Identifying and Managing Unprofitable Customers

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.

David Anderson is a Boston-based Business Consultant with Vendavo. He has spent the last 15 years working inside companies to advance their strategic pricing agendas. Dave is a manufacturing engineer by training (BS, MSE from Kettering, Purdue), has an MBA from Harvard Business School, and he has had the great privilege of learning pricing by working and interacting with many fantastic pricing experts over the course of his career.

Mitch is a Profit Evangelist at Vendavo with 25+ years of experience in the technical, operational, marketing, and commercial arenas of the chemical industry. Prior to Vendavo, Mitch was with BASF and Orica in product marketing and business management, driving operational optimization, pricing excellence, and margin improvement, as well as personal engagement in high value sales negotiations. Mitch also has deep experience with raw materials supplier portfolio management having negotiated large scale and long-term agreements with leading suppliers.

Dan has over 9 years of practical experience in pricing in both process industries and discreet manufacturing, including global pricing challenges while managing export pricing at Smurfit Mexico (now SmurfitKappa). In addition to pricing, Dan has lead lean manufacturing initiatives focusing on inventory rationalization and mill asset cash contribution per hour (CCH) improvements. Dan has an additional 7 years of enterprise software experience where he has worked with discrete manufacturers and their distributor networks, streamlining complex channel environments and most recently in enterprise price and margin management. Specific areas of pricing experience include best practices in rebate and discount management in complex channel environments, price optimization in configured products, transactional price optimization, and reducing channel pricing conflicts.

Frank Sohn is a Configuration, Price and Quoting Expert with 20+ years of experience. Frank founded Novus CPQ Consulting in 2015 and has worked in CPQ and Quote-to-Cash business and IT roles since 1996 with companies like Hewlett-Packard, Juniper Networks, PriceWaterhouseCoopers and Consulting Companies in Europe and the US.

Yesim Tabanoglu is responsible for driving Vendavo’s product innovation roadmap and user experience across our solutions. Yesim holds over 12 years of product management experience in high growth start-ups, delivering SaaS enterprise software solutions. Prior to joining Vendavo, Yesim served as VP of Product Management at Comprehend Systems where she was responsible for defining and delivering innovative solutions to increase speed and quality of clinical trials. While at Apttus, Yesim drove the roadmap across the CPQ, e-commerce, deal management and quote-to-cash intelligence product lines. Yesim also held product management and consulting positions in revenue management, price management and supply chain software companies including Model N, Vendavo, Valdero and i2. Yesim holds an MS in Management Information Systems from the University of Arizona, MBA from Bilkent University and BSc in Industrial Engineering from Bilkent University.

Joanne is former DuPont Corporate Head of Marketing and Pricing. She led the change management efforts that transformed DuPont from weak to outstanding pricing performance. During her career, she has also successfully led major change initiatives in marketing, customer loyalty and Six Sigma. Joanne now works with other companies to help them accelerate their pricing performance and competency.

Robert D. Smith is Director of Corporate Pricing for Eastman Chemical Company. He also serves as the leader of Eastman Chemical’s Pricing Council, a cross-business and functional team dedicated to improving margin performance and pricing processes. Since joining Eastman in 1978, Robert has served in a variety of roles, including manufacturing, research & development, purchasing, licensing, corporate development, and business management.

Susan Long is the Director of Commercial Operations for the Power & Water Solutions Business of Emerson Process Management, a global leader in providing advanced distributed process control systems and services to the power generation and water treatment industries. In this position, Susan has responsibility for global pricing and segmentation strategies, orders analysis, and contract negotiations along with a number of sales-related functions including demand planning and order entry.

Mitch is a Profit Evangelist at Vendavo with 25+ years of experience in the technical, operational, marketing, and commercial arenas of the chemical industry. Prior to Vendavo, Mitch was with BASF and Orica in product marketing and business management, driving operational optimization, pricing excellence, and margin improvement, as well as personal engagement in high value sales negotiations. Mitch also has deep experience with raw materials supplier portfolio management having negotiated large scale and long-term agreements with leading suppliers.

Identifying and Managing Unprofitable Customers

Access On-Demand Webcast

Mark Hunter, The Sales Hunter

What You Get:

Featured Speakers

Stephan M. Liozu

Chief Value Officer, Thales Group

Dave Anderson

Business Consulting, Vendavo

Mitch Lee

Profit Evangelist, Vendavo

Dan Bormolini

VP, BD & Customer Strategy, Vendavo

Frank Sohn

President & CEO, Novus CPQ

Yesim Tabanoglu

Vice President, Product Management, Vendavo

Joanne Smith, CPP

Author and President of Price to Profits Consulting

Robert Smith

Director of Corporate Pricing, Eastman

Susan Long

Director of Commercial Operations, Power & Water Solutions Business, Emerson

Mitch Lee

Profit Evangelist, Vendavo

Questions?

Speak with one of Vendavo’s friendly Solution Development Representatives: