades of experience, spanning 35 industries and 130 countries, Flintfox provides businesses with a smarter way to manage, streamline and automate their pricing.  By consolidating pricing, settlements, claims, deductions and more into one automated, accurate and easy-to-use solution, Flintfox helps businesses protect their margins and maximize revenue.  Flintfox is a powerful pricing engine and straightforward application, capable of processing huge data sets at blistering speeds and supercharging ERPs.  The era of spreadsheets and their costly errors is officially over. Turn complexity into opportunity with the Flintfox effect – delivering a 20% increase in rebate revenue cash flow and more than a 50% reduction in deduction leakage.   

The topic of pricing can be complex, abstract, quantitative, and dry. That makes it difficult to write about, especially when you are trying to persuade someone to adopt a new strategy or take specific actions. This podcast will look at several ways that pricing practitioners can improve their writing and tell persuasive pricing stories. Frank Luby has over 25 years of experience in pricing and over 40 years as a writer. After an 8yr run as partner at Simon-Kucher and Partners, he co-founded Present Tense LLC in 2014 to help business professionals improve their communication. He has served as a writing partner on award-winning and best-selling books, including Game Changer and The Invisible Game. He is co-author, together with Hermann Simon and Frank Bilstein, of the book Manage for Profit, Not for Market Share. Frank also will be at our fall conference in Las Vegas, Frank will conduct his highly rated writing workshop once again.

We are inundated with news of Artificial Intelligence, but how can it really be applied in our daily Pricing lives to help us? This highly interactive workshop addresses how to make AI work for you by providing a practical, step-by-step approach to respond to request for proposals or quotes (RFP, RFQ). Many data components can be quickly executed by AI and can be rerun nearly instantaneously to address changes

Markets, competitors, and customers are always changing – and last year’s pricing may be stale based on today’s circumstances. Pricers must have the skills to keep up with the dynamic nature of value drivers in order to help drive pricing power for their organization. In this podcast, we’ll do a deep dive on how to monitor dynamic value drivers and their impact on keeping your pricing strategy fresh.

Join us in this engaging podcast episode as we explore the dynamic world of B2B pricing with Vivek Anand, a seasoned expert of AI and Data Science. Delve into real-world applications, from crafting robust segmentation solutions to addressing complex pricing challenges. Learn how Vivek has measured the tangible value of their solutions for Fortune 500 companies and successfully driven adoption within sales teams. Discover the broader landscape of B2B commerce where AI and data science play pivotal roles and gain insights into potential concerns with the increasing use of AI, particularly in the context of Gen AI. This conversation promises to be a deep dive into the transformative power of technology in reshaping the B2B pricing landscape.

President of the Professional Pricing Society, Kevin Mitchell, steps into the PPS Podcast to share with us what he believes to be the hottest topics of the year for the pricing profession and what "pricers" in the new year. Attendees Will Learn: What’s New and What’s Next for Pricing Professionals in 2024 How to Use “Arts and Sciences” to Gain Traction Inside and Outside of your Organization How to Use Analytics and Insights for Profitable Growth The Latest Offerings PPS is Bringing to Its Members

We will explore how this visionary concept can transform cities, making them more sustainable and vibrant, and discuss the integration of frameworks like SBTi and TCFD. We also can touch upon historical parallels in pricing strategies. Athba Samarai is a visionary leader with over 18 years of progressive experience in financial management and strategic commercial solutions who is recognized for possessing a deep commercial insight and pioneering entrepreneurial mindset. She excels in nurturing mutually beneficial partnerships, crafting innovative problem-solving approaches, and successfully addressing intricate pricing challenges influenced by market dynamics. She has served as a catalyst for transformative change and exhibit adept team leadership, consistently motivating teams to achieve peak performance. She has demonstrated proficiencies in SAP, Tableau, ERP systems, and Lean Six Sigma methodologies. Furthermore, her bilingual proficiency in both Arabic and English fosters seamless cross-cultural collaboration, enhancing their effectiveness in diverse business environments.

Join Heather Richey and Kaavya Muralidhar to talk about what it takes to be successful with AI in your pricing practice. In this discussion, we will walk through what you need to know about AI, how to tell if your organization is ready to use AI, and how to measure success.

This conversation will focus on the importance of transforming your pricing processes to meet evolving B2B buyer needs. When you decide to embark on transformation, that’s only the first step! Listen in to learn about who to include and why to ensure successful adoption and return on investment.

Jean-Manuel Izaret (JMI) is the global leader of BCG’s Marketing, Sales, and Pricing practice. Before joining BCG in 1997, he received a PhD from Ecole Centrale in Paris. As a Bruce Henderson Institute Fellow, he has studied pricing model innovations in technology, biopharma, industrial goods, financial services, and consumer services. He also explored how pricing and economic models could help solve issues such as education and climate change mitigation. JMI lives in Berkeley, California. Read More by visiting: https://www.bcg.com/capabilities/pricing-revenue-management/game-changer-the-new-strategic-pricing-book  

Finding new ways to create value is critical. Monetizing that value effectively year over year? Even more so. However we’re all facing headwinds as investment budgets are becoming more scrutinized and expectations around price justification are returning to pre-pandemic levels. Leaders need a simple approach for how to price innovative solutions in a logical, simple and repeatable way to prioritize initiatives that drive pricing power and sustainable growth. This workshop will present a simple and systematic method for pricing new solutions. Adnan Akbari, Senior Director of Pricing Adnan specializes in helping firms commercialize software-based offerings. He has almost 20 years of experience in consultative and in-house roles across energy management, technology, and insurance, leading growth initiatives within Fortune 500 companies focused on building pricing organizations, service offering development, and sales strategy. He has an MBA from the Tepper School of Business at Carnegie Mellon University and a BS in Information Systems from DePaul University. Derek Neal, Engagement Manager  Derek is responsible for managing pricing projects for cross-industry clients, working with client teams to improve profitability and market position. He has over ten years of operational and consulting experience within the enterprise software, private equity, and financial services industries. Derek holds an MBA from the Kellogg School of Management at Northwestern University and a BS in Operations Research from Columbia University.

