17-18-19 November 2021 – Brussels

15th EPP European & Global Pricing Forum

15th EPP European & Global Pricing Forum

Pricing Innovation in an Era of Transformation

The must-do pricing conference

150+ Attendees
40+ Speakers
98% Attendee satisfaction
100% Networking

Every year our forum is a great success! And now, more than ever, we must get together to share and learn from each other, best practices and strategies to be part of this new era of transformation.

This is the “must go” global event for pricing and revenue executives. The event offers you the opportunity to learn, interact and network during 3 days of innovative workshops, expert presentations, panel discussions, working roundtables ,a great exhibition area – showing the latest technology  , an unforgettable evening event and many more networking activities.

With over 150+ senior pricing and revenue decision makers in attendance, this is the premier event of its class in the world.

This year’s forum programme focuses on the new business & pricing models in the new normal, digital channel and eCommerce pricing, all the latest pricing technologies such as machine learning, AI, predictive pricing tools, digital transformation, data management, and also on all the new models driving customer centric pricing and organisational pricing with key topics on how to develop your pricing team.

This is the world’s biggest and most important pricing and profit optimisation forum – the event has leading pricing and revenue experts from across the world sharing best practices and their expertise. Join us this November in Brussels!

Pre-order your forum brochure so we can send it when it is ready.

Key Programme Sessions:

  1. New business & pricing models in the new normal
  2. Digital channel and eCommerce pricing
  3. Pricing tech: data management and technology
  4. Customer centric pricing
  5. Organisational pricing

 


Relive last year’s forum here:

Download the 2020 brochure:

Are you an influencer or specialized in pricing based on AI, machine learning – or agile pricing strategies in a digital world? we want to hear from you!

If you would like to contribute to this unique forum, please contact Mariana Flores at mariana.flores@pricingplatform.eu

15th EPP European & Global Pricing Forum

Pre-order the brochure now for the speaker line-up, agenda and more

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Programme

November 17th 2021

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Workshops

12.00 - 14.00

Leveraging AI for powerful and transparent price optimization (Application to a B2B use case)

Sylvain Rougemaille – Price Optimizer Product Manager – PriceFx

This workshop will cover the three steps of our AI optimization process and allow you to:

  • Create a scientific analytical segmentation
  • Define homogeneous segments based on Margin or Discount rate Distribution
  • Calculate optimized deal guidance
  • For each segment define configurable targets depending on your strategy
  • Optimize the full waterfall
  • From segments targets optimize the full waterfall all LP and considering multiple constraints and business strategies
12.00 - 14.00

Building a ‘Forever House' for your Commercial Excellence transformation

Aidan Murphy, Darius Fekete, Mitch Lee, Shawn Ehmann - Vendavo

In this interactive workshop you will be grouped into teams with assigned roles to work together in solving 3 case studies. By placing yourself in another function of the business, you will gain a new perspective to enhance your commercial excellence programme.  We have identified 4 key pillars in building a ‘forever house’ where we will focus on the latter 3: assessment, strategy, delivery, and optimization. You will learn from your peers and come up with new ideas in this competitive but fun workshop! We will end each case study with a best practice wrap-up.

14.30 - 16.30

Rational Pricing: How to Spot and Address Pricing Misalignment

Thomas Delloye - Director, Business Solutions - Zilliant Inc.

Are your prices rational and respecting logical pricing relationships? How does this impact your customers and sales representatives? 

 

Misaligned or irrational prices is often one of the largest sources of margin leakage. It’s inevitable when pricing decisions are decentralized and highly negotiated in B2B companies. Small, casual customers get better prices than large, loyal customers. High-performance and premium-brand products often sell for the same or less than mid-tier alternatives.

Companies have a significant opportunity to improve alignment across these dimensions and capture incremental margin in the future by focusing on price alignment within each price mode and across channels. This Rational Pricing session will address how to spot misalignment issues and provide best practices for how to address those challenges through more consistent, systematic pricing guidance.

 

Attendees will:

  • Participate in discussions surrounding critical pricing patterns experienced across the audience
  • Hear the common misalignment challenges and see the results of a benchmark report analysing over €100B worth of B2B transactions
  • Explore the likely sources of misalignment in their respective businesses and leave with priority focus areas and tangible actions to get to more rational pricing, and ultimately higher margins
14.30-16.30

Turning “Leakage” into “Leverage” – 7 Secrets to Solving your Pricing Challenges

Frank Frohmann - Business Development Manager Pricing - Vistex

Innovative methodology to exploit profit potentials: 7-step interlinked exercises to ensure that you are capturing maximum value potential for your organization

  • New Decision-support logic which allows the top management to prevent from profit leakage
  • Integrates “Target alignment”, “Business model definition”, “Pricing excellence”, “Revenue and Price model optimization”, “Price Setting”
  • Full data integration and measurement of KPIs like target alignment, competitive index, pricing excellence level, pricing power and many more
17.00-19.00

Behavioral Segmentation & Selling

Prof. Dr. Florian Bauer - Pricing expert - Founder and Member of the Executive Board – Vocatus

One of the most widespread misconceptions in sales is that customers are only convinced if they’re offered the best value for money. Or, in the case of commodities, the offer with the best price is chosen.

 

However, what’s relevant for customers is not necessarily whether the offer is objectively good or bad (i.e. whether the decision is “utility maximizing” or not), but how well or badly they manage to justify the decision to themselves and others. This judgment can turn out quite differently, depending on the customer type.

The workshop presents a general, well-proven customer typology of decision makers, and practical examples how to identify and treat the customer types right in sales situations.

Attendees will:

  • Understand decision motives and how they condense into a comprehensive typology
  • Learn to identify the decision types in sales situation
  • Learn to apply type-specific arguments in selling
17.00-19.00

Revolutionizing Product Price Setting in B2B and B2C – An AI-powered methodology for true value-based price setting

Patric Kirchner - Managing Director – Pricing & Commercial Strategy - Accenture & Marcus F. Demmelmair – Project Manager – Pricing & Commercial Strategy - Accenture

Sick of price setting based on so called “value-based mark ups” that in the end largely rely on product costs? Tired of anachronic Excel tools to set prices? Bored of cumbersome yearly lump-sum price increases ruining your price architecture?

Here comes help from an innovative product pricing methodology leveraging artificial intelligence allowing you to

  • price thousands of SKUs truly value based – without cost-plus mark-ups or work-around scoring models
  • overcome the “Once set and then forget it dilemma” with a few clicks
  • quickly bring this logic to life and swiftly scale in any ERP landscape

 

In the workshop we will introduce the methodology and showcase case studies and examples. On top, applicability to B2C and B2B industries is discussed.

