AGENDA

Be sure to check back often for speaker, session topic, and schedule updates.

Pre Conference

10:00 - 16:00 Vendavo EU User Group Meeting
11:00 - 19:00 Profit Summit Registration
19:00 - 21:00 Informal Welcome Reception

Global Dynamics

08:45 - 09:00 Welcome, Logistics, Overview
09:00 - 09:15 The Race to Value: The World Has Changed (and it's time you did too)

Digitization, the IoT and Industry 4.0 are driving unprecedented shifts in global economics. At a personal level we see these new innovations emerge into our day-to-day lives. At an organisation level, the journey started already a few years ago with revised strategies and go-to-market models. Over the past recent years, companies have found themselves in a race to find more value. Value to drive strategic imperatives needed to react to changing market conditions. There are many ways to drive more value. Many of them like cost out, cutting R&D, just in time supply have all been done. So what are the alternative options.

Maarten De Bruijn

VP, EMEA General Manager Sales & Services EMEA , Vendavo

09:15 - 09:35 Disruption Ahead

The world is changing. Disruption is around us. This presentation highlights the types of disruptive force businesses regularly face and discusses the impact of an exponential increase in business complexity. The recent developments in technological advances have exacerbated the forces of disruption requiring businesses to pay closer attention to their business models and value propositions.

Stephan Liozu, Ph.D. Prosci®

Chief Value Officer, Thales

09:35 - 10:35 TopLine Growth with Digitalization. Start using your full potential today!

Digitalization will reshape the industry. According to Simon-Kucher’s Global Pricing & Sales Study over 80% of all companies have invested in digitalization initiatives in the past three years. 75% of those efforts were focused on increasing the top line, yet only 23% of all companies have seen an impact. Does your company use its full potential?

Othmar Schwarz

Partner, Simon-Kucher & Partners

10:35 - 11:20 Network Break

Enablement

11:20 - 12:20 Enablement pays off – how to unlock value by improving your maturity on Price and Margin management

Any Price and Margin improvement program should yield value.
BCG research and experience shows that higher and more sustainable value creation is achieved by upgrading the capabilities of individuals and the entire organization through Enablement.
Digitalization requires new capabilities, both technically as well in how we work together.
Best ‘Pricers’ have understood that and achieve superior results by acting accordingly.
Enablement provides the right lenses for every Price and Margin driven transformation:

  1. Capabilities to win
  2. Better Pricers
  3. Next-level business platforms

Amadeus Petzke

Associate Director, BCG

12:20 - 13:00 Maximising Value Capture on Large Complex Deals

Pricing can be pretty straight forward on simple deals and value capture recognized. Yet larger deals are more complex – significant value can be lost. A view of the tools and techniques being deployed at Corning Optical Communications to maximise value capture on large deals. May touch on gamification.

Andreas Wetzel

Manager, Regional Pricing Office , Corning

13:00 - 14:00 Lunch

Transformational Change Imperative

14:00 - 15:00 Value Mindset

Value and Pricing Transformations are often slowed down or impacted by the lack of mindset change across the organization. To make changes irreversible, the development of a value mindset across the organization is essential. Institutionalizing a growth mindset for value ensures assimilation of pricing and value practices as part of the deployment of new strategies and tactics. But what is a mindset and how do you change it? How do you operationalize best practices to create and develop a value mindset?

Stephan Liozu, Ph.D. Prosci®

Chief Value Officer, Thales

15:00 - 15:30 It's an Amazon World: Unlock Your Data for a Better Buying Experience

We live in an iPhone, Uber and Amazon society and the pace of doing business will only get faster. No longer can B2B businesses expect to compete while being so difficult to do business with. In this session you will learn the importance and the opportunity to unleash your data to numerous sales channels to drive sales, profits and market dominance.

Sean Myers

VP CPQ, Vendavo

15:30 - 15:50 Networking Break

Race to Value

15:50 - 16:20 The Past, the Present, and the Future of Pricing at Tata Steel Europe

Tata Steel Europe has made progress in pricing amidst an increasingly dynamic and transparent global steel industry. Phil Checkley reflects on how trends in customer behaviour, digitisation, transparency and sheer pace of change in the industry create new, as well as perpetuate old, challenges in pricing steel and how Tata Steel is responding to those challenges, by building on achievements to date and embracing new approaches.

