20-21-22-27-28-29 April, 2021 #DynamicTalks
Dynamic Talks - B2B

The must-do virtual event
EPP Dynamic Talks – B2B (April 20-29, 2021)
6 series of TedX type talks – 100% effective
We have a series of amazing topics lined up for you.
- Data Management as key enabler in pricing
- Servitisation & the monetisation of data
- The latest advances of Artificial Intelligence in B2B Pricing
- Cross border pricing – Implementing a successful global/regional pricing policy
- The key pricing capabilities for digital selling success
- Behavioral pricing & selling tactics for B2B sales & negotiations
What are dynamic talks?
The EPP Dynamic Talks are highly effective live-virtual presentations by global pricing leaders, presenting well-formed ideas on how to shape our pricing and revenue roadmap, with a very innovative format & system, in under 20 minutes, followed by a live Q&A session where you can dive deep into the subject, ask questions and discuss together with the speakers and peers current challenges and solutions.
Some keywords to describe:
- High impact learning
- Interactive participation
- Short intensive LIVE sessions
The dynamic Talks are the place to learn, connect and network with your pricing community.
We are certain you will love it!
Did you miss the Dynamic Talks? Not to worry, you can now watch the recordings here. These are free for EPP Prime Members.
Speakers

Business Development Manager
Vistex
Alejandra Garitonandia

Pricing Manager Consumer, Europe Central
Goodyear Tires
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.

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.

Strategic Pricing Manager
Parker Hannifin
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.

Principal
Vocatus AG
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

Head of Fair Pricing Competence Center
Hilti
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.

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.

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.

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.

Partner
Horváth & Partner
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.

Global Director Strategic Pricing & Market Intelligence
FrieslandCampina
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.

Pricing Researcher / Founder
University of Paderborn/ Price Management Institute GmbH
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.

Manager, Pricing and Profitability
Graybar
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.

Solution Strategy Director
PROS
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.

Market Pricing Manager EMEA
Clarios
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.

Co-founder & Chairman
Predictive Layer
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.

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.
What can you expect ?
Short, effective, TEDx type talks.
High quality content.
Connect and network with the pricing community.
Ask all your questions live to our speakers and deep dive in the content.
The live experience

Send private messages
An event app feature for exchanging private messages among attendees, promoting a timeless networking that is not restricted to the virtual coffee-break.

Real time chat
Exchange your questions directly to the expert speaker or EPP team.

Meet the experts in live meetups
Immediately after the Dynamic Talks you can join the speakers’ to discuss, ask questions and network with the expert and pricing peers. It’s interactive and very effective peer learning.

