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PPS Fall Virtual Conference – Shaping the Future of Pricing
October 20, 2020 - October 28, 2020
October 20-28, 2020 | #PPSVIRTUAL20
Featuring a breakout and two workshops by Wiglaf Pricing:
Building Pricing Excellence
Friday, October 23, 2020
Tim J. Smith, PhD
Founder and CEO, Wiglaf Pricing
Investors and CEOs are increasingly acknowledging the importance of pricing excellence for company performance yet struggle to build the team and identify the tools necessary to achieve pricing excellence. In this keynote, Tim J. Smith will share metrics and best-practices for building pricing excellence into a corporate capability.
PARTICIPANTS WILL LEARN:
• The composition of a pricing team to achieve pricing excellence
• The skills and capabilities necessary when selecting new team members
• How companies are building their analytical capabilities
Economic Value to Customer (EVC) Immersive Case Study
Tuesday & Wednesday October 20-21, 2020
Kyle T. Westra
Manager, Wiglaf Pricing
Economic Value to Customer (EVC) is an important quantitative pricing methodology for any pricing professional. Whether estimating
the value of a new product during development, determining the launch price for go-to-market, adjusting your model for existing products, or examining new ways to segment your customers, EVC should be in your toolbox.
In this session, we will go through an in-depth, immersive case study to give participants the full experience of building an EVC model from scratch. This is ideal for those with roles touching pricing analysis, product management, product development, marketing, and innovation.
PARTICIPANTS WILL LEARN:
• How to use product and customer information to create a value-based, quantitative pricing model
• How to communicate EVC findings into insights for list prices, customer segmentation, and customer value
• How to update and further refine an existing model with new information
Quantitative Communication
Tuesday & Wednesday October 27-28, 2020
Nathan L. Phipps
Consultant, Wiglaf Pricing
Pricing projects invariably involve quantitative analysis on some level. For that analysis to be valuable, stakeholders must understand why it matters and how it could impact decision-making. Fundamentally, executing a quantitative analysis and communicating that analysis to stakeholders requires two different skillsets.
The goal of pricing analysis is not to bombard your audience with data visualizations. Rather, the goal is to provide context and facilitate management conversations to drive pricing decisions.
This session will teach attendees how to effectively adjust their communication approach for maximum impact.
PARTICIPANTS WILL LEARN:
• How to create 3 pricing analysis tools using Excel: the pocket price band, the pocket price by market variable, and the price waterfall
• How to use data to craft a story tailored to your audience
• How to deal with common roadblocks, such as a lack of unified pricing language or addressing an audience made of quantitative and non-quantitative stakeholders