Educational Webinars

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Eversana Studio Live | Looking Ahead: Landscape of Key Price and Market Access Trends in Europe

Eversana Studio Live | Looking Ahead: Landscape of Key Price and Market Access Trends in Europe

Free Video
Alan Crowther, General Manager, Global Pricing & Access Solutions, Eversana | Douglas Foerster, SVP, Pricing & Market Access, Eversana | York Zöllner, Professor of Health Economics at Hamburg University of Applied Sciences | Mathias Flume, Head of Department, KWL | Pol Vanaerde, Founder, EPP Pricing Platform
The EPP Studio Live sessions are 20’ live moderated interviews with top experts on a ‘hot’ matter that is under discussion in the pricing community. Followed by a 20’ ‘AMA’ session (ask-me-anything) The conversation is opened up with the interest of a debate to bring refreshing insights. The debate is in a ‘Fishbowl conversation’ format : moderated sessions between subject matter experts that discuss a topic. The nice thing is that when those outside of the ‘fishbowl’ have something to contribute, they can enter the discussion and act as a contributor.​ The Studio Live Sessions will be moderated by EVERSANA. We will discuss 3 topics Pricing Market Access Payer's view
Are You Bringing a Knife to a Negotiation Gunfight?

Are You Bringing a Knife to a Negotiation Gunfight?

Members / VLT Subscription Only
Gabe Smith - Chief Evangelist - PriceFX; Brian Sharp - Chief Revenue Officer - Profit Velocity
98% of the buy side in any industry have the tools, software & strategy to out-plan, out-maneuver and out-negotiate sellers at every turn. What’s worse – these tactics force sellers to give in to demands for discounts or face the threat of an RFP. Procurement professionals are experts at ripping open the wallets of sellers and helping themselves to more money.
Sellers have historically had no way to fight back. They walk into negotiations underpowered and underprepared, like “bringing a knife to a gunfight.”
It’s time for sellers to rearm and fight back, with a new secret weapon. Introducing Velo, from Profit Velocity and Pricefx. Velo is the industry’s first solution specifically focused on providing sellers with the tools, software and strategy to prepare for - and win - large deal negotiations.
In this webinar you will learn how sellers can equip themselves with an equally powerful package of technology and negotiating methodology with Velo.
In this webinar you’ll experience:
  • The history and evolution of procurement processes, technology, and focus
  • How pricing technology and a structured process give sellers negotiating tools to win
  • How to leverage the power of your team’s knowledge and data to make a winning case to decision-makers
  • How to reduce the perceived risk when capturing the value you create
  • See a real-world example of realizing the value created in a deal
Key insights of the Tender Market for the Chemical Industry in Europe

Key insights of the Tender Market for the Chemical Industry in Europe

Members / VLT Subscription Only
George Boretos - Co-founder & CMO - Cube RM; Steve Laborda - Founder - Valuebizbooster
Join us for a one-hour webinar to present the Tender Market Intelligence Report for the Chemical Industry in Europe. You will learn more about:
  • The tendering market size and growth
  • Countries’ and sectors’ dynamics
  • Decision-making patterns
  • Customer segmentation
  • Many other valuable insights!
Deliver a B2C-like eCommerce Experience: Dynamic Pricing and Personalization

Deliver a B2C-like eCommerce Experience: Dynamic Pricing and Personalization

Members / VLT Subscription Only
Carl Jeanbart - Director, Services & Science - Zilliant
As more business shifts to eCommerce channels, B2B companies are grappling with how to approach pricing and maintain and grow customer relationships. The following will be discussed in this webinar: how AI can enable companies to deliver a seamless customer experience across all channels, dynamically set and deliver market-aligned, contextually relevant prices, and strategically grow customer relationships.
We’ll further discuss:
  • Amazon Business’ current market presence in B2B
  • Considerations for pricing in complex B2B companies
  • How to accelerate your eCommerce platform investment with AI
  • Project considerations for implementing dynamic pricing and personalization
  • How to determine which price to present based on various customer scenarios
Next-generation of dynamic pricing for retailers - How to increase profitability with Predictive Pricing

Next-generation of dynamic pricing for retailers - How to increase profitability with Predictive Pricing

