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2024 in Review: Are Drug Access Agreement Trends Going the Right Way?

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As drug prices and the cost of care continue to rise worldwide, it’s more important than ever to bring therapies to patients in a cost-effective way. We believe that innovative reimbursement agreements will continue to provide a vital gateway to patient access in coming years. This year we monitored publicly available agreements across the US, Europe and many emerging markets.  

Hear from Industry expert, Daniel Parle, as he shares findings and insights from the 2024 Report. We’ll discuss this year’s data from Lyfegen’s public access agreements Library, which reflects a significant shift toward innovative reimbursement agreements that support the accessibility of high-cost therapies. We will also share how data and AI can help to improve drug contract negotiations and enable accelerated access. 

A Journey Towards Pricing Software Implementation Excellence

  • Abstract: According to Gartner (2023), organizations that leverage advanced pricing tools report an average profit increase of 4-6% within the first year, underscoring its significant potential to boost bottom-line performance and reassure a company’s investment. Despite its significant potential, the journey to successful pricing software implementation is complex and multifaceted. A recent report by McKinsey & Company (2023) revealed that while over 60% of leading organizations have adopted digital pricing strategies, nearly half encounter challenges in integrating these tools with existing systems. These challenges often stem from data harmonization issues, stakeholder misalignment, and insufficient expertise in managing implementation complexities. Nevertheless, businesses that overcome these barriers can harness the full power of pricing software, driving agility, optimizing margins, and aligning prices with customer-perceived value.
  • PDF Download: images/EPP_Pulse/downloads/Journal_PDF_A_Journey_Towards_Pricing_Software_Implementation_Excellence_V1.pdf
  • Author (Grid View): Vivek Gokhale | Principal Consultant, Pricing Systems Expert | CONET ISB GMBH
  • Author + Position + Company: Vivek Gokhale | Principal Consultant, Pricing Systems Expert | CONET ISB GMBH
  • Author + Position: Vivek Gokhale | Principal Consultant, Pricing Systems Expert
  • Author - Name Only: Vivek Gokhale
  • Author - Position Only: Principal Consultant, Pricing Systems Expert
  • Author - Company at time of writing: CONET ISB GMBH
  • Author / Expert - Email (if contact ok): This email address is being protected from spambots. You need JavaScript enabled to view it.
  • Author - Bio: Vivek is a seasoned professional with over 20 years of experience in pricing strategy, business intelligence, and product management across global markets. He is passionate about leveraging data and technology to drive business growth and profitability. Currently, Vivek is a Principal Consultant at CONET ISB GmbH, where he leads the implementation of advanced pricing solutions like Pricefx and Syncron, enabling clients to optimize pricing strate- gies and improve decision-making. Before joining CONET, Vivek worked in several roles at Häfele India Pvt. Ltd. before moving to Häfele SE & Co KG as Head of Cross Functions, where he spear- headed pricing strategies for a portfolio of 150,000 products and implemented Pricefx to improve price transparency and margins. Vivek’s expertise includes designing and implementing pricing systems, harmonizing pricing stra- tegies, and leading cross-functional teams. His work has been instrumental in helping businesses achieve transparency, efficiency, and profitability in complex market environments. Reach Vivek at vivek.gokhale@conet-isb.de
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  • Article data / edition: 6th Edition | 2025
  • Pulse Article Subheading: Key Steps, Challenges, and Future Outlook
  • Article Intro: In today’s rapidly evolving and globalized markets, effective pricing strategies are critical for organizations seeking to maintain competitiveness, enhance profitability, and respond to ever-changing customer expectations. Pricing software has emerged as a transformative tool that empowers businesses to achieve pricing precision, enable dynamic adjustments, and make data-driven decisions. According to Gartner (2023), organizations that leverage advanced pricing tools report an average profit increase of 4-6% within the first year, underscoring its significant potential to boost bottom-line performance and reassure a company’s investment. Despite its significant potential, the journey to successful pricing software implementation is complex and multifaceted. A recent report by McKinsey & Company (2023) revealed that while over 60% of leading organizations have adopted digital pricing strategies, nearly half encounter challenges in integrating these tools with existing systems. These challenges often stem from data harmonization issues, stakeholder misalignment, and insufficient expertise in managing implementation complexities. Nevertheless, businesses that overcome these barriers can harness the full power of pricing software, driving agility, optimizing margins, and aligning prices with customer-perceived value.

