Take advantage of our special BUY 2 - GET 1 FREE Early Bird Discount. But hurry- this offer expires March 18, 2016! MAY
27th Annual Spring Pricing Workshops & Conference
MAY 3-6, 2016 CHICAGO, ILLINOIS LOEWS CHICAGO O’HARE HOTEL
WORKSHOPS AND CONFERENCE SCHEDULES All the Pieces of the Pricing Puzzle Introducing the NEW CPQ Series! Increase Your Company’s Profitability! Great strategies for all Pricing, Revenue Management, Yield Management, CPQ, Marketing, Sales, Finance, and Operations Professionals to perform better.
Take advantage of our special BUY 2 - GET 1 FREE Early Bird Discount.
But hurry - this offer expires March 18, 2016! www.pricingsociety.com/CHICAGO2016
#PPSCHI
27th Annual Spring Pricing Workshops & Conference
WORKSHOPS AT-A-GLANCE TUESDAY, MAY 3 TIME
EVENT
8:00am-9:00am
REGISTRATION/BREAKFAST
SPEAKERS
9:00am-4:00pm 2-DAY WORKSHOP: The Two Sides of Human Economic Behavior: Mr. Spock and Homer Simpson
Ronald Baker, Founder, VeraSage Institute and Ed Kless, Senior Director, Partner Development and Strategy, Sage
2-DAY WORKSHOP: Unlocking the Magic of Effective Pricing: Understanding How to Craft Strategies for Sales Excellence
Lillian L. Cheng, Partner, Cheng, Monroe & Associates and Dr. Kent B. Monroe, Partner, Cheng, Monroe & Associates, J.M. Jones Professor of Marketing Emeritus, University of Illinois at Urbana-Champaign
1-DAY WORKSHOP: Product Differentiation: How to Discover and Capitalize on Your Product’s Value Drivers
Nik Caruthers, Senior Strategic Consultant, PROS and Valerie Howard, Senior Industry Solutions Manager, PROS
1-DAY WORKSHOP: Core Pricing Skills: Three Decades of Pricing Evolution
Adrienne Gordon, President, Pricing Empowered LLC
1-DAY WORKSHOP: Pricing and Corporate Strategy: The Pricing Decision Framework Proven Successful by the World’s Most Profitable Companies for Getting Pricing Done Right
Tim J. Smith, Ph.D., CPP, Founder and Managing Partner of Wiglaf Pricing and Adjunct Professor of Marketing at DePaul University
10:15am-10:45am
SPONSOR HALL NETWORKING BREAK
12:00pm-1:00pm
NETWORKING LUNCHEON
2:15pm-2:45pm
SPONSOR HALL NETWORKING BREAK
4:00pm
WORKSHOPS CLOSE
WEDNESDAY, MAY 4 TIME
EVENT
8:00am-9:00am
REGISTRATION/BREAKFAST
SPEAKERS
9:00am-4:00pm 2-DAY WORKSHOP: The Two Sides of Human Economic Behavior: Mr. Spock and Homer Simpson
Ronald Baker, Founder, VeraSage Institute and Ed Kless, Senior Director, Partner Development and Strategy, Sage
2-DAY WORKSHOP: Unlocking the Magic of Effective Pricing: Understanding How to Craft Strategies for Sales Excellence
Lillian L. Cheng, Partner, Cheng, Monroe & Associates and Dr. Kent B. Monroe, Partner, Cheng, Monroe & Associates, J.M. Jones Professor of Marketing Emeritus, University of Illinois at Urbana-Champaign
1-DAY WORKSHOP: Value-Based Pricing and Differential Value Quantification: Best Practices to Understand, Apply & Operationalize Both Concepts in Your Organization
1-DAY WORKSHOP: Sales for the Win! Overcome Procurement’s Gamesmanship to Protect Pricing and Improve Profits
Stephan M. Liozu, Ph.D., CPP, Pricing Evangelist, Founder of Value Innoruption Advisors Tannis Ashworth, Manager - Facilitation & Performance Development, Holden Advisors and Travis Umpleby, Senior Consultant, Holden Advisors
1-DAY WORKSHOP: How to Monetize Your CPQ Investment: Getting the Most Revenue and Profit Generation From Your CPQ System
Lydia Di Liello, Founder & Principal, Capitol Pricing Consultants LLC
1-DAY WORKSHOP: How to Dramatically Grow Profits Through Pricing Transformation
Kirk Jackisch, Vice President, Pricing Strategy and Management, Pricing Solutions
1-DAY WORKSHOP: Advanced Change Management: Set a Multi-Year Plan to Create Superior Pricing, Passion & Skills Across Sales and Leadership
Joanne Smith, President, Pricing to Profits Consulting
10:15am-10:45am
SPONSOR HALL NETWORKING BREAK
12:00pm-1:00pm
NETWORKING LUNCHEON
2:15pm-2:45pm
SPONSOR HALL NETWORKING BREAK
4:00pm
WORKSHOPS CLOSE
4:30pm
WORKSHOP RECEPTION sponsored by:
27th Annual Spring Pricing Workshops & Conference
CONFERENCE AT-A-GLANCE THURSDAY, MAY 5 TIME
EVENT
7:00am-8:00am
REGISTRATION/BREAKFAST
SPEAKERS
8:00am-8:15am
Welcome and Networking
Kevin Mitchell, PPS President
8:15am-9:15am
KEYNOTE PRESENTATION: A Flower is Just a Weed With an Advertising Budget
Rory Sutherland, Vice Chairman, Ogilvy & Mather Group UK, London
9:15am-10:00am
SPONSOR HALL NETWORKING BREAK
10:00am-11:00am
KEYNOTE PRESENTATION: Successful Innovation: How to Monetize Your Company’s Products
Georg Tacke, Chief Executive Officer, Simon-Kucher & Partners
11:00am-12:00pm
KEYNOTE PRESENTATION: Using Influence Versus Authority for Better Pricing Decisions
Laura Preslan, General Manager, Microsoft Corporation
12:00pm-1:00pm
NETWORKING LUNCHEON
- BREAKOUT SESSIONS -
Pricing Practitioners Track
Pricing Experts Track
This track features professionals in the pricing field sharing best practices – what has worked, what has not and how the challenges were resolved.