Members / VLT Subscription Only
Felix Hoffmann - Co-founder & Managing Director - 7learnings
More and more customer data, ever-larger product ranges, high price transparency and the competitive intensity of online retail make optimal pricing increasingly challenging.
To optimize profit, dynamic pricing has become standard practice in e-commerce and omnichannel retail. However, there is a significant performance gap between conventional (rule-based) and machine learning based pricing (Predictive Pricing). This next generation of pricing uses “real” AI and makes price decisions based on price elasticity measurement.
In this Webinar you will learn:
  • Pros and cons of different dynamic pricing approaches
  • What kind of data is needed for machine learning based pricing?
  • How to implement machine learning based dynamic pricing?
Initiating Your Price Transformation Journey

Initiating Your Price Transformation Journey

Members / VLT Subscription Only
Nick Boyer - Director, Strategic Consulting - PROS
In this webinar you will learn how you can begin addressing pressing pricing problems by driving alignment on a strategic approach to pricing. A coordinated price strategy is key to ensuring your business can adapt to fast-changing buyer needs with agility.
By attending this webinar, you will learn:
  • How to prioritize the pricing problems deserving of immediate attention
  • Best practices for drive alignment in price strategy across the organization
  • How to move beyond spreadsheets for more agile, strategic pricing
  • How to develop a culture of continuous pricing improvement
Key insights of the Tender Market for the Pharma Industry in Europe

Key insights of the Tender Market for the Pharma Industry in Europe

Members / VLT Subscription Only
George Boretos - CMO - Cube RM; Nico Bacharidis - CEO - Growpal
In this webinar the Tender Market Intelligence Report for the Pharma Industry in Europe will be presented. You will learn more about:
  • The tendering market size and growth
  • Countries’ and sectors’ dynamics
  • Decision-making patterns
  • Customer segmentation
  • Many other valuable insights!
The report has been prepared by Cube RM (www.cuberm.com) and growpal (www. https://growpal.ch).
Conjoint Analysis Demystified - A modern approach to pricing's most powerful research technique

Conjoint Analysis Demystified - A modern approach to pricing's most powerful research technique

Members / VLT Subscription Only
Matt Johnston - Founder & CEO - EPIC Conjoint; Tobias Jauss - Business Development Pricing - EPIC Conjoint
For a long time, this coveted pricing research methodology has remained out of reach for most pricing professionals due to the length of time it takes, its perceived complexity, and prohibitive cost.
Not anymore! Under the guidance of former Head of Pricing Matt Johnston, EPIC Conjoint has transformed the conjoint experience, making it more intuitive, faster, affordable, and accessible to all pricing professionals.
In this webinar you will learn why the world's most successful brands rely on Conjoint Analysis when making key decisions, and why they trust EPIC Conjoint to conduct their B2C and B2B conjoint surveys.
Specifically, you will find out:
  • What it takes to conduct a Conjoint Survey
  • The agile three step process to conduct a powerful Conjoint Survey
  • Which impactful Customer Insights you can generate within days
  • How AI-powered Simulators help to eliminate the Pricing guesswork
  • Best practices by leading global brands
  • Q&A
The Secret's Out: The Impact of Net Price Transparency

The Secret's Out: The Impact of Net Price Transparency

Members / VLT Subscription Only
Alan Crowther - General Manager Global Pricing Access and digital solutions - EVERSANA; Ed Corbett- Head of EMEA - EVERSANA Management Consulting
In this webinar we will discuss:
  • Situation: What's the current landscape of net price transparency? 
  • Implications: How are the changes going to impact current products and future product launches?
  • Actions: What actions do firms need to take from auditing current pricing strategies? What changes need to happen to global price governance and overall negotiating strategies? 
Get to know the training: Effective Channel Pricing

Get to know the training: Effective Channel Pricing

Free Video
Ian Tidswell, Founder, Een Consulting
Join our webinar to find out more about Effective Channel Pricing and what you can learn in the EPP 'Effective Channel Pricing' Virtual Live Program with Ian Tidswell. For most B2B companies, channel partners can feel like a necessary evil, one that adds sales, but also adds complexity and risk. Done wrong, channel pricing can drive price erosion, reduce profits, remove end-customer intimacy, and create endless sales headaches. It doesn't have to be like this. In this webinar we'll review the key steps to designing and executing robust channel pricing
  • Defining realistic outcomes and metrics
  • Understanding value to end-customers, and how different channel partners add value to end-customers and to you
  • Designing channel incentives: using all the levers to get them 'just right' for each channel segment and product category
  • Setting up to execute flawlessly while reacting to disruptions
  • Real-world examples of great channel pricing
How to Determine Price and Global Launch Sequence in a Post-COVID World