Connect & network
Connect & network with your pricing peers, discuss and learn from each other.
Programme
April 20th 2021
Dynamic Talk Session 1 - Data Management as key enabler in pricing
During these Dynamic Talks, 3 top experts will bring crystal ball session (20’) bringing their vision to how to approach relevant discussions that are going on ;
- Ensure data quality – Hear real examples of the processes implemented with different type of data such as parameters & frequency to be synchronized
- Key challenges and solutions implemented to be able to connect all the data flow and different data sources integrated to a pricing tool
During these Dynamic Talks, 3 top experts will bring crystal ball session (15’) bringing their vision to how to approach relevant discussions that are going on ;
- Ensure data quality – Hear real examples of the processes implemented with different type of data such as parameters & frequency to be synchronized
- Key challenges and solutions implemented to be able to connect all the data flow and different data sources integrated to a pricing tool
Alejandra Garitonandia - Business Development Manager – Vistex
Crystal ball session
During these Dynamic Talks, 3 top experts will bring crystal ball session (15’) bringing answers to relevant discussions that are going on ;
- Ensure data quality – Hear real examples of the processes implemented with different type of data such as parameters & frequency to be synchronized
- Key challenges and solutions implemented to be able to connect all the data flow and different data sources integrated to a pricing tool
Géraud Desplanque - Strategic Pricing Manager - Parker Hannifin
Crystal ball session
During these Dynamic Talks, 3 top experts will bring crystal ball session (15’) bringing answers to relevant discussions that are going on ;
- Ensure data quality – Hear real examples of the processes implemented with different type of data such as parameters & frequency to be synchronized
- Key challenges and solutions implemented to be able to connect all the data flow and different data sources integrated to a pricing tool
You have free access to join the live discussions in with the speakers and your pricing peers.
April 21st 2021
Dynamic Talk Session 2 - Servitisation & the monetisation of data
During these Dynamic Talks, 3 top experts will bring visionary talk sessions (3×20’) bringing answers to relevant discussions that are going on ;
- Real world showcases of moving from selling products to selling products+solutions+services and how to price them
- Monetisation of data: the use of tokens as a pricing technique and practical advice of what tools and methods are available
During these Dynamic Talks, 3 top experts will bring visionary talk sessions (3×20’) bringing answers to relevant discussions that are going on ;
- Real world showcases of moving from selling products to selling products+solutions+services and how to price them
- Monetisation of data: the use of tokens as a pricing technique and practical advice of what tools and methods are available
During these Dynamic Talks, 3 top experts will bring visionary talk sessions (3×20’) bringing answers to relevant discussions that are going on ;
- Real world showcases of moving from selling products to selling products+solutions+services and how to price them
- Monetisation of data: the use of tokens as a pricing technique and practical advice of what tools and methods are available
You have free access to join the live discussions in with the speakers and your pricing peers.
April 22nd 2021
Dynamic Talk Session 3 - The latest advances of Artificial Intelligence in B2B Pricing
During these Dynamic Talks, 2 top experts will bring crystal ball session (20’) bringing their vision to how to approach relevant discussions that are going on ;
- Real case studies of when and how AI has been used to meet the challenges of the new commerce
- AI and ML – understanding what the real impact is of using new technology and how will change your price optimisation process
During these Dynamic Talks, 2 top experts will bring crystal ball session (20’) bringing their vision to how to approach relevant discussions that are going on:
- Real case studies of when and how AI has been used to meet the challenges of the new commerce
- AI and ML – understanding what the real impact is of using new technology and how will change your price optimisation process
You have free access to join the live discussions in with the speakers and your pricing peers.
April 27th 2021
Dynamic Talk Session 4 - Cross border pricing - Implementing a successful global/regional pricing policy
Roberto Bedotto - EMEA Pricing Director - EATON Electrical sector
Rapid fire session
During these Dynamic Talks, 3 top experts will bring rapid fire sessions (15’) bringing answers to relevant discussions that are going on ;
- How to align your commercial excellence practices and stakeholder engagement in different countries and manage your global price list strategy
- Real examples of how to justify the price difference in different products, services, and countries – how can we present this to our customers and avoid losing them?
Nazar Lukasevych - Head of Fair Pricing Competence Center – Hilti
Rapid fire session
During these Dynamic Talks, 3 top experts will bring rapid fire sessions (15’) bringing answers to relevant discussions that are going on ;
- How to align your commercial excellence practices and stakeholder engagement in different countries and manage your global price list strategy
- Real examples of how to justify the price difference in different products, services, and countries – how can we present this to our customers and avoid losing them?
During these Dynamic Talks, 3 top experts will bring rapid fire sessions (15’) bringing answers to relevant discussions that are going on ;
- How to align your commercial excellence practices and stakeholder engagement in different countries and manage your global price list strategy
- Real examples of how to justify the price difference in different products, services, and countries – how can we present this to our customers and avoid losing them?
During these Dynamic Talks, 3 top experts will bring rapid fire sessions (15’) bringing answers to relevant discussions that are going on ;
- How to align your commercial excellence practices and stakeholder engagement in different countries and manage your global price list strategy
- Real examples of how to justify the price difference in different products, services, and countries – how can we present this to our customers and avoid losing them?
You have free access to join the live discussions in with the speakers and your pricing peers.
April 28th 2021
Dynamic Talks Session 5 -The key pricing capabilities for digital selling success
During these Dynamic Talks, 2 top experts will bring Visionary Talks (20’) bringing their vision to how to approach relevant discussions that are going on ;
- Why advanced pricing capabilities are key to serving the omnichannel buyer
- The six stages of Digital Selling Maturity and the key priorities for focus in each stage
- How your organization can gain competitive advantage through digital acceleration
April 29th 2021
Dynamic Talk Session 6 - Behavioral pricing & selling tactics for B2B sales & negotiations
During these Dynamic Talks, 3 top experts will bring crystal ball session (20’) bringing their vision to how to approach relevant discussions that are going on ;
- Sales excellence: How to increase sales conversion and margin in times of high pressure to recover revenue
- Discount management: How to increase discount efficiency by assessing price acceptance in real-time
Crystal ball session
During these Dynamic Talks, 3 top experts will bring crystal ball session (20’) bringing their vision to how to approach relevant discussions that are going on ;
- Sales excellence: How to increase sales conversion and margin in times of high pressure to recover revenue
- Discount management: How to increase discount efficiency by assessing price acceptance in real-time
Scott Sinning - Manager, Pricing and Profitability - Graybar
Crystal ball session
During these Dynamic Talks, 3 top experts will bring crystal ball session (20’) bringing their vision to how to approach relevant discussions that are going on ;
- Sales excellence: How to increase sales conversion and margin in times of high pressure to recover revenue
- Discount management: How to increase discount efficiency by assessing price acceptance in real-time
You have free access to join the live discussions in with the speakers and your pricing peers.
Registration
After registration* you will receive your own login information for the virtual event platform where the dynamic talks will take place.
If you have any questions with regards to your registration, please contact lena.chatchatrian@pricingplatform.eu
* Dynamic Talks are not open for consultants or solution providers other than EPP Partners.
If you want to join the EPP Partner Community, please contact britt.dejager@pricingplatform.com
€
- Dynamic Talks are not open for consultants or solution providers other than EPP Partners. If you want to join the EPP Partner Community, please contact britt.dejager@pricingplatform.com