Frank Frohmann will tackle digitalisation trends and pricing challenges. In his presentation he will show in detail how innovative business-, revenue and price models help companies to generate a sustainable competitive advantage. Frank´s examples on digital pricing aspects  are based on his cross-industry experience, including automotive, industrial goods and machinery and many service sectors like transportation, tourism, telecommunications and software. 

    Chapters:
• Digitalization: Pricing relevant trends (AI, IoT, AR/VR); Technologies and Customer needs
     
• Overview: 3-lever-model of Digital Pricing; Business model, Revenue model, Pricing Process  
     
• Digital business models
     
• Digital revenue models
     
• Overview: The digitalized pricing process: “10 C of Digital Pricing”.
   
• Innovative price models  (Cross-industry examples)
   
• The digital pricing process and pricing psychology)

• What is dynamic pricing and why do we need it?
 
• An overview of what has been done and real examples
 
• Real case study of how things were done when executing a dynamic pricing model –The process and its implementation
 
• How to deal with transparency in dynamic pricing?
 
• The way ahead - Implementation of ML based dynamic pricing
 

• Value-based contracting - “start with why”
• Value-based contracting in chronic care – “the least likely case”
• Learnings from around the world – “it’s all about data and mindset"
• Reflections on the future of value-based contracting

Learn more about the Certified Pricing Manager Pharma Programme.

In this webinar, Timo and Frederik will dive into the challenges associated with fragmented system landscapes. They will provide insights on how to overcome these challenges and explain the benefits of central pricing repositories. Also, they will be presenting practical use cases, explaining how data repositories can help B2Bs in transforming their segment-driven approach to a tailored individual approach. Learning outcomes include:

• What are challenges for B2Bs associated with fragmented system landscapes?
   
• How can central data repositories help you in future-proofing your system landscape and make pricing more dynamic?
     
• What are practical use cases and benefits of a B2Me approach for pricing teams and organizations?
 

When we hear Revenue Management Strategy the first word that comes to mind is “Price”. While it is true the Price is a fundamental part of a Revenue Management Strategy, it is important to look at all levers that make up a complete strategy that helps companies to optimize their profit.

There is no doubt, the current situation for each pharmaceutical player is challenging. Reform-driven pricing pressures, a stronger focus on consumer engagement and an ever-changing regulatory and risk environment require new management strategies.  During this webinar, we’ll analyze how to gain control End-to-End Revenue Management and how to boost the margin.

    You can also learn more about:
• Current challenges for Laboratories, Distributors and Medical Devices
   
• How to manage revenue management in a more effective way
     
• Constant improving of end-to-end revenue management through strategic planning and analytics
     
• How to gain full lifecycle visibility
 

The International Reference Pricing Landscape is in a flux and while it is most commonly used elsewhere, the US also plans to establish an international pricing index (IPI) to bring down the costs of drugs covered by Medicare Part B. 
In this 40 minute webinar we will be looking at the global International Reference Pricing landscape and trends and discussing the possible effects of the US’ IPI system, as many of countries in its forthcoming reference basket are based in Europe.
 

    Webinar highlights
• Review of the current state of reference pricing globally
     
• Key trends and observations on referencing, including the proposed US IPI
       
• Planning price strategies with referencing in mind
 

    The session will discuss monetization options available to companies that are going through digital transformation.
•  Most common monetization models in digital economy
• Pros/cons of each monetization model
• How pricing departments should be prepared for the business model transformation
• How to choose the right monetization model to deploy
• How to align pricing strategy to the monetization model chosen
•  

• Setting our context – understanding today's Professional Services pricing landscape
     
• The rise and evolution of the pricing professional and pricing function  
     
• The changing nature of Professional Services' pricing – the move away from selling 'hours' towards selling 'value and how to embrace the opportunity this delivers
     
• The cultural dynamic - proven approaches to mitigate organisational and cultural challenges within Professional Service firms to securing effective and sustainable engagement
     
• Preview of Professional Services Masterclass topics
 

There are many messages around the coming of AI focus on Technology, but how do AI and Automation change the way pricing managers make decisions and data management? 

• Understand what it means in term of skills and capabilities
   
• The human-centered perspective of the AI revolution, and its impact of the role of pricing managers within their organization
   
• How to combine data obtained from traditional sources such as sales transactions and market research with newer sources such as online price scraping, data collected from connected "things" and social media to unlock new insights for improved value capturing
   
• The new data sources for pricing managers  

This presentation outlays the concept of value from an economics perspective. Learn how concepts such as willingness to pay, value-based pricing, or welfare can be applied to the healthcare market

• The expectations for the pricing team are changing rapidly and opening up immense opportunities for pricing leaders who are ready to take on the challenge of pricing for the digital economy.
• Join this session to learn how expert pricing teams are using AI to move their attention beyond transactional price reviews to focus on the refinement of strategic pricing models.
• Hear how pricing teams gained executive influence by freeing themselves from reactive price exception reviews to deliver insight into what customers really value.

• Understand the Value Based Procurement framework
• Lesson learnt from the implementation of a Value Based Approach to multiple products
• Examples from published tenders

• Discover the 4 stages of the Pricing Maturity Model and take an assessment to understand which stage your organization is in
 
• Learn how technology and process improvements can move you up the ladder
 
• Recommendations for instant progress as well as long-term, sustained profitable growth