Podcasts about simon kucher partners

I'm thrilled to host Dr. Maxie Schmidt, a principal analyst at Forrester's Customer Experience Practice. Maxie is a global thought leader in CX measurement and value for customers, and she dives into the significance of customer value metrics. From how companies can effectively measure what their customers truly value, to the intricacies of trust and co-creation, Maxie offers unparalleled insights that are sure to challenge conventional thinking and provide actionable strategies for CX leaders. This conversation stands to be invaluable for anyone eager to foster stronger customer relationships and drive business success through customer-centric strategies. Why You Should Listen: Learn about innovative approaches to measuring customer value. Understand how to build trust and maintain customer loyalty. Discover ways to co-create value with your customers. Gain actionable insights from a leading expert to elevate your customer experience strategies. Key Questions: What are customer value metrics, and why has measuring them been a challenge for companies? Maxie provides a foundational understanding of customer value metrics and sheds light on common misconceptions in current measurement practices. Can you explain the concept of co-creation of value with customers and provide practical examples? Maxie explores the co-creation of value by using real-world scenarios, emphasizing the importance of customer engagement and mutual value generation. What specific steps can companies take to better measure the value that customers perceive they are getting? She discusses methodologies and strategies businesses can implement to accurately gauge the perceived value from the customer's perspective. Why is it crucial for companies to understand their role in the customer's value network, and how can they identify where they should play? Maxie elaborates on the need for companies to identify the right touchpoints in the customer journey, backed by examples like DBS and AARP, to ensure they are adding genuine value. Tune in to this episode for a transformative conversation that promises to enhance your approach to customer experience and business growth. Forrester Articles on Value: How we define value: https://www.forrester.com/blogs/value-for-customers-a-60-second-look-at-the-top-11-driver-categories/ https://www.forrester.com/blogs/three-truths-about-value-for-customers-hint-you-cannot-deliver-it/ Deeper dive into why companies cant “deliver” value: https://www.forrester.com/blogs/the-customer-is-neo-not-you/ And here a recent piece on journeys and value: https://www.forrester.com/blogs/energize-your-journey-portfolio-optimize-journey-value-for-customers-and-the-business/ Meet Maxie! Maxie Schmidt VP, Principal Analyst Forrester Dr. Maxie Schmidt is a principal analyst in Forrester's customer experience (CX) practice. She leads Forrester's research on CX measurement and value for customer. In her role, she advises leaders on how to build effective CX measurement programs, make the case for CX, and cocreate value with customers. Maxie is a frequent keynote speaker at conferences and leads CX workshops at events. Previous Work Experience Before joining Forrester, Dr. Schmidt was a management consultant at Simon-Kucher & Partners. She led global engagements with firms across industries to improve products and pricing and to design pricing processes and governance. Prior to that, Maxie was an assistant professor of services management at the School of Business in Ingolstadt, Germany. Education Maxie earned her doctorate and taught as the chair of service management at the School of Business in Ingolstadt, Germany. She was awarded an Emerald Literati Best Paper Award for research on the frustration that customers experience in loyalty programs. She also published a book on optimizing the quality of customer interactions in contact centers.

Warum müssen sich Unternehmen auch in schwierigen Zeiten mit Wachstum beschäftigen? Wie gelingt es, zukünftige Gewinnhürden besser zu verstehen? Und warum wird das Management komplexer Zielsysteme immer wichtiger und anspruchsvoller? Dr. Andreas von der Gathen, CEO bei Simon-Kucher & Partners ist zu Gast im Performance Manager Podcast und gibt Antworten. Unter dem Titel „Better Growth – Wachstum in volatilen Zeiten“ hat er auf dem 47. Congress der Controller in München sein Konzept des „Better Growth“ vorgestellt. Interview auf atvisio.TV anschauen: https://www.atvisio.de/tv/better-growth-wachstum-in-volatilen-zeiten/ Interview mit Prof. Dr. Hermann Simon: https://www.atvisio.de/tv/am-gewinn-ist-noch-keine-firma-kaputtgegangen/

