Wednesday, September 10, 2014

PPS Celebrates Brazil!

The Professional Pricing Society Celebrates 140 Attendees At The Inaugural Latin America Workshops & Conference in São Paulo, Brazil.

Commemorating a quarter of a century, PPS now turns its eyes to its upcoming 25th Annual Fall Workshops & Conference in Las Vegas, Nevada.

Marietta, GA (PRWEB) September 08, 2014
The Professional Pricing Society (PPS) announced today the successful expansion of its conferences into the emerging market of Latin America. The Inaugural Latin America Workshops & Conference successfully debuted in São Paulo, Brazil, on August 27-28, 2014 to complete PPS’ vision of bringing pricing and revenue management excellence to four continents.
Of the company’s newest debut, President Kevin Mitchell said, “This is such an exciting time for PPS. Hosting this historic event in São Paulo where the business community is growing and thriving has been remarkable! We are very pleased with the response and turn-out for this conference, and we’re looking forward to many more successful years ahead in Latin America.”
PPS is also proudly celebrating a quarter of a century hosting global pricing and revenue management workshops and conferences. This year, the 25th Annual Fall Pricing Workshops & Conference will take place in Las Vegas, Nevada on October 21-24, 2014. Executives and business professionals’ alike look forward to two full days of insightful educational workshops, and engagement with the industry’s most experienced pricing, revenue management, and profit optimization practitioners. This conference also features an exclusive pricing for the Executives Summit on October 22, 2014.
For more information, please visit us at:
About The Professional Pricing Society
The Professional Pricing Society (PPS), founded in 1984, is a member association comprised of thousands of business professionals and executives. The company provides best practices in pricing, revenue management, and profit optimization to professionals via educational materials, live, and online training. This industry-leading training helps organizations excel in their pricing, revenue management, and overall profitability.
Five global conferences are held annually on four continents, enabling thought leadership and state-of-the-art pricing knowledge to be shared. These exciting events are world renowned for tremendous networking opportunities, and the ability to interact with pricing subject matter experts from around the world.
PPS is also the only professional organization to offer a pricing certification, the Certified Pricing Professional (CPP) designation. This coveted certification rewards its achievers with a highly desired skill and uniquely profitable professional edge.
Interested In Keeping Up With PPS?
To learn more about the company and its services, please visit our home page and “About PPS”:

Friday, September 5, 2014

Value-based Pricing is More than a Pricing Strategy!

Guest Post by Stephan Liozu, PhD, CPP

Let me open this short essay with a very direct statement: value-based pricing is not just a pricing strategy. It is a go to market strategy. It is a customer-focused approach that touches segmentation, differentiation, communication and much more. Why am I making this statement? I have been working with many organizations and their pricing teams over the past few years as they are trying to design and execute value-based pricing strategies. Most of them are full of good intentions but are facing a lot of organizational resistance, strong silos, and roadblocks during the execution phase. At the heart of value-based pricing is a different value mindset that requires a strong alignment between all customer-focus functions: innovation, marketing, pricing, and sales.

This is why I am making this strong statement. Putting customer value at the center of your pricing models requires putting customer value at the center of your innovation, marketing and sales models as well. And it does start with the innovation process as your organization’s innovators create new pockets of customer value in the front-end of innovation. Value-based marketing and technical programs in turn articulate compelling value propositions and value messages to the market using the outcome of the innovation work and of the dollarization process. Pricing teams bring more science on how to measure and dollarize customer value as well as on how to deploy pricing tactics that will prevent leaving money on the table. Finally, sales organizations negotiate for value and enter into value conversations with customers.

In addition to deploying all four of these value-based processes, business professionals also need to make sure the three steps of the value management process are equally managed. First customer value is created or extracted. Then it needs to be measured using the EVE® process. Finally it needs to be captured during the commercial interactions. The measurement process is a must-do activity prior to deploying value-based tactics. Measuring is all about being in control. It is about measuring how much economic value a firm brings to its customers and how much is shared with them without leaving money on the table. It is all about not flying blind!

So you get it. Deploying value-based pricing as a pricing strategy will bring you good results. Doing it as a holistic value-based approach will bring great results. It will align your customer-focused processes and will help you with the transformation of your commercial culture. To help organizations and pricing teams operationalize value-pricing and the EVE® methodology, I have designed a unique workshop which will be held at the upcoming Professional Pricing Society conference in Las Vegas on 10/21/2014 ( This one-day workshop will cover four key blocks:

  1. Latest science on value-based pricing and the EVE® methodology
  2. Critical capabilities to execute value-based pricing and EVE®
  3. Operationalizing EVE® and customer value across all customer facing functions in the organization
  4. Creating a value culture to enable value-based strategies

Participants will be able to assess their capabilities with value-based pricing and EVE®, as well as their current value culture. They will receive specific tools and tips on how to execute value-based innovation, value-based marketing, and value selling programs so that value-based pricing activities can be fully leveraged. I hope you can join us.

Be bold! Join the customer value revolution!
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