November 18th 2021

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New business & pricing models in the new normal

Welcome by EPP President

Pol Vanaerde - President, (EPP)

Chairperson Opening Remarks

Felix Krohn – Senior Advisor Business Transformation & Pricing Coach

What the ‘era of transformation’/ the ‘new normal’ means exactly and how it is impacting your pricing models?

Gianni Di Fede - Vice President Revenue Management, Business Intelligence and Distribution, EMEA - Radisson Hotel Group

  • The new normal: what has changed in the last 6 months?
  • An analysis of the shift in how buying behaviour and how price are perceived
  • How value has changed and the impact for your business model
  • Covid has only further accelerated the already ongoing rapid changes in our selling conditions
  • To be successful, pricing needs to be integral to your digital selling strategy.
  • How to win with the right price, flawless execution and channel consistency.

Driving commercial excellence by implementing a common framework across your company

Gabor Kapus – VP Commercial Policy and Pricing Transformation Deployment – Schneider Electric

  • A commercial excellence framework: from strategy to channel management guidelines to commercial policy to discounting structure to pricing rules to tools
  • Building the Price Waterfall (PWF) as a “communication tool” for the market – from list price to pocket price: the structure of the PWF, the usage of each layer and its coding in the ERP
  • The customer journey: building a model from sales coverage to route-to-market to pricing and quotation modes by customer personas
  • Understanding how the IT landscape can support the commercial excellence framework

How to simplify in the complex world of pricing and promotions

Alex Paul Suciu - Global Vice President Strategic Revenue Management – Mars Wrigley

One of the most vexing challenges faced by FMCG/CPG firms is setting one price that unifies all internal objectives: one price that simultaneously boosts top-line growth, is aligned with the brand positioning, and increases penetration and growth.

  • Learn how to manage the complexity come from the need to manage hundreds and thousands of SKU’s as well and multi-geographies and multi-channel
  • How to define world class processes for: Price Positioning & Strategy, New Product Pricing, Market Launch Pricing, Assortment Optimization, Value Communication, Price Increase Implementation, International Pricing, Promotional Optimization
  • Insights on how to organize and to use digital solutions to simplify the area of Pricing and promotions

Real-Time Market Pricing for eCommerce

Thomas Delloye - Director, Business Solutions - Zilliant Inc.

Market conditions and business dynamics are changing at an incredibly fast pace and show no signs of slowing. It is vital for any modern enterprise to be able to adapt quickly to changing market conditions while ensuring price consistency across online and offline sales channels. Real-Time Market Pricing has the unique capability to use more data from varied, unlimited sources more intelligently, ensuring all channels reflect the current market price calculated and/or optimized against a variety of inputs.

Attendees will learn how to:

  • Leverage digital and eCommerce data to set dynamic, online-specific pricing
  • Set eCommerce-specific discounts that can be personalized (or targeted) to customer segments and product groups
  • Enable automated intelligent negotiation to streamline the quoting and negotiation process with customers and win more deals, faster
  • Understanding the complexity of working country by country, with different processes and pricing – hear a real case study of successful implementation
  • How to align commercial excellence practices and stakeholder engagement in different countries
  • Create an effective pricing by harnessing data mining and visibility and the importance of working closely together with your global team and IT partners to close the data gap
  • Justifying the price difference is complex in different products, services, and countries – how can we present this to our customers and avoid losing them?

Are we doing this right? Meaningful pricing benchmarks to keep you on track

Steven Cuypers - VP of Product Strategy Product – Pricefx

  • The omni-presence of benchmarking
  • Selecting the right pricing benchmarks for your organization
  • How to assure consistency and continuality
  • A compilation of various real pricing benchmarking initiatives

Interactive Panel Discussion & Q&A

  • Consumer life and patterns have changed – what does it mean for your pricing strategy?
  • Ideas and real examples of how companies are embracing a customer centric pricing model now
  • Analysis of the key challenges and disruption when segmenting your customers
  • Discount and rebate commitments with clients – do we need to be more empathetic and flexible?

Moderator: Augustin Manchon – President – Manchon & Company Inc., Pricing Capability Delivered

Roberto Bedotto – EMEA Pricing Director – EATON Electrical sector

Louise Dahlgaard – Senior Global Pricing Manager – ALK  

Karla Halley Guzman – Revenue Management Strategy Senior Director – PepsiCo

Nikolas Beutin – Managing Director – Pricing & Commercial Strategy; European Lead – Accenture

  • Learn how to build a strong business strategy with key wholesalers and mid-channel partners to drive your business growth and protect the value of the brand
  • Competitors negotiate with the best partners? – Find out how to stay valuable business partner to your distributors
  • Explore how to ensure that bonusses/discounts are granted on the right conditions – is it not time to review the performance-based discount conditions?
  • The omnichannel of your products – understand where to place your products and how this affects your pricing strategy
  • Assess how to manage transparency in a multichannel strategy and achieve a successful price across markets and channels
  • How do you differentiate your pricing in your business across countries, types of apps and channels?

B2B Breakout: Servitization pricing - Creating and combining a service and product ecosystem

Vincent Blankert - Senior Manager Strategic Pricing and Revenue Management - Zoetis

  • Offering additional services to supplement your traditional products
  • Servitization is usually a subscription model and can be applied to most industries in one way or another – How can you foresee of what people are evaluating with value and offer them exactly what they want?
  • Learn how to build up a service pricing mechanism from design to practice

B2C Breakout: Price premium drivers in the new era

Karan Suri - Head of Pricing and Technology - Heathrow Express

  • What does your customer really value? – explore the changing requirements of your customers
  • Understand customers’ value drivers to align your offer and meet current customers’ expectations
  • Identify the premium value of your customer to increase willingness to pay

Get your point of view heard, everyone can participate! Continue learning by discussing and sharing best practices and ideas with other participants.

Digital channel and eCommerce pricing

Real-Time Market Pricing for eCommerce

Thomas Delloye - Director, Business Solutions - Zilliant Inc.

Market conditions and business dynamics are changing at an incredibly fast pace and show no signs of slowing. It is vital for any modern enterprise to be able to adapt quickly to changing market conditions while ensuring price consistency across online and offline sales channels. Real-Time Market Pricing has the unique capability to use more data from varied, unlimited sources more intelligently, ensuring all channels reflect the current market price calculated and/or optimized against a variety of inputs.