     In this episode of the Road to Growth podcast, we are pleased to introduce you to Hermann Simon . Hermann Simon, PhD., is a world-renowned management thinker, consultant, pricing expert, entrepreneur and leading authority on the “hidden champions” business model. He is the founder and honorary chairman of Simon-Kucher & Partners, the world's leading price consultancy with over 1,700 employees and 42 offices worldwide. Simon is the author of 40 books in 30 different languages, including worldwide bestseller Hidden Champions, first published by Harvard Business School in 1996.       Since Simon's introduction of the term “Hidden Champion'' almost thirty years ago, business leaders have been fascinated with these 3,400 successful companies – roughly half of which are German – who, despite being midsize companies, often have global market shares of over 50 percent. These hidden champions are behind Germany's success in exports and a differentiator in how business is done in the United States. Simon's recent work focuses on how the United States and other countries can learn from Germany's hidden champions.      Simon continues to bring value to the marketing world through his writing, recentling publishing True Profit!: No Company Ever Went Broke Turning a Profit (Springer, July 2021). In True Profit! Simon brings clarity to the jungle of profits and balance sheets, shedding light on the performance of numerous companies and industries in an international comparison. He discusses the dilemma of why more than 80% of companies in the U.S. that have gone public have never turned a profit, and questions allegations of corporate greed – arguing that profit-making is ethical if achieved in a decent way.      Recently, Simon also released an autobiography, Many Worlds, One Life: A Remarkable Journey from Farmhouse to the Global Stage (Springer, March 2021), which highlights the influences on his remarkable journey from humble origins on a German farm to advising and sharing the stage with global leaders in industry, academia and politics. Many Worlds, One Life reveals unique insights into the man himself and the origins of his ideas on successful leadership and business strategy. Many Worlds, One Life has been published in English, German, Chinese, Japanese and Korean.      Simon's upcoming book, Hidden Champions in the Chinese Century: Ascent and Transformation (Springer, April 2022), is an in-depth exploration of the ever-changing operating conditions, as well as the greater uncertainty and volatility, that will define global business over the next 10 years—with a particular focus on China's impact. Whether a company is a “Hidden Champion” or aspires to be one, this newest release from Simon provides essential food for thought as executives and managers chart their course into the future.      Before committing himself to management consulting, Simon was a professor of business administration and marketing at the Universities of Mainz and Bielefeld. During his academic career, he was a visiting professor at Harvard Business School, Stanford University and the Massachusetts Institute of Technology, as well as INSEAD, London Business School and Keio University in Tokyo. Simon is an honorary professor at the University of International Business and Economics in Beijing, and the “Hermann Simon Business School” in China is named after him.      In 1995, Simon made the life-changing decision to leave his professorship behind. He put his Hidden Champions blueprint into practice as an entrepreneur, founding his own consulting firm, Simon-Kucher & Partners, with Dr. Eckhard Kucher, his first doctoral student. Simon-Kucher & Partners is now the global market leader in price consulting, growing considerably faster than the rest of the consulting market, with $522 million in revenue in 2021, 18% average annual growth, and a clear focus on top-line growth.    Learn more and connect with Hermann Simon by visiting him on   Facebook: https://www.facebook.com/hermann.simon.50 Youtube: https://www.youtube.com/channel/UCZnVfMkFXvm2GLpy5VsVdtA Twitter: https://twitter.com/hermannsimon     Be sure to follow us on Twitter: Twitter.com/to_growth on Facebook: facebook.com/Road2Growth   Subscribe to our podcast across the web: https://www.theenriquezgroup.com/blog Spotify: https://spoti.fi/2Cdmacc iTunes: https://apple.co/2F4zAcn Castbox: http://bit.ly/2F4NfQq Google Play: http://bit.ly/2TxUYQ2 Youtube: https://www.youtube.com/channel/UCKnzMRkl-PurAb32mCLCMeA?view_as=subscriber   If you are looking to be a Guest on Podcasts please click below  https://kitcaster.com/rtg/  For any San Diego Real Estate Questions Please Follow Us at web: www.TheEnriquezGroup.com Youtube: https://www.youtube.com/channel/UCKnzMRkl-PurAb32mCLCMeA or Call : 858 -345 - 7829 Recently reduced properties in San Diego County * Click **** bit.ly/3cbT65C **** Here* ****************************************************************************

The OPI European Forum is taking place in Amsterdam from 22-24 May 2023, but you can listen now to three of its keynote presenters. In this episode of OPI Talk, OPI Director Janet Bell goes through some of the highlights in store for attendees. You can also hear extracts of interviews with three high-level speakers who will be presenting and leading roundtables on key topics at the event: James Brown, Senior Partner & Managing Director UK at Simon-Kucher & Partners: managing pricing in an inflationary environment. Mick Heys, VP of Imaging & Future of WorkSpace Practice Lead at IDC EMEA: the relevance of the office and opportunities for the business products channel. Perry Timms, founder & Chief Energy Officer at People and Transformational HR (PTHR): tackling human resources issues and developing great teams. These are parts of more in-depth interviews that can be found on a new OPI webinar. To watch that webinar, click here. The early rate that offers significant discounts (in the hundreds of euros) on the standard price of attending the European Forum ends at midnight (UK time) on Sunday 30 April. Find out how to book your place on the Forum web page. The European Forum is just one of several events that OPI is organising in the coming months. These include a number of Executive Dinners that are exclusively open to OPI's VIP, Corporate and Ultimate members. More details of memberships can be found here. In November, the OPI team will be heading to Chicago for the annual Global Forum, which is tailored specifically for leaders in the international workplace products segment. Registration is now open, with a $755 discount on the standard rate available until 30 June. As Janet mentioned in the podcast, she is currently taking part in the annual retreat of the Office Products Women in Leadership (OPWIL) organisation. Any female executives who are interested in finding out more about OPWIL or are interested in joining should click on this link.   Episode recorded and edited by Andy Braithwaite Music by: Extreme Energy by MusicToday80: https://soundcloud.com/musictoday80/r... Attribution 3.0 Unported (CC BY 3.0) https://creativecommons.org/licenses/... Music provided by Free Vibes: https://goo.gl/NkGhTg  