Effectively pricing spare parts remains a substantial challenge for machine manufacturers, as an estimated 73% of commodity parts are sold below their optimal price points. Traditional pricing models, such as cost-plus and value-based pricing, exhibit significant limitations in this evolving market. To navigate these challenges, Original Equipment Manufacturers (OEMs) must adopt market-based pricing strategies. This approach not only enables them to enhance their parts business but also accelerates revenue growth and cultivates stronger customer loyalty.  Tim Geyer leads MARKT-PILOT in North America. Prior to joining MARKT-PILOT, Tim led the charge into new markets helping international startups scale. Additionally, he was a member of the Energy Strategy practice of Accenture. Early in his career, Tim was an innovator in the manufacturing industry driving revenue in sales and service roles. Learning at the forefront of new technology inspired Tim to help lead the change in the aftermarket parts industry with MARKT-PILOT. He brings to the US market, best practices from 100+ European manufacturers to share with OEMs across the US and Canada. Tim earned his BA in Industrial Management from DHBW Stuttgart and his MSc in International Business Development from ESB Business School with research stays in Rotterdam and Melbourne. Tim is also an active tennis player and avid soccer fan, rooting for VfB Stuttgart every chance he gets. 

Jeet Mukherjee of Holden Advisors and Kevin Mitchell of Professional Pricing Society discuss the significance of pricing power ahead of Jeet's keynote speaking session at our Fall Workshop and Pricing Conference in October!

In this podcast Fred Zornig will briefly comment on the pillars of strategic and effective price management. Going through strategies, segmentation, perceived value, commercial policies, elasticity, optimization and governance. The objective is give an idea of the topics that we will delve into during the workshop that will be held in Atlanta.

As input prices rose astronomically, margin leakage followed for many companies. This is because the legacy tools and processes being used to pass through cost changes were completely inadequate to deal with inflationary pressures. Our current wave of volatility - embodied by slowed growth, high interest rates, and potential recession – is applying pressure in the opposite direction. Companies equipped to know where, when, and by how much prices may need to decrease will be in the best position to maintain margins and avoid losing volume.

This conversation sheds light on a new book by the CEO and Founder of Rapid Pricer, Kiran Gange, and is centered around analytics based pricing approaches for maximizing margins for retailers.

A discussion covers what was received and experienced at our a workshop, spear-headed by Hillary Gretton, that took place during our 2023 Spring pricing and workshop conference. Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be? “Hillary Gretton is Associate Director, Access & Contract Analytics with Jazz Pharmaceuticals. She has extensive experience with both the “hows” and “whys” of best pricing practices, and values the importance of managing both the data/technology as well as the people and communication aspects. Hillary is a proud CPP alumna and earned her MBA from the University of Redlands.”

Scott Sinning has a passion for pricing and learned about leading pricing projects during his years of experience as VP of Pricing Strategy for Graybar Electric, a $10B wholesale distributor.  Like many of you listening, he’s sat in the pricing leader hot seat.  He now runs his own consulting firm focused on helping companies and their pricing leaders achieve success faster.  Scott has also been a frequent speaker at PPS conferences and is a Certified Pricing Professional.

Michael Compton is Director of Firm Strategy and Leader of the new Pricing function at Edward Jones. He has 16 years’ experience in the Full Service Financial Advisory industry in various product profitability, pricing and analytics roles. He specializes in translating business strategies into pricing recommendations and helping define pricing capabilities. He recently started his journey towards earning the CPP in 2022 and he has an MBA from the University of Georgia.

Let’s face it—the moment of truth in pricing and sales is how well your sales force can negotiate and defend the prices you’ve set. Many organizations fall short of profit potential due to misalignment between price setting teams and price getting teams. In this session, we’ll dive deep to understand and navigate the intersection of pricing and sales to empower your commercial team to defend both price and value. Pete Morelli is a Vice President at Holden Advisors and leads the company’s sales consulting practice. He helps organizations gain clarity around the value they provide, with sales and negotiation strategies to win more deals at higher prices. Pete joins us with 20+ years of experience in procurement, sales and pricing transformation, and deal coaching.   Adnan Akbari, Senior Director of Pricing at Holden Advisors, is responsible for helping clients grow by realizing the full potential of their offerings. Prior to joining Holden Advisors, he spent the last 12 years of his career focused on growth initiatives within Fortune 500 companies including building pricing organizations, service offering development and sales strategy.

Curiosity allows us to look beyond our current situation and ask "What else could or should we be doing?" Too often we get stuck in routines or become so myopically focused on tomorrow's deliverables that we don't take the time to question our strategies or if they're still accomplishing what we set out to do as a company or department. So how do we break out of our assumptions and get curious about what could, or should be? “Hillary Gretton is Associate Director, Access & Contract Analytics with Jazz Pharmaceuticals. She has extensive experience with both the “hows” and “whys” of best pricing practices, and values the importance of managing both the data/technology as well as the people and communication aspects. Hillary is a proud CPP alumna and earned her MBA from the University of Redlands.”