Attendees will learn how to:

  • Leverage digital and eCommerce data to set dynamic, online-specific pricing
  • Set eCommerce-specific discounts that can be personalized (or targeted) to customer segments and product groups
  • Enable automated intelligent negotiation to streamline the quoting and negotiation process with customers and win more deals, faster
  • A way of working that blends strategy and insights to offer what is more relevant for customers
  • How to use insights to make ‘Pricing as a Growth Channel’
  • No Idea is a bad idea: examples of experiments on the platform to see the increase of conversion, acquire new customers and to know what the customers value the most
  • Explore how to deal with transparency of prices online
  • The evolving definition of “competitiveness”
  • Communicating prices in sync with company values

B2B Breakout: How to set your prices in eCommerce to avoid channel conflicts?

Maarten Moreels - Director, Monitor Deloitte & Hans Demeyere - Senior Manager, Monitor Deloitte

• How do we get the right customers for the right products on the eCommerce channel?
• The search of your optimal pricing model according to your portfolio and services
• Explore what are the pitfalls of eCommerce and how to overcome them

  • How to implement dynamic pricing in practice and is it still relevant for your business?
  • Find out what are the best dynamic pricing and eCommerce pricing platforms now
  • The integration of pricing offline and online and the whole sensitivity in terms of supply and demand – Which price works better and how to match prices online and offline

Get your point of view heard, everyone can participate! Continue learning by discussing and sharing best practices and ideas with other participants.

Pricing tech: data management and technology

“Pricing in the digital world – Executing price strategy by fully embracing analytics and technology”

Nikolas Beutin - Managing Director – Pricing & Commercial Strategy; European Lead – Accenture

The times of cumbersome spreadsheet exercises are over and firms need to increasingly move to highly automated and smart pricing leveraging Artificial Intelligence and technology.

  • What should be your pricing Northstar?
  • What pitfalls need to be overcome moving to the next level?
  • How should an operating model look like?
  • And who should run all this you complex organization?

Data management excellence

José Vela - General Manager. Director of Pricing - Spandex

  • Finding the right operating model to manage a big amount of data
  • Evaluation of the data protection management latest developments
  • Leveraging the use for price segmentation when managing data
  • Cleaning and preparing data – Find out how to extract key knowledge and next steps actions
  • Data treatment knowledge – Which is the best software to use?

The latest analytics trends and tools

Manoj Khokale - Head of Pricing Transformation - Nokia

Machine Learning and AI applied to Pricing – Explore the latest technology

Madhav Khurana - Head of Pricing and Forecasting  - reBuy reCommerce GmbH Sebastian Schwarz - Pricing Analyst - reBuy reCommerce GmbH

  • Find out about the big trend towards using ML and AI for automation and data user
  • AI needs to be used wisely – hear best practices of companies implementing it
  • The Data Scientist behind a successful implementation
  • Smart pricing – Modelling to run different scenarios

 

Pricing excellence in a highly volatile market

Yves van Coillie - Global Director Strategic Pricing & Market Intelligence - FrieslandCampina

  • Hear a real case study of predictive pricing making use of AI
  • Challenges and different criteria when moving to a smart AI & automation tools
  • Prescriptive analytics – using existing data of existing customers to achieve pricing excellence

November 19th 2021

Working Roundtables

  1. Sharing tips & tricks for customer-centric strategies that transform the bottom line. Moderador: Shawn Ehmann – Global Vice President, Services Sales – Vendavo

 

  1. Dynamic pricing – Discussing real current examples & how the process has been

 

  1. Value-based pricing & new technology – Sharing successful case studies

 

  1. Servitization: Share ideas of the impact on revenue when moving to a service model

 

  1. Omnichannel pricing strategy – Analysis of how to manage your pricing strategy across all channels, its challenges and the process behind

 

  1. Brainstorm of promotions, negotiations & discounts strategies to maximize revenue and build loyal customers

 

  1. Real examples of behaviour pricing and willingness to pay analysis to optimize your price and improve your customer-centric approach – Moderator: Dr. Florian Bauer – Pricing expert – Founder and Member of the Executive Board – Vocatus

 

  1. How to derive innovative revenue and price models from the overarching business model of B2C and B2B companies

Customer centric pricing

Leveraging Behavioral Pricing & Selling

Prof. Dr. Florian Bauer - Pricing expert - Founder and Member of the Executive Board – Vocatus

Value-based pricing is widely regarded the gold standard in pricing. It is based on the assumption that price acceptance is primarily driven by the value your offer creates for the customer.

By taking the role of the price in real-life decision making into account, however, behavioral pricing & selling taps additional sources of price acceptance – including, but not limited to the value of an offering.

The keynote demonstrates how the intelligent design of the choice architecture – from product & price to selling & communication – has a significant impact on conversion and margin.

  • Learn about the additional margin and conversion potential beyond the value-based pricing perspective
  • Adopt a broader perspective on the customer purchase decision and understand all sources of price acceptance
  • Leverage all facets of the choice architecture for higher conversion and margin

B2B Breakout: Value-based Pricing is key to drive business growth

Louise Dahlgaard - Senior Global Pricing Manager - ALK

  • Learn how to clearly articulate the value of your product and translate it into strategic pricing
  • Combine products, services and product messages to increase product value for your customer
  • How value argumentation differentiates significantly across countries and segments, and how to optimise pricing by understanding these differences

B2C Breakout: Develop a product strategy that leverages your current and future revenue growth management

Karla Halley Guzman - Revenue Management Strategy Senior Director – PepsiCo

  • Portfolio optimisation: understand the different perspectives of the journey from Revenue Management to pricing strategies
  • What is the best portfolio management strategy for your sales devices cluster?
  • Portfolio strategy: How to capitalise the information gathered by our sales teams
  • Identify the value of each of your products and transform your portfolio development

B2B Breakout: How to support your sales teams in selling and defending your value?