This track features Advisors in the pricing field sharing methods that will inform participants how to be more effective at both the strategic and tactical level covering many diverse pricing topic areas.
Tools & Techniques Track
1:00pm-2:00pm
Effective Value Pricing and Channels: What Every Smart Pricer Should Know Eugene F. Zelek, Jr., Partner and Co-Chair, Antitrust & Trade Regulation Group Freeborn & Peters LLP
New Product Launch Success: Application of a Price & Value Discovery Process Greg Thomas, VP of Pricing Research and Analytics, Pricing Solutions
2:00pm-2:30pm
SPONSOR HALL NETWORKING BREAK
2:30pm-3:30pm
Pricing and Sales Winning Together: Discover Ways to Improve Pricing Excellence Josh Schwartz, Global Pricing Leader for Power Services, General Electric
Refine Your Contracting Strategy – Offer And Pricing – By Gaining Perspective On GPOs’ Objectives Josh Goodman, Partner, SimonKucher & Partners Strategy & Marketing Consultants
3:30pm-4:30pm
Leading Your Pricing Department Through Transformation: It is All About the Journey Claudia Galea, Senior Manager, The Boeing Company
Top 5 Challenges in Pricing The Changing Role of Channels Transformation Initiatives Ansari in a Digital World Stephen Faizal, President, Professional Nyquist, Senior Manager, EY Services, PriceSenz LLC
4:30pm
CONFERENCE RECEPTION sponsored by:
CPQ / Sales OperationsTrack
This track features professionals This track features content in the pricing field delivering pricing experts sharing their their configure price quote (CPQ) expertise in how to address solutions, as a key way to scale barriers to success that organizations face implementing their business and maintain growth, without sacrificing customer pricing strategies. satisfaction and retention.
Practical Application of the Various Pricing Strategy Tips Doug Fuehne, Strategic Consulting, PROS
Pricing Excellence Through Quote-to-Cash Michael Dunne, Director of Product Marketing, Apttus
Preparing a Choice-Oriented Approach to Major Account Negotiations G. Christopher D’Alfonso, Managing Director, KPMG Strategy
Big Deal Pricing: How to Price RFQs Successfully and Win Important Price Negotiations Philip Daus, Senior Director, Simon-Kucher & Partners A Better Mousetrap: Next Generation CPQ and Pricing Solutions Gabriel Smith, VP and GM Americas, Price f(x)
FRIDAY, MAY 6 TIME
EVENT
7:00am-8:00am
REGISTRATION/BREAKFAST
SPEAKERS
8:00am-9:00am
KEYNOTE PRESENTATION: The Four Disciplines of Breakout Pricing
9:00am-10:00am
SPONSOR HALL NETWORKING BREAK
10:00am-11:00am
KEYNOTE PRESENTATION: Using Pricing Psychology to Grow Profits
Paul Hunt, President, Pricing Solutions
11:00am-12:00pm
KEYNOTE PRESENTATION: The Price is Right and Other TV Classics That Teach Us Smarter Selling
Omer Minkara, Research Director, Aberdeen Group
12:00pm-1:00pm
NETWORKING LUNCHEON
- BREAKOUT SESSIONS -
Mark Burton, Principal, KPMG
Pricing Practitioners Track
Pricing Experts Track
Tools & Techniques Track
CPQ / Sales OperationsTrack
1:00pm-2:00pm
Pricing on the Path to Big Data Transformation Steven Tom, SVP of Analytics, Innovation, & Learning, TESSCO Technologies
2:00pm-2:30pm
SPONSOR HALL NETWORKING BREAK
2:30pm-3:30pm
The First Steps to Pricing Management James Dillon, VP, Customer Operations, OCZ Storage Solutions
Cost to Serve: Managing Leakage COMING SOON and Influencing Behavior Tonya Danny Kozarich, Sr. Pricing DeWeese, Senior Director, Consultant, Vendavo Strategic Consulting, PROS
Building Successful Deals Desks Amit Dhir, Director, Pricing and Profitability Consulting, PwC
3:30pm-4:30pm
Need Clarity to Lead Change? Problem Solve Your Pricing Strategy James Wilton, Head of Strategic Pricing, RELX Group
Capturing Full Credit for Strong Prices with Great Price Communication Jon Hauptman, Partner, Willard Bishop LLC
Pricing and Sales Winning Together: Discover Ways to Improve Pricing Excellence Joseph Marigliano, Pricing Leader, Stanley Security Solutions
Rethinking Pricing Strategies in the Face of Market Disruption Suraj Mohandas, Senior Director of Customer Success, Zilliant
Monetizing Data Assets Alan Hollander, Director, SimonKucher & Partners Strategy & Marketing Consultants
Leveraging Competitive Intelligence for Your Organization’s Pricing Strategy Kenneth Sawka, CEO + President, Fuld + Company
Profit Transformation: Prepare Your Customer Facing Team to Defend Your Price and Value Adele McLean, Vice President, Holden Advisors