In today’s rapidly evolving and globalized markets, effective pricing strategies are critical for organizations seeking to maintain competitiveness, enhance profitability, and respond to ever-changing customer expectations. Pricing software has emerged as a transformative tool that empowers businesses to achieve pricing precision, enable dynamic adjustments, and make data-driven decisions. According to Gartner (2023), organizations that leverage advanced pricing tools report an average profit increase of 4-6% within the first year, underscoring its significant potential to boost bottom-line performance and reassure a company’s investment.

Despite its significant potential, the journey to successful pricing software implementation is complex and multifaceted. A recent report by McKinsey & Company (2023) revealed that while over 60% of leading organizations have adopted digital pricing strategies, nearly half encounter challenges in integrating these tools with existing systems. These challenges often stem from data harmonization issues, stakeholder misalignment, and insufficient expertise in managing implementation complexities. Nevertheless, businesses that overcome these barriers can harness the full power of pricing software, driving agility, optimizing margins, and aligning prices with customer-perceived value.

Exploring the Evolution of the Modern Pricing Team

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The landscape of pricing teams is evolving rapidly, driven by technological advancements, market dynamics, and changing customer behaviors. We will delve into these transformations, share insights, and explore forward-looking strategies that can shape the success of businesses. You will learn: 

  • The role of AI and technology in pricing 
  • Setting a team size for pricing teams 
  • Future skills for pricing professionals 

One Vision, One Team, One Price

  • Abstract: In today’s rapidly evolving and increasingly complex market, pricing is more than a function - it’s a strategic advantage. One Vision. One Team. One Price. explores the critical synergies required to build a robust pricing organization that thrives in this dynamic landscape. By aligning the strengths of pricing teams, merchants, senior leadership, and digital, companies can elevate pricing from a tactical framework to a strategic one that drives competitive edge, customer loyalty, and sustainable profitability. Dive into this to uncover actionable insights and transformative needs for modern pricing excellence.
  • PDF Download: images/EPP_Pulse/downloads/Journal_PDF_One_Vision_One_Team_One_Price_V1.pdf
  • Author (Grid View): Edward Salas | Senior Vice President of Retail Strategy | DATAWEAVE
  • Author + Position + Company: Edward Salas | Senior Vice President of Retail Strategy | DATAWEAVE
  • Author + Position: Edward Salas | Senior Vice President of Retail Strategy
  • Author - Name Only: Edward Salas
  • Author - Position Only: Senior Vice President of Retail Strategy
  • Author - Company at time of writing: DATAWEAVE
  • Author - Bio: Edward Salas, SVP of Retail Strategy at DataWeave, combines over 30 years of experience in the retail and pricing industry with a forward-thinking approach to data-driven solutions. Spending the majority of his career at H-E-B, Edward honed his expertise in pricing across multiple domains, including Corporate Pricing Strategies, Pricing Systems and Solutions, Competitive Data Acquisition, and Pricing Intelligence, fostering a deep understanding of this critical area. With over 20 years dedicated to pricing, he has contributed significantly to transforming it into a strategic advantage for businesses. Today, at DataWeave, Edward leverages AI and advanced analytics to help global retailers and brands move forward on their pricing journey. He focuses on coordinating innovative retail and pricing solutions that drive business growth and empower organizations to adapt to a rapidly evolving market. As the facilitator of The Price Point, a LinkedIn-based thought leadership video series, Edward shares fresh perspectives and industry expertise, fostering meaningful conversations that guide the industry toward more strategic and impactful pricing practices.
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  • Article data / edition: 6th Edition | 2025
  • Pulse Article Subheading: The Synergies of a Successful Pricing Organization
  • Article Intro: In today’s competitive marketplace, the ability to establish and maintain an effective pricing organization is not only a differentiator but a necessity. Retailers and brands alike are facing unprecedented challenges, from fluctuating consumer demand to intense competitive pressures and an inflationary marketplace, all compounded by rapid technological advancements. To navigate this landscape effectively, pricing organizations must harness synergies across four critical pillars: Pricing Teams, Merchants, Senior Leadership, and Digital. Each pillar plays a pivotal role, and their collaboration is essential for long-term success. By examining the unique responsibilities and interdependencies of these pillars, companies can build a highly successful pricing organization that is not only robust and impactful, but also agile to navigate the changing times we’re in.

