8th EPP LIFE SCIENCES FORUM - October 2018- Montreux (Switzerland)

8th EPP LIFE SCIENCES FORUM - October 2018- Montreux (Switzerland)

This book focuses on the topics of data monetization and of the value-based pricing of data-driven offers. The authors introduces a newly-developed practical data monetization roadmap that can be used by digital project teams, incubators, and digital factories to better frame their offers and to apply the principles of value-based pricing. They present options in digital pricing models and practical guidelines on how to deploy them.

Readers will learn:

1. The various monetization and value creation models for data-enabled offers
2. The 8 steps of the data monetization framework
3. The best practices in designing differentiated data-enabled offers
4. The value-based pricing of data and options in digital pricing models
5. Business model implications of switching from ownership to consumption model

https://www.amazon.com/Monetizing-Data-Practical-Roadmap-Framing/dp/1945815043 

Without a doubt, the health care sector is in full evolution. New, but often expensive, technologies and medications give patients access to unseen quality of care.
This, however, puts a growing pressure on the sustainability of today’s health care systems, as demographics and an increased life expectancy drive higher health care consumption. One of the main challenges for the future is maintaining the difficult and delicate balance between costs and quality.

It can be of no surprise that Value-based Healthcare (VBH), where patient and treatment results are measured against the cost of care, is and will stay high on the agenda. It seems that Value-based Procurement (VBP) – a concept used for the implementation of ‘value’ thinking in the procurement process - has become its equally fashionable partner.   It is in this context that Deloitte conducted an international survey on Value-based procurement, using a methodology of qualitative interviews with key stakeholders involved in the sourcing process at the health care providers. The objective was to get insight into to what extent Value-based procurement has already been implemented, how it is done and the difficulties encountered in the implementation process. 

Source : Monitor Deloitte

Edition 3/2018 : Biosimilar pricing in Europe

When a biosimilar enters the market, the reference drug tends to drop in price in the face of competition, whether through internal or external reference pricing or health technology assessment. Janssen’s Remicade (infliximab) serves as the vessel for this exploration into the ways in which European Union Member States, particularly the EU5, have managed the pricing of biosimilars. Germany and the United Kingdom allow free pricing of biosimilars, albeit discounts are expected, whereas France is keen on mandated price cuts and Italy utilizes reference pricing; these procedures serve as a microcosmic representation of biosimilar pricing schemes among Member States.

The EPP® Thought Leadership Series provide insights from pricing leaders around the globe. When a new insight breaks, these pricing leaders already think of the unanswered questions and the story behind the story.  These people want to inspire you to act - to take the next step in your journey. With these series, we help to take the right actions.

Every business owner is haunted by this fundamental question. Expert pricing strategist Mark Stiving draws upon more than 15 years of experience in profitable pricing and delivers a practical plan to help you confidently answer.  Stiving breaks down critical pricing concepts and provides the blueprint to integrate proven pricing strategies into your growth plans.  Following in the footsteps of sited examples including Apple, BMW, McDonalds, Mercedes, and other market leaders, learn how to create a powerful price strategy that does more than cover costs.

Learn how to:
•Set prices that drive your market position
•Correctly use costs to make profitable pricing decisions
•Implement value-based pricing to charge what customers are willing to pay 
•Use price segmentation to leverage value and capture new business
•Cash-in on complementary products and product versions with portfolio pricing
•Prepare for changing conditions pricing strategically now

https://www.amazon.com/Impact-Pricing-Blueprint-Driving-Profits/dp/1599184311/ref=sr_1_cc_1?s=aps&ie=UTF8&qid=1534837576&sr=1-1-catcorr&keywords=Impact+Pricing%3A+Your+Blueprint+for+Driving+Profits 

In the digital enterprise, pricing has become a more strategic—and complex—discipline for CMOs and other business leaders. And according to Monitor Deloitte, one of our main partners at the upcoming EPP European & Global Pricing Forum, six trends in particular are changing the way companies can both create and capture value.

Compared with other industries, chemical companies have underdeveloped pricing capabilities. They are less confident in their pricing decisions and less likely to raise prices regularly. Chemical companies can improve pricing capabilities by understanding the customer’s business better and the role of their products in it, so they can price according to value rather than on a cost-plus basis. Most will also need to become more nimble, so they can respond to market fluctuations and opportunities with dynamic pricing. Many chemical companies will also need to revise their sales incentives, to encourage profitable deals rather than rewarding mere volume sales.

Focusing on value, dynamic pricing and proper sales incentives can help companies preserve margins.

Source : Bain - David Burns and David Schottland

Edition 2/2018 : Applying the power of AI to dynamic pricing

The recent advances in Artificial Intelligence (AI) have spread to many areas and processes. Pricing is one area where AI is enabling companies to considerably increase their profits and margins. Dynamic pricing, in particular, is a new source of profitability for companies, which is enabled by the formidable advances in technology In this EPP Thought Leadership Series, we take a look at what are AI and dynamic pricing, and present a successful case study to help
you reflect on if and how Dynamic Pricing makes sense in your business, and what can be the steps to implement a Dynamic Pricing strategy within your company.

The EPP® Thought Leadership Series provide insights from pricing leaders around the globe. When a new insight breaks, these pricing leaders already think of the unanswered questions and the story behind the story.  These people want to inspire you to act - to take the next step in your journey. With these series, we help to take the right actions.