Shyam Sundar Ranganathan - Pricing BI Consultant. Global Pricing - Schneider Electric

  • Preparing the salespeople with the right arguments and to explain and demonstrate the value of the products and convert the value into pricing
  • How to incentivise the sales to do better value-based pricing
  • What kind of tools / application necessary to support sales functions for better pricing
  • The steps behind a successful shopper segmentation and profiling
  • How to create a successful customer profiling strategy at the point of sales to build a strong portfolio architecture and maximise profits
  • Shopper profiling excellence to translate it into a value proposition

B2B Breakout: Integrated Value Based Pricing (VBP)

Frank Frohmann - Business Development Manager Pricing - Vistex

  • State-of-the art methodologies of VBP
  • The evolution of VBP methodologies in the last 20 years; implication of digitalization on VBP
  • Application of VBP: ideas before product development; new products before market launch; existing products
  • Dimensions of VBP: single features, product, product versions, product portfolio
  • Results of EPP/Vistex survey on VBP methodologies: application of methods; know-how
  • The latest models in buying behaviours strategies and distribution channels
  • The shop floor level is remarkably interesting in terms of studying the buying behaviour – how this can be manged in an intelligent way together with your online offer?
  • Explore buying behaviours according to the different discounts’ strategies
  • Systems, tools and best experiences about behavioural pricing

Organisational pricing  

  • How to empower sales to realize their full potential
  • How the pricing function becomes a supporting player in the commercial organisation
  • Build trust across organisational functions

Pricing as a process: connecting pricing with the entire business

Youssef Mamour - Global Pricing Director – Getinge

  • Pricing is becoming more central and connecting sales and marketing – What are the phases and steps of this fundamental transformation?
  • The resources in pricing are not big: learn how to make the C Level to understand the importance of pricing to improve and ensure overall profitable growth
  • How can we shift the idea that pricing is a support function in the company instead of an important operational team? – Gain inspirational ideas!

The importance of the sales team and your pricing strategy

Christynette Miller-McClean - Director of Pricing & Yield - Endemol Shine Group

 

  • The pricing process and the sales team
  • Building strong capabilities and implementation in sales and pricing
  • The sales team has a big role in pricing – how to incentive the sales to do better pricing and implement the right KPIs
  • Preparing the salespeople with the right arguments and training regarding our products to achieve revenue growth

Preparing the salespeople with the right arguments and training regarding our products to achieve revenue growth

Evaluation and analysis of the essential elements to success for tomorrow’s pricing teams

  • Setting up and developing your pricing team- What is excellence when we talk about pricing? – hear different industry perspectives
  • How do we build a more interdisciplinary team of IT, Data Scientists, AI and Pricing experts?
  • Do we need to change our pricing KPIs? – Discuss what new KPIs should be chosen to drive performance
  • Analysis of how to embrace technology & new tools in the pricing team and the training needed

Gabor Kapus – VP Commercial Policy and Pricing Transformation Deployment – Schneider Electric

Aidan Murphy – Director of Value Consulting – Vendavo 

Youssef Mamour – Global Pricing Director – Getinge

Stella Penso – Senior Director of Pricing – Skyscanner

Thomas Delloye – Director, Business Solutions – Zilliant Inc.

Speakers

Gabor Kapus

Gabor Kapus

VP Commercial Policy and Pricing Transformation Deployment

Schneider Electric

Gabor Kapus

Gabor Kapus is in charge of the business transformation deployment for commercial policy & pricing at Schneider Electric. The program creates the link from strategy to channel management, to commercial policy and to pricing structure. During the 28-year of professional experience, he held various positions in pricing and finance, in various geographies (Hungary, France, China and Russia). His carrier is balanced between operational experience and corporate change management projects. As a leader of the company, to sustain the businesses, he is keeping special attention on Digital, Continuing Education, Adaptability and Change Management.

Alex Paul Suciu

Alex Paul Suciu

Global Vice President Strategic Revenue Management

Mars Wrigley

Alex Paul Suciu

Alexandru Paul Suciu is an international top executive with global expertise in shareholders’ value creation, valued as a top specialist in profitable growth strategy development and implementation.
Alex has an extensive experience in the top 30 global markets in FMCG, working in both Developed markets and Developing markets, delivering sustained results and business strategy change projects in local, regional and global roles.
With 30 years of cross functional professional experience in FMCG industries working for MARS Inc. (4) years), Unilever (21 years), Coca Cola (4 years) and in Finance banking, Société Générale (2 years).
Alex is leading since 2016 the MARS Inc. Global Strategic Revenue Management to drive consistent profitable growth and embed world class revenue management capability in the top markets, reporting to Chief Customer Officer.

Mars is sustainability mission driven American global manufacturer of confectionery, pet food, and other food products and a provider of animal care services, with more than US$35 billion in annual sales.
The MARS Inc Is 100% privately owned company by MARS family with more that 125,000 associates and markets globally its iconic brands like: M&M, Twix, Sinkers, Wrigley, Extra, Royal Canin, Whiskas, Pedigree, VCA, Uncle Bens and many more.

Gianni Di Fede

Gianni Di Fede

Vice President Revenue Management, Business Intelligence and Distribution, EMEA

Radisson Hotel Group

Gianni Di Fede

Proactive, dynamic, analytical and ambitious. Since 2007 in Revenue Management (RM), starting with an internship in Starwood and now Vice President Revenue Management, Business Intelligence and Distribution at Radisson Hotel Group, based in Brussels. Apart from RM, previous experiences in other departments as Director of Sales (along with RM), Front/Back of the House Agent, Waiter and Housekeeper. Besides the professional career, when I was 28 years old I reached the highest Academic degree with a Ph.D. in Hotel Administration, after a BA and MA always in the hospitality business.

Louise Dahlgaard

Louise Dahlgaard

Senior Global Pricing Manager

ALK

Louise Dahlgaard

Louise Dahlgaard is a Senior Global Pricing Manager at ALK with +13 years of experience with pricing and market access in the pharmaceutical and medical device industries.
Successful pricing is about understanding what value your product has for your customers. The right price is the pivot of everything the company do to create value. Price considerations are important everywhere, from board rooms in global companies, to the vegetable market in Nigeria, where I first developed my interest in pricing and negotiation.

Youssef Mamour

Youssef Mamour

Global Pricing Director

Getinge

Youssef Mamour

Leader with vast experience in the Healthcare industry, with responsibilities across strategy development and execution, product development and launch, lifecycle management, sales & marketing operations management, process improvement, through a broad spectrum of products and services in Diagnostic Imaging and Medical Devices.
Goal-oriented with reputation for simplifying the complex, building and managing high performance teams. Data driven to make educated and fact based decisions, while considering the impact of all aspects of the business. Proven track record in delivering bottom line impact via Pricing and Productivity Management.

Steven Darmawan 

Steven Darmawan 

Regional Pricing Manager APAC

Alcon

Steven Darmawan 

Steven comes with experience inequity investment, international finance, project management, and pricing. He is responsible for price and profitability optimisation in Alcon across all brands, channels, and countries in Asia Pacific. He earned his MBA from University of Technology Sydney and Bachelor of Economics from Universitas Katolik Parahyangan Indonesia.

