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Navigating the Seas of Disruption to Achieve Profitable Growth: Part 3

The Science of Pricing

In the first two parts of our series -- “A Modern, Customer-Centric World” & “Leveraging Technology” -- industry thought leaders Paul St. Germain (formerly with IBM), author of the brand new NAW report “Facing the Forces of Change”, and PROS Chief Visionary Officer Craig Zawada explored the disruptive forces causing distributors to re-think and re-develop their approach to growth today (If you missed them, please see the on-demand versions of our previous sessions Part 1 & Part 2).

In this third and final part of the series, we will discuss advances in modern commerce including data collection and pricing science. The trend developed in B2C sales is now available for B2B allowing you to identify buying patterns that deliver greater precision and confidence when selling to customers. 

Learn how to:

  • Drive personalized offers that close deals with terms that satisfy both buyer and seller.
  • Accelerate deals, increase win rates and improve customer satisfaction and loyalty.
  • Synchronize your pricing strategies across channels in real time and present the right price to the right customer at the right time.

View the slides

About the Speakers 


Craig Zawada, Chief Visionary Officer, PROS, Inc.

Craig Zawada is responsible for creating the vision for how PROS uses data and technology to help companies drive their business strategy. A widely published author, Zawada is perhaps best well known for co-authoring “The Price Advantage,” which has been recognized as one of the most pragmatic books available on pricing strategy. Prior to joining PROS, he was a partner and leader in the Marketing & Sales Practice at McKinsey & Company.


Paul St. Germaine (formerly with IBM) 

While working for IBM, Paul was responsible for managing IBM’s business and strategic initiatives within the global wholesale distribution industry. He researched critical issues and trends, developed IBM’s point of view on industry imperatives; guided IBM’s industry offerings and solutions; and engaged with wholesale distribution executives to help them transform their organizations.

During his more than 35 years with IBM, Paul spent the last 20 years working directly with wholesaler-distributors to determine the opportunities, challenges, and risks associated with implementing supply chain and business solutions. In addition to serving as lead researcher and author of Facing the Forces of Change®: Navigating the Seas of Disruption in collaboration with the NAW Institute for Distribution Excellence, Paul assisted in the creation of Facing the Forces of Change®: Reimagining Distribution in a Connected World, published in November 2013, and Facing the Forces of Change®: Decisive Actions for an Uncertainty Economy, published in November 2010.