Special Guest: Hermann Simon: Founder of Simon-Kucher & Partners The volatility and uncertainty of today's global business landscape is here to stay. Now more than ever, it's imperative for business leaders to adopt new strategies that will help them successfully navigate economic turbulence and compete on a global scale. Fortunately, the formula for achieving lasting success may be hiding in plain sights.  According to world-renowned business consultant and pricing expert Hermann Simon, Ph.D., the answer is as simple as looking to “Hidden Champions,” successful mid-sized companies with annual revenues under $5 billion that have become world market leaders under the radar. Though there are 3,400 Hidden Champions worldwide, a majority are found in Germany. Hermann Simon is the founder and honorary chairman of Simon-Kucher & Partners, the world's leading price consultancy, with almost 2000 employees in 43 offices in 28 countries. Ranked on the Thinkers50 list of the most influential international management thinkers, he is considered the world's foremost authority on pricing strategy. Simon has published over 40 books, translated in 30 languages, including the worldwide bestsellers Hidden Champions, Confessions of the Pricing Man, Price Management and True Profit! No Company Ever Went Broke from Turning a Profit, and recently published his autobiography, Many Worlds, One Life: A Remarkable Journey from Farmhouse to the Global Stage Join us as we discuss how to play by the changing rules of achieving market-leading positions—and win. Listen Live (Archive Available) Host: Jo Moffatt

Thema heute:   Automobilstudie: Weiterhin Aufholbedarf bei Online-Konfiguratoren Digitale Konfiguratoren beim Autokauf stellen für Kunden eine wichtige Grundlage bei der Verkaufsentscheidung dar. Eine Langzeit-Studie der globalen Strategieberatung Simon-Kucher & Partners zeigt in den vergangenen zehn Jahren aber nur schleichende Verbesserungen. Nicht nur in Richtung Direktvertrieb bleiben Hersteller hinter ihren Möglichkeiten zurück.  Verbesserungspotentiale bleiben vorhanden, auch bei PremiumherstellernDie aktuelle Studie zeigt, dass sich die Konfiguratoren von Automobilherstellern, im Vergleich zu den Studien aus den Jahren 2016 und 2010, meist nur leicht verbessert haben. In der Studie werden Kriterien aus Sicht der Kunden, Hersteller und Händler betrachtet. Für den Kunden gelten besonders die Bedienbarkeit, die Produktbeschreibungen und die Preistransparenz als wichtige Bestandteile. Aus Herstellersicht werden Upselling-Möglichkeiten sowie das Hinzufügen von Paketen und Dienstleistungen herangezogen. Die Händlerperspektive fokussiert sich auf die Angebote rund um den Vertrieb.Konfiguratoren zeigen bei allen Herstellern noch PotenzialDie Testergebnisse zeigen, selbst die besten Konfiguratoren weisen weiterhin Optimierungspotenziale auf. Insbesondere die komplizierte Verkettung und Erklärung verschiedener Ausstattungen bleibt für den Nutzer häufig ein frustrierendes Erlebnis. Auch die gebotenen Visualisierungen sind nur bei wenigen Premium- und Luxusherstellern auf dem Stand modernster Technik.Für Aufsehen hat in den vergangenen Jahren die von Porsche eingeführte Empfehlung von Ausstattungen basierend auf dem Konfigurationsverhalten und Machine-Learning gesorgt. "Die Industrie nutzt hier insgesamt die neuen Möglichkeiten der künstlichen Intelligenz im Vertrieb zu wenig. Selbst manuelle Auswertungen des Konfigurationsverhaltens finden bei vielen Herstellern weiterhin nur sehr eingeschränkt statt", sagt man bei Simon-Kucher & Partners. Beim vereinfachten Produktangebot für Elektrofahrzeuge und im Online-Direktvertrieb werden die Karten neu gemischt. Elektrofahrzeuge etablierter und insbesondere komplett neuer Marken zeichnen sich durch eine wesentlich geringere Variantenvielfalt aus. Mit einer Auswahl an zwei oder drei Antriebs- oder Batterievarianten und einzelner Pakete wird der Kaufprozess für alle Beteiligten damit viel einfacher. Hersteller, die mit ihren Elektrofahrzeugen im Direktvertrieb agieren, müssen daher separat betrachtet werden.    Diesen Beitrag können Sie nachhören oder downloaden unter:

