Certified Pricing Manager - B2B - Fall Edition

Program Modules:

Module 1: The Pricing Framework

• • Understand the EPP Pricing Maturity Model and assess your organizational pricing maturity
  • Defining your pricing aspirations for the next 12 months

Module 2: Linking Pricing Strategy to Company Strategy

• • Understand the fundamentals of defining a price strategy that is aligned with and driven by the value you deliver to customers and your overarching business strategy
  • Analyze the relationship between value positioning and price
  • Understand when to be a price leader, follower, or challenger
  • Understanding the implications of a channel strategy on price strategy
  • Learn the core concepts of effective pricing to optimize revenue and/or profits
  • Understand foundational pricing concepts: Price Elasticity, Value Maps, the Pocket Price Waterfall

Module 3: Price Setting

• • Understand the price/volume trade-off to inform effective price setting that is grounded in customer value
  • Set product, service, and solution prices that are aligned to your price strategy by using techniques such as customer segmentation, value mapping, and willingness-to-pay analysis and other techniques
  • Develop proficiency in using economic value modeling, bundling, and product lifecycle pricing to optimize revenue or margin while ensuring portfolio consistency
  • Learn how to set price guidance to guide sales pricing and negotiation
  • Learn how to develop analyses and reports that can guide your price setting and price increases

Module 4: Channel and Customer Pricing

• • Learn to effectively translate your channel strategy into a commercial policy that guides the go-to-market and manages the value chain
  • Acquire the skills to design a powerful price waterfall
  • Learn how to develop analyses and reports that can guide your commercial policy approach

Module 5: Price Guidance and Execution

• • Learn to execute effective price guidance systems, including establishing floor and target prices, to inform and empower sales teams
  • Master the process of managing price exceptions to balance volume and price, ensuring optimal sales outcomes.
  • Develop strategies to avoid cross-border price conflicts and ensure consistent pricing across different markets.

Module 6: Price Review and Analysis

• • Establish a routine for reviewing prices to ensure transactional control and market adaptability, while developing effective methodologies for implementing price changes
  • Learn to utilize pricing analytics to gain actionable insights and support strategic pricing decisions
  • Identify essential controls for pricing compliance and error minimization, and gain an in-depth understanding of systems and processes that maintain pricing integrity and regulatory adherence

Module 7: Your Value Monetization Roadmap

• • Create a 12-month roadmap for your pricing reports, and margin improvement projects with a focus on execution and results
  • Prepare for and achieve certification to validate your expertise