Roberto Bedotto

Roberto Bedotto

EMEA Pricing Director

EATON Electrical sector

Roberto Bedotto

Roberto Bedotto is the EMEA Pricing Director in EATON Electrical sector since February 2017.
He has some 20 years’ pricing experience in leading positions in five different companies.
He gained exposure to the Pricing area in a B2C environment in Electrolux (white goods) and then in Ideal Standard (bath and kitchen products). He then moved to the B2B world, leading pricing of products and services for Carrier (Heating, Ventilation and Air Conditioning), pricing of projects in Honeywell Process Solutions (HPS), and then in the services and software business at NGA HR.

Thomas Delloye

Thomas Delloye

Director, Business Solutions

Zilliant Inc.

Thomas Delloye

Thomas’ primary responsibility is to ensure Zilliant brings value to its customer and prospects. Thomas works with leading B2B companies to identify and quantify uncaptured profit and revenue that exists in their businesses today. Additionally, he helps Zilliant customers apply predictive intelligence to their data to achieve profitable growth, increase competitive advantage, reduce business complexity and successfully implement business transformation. Prior to joining Zilliant in 2016, Thomas led the EMEA client pricing team for Dell, and held various roles in competitive analysis, pricing initiative & transformation, omnichannel pricing & bid pricing. Thomas graduated from HEC MBA & ISEN (MSc engineering). He currently resides in Montpellier, France.

José Vela

José Vela

Director of Pricing

Spandex Group

José Vela

José Vela is Director of Pricing at Spandex Group. He leads the Group pricing strategy and helps all subsidiaries in Europe and Australia to implement country-specific key actions to improve pricing power and gross margin in the areas of pricing optimization, customer segmentation, compliance and compensation.
José has over two decades of experience in General Manager and Sales Manager roles mainly in B2B organizations in industries such as Graphics, Automotive and Media. He studied Mathematics at University of Barcelona and holds an Executive Development Program (PDD) from IESE and an Executive Master in Sales & Marketing from ESADE.
His unique blend of experiences in Management, Mathematics and different Markets and Industries has enabled José to develop and implement successful pricing improvement projects.

Darius Fekete

Darius Fekete

Business Consultant

Vendavo

Darius Fekete

Darius is a Business Consultant with 10+ years of professional experience in pricing and commercial transformations. He is an advocate for elevating pricing to strategic levels in organizations and an expert in building dynamic pricing capabilities in commoditized markets. Prior to joining Vendavo, he delivered a number of complex business transformation initiatives in B2B industries and financial services. Darius also worked at Simon-Kucher & Partners advising clients on top-line growth, price optimization and commercial excellence initiatives across various sectors. He started his career trading commodity derivatives and managing equity investment portfolios. Darius holds a Masters in International Economic Relations from the Cracow University of Economics in Poland.

Shawn Ehmann

Shawn Ehmann

Global Vice President, Services Sales

Vendavo

Shawn Ehmann

Shawn has over 23 years’ experience in directing digital transformation initiatives for Fortune 500 companies around the world. Passionate about Commercial Excellence having lead practices across many institutions including consultancies such as Deloitte, a visiting professor at EADA Business School Barcelona for global top-30 master’s program, and successful in founding a profitable healthcare start-up. At Vendavo, Shawn is responsible for strategic assessment and execution for customers success, with emphasis on continuous engagement for customer value realization.

Aidan Murphy

Aidan Murphy

Director of Value Consulting

Vendavo

Aidan Murphy

As the European Director of Value Consulting at Vendavo with over 18 years of professional experience, Aidan has a proven track record of guiding customers through complex process and system transformation for continuously successful outcomes. Aidan has been a trusted advisor to Vendavo customers for 6 years, dedicated to improving their profitability and commercial excellence. Prior to Vendavo, Aidan spent over a decade at IBM and PwC, leading global delivery teams across hi-tech, industrial, distribution, chemicals, aftermarket, energy, telecommunications, public sector and financial services verticals.

Augustin Manchon

Augustin Manchon

President

Manchon & Company Inc., Pricing Capability Delivered

Augustin Manchon

Augustin Manchon pioneered Customer Value Management at Deloitte (USA), founded and led the Pricing Practice of Accenture (Global) and was Managing Director of Simon-Kucher & Partners (Canada) before founding Manchon & Company (Toronto and Paris) in 2009. With 25 years of pricing at Microsoft, Walmart, GE, Schneider Electric, Orange, Lyreco, Autodistribution and Bain Capital, he ranks among the Top 20 Global Pricing Influencers (Slipstream). He embeds world-class pricing intelligence tools, establishes pricing governance, trains on value-based selling and behavioural pricing, builds self-sustaining pricing capabilities and delivers millions in new EBITDA year after year. He is passionate about reinventing business models, monetizing digital platforms and coaching CEOs and investors during the current crisis. He holds degrees from HEC-Paris, Stern-NY and ESADE, speaks 5 languages fluently and has been featured in over 50 media and conferences worldwide.

Felix Krohn

Felix Krohn

Senior Advisor Business Transformation & Pricing Coach

Felix Krohn

Felix Krohn is a Senior Advisor in the areas of Digital, Strategy, Innovation, Monetization, and Transformation, working for various Private Equity firms & their portfolio companies as well as for Corporate clients mostly from the TMT industries. Additionally, he is a Coach for Pricing Excellence as well as a Mentor for various start-ups. Prior to that, Felix spent eight years at Wolters Kluwer, where he advised the CEO on business optimization and growth opportunities and where he built and led a global Pricing & BI/Analytics function. Felix had joined Wolters Kluwer from Simon-Kucher & Partners (SKP), where he was most recently a Partner and Managing Director for the firm’s Spain office. Felix Krohn has a MSc degree in Business Administration from University of Hamburg and attended Clayton Christensen’s Executive Education on Disruptive Innovation at Harvard Business School.

Karan Suri

Karan Suri

Head of Pricing and Technology

Heathrow Express

Karan Suri

Commercial leader experienced in leading revenue growth and analytics teams with a technology mindset in the creation and implementation of pricing and commercial strategies. Focussed on leading, developing and coaching pricing & revenue analytics teams, building multi-channel RGM strategies and influencing stakeholders using analytics to shape business strategy.

