Growth + Profitability Summit Miami 2024

Mike Smith is a pricing advocate for business leaders, pricing teams, and sales organizations who pursue the noble journey to grow sales profitably.
Mike’s 30 years in finance and pricing have made him a trusted advisor, and sought-after opinion leader within his organization. He has implemented pricing software with multiple pricing vendors and across multiple selling organizations. His diverse business experience coupled with his passion for data and analytics has helped his organization develop pricing analytics tools and expertise.

Mike received his BBA in Accounting from the University of Notre Dame, and his MBA from Southern Methodist University. Mike is a certified pricing professional and has also been selected by Valparaiso University to be an advisory board member for their Customer Experience Program. Currently Mike supports global pricing technologies at Zimmer Biomet, a global medical technology leader.

Sam’s journey into the pricing world is a unique one. After spending 8 years as a Forensic Meteorologist & Manager of Data Services, he joined GAF’s Master Data Management (MDM) team as a Data Analyst. Sam transitioned from MDM to Supervisor of Pricing Systems, and is now a Senior Systems Analyst on the Sales Operations Technology team.

During Sam’s time with GAF, he has overseen the current pricing system, and played an integral part in the Vendavo Deal Guide update & cloud migration. Most recently, Sam led the implementation of Vendavo Price Point & CPQ for pricing at GAF and also played a role in GAF’s implementation of RCM and upgrade of DPO. Over the coming years, Sam will continue to be a core influencer of new pricing strategies in these systems, and will be involved with the implementation of other new platforms & enhancements during GAF’s ongoing pricing evolution.

With over 25 years of line management and consulting experience, Chris is recognized for his pricing expertise in a broad range of industries and is a sought-after thought leader in the field of margin analytics. Chris has more than two decades of experience at global strategy consulting firms, including McKinsey & Company and Corporate Executive Board.
Chris holds a BBA in Economics from the University of Georgia and a JD from Yale Law School. He currently resides in Atlanta and Fort Lauderdale.

Eric Carrasquilla brings product management expertise, deep product strategy, and a proven track record of success in the technology industry to his role as CEO of Vendavo.

Eric is a revenue management veteran with deep roots in technology, product strategy, and product management. He joins Vendavo from customer engagement, revenue management, and payment solutions provider CSG, where he served as Executive Vice President and Division President. Eric is passionate about building, selling, and delivering great software that creates awesome customer experiences. He holds an MBA from Santa Clara University Leavey School of Business as well as a Bachelor of Science in Marketing from San Jose State University.

Sr. Client Success Manager, Vendavo

Dave leads the Services Sales and Renewals teams at Vendavo. He has over 20 years of professional experience in both operating and advisory roles at leading technology, media, and entertainment companies. He has particular expertise in managing recurring revenue customer relationships and driving operational excellence. Before joining Vendavo he worked in Customer Success at Salesforce and in the Strategy & Operations practice at Deloitte.

Jesus is a Design leader specializing in enterprise product design. He has over 25 years of design experience. In his role at Vendavo, he aims to bring product development closer to everyday users. When we can close that gap with users, we can then identify opportunities & collectively build solutions that genuinely add value for Vendavo.

Kamal Sabnani is a Principal Product Manager with a background in data science and 15 years of experience applying pricing analytics and deploying enterprise pricing solutions in the B2B and B2C space. In his current capacity, Kamal leads the product vision and strategy of the optimization suite of Intelligent Cloud. Prior to Vendavo, Kamal was responsible to build AI capabilities in the CPG and financial services sector. Kamal Sabnani holds a MS degree in Operations Research from the University of Wisconsin Madison.

Maureen Swanson is the Vice President of Pricing at Cencora, a Fortune 11 company with over $250B in annual revenue. With more than 15 years’ worth of pricing experience, Maureen has played a significant role in the development of Cencora’s current generic drug go-to-market pricing strategy and led the implementation of their GRx Pricing & Analytics Platform.

In her current role, Maureen is responsible for Generic Drug Pricing strategy and execution as well as Customer Compliance. Her team manages pricing at both the product and customer level and plays a crucial role in maintaining market competitiveness, providing a best-in-class customer experience through execution excellence, and maintains a keen focus on deal metrics and overall profitability for the organization. Maureen and her team are highly motivated to develop new and creative ways to leverage their Pricing Data to continue to identify pricing opportunities and increase margin for the organization.

Kimball combines principled thinking, venture capital experience, and analytics expertise to enhance pricing strategies. His background in software implementation, including Vendavo and CRM systems, has driven the growth of businesses and teams. Beyond the corporate sphere, Kimball has significantly impacted the social sector by raising and deploying funds for social impact start-ups globally. His distinctive understanding of business dynamics and software implementation has been instrumental in navigating challenges during the implementation of the Vendavo software suite.