In today’s competitive marketplace, the ability to establish and maintain an effective pricing organization is not only a differentiator but a necessity. Retailers and brands alike are facing unprecedented challenges, from fluctuating consumer demand to intense competitive pressures and an inflationary marketplace, all compounded by rapid technological advancements. To navigate this landscape effectively, pricing organizations must harness synergies across four critical pillars: Pricing Teams, Merchants, Senior Leadership, and Digital. Each pillar plays a pivotal role, and their collaboration is essential for long-term success. By examining the unique responsibilities and interdependencies of these pillars, companies can build a highly successful pricing organization that is not only robust and impactful, but also agile to navigate the changing times we’re in.

The Alchemy of AI-Transforming Data into Gold

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AI is fundamentally changing the way how pricing is done: Instead of ex-post analyses and cumbersome discussions on price architecture, price models and price points, AI brings full rigor to improve pricing decision plus on top can fully automate the pricing process. Some frontrunning companies have understood this already and started early on to make sense of their transactional, customer or market data for more elaborated pricing.

In this webinar, we dive into the state of AI powered pricing by looking into the key insights from Horváth’s 3rd global AI powered Pricing Survey and focus particularly on what firm can learn from AI pricing champions that have leveraged AI already substantially and achieve above average returns. Last but not least, we inspire you with 4 hands-on demos on (Gen)AI use cases in pricing and sales to get stated quickly.

The Pricing Power of Sustainability: Leveraging Affordability and Innovation for the Future

  • Abstract: In today’s rapidly evolving markets, the effective implementation of pricing software has become a strategic necessity for organizations striving to maintain their competitive edge and ensure sustainable profitability (Gartner, 2023; McKinsey & Company, 2023). This journal offers a detailed roadmap for navigating the complexities of pricing software implementation, addressing every critical phase—from initial planning and selecting the right implementation partner to achieving post-implementation optimization. Drawing on best practices, recent industry data, and insights from expert analyses, this guide delves into the real-world challenges faced during implementation and offers practical solutions to overcome them. This journal equips pricing professionals, consultants, and business leaders with the tools they need to unlock the full potential of their software investments. Beyond reducing the risk of costly errors, the journal highlights how effective implementation can enhance decision-making capabilities, drive long-term value, and establish a foundation for scalable, data-driven pricing excellence.
  • PDF Download: images/EPP_Pulse/downloads/Journal_PDF_The_Pricing_Power_of_Sustainability-_Leveraging_Affordability_and__Innovation_for_the_Future.pdf
  • Author (Grid View): Nicolai Broby Eckert | Senior Partner | SIMON-KUCHER
  • Author + Position + Company: Nicolai Broby Eckert | Senior Partner | SIMON-KUCHER
  • Author + Position: Nicolai Broby Eckert | Senior Partner
  • Author - Name Only: Nicolai Broby Eckert
  • Author - Position Only: Senior Partner
  • Author - Company at time of writing: SIMON-KUCHER
  • Author / Expert - Email (if contact ok): This email address is being protected from spambots. You need JavaScript enabled to view it.
  • Author - Bio: With more than 25 years of experience, Nicolai specializes in large-scale commercial transformation programs, with a focus on driving significant, sustainable growth for his clients. Over the course of his career, he has successfully led more than 60 strategic growth pro- grams, helping organizations reshape their growth trajectories by unlocking key strategic growth levers, centered around executing commercial programs that generate both short-term revenue and long-term profit growth through well-structured "fund-the-journey" strategies. He is particularly passionate about sustainability and how it can be leveraged as a competitive advantage in today’s marketplace and has dedicated much of his expertise to helping companies tap into this powerful, consumer-driven megatrend, enabling them to gain market share while con- tributing to a carbon-neutral future. This is a subject he explores in depth in his latest book, The Demand Revolution (2024), published by MIT and Sloan School of Management as part of their "Management on the Cutting Edge" series. Beyond his role as an executive advisor, he actively invests in and sits on the boards of start-ups and scale-ups focused on making a positive impact in the world. Reach Nicolai at nicolai.brobyeckert@simon-kucher.com
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  • Article data / edition: 6th Edition | 2025
  • Pulse Article Subheading: Sustainability, but at what cost?
  • Article Intro: The sustainability movement is no longer confined to luxury products aimed at a small, eco-conscious elite. Today, sustainability is becoming a demand for the masses. Consumers across all income brackets are seeking sustainable alterna- tives, yet many still find these products out of reach. As I discuss in The Demand Revolution, the true challenge is not only making sustainable products available but also making them affordable.