Kyle Poyar is a product-led growth expert who worked for Simon-Kucher & Partners for six years where he was a consultant, senior consultant and manager, and director. Currently, he is the operating partner of OpenView, a firm that helps build software companies into market leaders by helping them hire the best talents, acquire and retrain the right customers, and partner with industry leaders so that they can dominate their markets. In this episode, Kyle talks us through the details of product-led growth and how it became popular in the recent years. He also shares some tips on how to make it work on businesses in certain industries.   Why you have to check out today's podcast: Learn the definition of Product-Led Growth Find out if Product-Led Growth model is suitable for your business Learn how to shift from Sales-led model to Product-led model   “With the reverse trial, your customers land in a premium version of your product, have a time-limited period that they can access it, and then they can either convert and essentially purchase, or they can keep using a free version of the product. What ends up happening is you get the best of both worlds between freemium and free trial, and so you don't actually have to choose between the two” – Kyle Poyar   Topics Covered: 01:17 – How Kyle got into pricing 03:04 – More than just about numbers pricing has qualitative aspects as well 04:12 – What is product-led growth? 06:50 – Product-led growth is more than just prioritizing product over sales and marketing people 08:17 – Most companies strategized product-led growth from scratch until it was standardized 10:04 – Can companies do freemium that is not product-led growth? 11:47 – When product-led companies bring salespeople into the process 14:49 – Salespeople in product-led companies are not prospecting 15:28 – Self-serve sales work most of the time, but some transactions require salespeople 18:40 – The types of companies that does and doesn't work for product-led growth 22:26 – How Kyle would coach a sales-led company who wants to shift to product-led growth model 25:50 – Does it make sense for PLG companies to spend more on the expand side of “land and expand”? 27:07 – Kyle' pricing advice 28:33 – Connect with Kyle   Key Takeaways: “In my mind, why product-led growth has taken off is because end users, as opposed to just executive buyers, have more and more power in bringing software into work. And so, you can actually make your product discovered by those users, show value to those folks and enable them to become champions in your buying process” – Kyle Poyar “Freemium is a subset of PLG. If you're doing freemium by default, you're taking steps into product led growth. But freemium isn't required to be a product-led company by any means.” – Kyle Poyar “I advise companies to think in terms of where there's the most friction in their current motion and what are product-led solutions that can help solve that friction and improve upon a KPI that we want to improve on right now, and that takes us on this path to doing more PLG in the future.” – Kyle Poyar   Connect with Kyle Poyar: LinkedIn: https://www.linkedin.com/in/kyle-poyar/   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mailto:mark@impactpricing.com  

According to important voices in the economics sphere, inflation is back and here to stay. For companies, this “new normal” means that the world in which they do business has fundamentally changed. Their main priority now is to discover and apply new strategies that can ensure their survival. Hermann Simon is a renowned speaker, founder and honorary chairman of the world's number-one pricing consultancy, Simon-Kucher & Partners.His impressive background and expertise in strategy and marketing recommend him as one of the world's most influential management thinkers and an invaluable source of knowledge on topics such as globalization, profit orientation, corporate strategy, world market leadership and pricing.Hermann is also an acclaimed author with multiple bestsellers like Confessions of the Pricing Man and Hidden Champions of the Twenty-First Century, published and translated into over 25 languages. Hermann joins me again in this new episode of The Melting Pot and shares some insights into his new book, Beating Inflation. This guide comes as a solution to the current economic inflation, exacerbated by the worldwide pandemic and the war between Ukraine and Russia. We debate on increased costs and pricing, how often should companies increase their prices so they don't put too much strain on their clients and how to prepare their sales teams to combat inflation. Download and listen! This is a conversation you don't want to miss! In today's episode: Hermann's new book, Beating Inflation: An Agile, Concrete and Effective Corporate GuideWhat is inflation and how to deal with itHow often should companies raise pricesIncreasing prices as a consultancy businessReducing cost by offshoringHow should leaders prepare their sales teams to tackle inflationManaging the leaky bucket Links: Website - Hermann SimonLinkedin- Hermann SimonTwitter-@HermannSimonFacebook- Hermann SimonYoutube-Hermann SimonHermann Simon- Book catalogueLinks to a list of articles and interviews with HermannHermann's latest book-Beating Inflation- An Agile, Concrete and Effective Corporate Guide Book recommendations: Hermann Simon- Hidden Champions in the Chinese Century: Ascent and TransformationHermann Simon- True Profit!: No Company Ever Went Broke Turning a ProfitHermann Simon- Beating Inflation- An Agile, Concrete and Effective Corporate GuideWalt Bogdanich- When McKinsey Comes to Town: The Hidden Influence of the World's Most Powerful Consulting FirmHermann Simon- Many Worlds, One Life: A Remarkable Journey from Farmhouse to the Global StagePhilip Baechtold- My Great Right Enjoyed the show?Leave Us A Review