Raju Kariya

Raju Kariya

Pricing Manager

Twill

Raju Kariya

I am working as a Pricing Manager for Twill. Twill is the newest and fastest growing brand of Maersk, world’s biggest shipping company. Our ambition is to make Twill most profitable growth channel. For this we are focusing on identifying underlying customer needs and gaining operational efficiencies through experimentation and automation. I bring my 15 years of experience in Pricing and commercial oriented roles in container logistics, FMCG and consumer electronics industries

Shyam Sundar Ranganathan

Shyam Sundar Ranganathan

Pricing BI Consultant. Global Pricing

Schneider Electric

Shyam Sundar Ranganathan

Shyam Sundar Ranganathan is a Certified Pricing Professional and Business Intelligence consultant with 7+ years of experience in guiding digital transformations to success stories. Currently working with the Global Pricing team at Schneider Electric, he focuses on creating business cases covering channel management, discount structure, pricing processes, and its associated technology landscape.
Shyam holds a Master’s degree in Business Administration from Grenoble Ecole de Management and an Engineering Degree from Anna University.

Sylvain Rougemaille

Sylvain Rougemaille

Price Optimizer Product Manager

PriceFx

Sylvain Rougemaille

Sylvain studied Computer science at Toulouse where he completed his PhD on Software Engineering applied to IA in 2008. Since then he participated in the creation of a startup which purpose was the diffusion of an IA approach to solve complex industrial problems (aircraft optimization, genomic simulation, etc.). By the end of 2015 he co-founded Brennus Analytics where he occupied the position of Chief Product Officer with the firm intention to shake the PO&M software market thanks to the unrivalled optimization capabilities of their IA. Since may 2020 and the acquisition of Brennus Analytics by PriceFx he is now pursuing the same objective as Product Manager of the Price Optimizer.

Rafal Janaczek

Rafal Janaczek

Global Strategic Pricing Manager

Castrol

Rafal Janaczek

Rafal Janaczek is Global Strategic Pricing Manager at Castrol. Since the beginning of the career he has been associated with automotive and energy industry. He started from gathering experience in sales and operational roles and move to the newly established field of pricing in 2011. Initially responsible for automotive channels and products in Poland and Germany but quickly increased his area of responsibility to few additional CEE countries as well as new business channel – industrial lubes & fluids. In 2016 moved to USA, NJ to manage pricing processes transformation and capabilities building in Americas. Since June relocated back to Poland and took over Global Strategic Pricing role where he is responsible for: strategic aspects of the pricing at the global level, individual markets interventions as well as for building pricing capabilities inside of the organization.

Hans Demeyere

Hans Demeyere

Senior Manager

Monitor Deloitte

Hans Demeyere

Hans is a Senior Manager and an active member of Monitor Deloitte Customer and Market Strategy practice with a focus on Pricing and Commercial Excellence.
Over the last 8 years, he gained extensive experience in pricing strategy and execution, commercial analytics, and market entry strategies. He performed a variety of projects including a gross-to-net optimization project, global pricing transformation (incl. tool implementation), the organization of Pricing Academy and a market entry strategy in Middle East and Africa. In addition Hans facilitates pricing certification programs for pricing managers across industries.

Maarten Moreels

Maarten Moreels

Director

Monitor Deloitte

Maarten Moreels

Maarten is a Director with a strong focus on Sales & Marketing and a deep expertise in pricing and commercial analytics.
Prior to joining Deloitte, Maarten has gained over 8 years of business experience in divers commercial excellence topics, having worked on customer strategy, segmentation, go-to-market strategy, pricing and product portfolio management and salesforce effectiveness.
At Monitor Deloitte Maarten is leading the Commercial Excellence team, bringing new and data driven approaches to customers across the globe (having supported clients in more than 23 countries).

Sebastian Schwarz

Sebastian Schwarz

Pricing Analyst

reBuy reCommerce GmbH

Sebastian Schwarz

Sebastian Schwarz is currently Pricing Analyst at reBuy reCommerce GmbH, Europe’s market leader on refurbished consumer electronics and pre-owned media goods based in Berlin. Over the last 6 years his team built up a daily, two-side pricing on 20.000 products in 7 quality conditions in 5 countries and two marketplaces where no out-of-the-shelf software exists.

Madhav Khurana

Madhav Khurana

Head of Pricing and Forecasting

reBuy reCommerce GmbH

Madhav Khurana

Currently the Head of Pricing at reBuy, Madhav is leading the efforts on making pricing of used products dynamic with machine learning technologies. He brings along an experience of eight years as a Data Scientist in various industries. In the past, he has been instrumental in revising the dynamic pricing algorithms of Careem, a ride-hailing company which is now a part of Uber. He has also led data science projects in other industries ranging from increasing retention and monetization of Candy Crush games using dynamic difficulty to overhauling CRM strategies of telecom operators using churn prediction.

Frank Frohmann

Frank Frohmann

Business Development Manager Pricing

Vistex

Frank Frohmann

Frank Frohmann has 25 years of leadership experience in marketing, sales and pricing. Frank Frohmann gained extensive pricing competencies covering inhouse consulting (Bosch, Lufthansa Cargo, Evonik), operative pricing and yield management (Lufthansa Passenger Business) and management consulting (like Simon-Kucher, Homburg & Partner, Roll & Pastuch). He joined Vistex in September 2019 as Business Development Manager.

His book “Digitales Pricing” (Springer Gabler, 2018) combines “Digitalisation” (as the most important megatrend) and “Pricing” (as the most effective profit lever). Frank Frohmann started his career at Simon-Kucher & Partners in 1996. He wrote his diploma thesis “Pricing in the airline industry” at the professorship of Hermann Simon.

Karla Halley

Karla Halley

Revenue Management Strategy Senior Director

PepsiCo

Karla Halley

Revenue Management Executive with 20 years of experience in top CPG Companies. Extensive knowledge on foods and beverages market. With experience in global function and also heading a Region.

Broad expertise in building the Revenue Management Capability, promoting strategic thinking in commercial and marketing teams. Accountable to deliver correct execution of proposed initiatives in the market and to provide incremental bottom line profit.

Committed to develop and lead segmentation projects, consumer insights and step up revenue management practices via Analytics.

With particular interest in talent development by constant learning and challenging my teams, and a vision to create a Revenue Management Community. Certified member of Professional Pricing Society.