Phil Checkley

Manager, Pricing Capability, Tata Steel Europe

16:20 - 17:20 Race-to-Value: Vendavo 2020, Beyond Pure Pricing

Digitization, the IoT and Industry 4.0 are driving unprecedented shifts in global economics. There is significant opportunity for businesses across the entire lead-to-cash cycle. Vendavo recognises the importance of these changes and is reacting to support our customers in their Race to Value. David and Bruno will share their understanding of these market changes and how these changes are influencing Vendavo’s vision for the future.

Bruno Slosse

CEO, Vendavo

David Edwards

CTO, Vendavo

Gala Dinner @ Palais Coburg

19:00 - 20:00 Pre-Gala Cocktail Hour Presented By Qualitech
20:00 - 22:00 Gala @ Palais Coburg

Sales Effectiveness

09:00 - 09:15 Welcome, Overview, Yesterday’s Recap
09:15 - 10:15 Value-Based Selling

Pricing as the main profit driver has been a hot topic the last decades moving focus steadily from administrative to tactical and more strategic into being a real organizational challenge. The debate about where pricing should be placed in the organization have been discussed at length and have seen it being moved from product management to finance to marketing, depending of the organizations pricing process maturity. Over the past years there has been an increased focus on linking pricing closer to sales for the two departments to work closer together to ensure that value based pricing strategies are carried into real customer focused value based selling and optimized sales force effectiveness. This key note will focus on the importance of pricing and sales working closely together to ensure the successful implementation of a joint powerful pricing and sales strategy.

Jesper Hansson started his career in finance as a financial compliance controller but quickly came in touch with commercial process optimization. Over the past 26 years Jesper has been working across B2B and B2C industries such as industrial manufacturing, medical devices, chemicals, mining services and building materials. Jesper has spent 11 years of his career working in the Asia Pacific region and is Global General Manager of Price Beam Ltd. He is furthermore the founder and owner of Core Pricing Pte. Ltd. – a boutique consultancy firm based in Singapore and a certified Dimensions of Professional Selling coach and is master trainer at Singapore Institute of Management, where he teaches value based strategy and value based seliing. For a number of years, Jesper was both a founder and acting President of Asia Pricing Professionals, which is the world’s largest not-for-profit organization for pricing and revenue management professionals globally./list_price]
10:15 - 10:45 The challenges and lessons of connecting more effectively centralised B2B pricing strategies and policies, with the sales teams negotiating customer prices.

Companies selling B2B with a high level of customer negotiation, will tend to manage their pricing strategy via List prices, building discounting policies, and control and approval processes to ensure pricing discipline from Sales. Operating ‘norms’ tend to build over time between; those setting the list price and strategy; the Sales teams negotiating price, and the price approval ‘gatekeepers’ applying the policies and exception pricing. When a change in strategy is required, these operating norms can be difficult to change. In addition, these three teams can tend to be remote from each other, and consequently those driving a change in pricing strategy, can often struggle due to that remoteness, and a lack of alignment and tools with the Sales teams. This presentation will focus on how DellEMC approached this challenge, via organisational, sales compensation, and system and tool transformation.

Mike Thatcher

Pricing Transformation Director, EMEA, Dell

10:45 - 11:30 Networking Break

Action

11:30 - 11:50 Habits of Price and Margin Management - And What You Need to Break.

A fun overview of the habits of pricing teams… with a message that the habits need to be broken.

11:50 - 12:10 Shift Your Pricing Weight, Strengthen Your Position and Drive Significant Value Capture

Restate: We know the world is changing. We know that companies are in a race to find more value. Pricing needs to strengthen its position – and it can only be through value contribution – governance is not enough. Cost centre v Profit Centre – what are you? How are you perceived. Value is captured at the point of sale. Marketing doesn’t close deals – it’s always about Sales. Can you carry a number? If not, why not?

Robert Irwin

VP, Business Consulting, Vendavo

12:10 - 12:50 Process for Delivering Value….Faster

Companies nowadays look at upgrading their pricing capabilities, both skills and infrastructure, to unlock value. Given the market pressures companies have, management wants to turn the value potential into bottom line in the fastest way possible. Following a structure that spans across industries helps both project managers as well as senior management improve the success probability of major pricing projects. We look at a 5 step approach to speed up the returns and increase the quality of the value realized.

Ebrahim Elebriary

Project Manager, Pricing, Goodyear EMEA

13:00 Closing Remarks, Informal Lunch

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