If Prices Could Talk

If Prices Could Talk

By Holden AdvisorsBusiness
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If Prices Could Talk episodes

  • Ford vs Tesla price wars, Apple’s car business, and POTUS takes on shrinkflation

    Roundtable discussion on current business events with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

    The team talks about Apple's decision to abandon its self-driving car project, the price war sparked by Tesla's price cuts and Ford's response with a lower-priced Mustang Mach-E, and opinions on the general backlash against shrinkflation amongst growing food and retail companies.

    29 min
  • Profitable innovation with Adnan Akbari

    Join us for this episode with Adnan Akbari, Senior Director of Pricing, about innovation over time and how to navigate ongoing price changes.


    Topics include how to align product and pricing teams for fair pricing strategies, and success stories and strategies of increasing differential value.

    AGENDA TOPICS
    00:00 Introduction
    07:11 How to know if you’re under-monetized
    10:09 Ways to adjust pricing when product innovation is happening quickly
    12:22 When your pricing strategy can’t scale
    13:45 Changing pricing packaging by customer segment
    15:28 Working cross functionally for fair pricing aligned to value
    17:33 Nightmare scenario re: the last minute price increase
    20:07 Supporting the sales team

    22 min
  • Decoding AI's influence on buyer behavior with Rich Hanna, Professor of Practice

    A conversation with Rich Hanna, Professor of Practice at Babson College, with Jeet Mukherjee and Tracy Dent from Holden Advisors.

    In this episode, we discuss the future of the buyer’s decision cycle as AI evolves and companies are learning to shorten the sales process with technology once again. How might the future look for consumer decision-making?
    AGENDA TOPICS
    00:00 Introduction
    03:23 How digital marketing has evolved via technology
    08:30 How AI will impact consumers’ decision-making
    13:36 What to do when an AI engine becomes the biggest influencer on the buyer
    15:59 How to prevent AI from turning your buyers into price-shoppers
    23:59 The future of decision-making and shortening the sales cycle
    27:51 How companies can evolve to better track and meet customer needs

    33 min
  • Apple’s $3499 Vision Pro and Boeing's negotiations with the Air Force

    The team discusses the pricing and overall positioning for Apple’s Vision Pro, their competition with Meta, and new product pricing for big tech. We also discuss Boeing's public negotiations with the Air Force, strategy and roadblocks for each side, and what their approaches are telling us about the future.

    If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

    25 min
  • Emerson's hardware to software transformation with Debi Prickette

    Today's episode is with Debi Prickette, Director of Decision Support and Sales Analytics at Emerson, and Pete Morelli, Vice President at Holden Advisors about taking on the transformation to SaaS pricing. Topics include the approach, process, and results of a recent initiative with Emerson to transition to a software-first business model.


    Emerson is the global technology, software and engineering powerhouse driving innovation that makes the world healthier, safer, smarter and more sustainable.

    AGENDA TOPICS
    0:10 Introductions
    01:18 Impetus for the Emerson project
    04:04 Why companies transition to a software model
    15:29 Understanding product value from the customer’s perspective
    22:52 Building momentum with early project wins
    29:24 Creating buy-in with the sales force
    32:05 Designing a continuous feedback loop
    34:10 Results to date and KPIs

    40 min

About If Prices Could Talk

From the publisher's feed

Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B.