Pre-Conference Workshops
Profit Summit 2017 Education Workshops
One of the most popular additions to Profit Summit in recent years is the workshops. Each year, we have seen feedback praising the quality of the workshops—from leader to subject to takeaways.
That is why we are so excited to announce the workshop topics and leaders for Profit Summit 2017 from April 4-6 in Miami. This year’s lineup is fantastic and in high demand.
Workshop: | Change Agent in Pricing Certification |
![]() Chief Value Officer, Thales Certified Change Manager. He holds a Ph.D. in Management from Case Western Reserve University. His dissertation, called “The Pricing Journey”, demonstrates the need for transformational change to reach pricing excellence. |
Leader: | Stephan Liozu | |
About the Workshop: | Research shows that 70% of change projects fail. Pricing projects and pricing transformations need a strong change management approach including a vision, a success team coalition, a compelling need for change, and a change management toolbox. The CAP® certification workshop reviews the entire change management process and focuses on 10 critical dimensions of change in pricing and value management. | |
Topics Covered: |
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Summary: | The training will combine the latest theoretical science on change management and change leadership. Participants are required to bring real-life pricing project information to build a proprietary change management roadmap. | |
![]() Chief Value Officer, Thales Certified Change Manager. He holds a Ph.D. in Management from Case Western Reserve University. His dissertation, called “The Pricing Journey”, demonstrates the need for transformational change to reach pricing excellence. |
Workshop: | Fundamentals of Pricing Strategy Workshop |
![]() Vice President of Business Consulting, Vendavo Alex Hoff has been with Vendavo for almost nine years and serves as Vice President of Business Consulting — working with our customers to help them drive value through price and margin management improvements. Prior to joining Vendavo, Alex spent most of his career in various product marketing and pricing roles for Fortune 500 companies in both B2C and B2B industries. |
Leader: | Alex Hoff | |
About the Workshop: | Fundamentals of Pricing Strategy is an interactive one-day workshop, which introduces the Vendavo industry-leading approach to elevating the function of Price Management. It is designed to enable participants to bring pricing at their organization to the level of strategic capability. | |
Topic Covered: |
It covers key pricing topics by combining industry case studies, hands on exercises and facilitated discussions on:
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Summary: | Completing this course will provide a deeper understanding of:
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![]() Vice President of Business Consulting, Vendavo Alex Hoff has been with Vendavo for almost nine years and serves as Vice President of Business Consulting — working with our customers to help them drive value through price and margin management improvements. Prior to joining Vendavo, Alex spent most of his career in various product marketing and pricing roles for Fortune 500 companies in both B2C and B2B industries. |
Workshop: | Value-Based Pricing |
![]() Vice President of Business Consulting Europe, Vendavo Robert has worked in the area of Pricing for over 15 years and has spent the last 8 years at Vendavo helping customers to implement and automate their pricing processes, strategies and margin optimization. Before joining Vendavo, Robert was the Global Director of Pricing at a High-Tech manufacturer where he developed, built and led the Pricing Organization. He is experienced in leading sales and operations teams in the international business environment and has a proven track record of successfully leading organizations through structural and process change. Robert has an MBA from Wake Forest University and a BA (Hons) in International Business from Sheffield City Polytechnic. ![]() Business Consulting, Vendavo David Anderson is a Boston-based Business Consultant with Vendavo. He has spent the last 15 years working 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 learning pricing by working and interacting with many fantastic pricing experts over the course of his career. |
Leader: | Robert Irwin | |
About the Workshop: | Value-based Pricing is a widely documented and well-known concept. Everyone has heard the theory and yet, it still remains an underutilized practice. There are a range of well-known methodologies available to support this activity. However, they tend to be time consuming and require companies to invest significant effort in the definition of new product pricing. This has direct consequences for the number of products that any organization can manage at one time. | |
Topic Covered: | In this workshop, we will look at how you can develop and deploy supplementary methodologies that will enable you to apply a value-based pricing approach to a broader set of products, not only for product introductions. We will also address the challenges of ensuring that all your hard work in setting a value based price does not go out of the window at the point of negotiation. In a group exercise, together with your peers, you will have the opportunity to develop and debate this practical approach to Value-Based Pricing, including: addressing roadblocks to implementation, identifying customer behaviors to be incentivized and agreeing the process to ensure sales adoption. We look forward to welcoming you to this interactive workshop. | |
![]() Vice President of Business Consulting Europe, Vendavo Robert has worked in the area of Pricing for over 15 years and has spent the last 8 years at Vendavo helping customers to implement and automate their pricing processes, strategies and margin optimization. Before joining Vendavo, Robert was the Global Director of Pricing at a High-Tech manufacturer where he developed, built and led the Pricing Organization. He is experienced in leading sales and operations teams in the international business environment and has a proven track record of successfully leading organizations through structural and process change. Robert has an MBA from Wake Forest University and a BA (Hons) in International Business from Sheffield City Polytechnic. ![]() Business Consulting, Vendavo David Anderson is a Boston-based Business Consultant with Vendavo. He has spent the last 15 years working 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 learning pricing by working and interacting with many fantastic pricing experts over the course of his career. |