Hermann Simon, Ph.D. is the founder and honorary chairman of the leading consulting firm Simon-Kucher & Partners. Herman was inducted into the Thinkers50 Hall of Fame as a strategy, marketing, and pricing expert. He is the author of 36 books in 27 languages, including the book we discussed in his first appearance on the podcast, True Profit!: No Company Ever Went Broke Turning a Profit, and his upcoming book, Beating Inflation: An Agile, Concrete and Effective Corporate Guide. Since 2005, Hermann has continuously been elected the most influential living management thinker in German-speaking countries. Join us as we take a deep dive into the topic of inflation. Hermann shares insights on what exactly inflation is and its implications, how long we're likely to be experiencing it, and what opportunities may arise for CEOs and sales leaders. Highlights What makes Hermann Simon unique and different? Defining the inflation we're going through right now and why we're experiencing this level of inflation The two categories that cause inflation What are the things to expect during inflation? Hermann's advice to a sales manager who wants to communicate to their sales team positively without knocking their confidence Why you should focus more on hot values during inflation How to address the critical conversation of wages with employees in a logical and fair manner How can we beat inflation? Ways to learn more about Hermann Simon Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Hermann Simon http://hermannsimon.com/ https://www.simon-kucher.com/en https://www.linkedin.com/in/simonhermann/  Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Technology has turned the art of deposit pricing into a science, say Betty Cowell and Rohan Shah, experts at Simon Kucher & Partners. They also predict when the large banks will raise their rates.

  In the marketing profession, we have depended on the Four Ps as foundational to business success. But is that still relevant today? Tune in and learn why Rick Spear says ignoring the Four Ps is like ignoring the alphabet. In this episode, we discuss how pricing, above other strategies, has become the secret weapon for marketers in managing through these uncertain waters of inflation, recession, and constant change. But to wing it or make guesses benefits no one. Pricing is the top strategy to gain—or regain—value. Find out why Rick says that the critical question we need to keep asking is: “What will it take to earn 1 point of market share?” HINT: A few key insights can trump terabytes of data. About our Guest: Rick Spear is a senior executive in the capital markets industry who has spent 50% of his career helping to run firms and 50% as a strategic advisor/consultant to CEOs, boards and heads of businesses. As head of strategy, he has helped to architect and manages multi-year growth plans, targeting and growing revenue and profit by sizing markets and performing competitive analysis He has worked with every functional head across multiple companies, including the CEO, COO, CFO, Chief Product Officer, Chief Technology Officer, Head of Middle/Back Office, General Counsel and Chief Risk Officer. His education includes Stanford University and Harvard. He is currently, Senior Advisor at Simon-Kucher & Partners, a global strategy consulting firm focused on growth strategy, marketing, pricing, and sales. WVU Marketing Communications Today: Horizons is presented by the West Virginia University Reed College of Media, which offers renowned online master's degree programs in Marketing Communications.  

Hermann Simon, PhD is a world-renowned management thinker, pricing expert and entrepreneur. He is the founder and honorary chairman of Simon-Kucher & Partners, the world's leading price consultancy with 42 offices worldwide and $522 million in revenue (2021). He is the author of over 35 books in 27 languages, including worldwide bestseller Hidden Champions and his newest book, True Profit!: No Company Ever Went Broke Turning a Profit (Springer, 2021). In 2019, Hermann was inducted into the Thinkers50 Hall of Fame, acknowledging his vital impact on how organizations are led and managed. Join us as we discuss his journey and explore insights into the relationship between price and value, as well as the implications of inflation in the coming years. Highlights Who Hermann Simon is Hermann's journey of focusing on the pricing strategy and profitability What the different challenges are in a midsize organization What the challenges are for Hermann when working with different organizations How to help companies working with a huge gap between value and pricing What a business ecosystem is What are the risks of a supply chain? Should business owners pass the cost increases to the customers? What customer intimacy is What inflation really is Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Hermann Simon https://hermannsimon.com/ https://twitter.com/hermannsimon 

Pricing is one of the most complex issues in the consulting industry, and clients are often unclear on what exactly they are paying for; in fact, our latest research has shown that only 23% believe that consulting firms are transparent when it comes to their fee rates. What can be done to reduce this friction, and how can consulting firms take a more intelligence approach when it comes to their pricing models to ensure harmony on all sides? To discuss the topic, we're joined by Dr. Peter Colman from Simon-Kucher & Partners. 

