Pricing Executives Recommend Engaging CFOs as Champions of Pricing and Profitability Initiatives
HOUSTON and LONDON, April 18, 2011 – PROS (NYSE: PRO), the world leader in business-to-business pricing and revenue management software, hosted its third European B2B Pricing Summit in Amsterdam, drawing praise from participants as a resounding success. Pricing executives, partners and prospects from organizations across Europe – representing chemical, electronics, pharmaceutical, telecommunications and industrial manufacturers and distributors – engaged in active dialogue and networking about how their companies’ best practices are increasing margins, market share and business agility in the midst of a difficult global economy.
The PROS theme – “Get in the Game” – highlighted the power of pricing, underscored in each of the presentations. The event afforded opportunities for collegial relationship building and networking, where executives shared experiences and learned from industry leaders about best practices and sustainability for their pricing initiatives.
“Our European Summit offered valuable and sustainable best practices and strategies that enable companies to use pricing as a key lever for building profitability and protecting corporate value,” said General Manager for PROS Europe Wagner Williams. “Equally as important, with the volatility in raw materials costs and the increasing speed of business, pricing excellence provides these organizations with strategic advantages that prepare them for the competitive pressures they’ve faced. They have been able to defend their businesses through their pricing initiatives, a fact echoed in every presentation.”
Featured speakers delivered remarks on best practices and trends from the organizations they represent:
- A global chemical company, represented by its leading pricing executive, provided insights into how his company identified profit leaks and began setting strong value- and market-oriented objectives toward their success goals.
- Through its pricing implementation, one of Europe’s largest food-service suppliers identified how his company moved from “challenged” to “confident” in the face of an evolving business landscape.
- A leader in SAP‘s Consulting Services organization discussed the convergence of pricing and CRM solutions for driving user adoption of pricing technology. In addition, he also provided a live demonstration of SAP CRM with integrated PROS analytics and deal quoting.
- Gartner Vice President of Research Michael Dunne sited a variety of pricing use-cases that show increases in profitability, growth and business agility, with reduced pricing volatility.
- A Deloitte executive covered personal experiences with CFO priorities and top concerns, and how pricing imperatives build bridges between finance and sales organizations.
- PROS Senior Vice President for Pricing Excellence Craig Zawada – an internationally recognized pricing expert – underscored how pricing provides sustainable access to account and transaction profitability, as well as individual salesperson performance, to meet an organization’s corporate goals.