EPP Dynamic Talks – B2B (April 20-29, 2021)

Alejandra Garitonandia

Ebrahim Elebiary

Passion for pricing comes from the diversity of topics handled internally and stakeholders involved externally. With that, Ebrahim has moved across pricing roles: operational pricing, pricing transformation, price team capability building on a local and regional basis in great companies like Goodyear, FedEx, P&G. Ebrahim has been running value finding projects in Belgium, France, and currently Germany. Given the constant changes in value generation, Ebrahim is keen on strengthening pricing organizations, learning new trends/skills, and having fun finding new paths to value.

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.

Géraud Desplanque

Global experienced leader with successful track record in improving business performance and customer satisfaction by empowering digital transformation with data driven insights.

Géraud built his professional experience as an International B2B Digital and Pricing Director with Parker Hannifin in France and Switzerland, a Fortune 250 company and Legris SA in France and US, a medium-size company. Géraud has experience in digitalization for all customer relationship aspects including Marketing, Sales, Channel Management and Pricing.
He is passionate at exploring new trends in digitalization for sales excellence and at growing pricing excellence knowledge.

Manuel Wätjen

- Member of the Management Team at Vocatus AG, a leading consultancy in behavioral pricing & selling
- Expert in pricing, product and portfolio strategies
- Over ten years of experience in developing pricing strategies and sales concepts for consumer goods and industrial products
- Studies in Social Sciences at the LMU Munich and the University of Queensland

Nazar Lukasevych

Nazar Lukasevych is a Head of Fair Pricing Competence Center at Hilti, a global leader in providing technology-leading products, systems and services to the worldwide construction industry. With a previous experience in business education, advertisement and telecom, Nazar has joined Hilti in 2010. Since then, he has held several marketing and pricing roles on a local, regional and global levels in Ukraine, Liechtenstein, Czech Republic and Germany. Nazar and his team in a Fair Pricing Competence Center are scaling Hilti’s Fair Pricing strategy globally, developing and implementing global pricing solutions for better pricing decision making and streamlined pricing governance.

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.

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.

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.

Thorsten Lips

Thorsten Lips is a partner at Horváth & Partner, responsible for Sales, Service, Marketing and Pricing. Thorsten works in Consulting for more than 20 years, helping organizations from various industries to optimize their Pricing. His expertise covers B2C as well as B2B companies in Europe, Asia and the US. Thorsten has written various professional articles and is a key note speaker at management meetings and conferences.

Yves van Coillie

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.

Dr. Markus Husemann-Kopetzky

Dr. Markus Husemann-Kopetzky is a passionate pricing researcher and experienced pricing manager. Currently, he researches behavioral pricing effects in B2C and B2B industries as a senior research fellow at the University of Paderborn. His work appeared in renowned academic journals and was cited by the daily press. In his professional career, he has held consulting and management positions in the financial services and retail industries for more than 12 years. In the past 5+ years, Markus was knee-deep into developing and executing pricing strategies as a Senior Pricing Manager for a larger online retailer before launching his consultancy in 2021.

Scott Sinning

Scott Sinning is an experienced B2B pricing leader with Graybar, a Fortune 500 company. He has led pricing strategy initiatives and technology projects, and believes that partnering with Sales is critical to driving improved customer experience and profitability.

Valerie Howard

Valerie Howard, Solution Strategy Director at PROS, manages the go-to-market strategy for the PROS pricing solution portfolio. As a former user and product manager of PROS solutions, she has firsthand experience in the transformative benefits and competitive advantages that can be realized through pricing technology. Valerie earned an MBA from the McCombs School of Business at The University of Texas and a B.S. in Electrical Engineering through a scholarship at the Cooper Union for the Advancement of Science and Art.

Philipp Theves

Philipp is Market Pricing Manager at Clarios EMEA, heading strategic and operative pricing for the EMEA aftermarket business. He graduated economics at Westfälische Wilhelms-Universität Münster with majors in Marketing, Controlling and strategic Management. Philipp has over 10 years of proven experience in pricing from different industries in FMCG, Retail and Automotive. With a strong focus on marketing and sales optimization he drives bottom line growth, using analytical approaches and long experience in managing international and cross-cultural teams.

Olivier Cognet

Olivier is the CEO & Co-founder of Predictive Layer (Switzerland).

Before co-founding Predictive Layer, Olivier spent 25+ years in the technology, internet and software services markets in EMEA, USA and Asia as well as in private equity. As an executive at technology leaders like Cisco, Nokia and Proximus, Olivier held senior roles in product marketing, sales and corporate development/M&A.

Olivier was an active corporate and venture investor with Cisco and Nokia as well as in private equity firms. He contributes to the Board of Directors of innovative companies including Madgic (Mobile Advertising) and Corenetix (IOT).

By training, Olivier is an IT/Electronics engineer (Supélec). He delivers university lectures on business innovation and corporate M&A, including for programs such as the MBA RSM Erasmus (Rotterdam) and MIT MBA/Legatum.

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.

Rudmer Buruma

Rudmer Buruma is an Associate Partner in McKinsey’s Amsterdam office and one of the core leaders in the McKinsey Marketing & Sales practice in Europe.
He helps his clients in b2b industries grow faster than the market by advising them on sales and pricing excellence, particularly through large-scale transformations.

Anna Duvialard

Anna Duvialard is the Head of EMEA Pricing at Gates, a leading manufacturer of application-specific fluid power and power transmission solutions. She is coming from Goodyear, where she held several leadership positions in various pricing roles. Anna and her team have developed strong pricing KPIs, tools to collect and deploy pricing intelligence for better deal decision making, streamlined pricing processed, and implemented an industry leading pricing software. She is a collaborative and challenging leader, speaker in international pricing conferences since 2017, and remains passionate at exploring pricing challenges in competitive environments and at growing pricing excellence knowledge.

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.

Prasad Dethe

formulate Pricing Strategy, drive Value Pricing and lead multi-function teams to drive profitability improvement. Prior to Honeywell, he helped Hewlett Packard Enterprise and its divisions transform Pricing Infrastructure for their $25B B2B business. He is a Certified Pricing Professional from PPS with 15+ years of experience in Pricing and Revenue Management, Strategy, Consulting and Analytics. Prasad holds a Bachelor’s degree in Electronics and Telecom from Mumbai University and a Master’s degree in Business Management from NMIMS, Mumbai.