Damien Robert is currently the Chief Solution and Delivery Officer at Pricemoov. He's been at Simon-Kucher & Partners (SKP) for 17 years of his career so he actually understands pricing really well. Damien also took a three-year stint at Disneyland Resorts Paris. Damien develops and implements tailor-made pricing solutions, ensuring easy price steering across the organization. In this episode, Damien talks about Machine Learning and how it helps optimize inputs in the pricing work as he shares insights in relation to Pricemoov's models.   Why you have to check out today's podcast: Find out what Machine Learning (ML) and Artificial Intelligence (AI) are all about and how these two are used in pricing Discover simple and advanced pricing strategies you can implement to reach a bigger market Understand why looking at price in the perspective of your client is a good move towards success   “Look at your prices with the client view.” – Damien Robert   Topics Covered: 01:32 – How Damien got into pricing 02:34 – What does pricing mean for Damien 04:28 – Damien's pricing story when he was still in Disneyland 06:25 – What makes Pricemoov different in the pricing market and how Damien got involved with them 08:50 – Simple and advanced pricing strategies people can implement 10:57 – Collecting competitive pricing information with car rental companies 13:00 – Defining Machine Learning (ML) and Artificial Intelligence (AI) alongside the things they do 16:45 – Using ML to forecast the effects of the decisions made for pricing 19:54 – Mark's Amazon story: his $20 book reaching a price $225 in Amazon 22:00 – Damien working in a theme park, the existence of black box 24:57 – The things Pricemoov considers when making pricing models 27:00 – Damien's pricing advice for today's listeners   Key Takeaways: “Pricing is not only a price, but also the way you message it and what you can achieve.” – Damien Robert “Our software is allowing you to configure the rules that we provide. So, you have a set of rules, you, yourself, decide which one you want to use and implement for your product portfolio, because you may want to use one or another one, and we can basically train you on which one you want to use.” – Damien Robert “That's what people misunderstand. Sometimes in machine learning and artificial intelligence, they think that the model by itself can be smart. The reality is that the model is not smart, but the model can be much more granular and fit much more kind of situations because his granularity and the computer allows, basically, to have so many computations and so many different alternatives.” – Damien Robert “Somehow, machine learning can be used to optimize part of the dimension, some of the inputs, but basically, at the end of the day, you need a skeleton of decision making, which is important to have. Otherwise, you do not take the long-term impact of price changes. You do not take the potential competition reaction. So, you're missing a lot of the points.” – Damien Robert “Very frequently, you just optimize, set a price, but you do not check the consistency, you do not realize some of the price points, and you won't even realize that the way your prices are featured on the web is sometimes a catastrophe. So really, just look at the end of the tunnel and look at it because you will have a lot of surprise, especially on promotion. 50% of promotional faders are usually related to execution. It's not at all related to the design of the promotion itself.” – Damien Robert   People / Resources Mentioned: Pricemoov: https://pricemoov.com/ Simon-Kucher & Partners: https://www.simon-kucher.com Tesla: https://www.tesla.com/   Connect with Damien Robert: LinkedIn: https://www.linkedin.com/in/damienrobertpricemoov/# Email: robert@pricemoov.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

Regulators have joined the call for banks to change their approach to overdraft. But simply getting rid of the fees is impractical for many banks, according to Leo D'Acierno and Betty Cowell, senior advisors at the strategy and marketing consultancy Simon-Kucher & Partners.

Simon Kucher & Partners did a study that found that a huge percentage of people thought that they were in a price war. But when you ask the people who thought they were in a price war, who started it. It was like 80% said the other guy started it. Remember that last deal that came in and the sales person said, ‘Hey, we really have to do a deep discount. Otherwise, we're going to lose this.' And so we did a deep discount.  What is your competitor just seeing? They just saw you competing on price. "Don't compete on price, compete on value." - Mark Stiving We often think our competitors are competing on price, wherein truth, they're thinking the exact same things we are. How can we win more deals at higher prices? How can we change the conversation to value instead of price? So my recommendation is to focus much, much more on value than on price.  See, if we can win deals that way your competitors are trying to do the same. We hope you enjoyed this podcast. If you see have any questions or feedback please email me mark@impactpricing.com.  Now go make an impact. Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn  