At University Impact, Kimball helped establish critical assumptions and co-founded UI Ventures, raising tens of millions for various funds and facilitating the deployment and donation of over $10 million. He initiated and scaled software, internal business processes, sales channels, and Donor-Advisor engagement efforts, with the fund now managing hundreds of millions of dollars.

Kimball enjoys pottery, guitar, mountain biking, traveling, meeting new people, and speaks Japanese.

Drew’s career at GAF began in 2014 when he joined as a Senior IT Project Manager, bringing with him over a decade of experience from Allied Building Products (now Beacon Roofing Supply). At Allied, Drew had a proven track record in implementing key systems such as pricing, credit, and ERP solutions. At GAF, one of his earliest and most impactful projects was the successful deployment of Vendavo EPS, which included the implementation of Deal Guide to streamline the company’s commercial quoting process.
Drew’s contributions continued with the successful rollout of CPQ for GAF’s Design Services Team and the enhancement of the company’s EPS capabilities through the introduction of optimized pricing with DPO. Now serving as the Director of Sales Operations Technology and Enablement, Drew leads a team that oversees GAF’s technology platforms supporting the sales teams, including Vendavo and Salesforce. Under his leadership, the team recently completed the rollout of Vendavo’s Rebate and Channel Manager for the Residential Business and is currently configuring Vendavo CPQ to integrate with a Salesforce-driven sales process, marking significant advancements in sales and pricing operations for one of GAF’s product lines.

Colin Carroll is a Partner in PwC’s Pricing and Sales Practice, specializing in go-to-market transformation, pricing, sales force effectiveness, and channel management. He focuses on B2B clients and implements price management and optimization software as part of broader pricing transformation initiatives.

Some of Colin’s recent client work includes improving pricing and margins for a global chemicals company, leading to a ~5 pp EBIT improvement within one year; leading margin improvement for a process automation solutions provider, focusing on value-based pricing and cost management; enhancing sales processes for a building materials distributor, integrating data-driven actions and coordination between sales roles; redesigning GTM architecture and sales resource deployment for a global medical device manufacturer, launching strategic account planning; developing channel pricing architecture for a provider of toilets and fixtures, including customer segmentation and new sales programs; and leading pricing software evaluation for a building materials provider.

Colin is based in PwC’s Chicago Office. He previously worked at McKinsey & Co. and Vendavo.

Alex Hoff has been with Vendavo since 2008 and has served in roles across pre-sales, professional services, marketing, and product management. In his current role as head of product management, Alex manages a talented team that brings innovative software solutions to market that enable B2B corporations to operationalize their commercial excellence strategies. Since 2018, Alex has led the transformation of Vendavo’s product portfolio from a first-generation on-premises software platform, to a portfolio of integrated cloud-native SaaS products.

Prior to working for Vendavo, Alex worked in various marketing and pricing roles for Fortune 500 companies in business services, retail/consumer goods, and freight transportation.

Alex earned his MBA with a Concentration in Marketing from the MJ Neeley School of Business at TCU where he also holds a B.S. in Psychology.  Alex was also among the early participants in the Certified Pricing Professional program from the Professional Pricing Society in 2008.

Darius leads the Value Acceleration practice at Vendavo. He has 15+ years of professional experience in pricing and digital transformations across various industries including B2B manufacturing, distribution, and financial services. He is an advocate for elevating commercial excellence to strategic levels in organizations and is an expert in scaling pricing & negotiation capabilities. Before joining Vendavo Darius advised customers at other consultancies including Simon-Kucher & Partners focusing on top-line growth initiatives.

David Anderson is the Boston-based leader of the Americas Business Consulting team at Vendavo. Since 2001 he has worked inside companies to advance their strategic pricing agendas. Dave is a manufacturing engineer by training (BS, MSE from Kettering, Purdue), has an MBA from Harvard Business School, and he has had the great privilege of working in the field of strategic pricing with many fantastic pricing experts over the course of his career

Paul Sansom is a Denver-based Business Consultant focused on understanding market challenges, building business cases, and driving business value and outcomes for Vendavo customers. Paul has a wide range of expertise in business development, forensic market analysis, CRM management, marketing communications, field engineering, and corporate business strategy. Prior to joining Vendavo, Paul led the Business Intelligence group at TRC Companies. He has also worked for KBR, EMS, and Kiewit in various market analyst and business development roles. Paul received his Bachelors in Management with an emphasis in Marketing from Georgia Tech Scheller College of Business.

Elvin McLaughlin has over 20 years of professional services, software deployment and Customer adoption experience. As the Sr. Director NA Implementations, Elvin is responsible for the delivery of the Vendavo product suite in the Americas. His teams work with our customers to drive best practices in their respective industries and catapult our customer business KPI’s while deploying the software to enable.

Prior to Vendavo he performed as a Procurement and Strategic Sourcing expert at Accenture and BearingPoint. Elvin earned his Bachelor of Science degree in Electrical Engineering from Florida Tech, a M.B.A. from University of St. Francis and currently resides in the Chicagoland area.