MANAGING PROFITABLE GROWTH IN B2B:
PRICING AND SELLING BEST PRACTICES

Thursday 26th October 2023 | 09:00 - 14:00

Scandic Copenhagen, Vester Søgade 6, 1601, København V

Thursday 26th October 2023 | 09:00 - 14:00
Scandic Copenhagen, Vester Søgade 6, 1601, København V

Rapidly changing markets and inflation rate volatility across the globe is creating high price pressure on B2B organisations and eating away into their profits. In such geopolitical and economic conditions, how can businesses not only protect their margins and mitigate risks but also maintain or drive profitable growth?

To stay ahead of the market volatility, business need solutions which will give them a higher level of precision and speed to optimise cost, price, and revenue based on real-time data across all customer channels.

Join this Food for Thought event for an interactive discussion with other pricing and revenue optimisation specialists and learn about best practices and technology solutions from renowned pricing expert Dr Danilo Zatta and PROS customer, Borg Automotive.

Topics for discussion will include:
  • The different challenges faced through B2B supply chains
  •  How to stay competitive in the face of high market volatility
  •  How to react to new situations (inflation, energy crisis, impending recession) thanks to technology
  •  Simple actions that businesses can take now to improve performance
  •  Solutions to future-proofing your profit margins and revenue growth
  •  Case Study presentation from a PROS customer, Borg Automotive on how they are leveraging pricing technology to enable profitable growth

Agenda:

09:00 – 09:30 Welcome coffee
09:30 – 10:00
Introductions
10:00 – 10:30
Borg Automotive case study
10:30 – 11:00 How to boost profits with innovative pricing models
11:00 – 12:00
 Panel discussion:
Market situation, current challenges and impact on businesses profitability,
technology and best practices
12:00 – 14:00 Time for lunch, networking, in-depth conversations with our hosts and 1:1 discussions

Speakers

Dr Danilo Zatta, PhD
Partner and Head of Pricing and Topline Strategies at Valcon

Dr. Danilo Zatta is a leading expert in topline growth. He specialized in profit improvement on the revenue side, with extensive experience in pricing. Dan has conducted hundreds of projects both in Europe and globally for large corporations as well as for medium-sized companies and PEs in numerous sectors. He was thus able to develop strong expertise in strategies, sales and pricing excellence programs, M&A and post-merger integration, pricing processes, as well as business and revenue models. He has published over 20 books on topics including corporate strategies and pricing as well as many articles in various countries. He is a regular speaker and chairman at events, forums and leading business schools.

Nick Boyer has more than 15 years of experience in pricing, commercial excellence and project delivery. At PROS, Nick is responsible for advising prospects and customers on a variety of business challenges. He has been with PROS for 11 years and played a lead role in implementations in Chemicals, Distribution, Manufacturing and Aftermarket parts. Before joining PROS Nick has held various leadership roles implementing ERP, CRM and Pricing solutions with Saint-Gobain, Tarmac and Boots. Nick holds a degree in Computer Science (BSc) and is a Chartered Accountant (ACA) and Prince2 Practitioner.

Nick Boyer
Director Strategic Consulting, PROS 

Nick has more than 15 years of experience helping companies on their journey towards commercial excellence. He has helped a variety of companies generate an amazing ROI by transforming their pricing and commercial processes, including in Chemicals, Oil & Gas, Technology, Food, Industrial Manufacturing, Services and Distribution, Nick is a regular speaker at pricing conferences and events throughout Europe. Reach Nick at [email protected].

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Tue S Larsson
Pricing Manager at BORG Automotive Group

Tue Larsson currently holds the position of Pricing manager, leading the Price Management Department at BORG Automotive Group, a dynamic and expanding automotive remanufacturing organization. In this capacity, Tue Larsson has been at the forefront of catalyzing a digital transformation in pricing strategies across the group, concurrently offering valuable insights and strategic support to the company's commercial operations. Tue Larsson brings to the table a solid academic foundation from Aarhus University, Denmark. He has earned a Bachelor's degree in Economics, complemented by a Master's degree in Business Innovation & Marketing, with a specialized focus on digital transformation strategies.

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About PROS
PROS Holdings, Inc. (NYSE: PRO) is your company’s best-kept secret for profitable growth. Viewed as a market-leader by both Gartner and IDC for its CPQ and price optimization capabilities, PROS advanced AI delivers results to the world’s top brands including Cargill, Etihad, Honeywell, HP, Lenovo, Lufthansa, Siemens and more. With more than 30 million AI models, PROS award winning AI is the driving force in processing more than 2 trillion transactions per year. PROS customers report up to 96% efficiency gain, up to 5% margin improvement and up to 20% revenue lift, according to a recent ROI study. To learn more, visit www.pros.com.

About Valcon

Valcon delivers sustainable transformation combining technology, data and consulting. Making sure companies are in their best possible shape – fit for the future – is the core of what we do. We spot opportunities and help bring them to life. We are thorough, fast and collaborative in everything we do. From strategy to implementation. From the boardroom to the shop floor. We’re a no-nonsense consultancy. A ‘what you see, is what you get’ consultancy.

Valcon is a European consulting, technology and data company with 1,750+ highly skilled professionals with diverse backgrounds. We deliver end-to-end solutions to our clients in a broad range of industries and countries and take pride in long client relationships. Get to know us better, visit our website www.valcon.com.

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