The sustainability movement is no longer confined to luxury products aimed at a small, eco-conscious elite. Today, sustainability is becoming a demand for the masses. Consumers across all income brackets are seeking sustainable alterna- tives, yet many still find these products out of reach. As I discuss in The Demand Revolution, the true challenge is not only making sustainable products available but also making them affordable.

Trade Wars

  • Abstract: As the Trump administration intensifies its tariff regime in the United States on imports from Canada, Mexico, and China, even hinting at punitive measures against European commodities like wine, global manufacturers and distributors are, once again, confronting increased volatility. This climate of economic uncertainty demands that businesses proactively embrace strategic pricing agility. Here are a few tips for navigating trade wars and mastering pricing agility from the experts at Vendavo.
  • PDF Download: images/EPP_Pulse/downloads/Journal_PDF_Trade_Wars-Mastering_Pricing_Agility__in_Times_of_Global_Uncertainty_2025.pdf
  • Author (Grid View): Mitchell D Lee | Profit Evangelist | VENDAVO
  • Author + Position + Company: Mitchell D Lee | Profit Evangelist | VENDAVO
  • Author + Position: Mitchell D Lee | Profit Evangelist
  • Author - Name Only: Mitchell D Lee
  • Author - Position Only: Profit Evangelist
  • Author - Company at time of writing: VENDAVO
  • Author / Expert - Email (if contact ok): This email address is being protected from spambots. You need JavaScript enabled to view it.
  • Author - Bio: Mitch is the Profit Evangelist and VP Product Marketing at Vendavo with decades of experience in the technical, operational, marketing, and commercial arenas of the chemical industry. Prior to Vendavo, Mitch was with BASF and Orica in product marketing and business management, driving operational optimization, pricing excellence, and margin improvement, as well as personal engagement in high value sales negotiations. Mitch also has deep experience with raw materials supplier portfolio management having negotiated large scale and long-term supply agreements with leading global manufacturers. Reach Mitch at mdlee@vendavo.com
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  • Article data / edition: 6th Edition | 2025
  • Pulse Article Subheading: Mastering Pricing Agility in Times of Global Uncertainty
  • Article Intro: Change is the only certainty. The first step toward maintaining agility is staying well-informed. Set up real-time alerts and subscribe to trade news that impacts your industry directly. Use this information to forecast potential shifts in costs and prepare your pricing strategies in advance. This foresight allows you to quickly respond to new tariffs.

Change is the only certainty. The first step toward maintaining agility is staying well-informed. Set up real-time alerts and subscribe to trade news that impacts your industry directly. Use this information to forecast potential shifts in costs and prepare your pricing strategies in advance. This foresight allows you to quickly respond to new tariffs.