How to Determine Price and Global Launch Sequence in a Post-COVID World

Members / VLT Subscription Only
Alan Crowther - General Manager Global Pricing Access and digital solutions - EVERSANA; Ed Corbett- Head of EMEA - EVERSANA Management Consulting
Join this webinar to learn about:
  • Overview of changes to come in Europe, the Americas and Asia in 2021.
  • Key overall trends in International Reference Pricing (in particular, trends in emerging markets and comparisons to other policy tools in use).
  • The impact of the U.S. election and U.S. announcement on “Most-Favored Nation” reference pricing.
  • The future of launch sequence and reference pricing if the EU pushes towards accelerated access across Europe.
  • Summary of what's next for pharma.
AI for Dynamic Pricing : Real use case beyond the hype !

AI for Dynamic Pricing : Real use case beyond the hype !

Members / VLT Subscription Only
Olivier Cognet, CEO, Predictive Layer
This webinar discusses:
  • Optimize multidimensional list prices, adjust channel discounts, manage special prices
  • Automatically leverage all your internal and external data for actionable pricing insights
  • Use steering levers to maximize value or share gains
How to achieve a cutting edge for your service-, solution- and product business by AI-based pricing

How to achieve a cutting edge for your service-, solution- and product business by AI-based pricing

Members / VLT Subscription Only
Thorsten Lips; Dr. Dietmar Voggenreiter; Benjamin Schwarzer (M.Sc.)
In this webinar you will learn about:
  • Proven levers for AI-based pricing in B2B
  • Case study 1: AI-based pricing in practice at a global technology group (for products, solutions and service business)
  • Case study 2: AI-based pricing at Automotive OEMs for profit optimization while meeting CO2 emission targets
  • Critical success factors for AI-based pricing projects in B2B
Achieve Price and Access Launch Excellence in a Disrupted World

Achieve Price and Access Launch Excellence in a Disrupted World

Members / VLT Subscription Only
Alan Crowther - General Manager Global Pricing Access and digital solutions - EVERSANA; Ed Corbett- Head of EMEA - EVERSANA Management Consulting
In the post-COVID-19 path to recovery and a newly reshaping U.S. market, pharmaceutical leaders have to increase their focus on managing price and access risks. For those who launch new products, the traditional landscape is being disrupted, and a “new normal” of increased pressures and a more rapid pace redefines “launch excellence.” This webinar presented by Ed Corbett, Head of EMEA, EVERSANA MANAGEMENT CONSULTING, and Alan Crowther, General Manager, Global Pricing & Access, EVERSANA, will feature a discussion about:
  • Understanding the post-COVID-19 and post-U.S. election global price and access landscape.
  • What the risks are and how the traditional price and access launch landscape is changing.
  • How to upgrade your forecasting capabilities to Pricing
  • How payor and HTA policy and reimbursement trends are likely to change or accelerate as a result of this.
  • Tools for modeling price and access uncertainty in this new landscape.
The 5 Blokcer to Achieving Exceptional Outcomes

The 5 Blokcer to Achieving Exceptional Outcomes

Members / VLT Subscription Only
Even with 20 years of pricing implementation experience for over 365 customers (49 of which make up the Fortune 500) Vendavo knew it could do better... Our CEO asked the question, “How can our customers’ consistently get better outcomes?” An exhaustive internal audit of 227 customer implementations and their long-term financial results revealed 5 systematic blockers to realizing the transformational potential of commercial excellence initiatives. No matter what your commercial strategy may be, you will gain actionable insight into how you might do better, where to get more from your current setup or what to start thinking about during the buying process. By the way, technology is NOT the answer. Nor is it about dynamic, elastic or value-based pricing methodologies. This webinar will discuss:
  • The 5 blockers to business transformation for commercial excellence initiatives
  • A playbook to transform the pricing function
  • 2 customer examples that provide a roadmap to success
How Pricing can mame or break your NPD Launch