Manoj Khokale

Manoj Khokale

Head of Pricing Transformation

Nokia

Manoj Khokale

Manoj Khokale is responsible for leading pricing transformation initiatives globally for Fixed Networks business of Nokia. His area of expertise includes Pricing analytics, Commercial strategy & Competitive intelligence in B2B markets. Manoj has led large business transformation programs cutting across all functions of product monetization including product architecture, licensing, IT tools, supply chain and finance. In the two decades of his experience in Telecom, he has held responsibilities related to Commercial Management, Product Management, Business ops and Software Engineering. Manoj holds CFA Charter from CFA Institute USA, Executive MBA from T.A.Pai Management Institute, India and Engineering degree from Bangalore University, India.

Christynette Miller-McClean

Christynette Miller-McClean

Director of Pricing & Yield

Endemol Shine Group

Christynette Miller-McClean

Vincent Blankert

Vincent Blankert

Senior Manager Strategic Pricing and Revenue Management

Zoetis

Vincent Blankert

In an ongoing pursuit of optimization, we aim to find a substance which ties our global networks to our local cultures and unites strategic initiatives with day-to-day operations. I am grateful to have had the opportunity to enjoy years of experience in supply chain management, sales and contract negotiations. As I roll-out strategic initiatives, I continuously challenge myself to maintain a deep connection with the field and remind myself that success lies in the execution.

Steven Cuypers

Steven Cuypers

VP of Product Strategy Product

Pricefx

Steven Cuypers

Steven Cuypers, VP Product Strategy at Pricefx, gained 20 years of experience in multiple roles. As freelance IT admin for various companies in Brussels in the late 1990’s, he gave many organizations their first taste of the internet. He joined UltraGenda, a healthcare startup providing enterprise-wide, web-based scheduling solutions to hospitals across Europe in 2003. Starting in Support he moved up to Head of Sales. In 2013 he joined Pricefx, set up the Customer Success division and moved to Chicago in 2016, opening the first Pricefx office in the USA. Currently reporting to the CPO, he’s residing in Ghent, Belgium with his wife and their 2 children.

Sheetal Chavan

Sheetal Chavan

Pricing Strategy Manager

Free Now

Sheetal Chavan

Sheetal has 10 years experience working in corporate as well as entrepreneurial setup in diverse sectors such as power generation, media, edu-tech, fashion e-commerce, logistics and ride-hailing. Her experience is focused on translating the business goals and pricing strategies effectively to the technical teams. In her most recent experience, she successfully built a dynamic pricing model for a movers and packers digital platform. Currently, Sheetal is working in a ride-hailing company, Free Now as a Pricing Strategy Manager looking at the pricing strategy for Free Now EU market. She is passionate about data and therefore believes it as a main driver for all the pricing decisions. It has also been the base for segmented targeting of customers.

Prof. Dr. Florian Bauer

Prof. Dr. Florian Bauer

Pricing expert - Founder and Member of the Executive Board

Vocatus

Prof. Dr. Florian Bauer

Prof. Dr. Florian Bauer studied Psychology and Economics at the Technical University (Darmstadt), MIT, and Harvard University. He has devoted himself to research into behavioral economics and the psychology of pricing. In 1999 he co-founded Vocatus – an internationally active pricing consulting company – in Munich. Since then, he and his team have focused on systematically translating behavioral economics insights into a completely new pricing framework, which has demonstrated its superiority to classic approaches in hundreds of pricing and sales projects around the globe. Vocatus has duly won numerous industry awards for its innovative work and tools: for example, it was named “Best Consultancy” in the area of pricing by BrandEins in 2016, 2017, 2018, 2019, and 2020. Besides his consulting engagements, Florian Bauer is an honorary professor at the Technical University of Munich.

Patric Kirchner

Patric Kirchner

Managing Director – Pricing & Commercial Strategy

Accenture

Patric Kirchner

“In his almost 14-year career as a strategy consultant, Patric has advised clients from a wide range of industries on pricing and sales issues. A special focus has been on the B2B sector, where he has helped clients e.g. in the building materials, engineering, technology or wholesale sectors to grow profitably through optimized price management. Currently, topics such as "Dynamic Pricing" or "Digital Pricing Strategies" are selected focus topics of Patric. Patric is Managing Director at Accenture with focus on Pricing & Commercial Strategy. Prior to Accenture Patrhe worked as Director for PwC and Simon-Kucher & Partners.”

Nicholas Beutin

Nicholas Beutin

Managing Director – Pricing & Commercial Strategy; European Lead

Accenture

Nicholas Beutin

Nikolas leads the EMEA Practice for Pricing & Commercial Strategy at Accenture Strategy. Prior to this Nikolas led the “Customer Practice” at first at Pwc Germany and then across all verticals at PwC Europe. Before this he was Executive Partner for "Management Consulting" at Ernst & Young J&M Management Consulting GmbH (former: J&M) the German Hidden Champion consultancy for Value Chains as well as CEO/President/Owner of Homburg & Partner the German Hidden Champion consultancy for Sales & Marketing. He has achieved 50+ bn revenue and 20+ bn EBITDA growth for his clients in his projects. He has done Consulting in 32+ countries for DJ, EuroSToxx DAX, and MDAX companies as well as for numerous family-owned businesses. Nikolas has taught and teaches Pricing, Sales & Marketing at many different leading universities and has 200+ national and international publications. He is also Professor at the Quadriga University where he is leading the MBA in Leadership & Sales Management.

Dr. Marcus Demmelmair

Dr. Marcus Demmelmair

Senior Project Manager – Pricing & Commercial Strategy

Accenture

Dr. Marcus Demmelmair

Marcus F. Demmelmair is senior project leader within Accenture’s CEO & Enterprise Strategy practice. Marcus’ passion is to advise on commercial strategies leveraging new business models, analytics & artificial intelligence as well as innovative technologies. Over 9 years of consulting, Marcus help clients to find new levers for top-line growth across various B2C and B2B industries in Europe, Asia and the US.

Sebastian Redtka

Sebastian Redtka

Director of Customer Success

PROS

Sebastian Redtka

Sebastian Redtka is with PROS since 2012. As Director of Customer Success his team and he help customers exceed the goals they set for their partnership with PROS. His regional responsibilities span central and northern Europe with customers from a wide range of industries. Prior to joining PROS, Sebastian was an independent consultant for more than a decade, helping large enterprises successfully execute enterprise IT and transformation programs.

Yves van Coillie

Yves van Coillie

Global Director Strategic Pricing & Market Intelligence

FrieslandCampina

Yves van Coillie

Yves van Coillie - Global Director Strategic Pricing & Market Intelligence - FrieslandCampina
Yves is heading the strategic pricing & market intelligence for a 3B Euro business within FrieslandCampina.
Graduated as PhD in Bio-engineering he started his career in Research & Development and later moved into sales and general management roles. He is a passionate business leader combining analytical think power and people management capabilities. Yves has a broad experience in driving consistent profitable growth with a data driven mindset and a proven track record in delivering bottom line impact. Influencing stakeholders using analytics to shape the business strategy while maintaining a good connection with people in the field.
His result-oriented approach, commitment, and passion for making things happen brings the organization sustainable growth.

