Educational Webinars

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Educational webinars are FREE for EPP Prime Members.

The 5 Blokcer to Achieving Exceptional Outcomes

The 5 Blokcer to Achieving Exceptional Outcomes

Members 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 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 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 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 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 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 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 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 covd-19 outbreak

Pricing for digital channels in the covd-19 outbreak

Members 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 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 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 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 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 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 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 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 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 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