Transforming Promotions with AI

  • Abstract: This article explores how AI can transform promotional management by optimizing strategy, efficiency, and cultural alignment. Traditional promotions often lose effectiveness due to consumer perception effects, leading to issues like forward buying and cannibalization, especially in sectors like FMCG and fashion apparel. Through a phased approach —Crawl, Walk, Run, Fly— companies can incrementally integrate AI, from building foundational data transparency to achieving real-time, AI-driven decision-making. This approach demonstrates that AI enables businesses to balance short-term promotional gains with sustainable growth, offering a competitive edge in highly promotional markets.
  • Author (Grid View): Özde Süslü Global | Head of Discounts and Promotions Management | TRIUMPH INTERNATIONAL
  • Author + Position + Company: Özde Süslü Global | Head of Discounts and Promotions Management | TRIUMPH INTERNATIONAL
  • Author + Position: Özde Süslü Global | Head of Discounts and Promotions Management
  • Author - Name Only: Özde Süslü Global
  • Author - Position Only: Head of Discounts and Promotions Management
  • Author - Company at time of writing: TRIUMPH INTERNATIONAL
  • Author / Expert - Email (if contact ok): This email address is being protected from spambots. You need JavaScript enabled to view it.
  • Author - Bio: An experienced professional with 15 years in Revenue Growth Management and Business Intelligence, I have a proven track record in driving results within retail and omnichannel environments, notably at Marks & Spencer and Triumph. I excel at turning complex data into actionable insights that drive business growth, including optimizing price elasticities, en- hancing market penetration, and maximizing margin performance through advanced RGM stra- tegies. My expertise also includes rolling out cutting-edge TPx tools to support these initiatives. I’m passionate about continuous improvement and digital transformation, particularly in the retail sector, and I look forward to exchanging ideas with like-minded professionals. Reach Özde at ozde.suslu@triumph.com
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  • Author / Expert - Photo:
  • Article data / edition: 6th Edition | 2025
  • Pulse Article Subheading: Smarter Strategy, Greater Impact
  • Article Intro: Sales promotions offer a double-edged sword for businesses. While they can be effective in attracting new customers, boosting volumes, and creating aware- ness, they also risk losing impact over time due to fundamental principles of hu- man price perception. According to Prospect Theory, promotions gradually lose efficiency due to three psychological effects. First, there is an asymmetric effect, where customers perceive a price promotion less as a gain than they perceive a price increase as a loss. Second, promotions suffer from decreasing effectiveness; the pleasure or utility derived from each subsequent promotion diminishes when promotions are frequently repeated. Finally, expectation adjustment occurs as consumers start to anticipate discounted prices, leading them to view full prices unfavourably and potentially weakening brand loyalty. In other words, they are trained to become more price sensitive overtime, and they do seek deals more often.

Sales promotions offer a double-edged sword for businesses. While they can be effective in attracting new customers, boosting volumes, and creating aware- ness, they also risk losing impact over time due to fundamental principles of hu- man price perception. According to Prospect Theory, promotions gradually lose efficiency due to three psychological effects. First, there is an asymmetric effect, where customers perceive a price promotion less as a gain than they perceive a price increase as a loss. Second, promotions suffer from decreasing effectiveness; the pleasure or utility derived from each subsequent promotion diminishes when promotions are frequently repeated. Finally, expectation adjustment occurs as consumers start to anticipate discounted prices, leading them to view full prices unfavourably and potentially weakening brand loyalty. In other words, they are trained to become more price sensitive overtime, and they do seek deals more often.

Unlock the Power of AI to Optimize Pricing and Maximize Profits

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AI-driven pricing is transforming the way businesses set and adjust prices in real time. But how do you know if your company is ready to leverage AI for pricing optimization? In this webinar, we’ll break down the different types of AI-powered pricing strategies, where they work best, and how they can drive revenue and margin improvements. 

Key takeaways include:

  • Identifying the right AI approach for your industry and business goals
  • Assessing if your data is ‘AI-ready’ for effective pricing optimization
  • Practical steps to implement AI pricing for maximum impact 

Whether you're new to AI-based pricing or looking to refine your strategy, this session will equip you with the knowledge to make informed decisions and drive success.