How Pricing can mame or break your NPD Launch

Members / VLT Subscription Only
Whether you are adding to an existing line or launching in an entirely new category, pricing plays a major role in your product’s success. This webinar will examine the different pricing requirements for new product development, revenue, profitability, and market volume performance after the launch. We will also answer your general pricing questions, covering the following topics:
  • Selecting new product pricing that maximises revenue
  • Avoiding product cannibalisation
  • Differences in price sensitivity by SKU/brand
  • Price barriers, including budget and psychological pricing constraints
  • Differences in behaviour by type of consumer (users vs. considerers)
Digital Transformation and Pricing

Digital Transformation and Pricing

Members / VLT Subscription Only
Chapters:
  • Digital Transformation: Overview and stages
  • Digital business models (Marketplaces, Platforms, Ecosystems)
  • Digital revenue models
  • Overview: The digitalized pricing process: “7 C of Digital Pricing”.
  • Innovative price models
  • The digital pricing process and pricing psychology
Finding & Fixing Margin Leakage in Customer - Specific Pricing

Finding & Fixing Margin Leakage in Customer - Specific Pricing

Members / VLT Subscription Only
Brooks Hamilton - Vice President of Serivces - Zilliant
In this webinar, Zilliant Vice President of Services Brooks Hamilton, will delve into customer-specific pricing: what it is, how it’s expressed in the business, and surprising reimagined approaches to achieve major margin improvements. Register and join us for an informative session on what it takes in terms of methodology, tools, process and communication to set and update customer-specific pricing that retains a healthy margin and satisfies customers.
Subscription and Usage Based Pricing

Subscription and Usage Based Pricing

Members / VLT Subscription Only
Kristof Mantels & Maarten Moreels - Monitor Deloitte
Subscription and usage based pricing webinar
  • Trends of subscription-based pricing across industries and its proven track record
  • Advantages of subscription-based pricing models for sellers and customers
  • Subscription-based pricing as a response to COVID-19
  • Concrete recommendations on how to shift to subscription-based pricing in the short-term
  • Hands-on demo showcasing the required technology that accommodates automated subscription-based selling and billing
Dynamic Pricing Strategies: Boosting Consumer Perception and Business Profitability

Dynamic Pricing Strategies: Boosting Consumer Perception and Business Profitability

Members / VLT Subscription Only
Estefania C. Navas - Content Specialist - Netrivals & David Closa - Acquisition Specialist -Netrivals
E-commerce businesses find it hard to keep up with constant price changes in a scenario that is dominated by very competitive players. And there’s an additional concern at this point: How to keep up with price changes without losing profit margins on the way? This webinar is aimed at businesses who wish to learn more on Dynamic Pricing Strategies to help them make the most of their pricing and strategic product decisions.
Price modes: Setting a Standard & Updating Lists

Price modes: Setting a Standard & Updating Lists

Members / VLT Subscription Only
Brooks Hamilton - Vice President of Services - Zilliant
Pricing practitioners often fall prey to the curse of internal knowledge within an organization. It can be difficult to glean best practices when the terminology you use to describe what’s happening in your organization doesn’t map to outside solutions.

In this webinar, Zilliant Vice President of Services Brooks Hamilton will detail the four major pricing modes: List Prices, Matrix Pricing, Customer-Specific Agreements, and Spot Pricing.

This exercise is designed to establish a baseline terminology from which attendees can connect their specific pricing problems to the best way to solve them. We’ll detail the primary challenges in each mode, help prioritize which to pursue first, and discuss exactly how to do so. It will help you see your organization in a new light.
Virtual Salesforce

Virtual Salesforce

Members / VLT Subscription Only
Maarten Moreels - Director & Jan Bracke - Senior Manager - Monitor Deloitte
This webinar will help you to understand:
  • How to sell successfully during the corona period: From a pricing point of view (e.g. which pricing tactics to follow?) and From a sales point of view (e.g. how to hold virtual sales meetings, which customers to focus on?)
  • How to switch your organization focus from Revenues to Profitable Revenues
  • How to manage your salesforce virtually and foster team spirit?
  • How to prepare the post-corona era?
Pricing for digital channels in the covid-19 outbreak