Kyle Poyar is the Vice President for Market Strategy at OpenView since 2016.  He is responsible for helping OpenView's portfolio companies accelerate top-line growth through deep insights.  He leads segmentation, positioning, channel/partner strategy, new market entry, and packaging/pricing initiatives, partnering closely with portfolio leadership teams. He also covers OpenView's SaaS metrics and benchmarking research.   Previously, he worked for Simon-Kucher & Partners as a Pricing Consultant for six years.  Kyle earned his AB Economics & Environmental Studies at Brown University.  He graduated Magna cum Laude with departmental honors in Environmental Studies. In this episode, Kyle shares how you have to charge based on a pricing metric that has a lifetime value to your business.   Why you have to check out today's podcast: Find out the many nuances of usage-based pricing and see where customers are seeing value and provide more of that Understand the nuances between consumers and businesses in terms of how they make purchase decisions so you create a long-term value and availability to expand customers over time Find out what forms part of your ARR (Annual Recurring Revenue) and track them to see the health of your business   “Really do the work to figure out what are the one or two usage-based metrics that correspond with the value your customers see. You might find that, hey, these are things where the customers you keep or that spend more tend to consume more of that, as opposed to the ones who churn tend to, you know, consume less of it. And think about how you could maybe incorporate that as like a limit or a fence from one package to the next.” - Kyle Poyar   Topics Covered: 01:39 - Defining usage-based pricing 02:34 - Usage-based pricing being a customer-friendly model 04:40 - Is buying a hamburger at McDonald's a usage-based pricing? 05:17 - Pricing metrics as also usage-based pricing 06:47 - The nuances to think about in usage-based companies 08:04 - That rollover minutes that is giving folks that peace of mind 09:10 - Understanding usage-based subscription tiers 10:23 - Kyle's interpretation of Zuora's report where it says 25% usage and 75% subscription 11:48 - Why minutes are probably not the best value driver or value metric for phone companies 13:50 - What is part of your annual recurring revenue (ARR) 17:11 - Lifetime value of customer 20:10 - How credits can get in the way of simplifying customers' buying experience 23:34 - Are credits related to the value the customer gets or to the usage companies are using 25:50 - Credits as used and shown in arcade games 26:48 - Piece of pricing advice that can greatly impact one's business   Key Takeaways: “You don't necessarily want to price out usage. If your usage metric is declining rather than increasing, you'd rather make a creative move and say, hey, we're going to give you unlimited usage, but we're going to charge you per gigabyte of data.” - Kyle Poyar “While you don't want to have unprofitable customers, you really need to simplify the buying experience for them. And trying to align how you charge with how someone sees value, and how your cost structure is set up is really on you. It's not the customer's responsibility.” - Kyle Poyar “A good way of thinking about credits is building a retainer for a customer and having an agreed upon rate schedule at which they will draw down that retainer.” - Kyle Poyar   People / Resources Mentioned: Twilio: https://www.twilio.com/ Snowflake: https://www.snowflake.com/ SendGrid: https://sendgrid.com/ Zuora: https://www.zuora.com/   Connect with Kyle Poyar: LinkedIn: https://www.linkedin.com/in/kyle-poyar/ Twitter: https://twitter.com/poyark?lang=en   Connect with Mark Stiving:  Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/

