Vendavo Commercial Excellence Month LIVE
Join Stephan Liozu, Bruno Slosse, and Mitch Lee for a presentation on pricing for the C-Suite. More effective management of pricing usually is the biggest profitability lever available to corporations. Yet, senior executives often cannot manage pricing effectively because they encounter five common obstacles.
First, they lack visibility into actual pricing performance and the analytics to identify issues and opportunities. Second, their organization is unable to implement pricing decisions quickly and consistently. Third, the pricing approval process takes too long and is inconsistent, leading to lost business. Fourth, their sales organization lacks the process and tools to limit margin leakage. Fifth, they lack the process and tools to optimize pricing for individual customers and products.
Technology can be the catalyst that enables senior executives to achieve higher profitability through more effective management of their organization’s pricing.
Stephan M. Liozu is Chief Value Officer of the Thales Group. He is also an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. Stephan holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management from Toulouse School of Management (2005), and an MBA in Marketing from Cleveland States University (1991). He is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, and a Strategyzer certified Business Model Innovation Coach. Over the past few years, Stephan published academic articles in the Journal of Revenue & Pricing Management, Business Horizons, MIT Sloan Management Review, and Industrial Marketing Management. He has also written many articles on strategic pricing issues for the Journal of Professional Pricing. He authored four books, Monetizing Data (2018), Value Mindset, (2017), Dollarizing Differentiation Value (2016), The Pricing Journey (2015) and Pricing and Human Capital (2015). He also co-edited four books, Pricing Strategy Implementation – Translating Pricing Strategy into Results (2019), Innovation in Pricing – Contemporary Theories and Best Practices (2012) and The ROI of Pricing (2014), and Pricing and the Salesforce (2015). Stephan sits on the Advisory Board of Professional Pricing Society and LeveragePoint Innovation.