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Pricing Analytics

Pricing Analytics

Overview

With annual organic growth for consumer products companies hovering around two percent, market leaders are approaching new ways of driving performance through an integrated approach to pricing planning, collaborating, and execution.

Pricing Analytics is a two-day program focused on teaching executives how to use business analytics to understand your customers and determine the right prices and products to target them.  Participants will learn how to develop this as a key business capability and understand why pricing analytics needs to be incorporated into an effective business process and linked to corporate strategy in order to be effective.

For a complete program schedule download the agenda.

Please Contact Us

Please contact our Learning Solutions Specialists at 212-854-3395 for a personal conversation to learn more.

Benefits

While a portion of this program will be dedicated to developing understanding of the core models and methods behind pricing analytics, the primary focus includes:

  • Gaining intuition on how analytics can be used to support better pricing and promotions decisions
  • Understanding how pricing analytics should be employed within an organization
  • Learning how the insights from analytics can be translated into action
  • Developing tactics to measure the benefits


Summary

  • Learn new approaches, methodologies, frameworks and perspectives to enable your firm to better link pricing and promotion decisions to strategy and execution
  • Bridge leading academic work with practical commercial advances into a roadmap for enhanced impact.
  • Apply analytics to pricing, sales, and marketing in an integrated way

Upon completion of this program, you will earn two days towards a Certificate in Business Excellence. Learn more.

Curriculum

Sample Sessions


Supporting better pricing and promotions decisions with analytics

  • Theory of price analytics
  • Micro-economic heritage
  • Empirical “truths” / econometric development
  • Available techniques and latest developments


Employing pricing analytics within an organization

  • What to use and when
  • Building an intelligent revenue growth strategy
  • Best practices for internal engagement
  • Navigating, interpreting, and validating results
  • Bringing insight to life


Translating insights from analytics into action

  • Driving a culture of inquiry and acceptance
  • Solutions for accessibility and enablement
  • Performance management & compliance monitoring
  • Developing a program that support course corrections in a dynamic marketplace


Measuring the benefits

  • Measuring value & contribution of price analytics
  • Price impact on brand equity
  • Case studies illuminating businesses that leveraged price analytic programs to drive growth

For a complete program schedule download the agenda.

Audience & Testimonials

Pricing Analytics is designed for executives involved in pricing who want to better understand how analytics can be used to make pricing decisions. The program focuses mainly on techniques related to B2C pricing. Consumer Packaged Goods (CPG) and retail managers are also invited to learn the fundamentals of pricing and how to harness data to improve profitability.

Alumni and up to four of their colleagues are eligible for a 25 percent tuition benefit for programs lasting up to seven days. More on the Alumni Tuition Benefit.

 
What recent participants say about Pricing Analytics:

"Really enjoyed the program and look forward to future sessions."  – Bob Obrovac, Manager, Trade Strategy, JM Smucker

Faculty

Robert L. Phillips, Faculty Director
Professor of Professional Practice, Decision, Risk, and Operations
Director of the Center for Pricing and Revenue Management

Before joining the Columbia Business School faculty in 2009, Robert L. Phillips spent 25 years as a consultant and an executive manager in several analysis-based companies. He served as the chief executive officer of Decision Focus Incorporated, a quantitative consulting firm, and was a founder and first chief executive officer of Talus Solutions, at the time the largest price-optimization software company in the world. Following the acquisition of Talus by Manugistics, Phillips served as the chief technology officer of Manugistics, a public supply-chain and enterprise optimization software company. He later founded and currently serves as a director at Nomis Solutions, the leading price and profitability management software provider for financial services companies.

Phillips’ research and teaching interests are in the area of predictive analytics and the use of quantitative methods to help businesses make more effective decisions. His recent research has focused on the ways in which businesses can use their pricing and product positioning to improve profit and create competitive advantage.

Along with Professor Phillips, additional Columbia Business School faculty contribute to and teach in the program.

 

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Earn Your Certificate

The Certificate in Business Excellence (CIBE) is awarded to participants who complete a total of 18 program days within a four-year period.

Learn more about the benefits of earning a CIBE.