Pricing for digital channels in the covid-19 outbreak

Members / VLT Subscription Only
Craig Zawada - Chief Visionary Officer - PROS & Pol Vanaerde - Founder & President - EPP
In this webinar, Pol Vanaerde - Founder of EPP Pricing Platform will discuss together with Craig Zawada, the Chief Visionary Officer at PROS and author of the Price Advantage, on how the COVID-19 outbreak has accelerated the shift to digital selling and how pricing teams need to support this. You’ll hear Craig’s perspective on why businesses have been hesitant to offer realistic prices for online channels.
Fighting back COVID19 with Pricing & Revenue Management

Fighting back COVID19 with Pricing & Revenue Management

Members / VLT Subscription Only
Dr. Manu Carricano - Founder TheTopLineLab & Director Institute for Data-Driven Decisions ESADE Business School
Covid19 is generating an unprecendented demand crisis. Exec Committees are under pressure to design and implement robust contingency plans. How can Pricing & Revenue Management help in this new scenario?
  • How to quickly pivot in a demand crisis scenario
  • How to surgically spot pricing and commercial opportunities
  • How to upgrade your forecasting capabilities to Pricing
  • How to switch your organization focus from Revenues to Profitable Revenues
  • What is the ideal response based on your current maturity level
Everything you need to know about the Certified Pricing Manager Programme

Everything you need to know about the Certified Pricing Manager Programme

Free Video
Pol Vanaerde - Founder & President - EPP
Everything you need to know about the Certified Pricing Manager Programme with Q&A.
Impact of Brexit on the public procurement for the lifesciences industry

Impact of Brexit on the public procurement for the lifesciences industry

Members / VLT Subscription Only
Luca Morreale - Head Operations - BASE Lifescience & Ruven Remo Eul - Sr. Principal, Global Pricing & Tender Management - IQVIA
With the Brexit being a sealed deal now, what are the latest news and trends we see in public procurement in Europe and in the UK. Furthermore, we want to explore what are the potential implications for the Life Sciences industry and especially on tendering to identify what manufacturers should think about and act to upon to prepare for the future.
Les Fondations du Pricing et du Revenue Management

Les Fondations du Pricing et du Revenue Management

Members / VLT Subscription Only
Jessica Fradier - Partner - TheTopLineLab
La tarification est probablement l'un des leviers commerciaux les plus gratifiants, mais cela reste aussi un domaine très complexe. Cette formation sur deux jours est conçue pour vous fournir des recettes uniques pour le déploiement d'une tarification moderne au sein des organisations. Apprenez les techniques pour capturer pleinement la valeur réelle de vos initiatives en tarification, savoir comment isoler ce qui est vraiment pertinent et comment lier la stratégie à l'exécution tout en restant concentré sur des actions pragmatiques et opérationnelles.
Digital Transformation and Pricing

Digital Transformation and Pricing

Members / VLT Subscription Only
Frank Frohmann - Business Development Manager Pricing - Vistex
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)
Find out more about the Certified Pricing Manager Pharma Programme

Find out more about the Certified Pricing Manager Pharma Programme

Free Video
Paolo Correale - Principal - Bionexa
Learn more about the Certified Pricing Manager Pharma Programme.
How to tackle shortfalls in Revenue Management & Profit Optimization

How to tackle shortfalls in Revenue Management & Profit Optimization

Members / VLT Subscription Only
Alejandra Garitonandia - Business Development Manager - Vistex
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
Pricing Trends, Opportunities and Challenges within Professional Service Firms

Pricing Trends, Opportunities and Challenges within Professional Service Firms

Members / VLT Subscription Only
Stuart Dodds - Co-Founder - Positive Pricing
  • 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
From B2B to B2ME - Getting your data ready for the journey

From B2B to B2ME - Getting your data ready for the journey

Members / VLT Subscription Only
Timo Martis & Frederik Vielhaber - Principal Consultant & Senior Consultant - SPOSEA
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?
Keeping up with the reference pricing landscape & trends and the effects of the US's IPI

Keeping up with the reference pricing landscape & trends and the effects of the US's IPI

Members / VLT Subscription Only
Alan Crowther - General Manager - Eversana
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 Augmented Pricing Manager: How the coming of AI and automation changes the pricing discipline

The Augmented Pricing Manager: How the coming of AI and automation changes the pricing discipline

Members / VLT Subscription Only
Manu Carricano - Founder TheTopLineLab & Director Institute for Data-Driven Decisions ESADE Business School
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
 

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