If Prices Could Talk

In this episode, Nick Moscaritolo from Platte River Equity joins Jeet Mukherjee, Pete Morelli, and Tracy Dent from Holden Advisors. From price-setting challenges to tactics for achieving impactful price-getting, the episode covers firsthand experiences driving transformation in portfolio companies.

Join us with Steve Pierson, VP Global Pricing at Zimmer Biomet, and Patrick McCullough and Tracy Dent from Holden Advisors for an episode on pricing and sales in medtech and medical devices. This episode covers approaches to price execution, the strategic shift to value-based selling, and navigating tough negotiations with procurement.

Steve Schulz, EVP of Product Management at Informative Research, joins Brian Doyle, Pete Morelli, and Tracy Dent from the Holden Advisors team on this week’s roundtable. This episode covers stories from high-stakes negotiations with Fortune 100 companies, pricing for tech-driven solutions, and strategies for growth through co-innovating with clients.

In this episode, we sit down with with Brian Mackerer, VP of North America at Craft as he shares about his experiences building and growing go-to-market teams. We talk about the importance of aligning pricing strategies with customer value, the benefits of a relationship-driven sales approach, and the challenges of managing margins in B2B SaaS models.

More about Craft: https://global.craft.co

Debriefing private equity’s partial ownership of NFL teams, the strategy behind Nike’s Q2 results and brand unraveling, Walmart’s new era of digital shelves, and the future of the paper towels vertical after decades of toilet paper shrinkflation.

In this episode, we discuss Netflix's expansion plans, the merger between Six Flags and Cedar Fair, and the acquisition of Neiman Marcus by Saks. We also unpack the role of generative AI in future supplier negotiations and recent pilots with MIT, Walmart, and Amazon.

Sellers are often faced with tough buyers who try to bully them into lower prices by claiming the product is a commodity. In this video, we discuss the tactics used to trick sellers into undercutting value, ways to identify a buyer who is playing poker, and how to differentiate in a commodity market to defend prices in your next negotiation.

Barrett Thompson, VP of Customer and Industry Relations at Zilliant joins us on this week's podcast to discuss CPQ (Configure, Price, Quote) shortcomings and ways to keep pricing strategies fresh. We also discuss ways to slash quoting cycle times and drive win rates by identifying and eliminating inefficiencies in the buying cycle.

Zilliant helps companies put pricing at the heart of their business by managing the entire pricing lifecycle with leading CPQ, price management & optimization, and Revenue Intelligence applications.

Scott Sargis, Managing Director at IEC Partners, joins Jeet Mukherjee and Tracy Dent from Holden Advisors for a discussion about how to build pricing power when entering new markets. Topics include building trust and credibility, ensuring product differentiation, and ways to build an ecosystem to drive initial growth.

In this roundtable we’re joined by Pete Eppele, Chief Product Officer at Rollick and Rich Flati, Senior Customer Program Manager at Pricefx, with Jeet Mukherjee and Tracy Dent from Holden Advisors. Our discussion covers the evolution of pricing over the years, ways to keep it simple, and how to partner with sales to impact enterprise growth and pricing power.