Become a speaker

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Meet top pricing colleagues

This forum attracts a differentiated audience in terms of seniority.

Real diversity

This forum attracts a global audience with a variety of  geographies.

Why you should join!

DISCUSS

We stimulate an atmosphere of discussion and interaction, the best way to learn.

LEARN FROM THE BEST

A carefully selected speaking team of top pricing professionals, all active within your industry. No general talk, but only to-the point and useful presentations.

BUILD RELATIONSHIPS

With more than 1000 minutes of network opportunity, you have plenty of time to connect with pricing colleagues from all over Europe.

REFLECT & PRACTICE

Reflect on your key priorities and how to make it really happen ! Translate your key learnings into real change.

A word from our attendees

"This was my first time attending the EPP European & Global Pricing Forum and definitely worth a repeat. Having the opportunity to listen to and exchange with both industry leaders and leading providers provides for a very enriching mix. The opportunity to deliver a plenary session on the interactions between revenue management and product management is definitely a personal highlight. Thanks to the EPP-team and the highly interactive audience!"

Guy Francx, Head of Revenue and Process Management at Clear Channel Belgium

"I had the privilege to actively participate in the 14th edition of the EPP European Pricing Forum. It was my first time and I truly wish that it is not going to be the last one, in fact, I am already looking forward to next year’s event. It was a mesmerizing experience to be able to share two full days with such a valuable group of professionals and experts on pricing. The sessions were all very interesting and dynamic and I could bring many takeaways with me to implement and put into practice. I will highly recommend this event to anyone really focus on Pricing."

Marta Varela , Director of Revenue Strategy at Barceló Hotel Group

"Another really enjoyable event. I was pleased to be able to support as a speaker this year, in the company of some true industry experts. And as ever, the networking opportunities were superb – particularly useful for a growing but still specialised industry where it may not always be easy to find “like minds” in your own locality."

Charlie Burton , Strategic Merchandising and Pricing Director at Brakes UK, part of Sysco

"Pol and the entire EPP team have put on another great event. I was fortunate enough to help conduct a price wargame workshop with Aidan Murphy and Darius Fekete of Vendavo, as well as sit in on many of the presentations during the forum. In all cases, a great range of information was shared, with keen interest and eager participation from all attendees."

Mitchell D Lee , Profit Evangelist at Vendavo

"It was great time. Meeting the pricing experts from many industries, hearing all the frontline topics from pricing from both data science masters and business leaders. Brainstorming with pricing leaders from different industries and discover how many do we have in common despite every business is different. Truly 360 pricing experience."

Łucja Sławianowska-Prywata , Pricing & Business Intelligence Supervisor at Oriflame

"Yet another cracking EPP European & Global Pricing forum, its 14th, was organised and hosted by Pol Vanaerde and his talented team…..Britt, Mariana, Lena and Ripsime, in Brussels last week. EPP consistently creates an environment for generous knowledge sharing and healthy competition among a select group of esteemed Pricing professionals, fellow Pricing platform vendors and Pricing consultants."

Matt Johnston , Founder & CEO at EPIC Conjoint

"You truly get what you asked for: During these two days, you get the chance to learn from Pricing experts operating in different industries. It’s a complete 360° discussion about all the pricing aspects (B2C, B2B, E-commerce). A special “bravo” to the organization team, they made a great job."

Sayfeddine Bentatou , Revenue Management & Pricing Analyst at Orange

"It was an excellent opportunity to improvemy pricing knowledge, to have good flavour of what other companies doing and how techology is set to help companies advance through the pricing maturity model"

Csaba Hathazi , Lubricants Global Pricing Projects at Shell

"The European & Global Pricing Forum is a very high level event with several interesting presentations. Perfect for those who want to have insights from Pricing professionals of other industries and share ideas."

Pedro Piccoli Soares , Pricing & Yield Manager at FlixBus

"The EPP conference was a personal highlight in a year that led me to many conferences as a speaker. My cooperation with ePP goes back to 2007 and I am really proud to be part of this story. A special thanks to Mariana, Britt and Lena for a brilliant organisation. For the great feeback on my breakout session from the participants I am more than grateful."

Frank Frohmann , Business Development Manager Pricing at Vistex

"I think this is one of the best organized events that I have been to. What stood out the most was that the pricing professionals from all walks of industries were eager to share the best practices and their experiences. It was a wonderful opportunity to learn, share and get a “wow” feeling. As I come from a start-up space, it was exciting to see how multi-nationals are facing the same challenges (on rather a bigger scale) as start-ups. All in all, I would definitely recommend any pricing professional to be part of EPP. Waiting for the next event soon"

Varun Tyagi , Senior Vice President of Business Intelligence, Data Science and Pricing at Movinga GmbH

Meet pricing decision makers from:

Venue / Accomodation

Van der Valk hotel Brussel airport
This design hotel with a garden terrace is only 3km from Brussels Airport and 15 minutes drive from the city centre. Guests can make use of a free airport shuttle service at certain times.
Address: Culliganlaan 4, 1831 Machelen
Telephone: 02 277 20 00
If you need information on the EPP preferred rates we can offer you or need other assistance in registering for the training,
please do not hesitate to contact Britt at britt.dejager@pricingplatform.eu.

Content

Subscription & Usage Based Pricing

Subscription-based pricing is a hot topic across industries since many years. More and more suppliers price their products and services based on the need and usage of their customers, resulting in a win-win situation for both parties.

This model has already proven its value in the past, but also in the current context these companies are typically more resilient, flexible and better equipped to respond to the changing market needs. They are able to better respond to the effects of the economic downturn: collapsing demand, higher price sensitivity and long-term demand decline.

In this article you will find some concrete recommendations on how to define and install a subscription-based pricing model and how to get started quickly.

B2B Digital Commerce: Understanding Customer Expectation

In this white paper by one of our partners PROS,  B2B Digital Commerce: Understanding Customer Expectations, you will learn about:

  • Seller and buyer perspectives on the common pitfalls of digital commerce
  • How enterprises are leveraging digital to deepen customer partnerships
  • The 4 key trends of businesses achieving success in digital

 

Click here to find more info about this whitepaper

 

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