Alessandro Monti is a pricing enthusiast and expert on all topics related to monetization, conversion, upselling, and digital pricing history. He’s an experienced consultant, advisor, mentor, and speaker in all fields related to price management, sales excellence, marketing, and corporate strategies. He's also a dedicated professor and lecturer for Marketing, Pricing, Sales and Digital Transformation at the CBS International Business School in Cologne. In this episode, Alessandro talks about the importance of learning the pricing basics, the fundamental pricing relationships that must be considered before pricing a product, and how a customer perceives a price ‘fair’. [powerpress]  Why you have to check out today’s podcast: Learn why history is important in pricing, and the other fundamental factors to consider in coming up with a price Find out what the ‘Blackbox of pricing’ is all about and why not all people know about it Learn the importance of why as a pricing professional you need to live, breathe, and ace the basics first before you come up with pricing shortcuts and beta tests   “Learn the fundamentals. Understand the basic mechanisms. In the long run, this will yield you far better results than just the ‘easy and quick’ approach to pricing.” - Alessandro Monti   Increase Your Pricing Knowledge: Become a Champions of Value INSIDER! To sign up go to insider.championsofvalue.com   Topics Covered: 01:06 - Alessandro’s first touchpoint into pricing, what made him stick to pricing - Price as the central hinges of the economy 03:05 - How did his Ph.D. in Business History help him in working at Simon Kucher & Partners? 05:29 - Alessandro and his coaching and consulting business, the kind of clients and businesses he typically coaches 06:52 - Why pricing is so easy in theory but not in real life? The complexities, the abstract, and the real deal 09:20 - Connecting the dots, the quantum parts of the decision making: future decisions that customers take 12:07 - ‘Unlocking the Blackbox of Pricing’: How to answer the ‘what should be the price’ question 16:17 - What is a fair price? How do you decide what fair means? The Fair Transaction the concept of fairness 20:04 - The Fairness Index - telling a reason for your price increase than telling nothing without spooking your customers 21:08 - The 10x approach of pricing Softwares as explained by Alessandro 23:09 - The hardware pricing /The digital ecosystem of hardware in the subscription businesses 24:09 - Alessandro’s pricing advice: “Try to understand the fundamentals. Don't try to hack yourself somehow through the price or go for some shortcuts. Understand the basic mechanisms and this will yield you far better results.” 25:10 - The fundamentals of pricing and the factors affecting it   Key Takeaways: “Price is the central hinge of the economy.” - Alessandro Monti “[on coming up with price] ...the discipline is so complex; it seems to be easy. But the complexity every time I start the lecture on elasticities, in the end, it's difficult because it's so abstract. Then you’ll realize, ‘Hey, this is real life. There is some reaction to price changes and in demand.” - Alessandro Monti “The concept of fairness is so individual. At the end of the day, I'm a big fan of, ‘Hey, if I'm able to charge at the level of individual’s willingness to pay, and I deliver value, and the customer is willing to pay for that.” - Alessandro Monti   Connect with Alessandro Monti: LinkedIn   Connect with Mark Stiving:    Email: mark@impactpricing.com LinkedIn  

Un estudio reciente de la consultoría Simon-Kucher & Partners concluye que más del 90 por ciento de los espectadores que han ido al cine desde su reapertura se han sentido muy seguros. Sensación que comparten los clientes de CINESA, compañía líder en exhibición cinematográfica en el Estado español. Su Managing Director, Ramón Biarnés, ha detallado en Onda Vasca las claves de su protocolo de seguridad e higiene: Se ha reducido el aforo, se garantizan asientos vacíos entre los asistentes, los horarios de inicio de las sesiones se han escalonado para reducir las colas, se han implementando rutinas de limpieza mucho más frecuentes y exhaustivas y colocado puntos de higienización en diferentes puntos del cine. Su máxima ha sido desde el principio que este tipo de medidas, y el consiguiente coste, no repercutiera en el cliente. Biarnés es consciente del peso que han ganado las plataformas digitales durante el confinamiento, pero prefiere hablar en términos de convivencia y no de competencia. #YoVoyAlCine

Un estudio reciente de la consultoría Simon-Kucher & Partners concluye que más del 90 por ciento de los espectadores que han ido al cine desde su reapertura se han sentido muy seguros. Sensación que comparten los clientes de CINESA, compañía líder en exhibición cinematográfica en el Estado español. Su Managing Director, Ramón Biarnés, ha detallado en Onda Vasca las claves de su protocolo de seguridad e higiene: Se ha reducido el aforo, se garantizan asientos vacíos entre los asistentes, los horarios de inicio de las sesiones se han escalonado para reducir las colas, se han implementando rutinas de limpieza mucho más frecuentes y exhaustivas y colocado puntos de higienización en diferentes puntos del cine. Su máxima ha sido desde el principio que este tipo de medidas, y el consiguiente coste, no repercutiera en el cliente. Biarnés es consciente del peso que han ganado las plataformas digitales durante el confinamiento, pero prefiere hablar en términos de convivencia y no de competencia. #YoVoyAlCine

If you have a fear of pricing, or if you're worried that if you put your prices up you'll lose customers, then you need to listen to the Pricing Man, Hermann Simon, author of over 35 books on the subjects of profit and pricing. “Pricing is about value, or more precisely, the value perceived by the customers. If the customer perceives a high value, he or she is willing to pay a high price. If the perceived value is lower, you have to offer the product at a lower price.”Hermann Simon has lived two lives: in the first he was a boy on a farm in the Eifel region of Germany. In the second he is the Founder and Honorary Chairman of Simon-Kucher & Partners, a global consultancy with over 1500 employees. He's an expert in strategy, marketing and pricing and he's the only German in the “Thinkers50 Hall of Fame” of the most important management thinkers in the world.“No company has ever failed from making a profit. Most companies are revenue driven, market share driven, sales driven and only about one quarter are truly profit-oriented.”This is an incredibly insightful podcast about the importance of pricing and the need to understand the complexity of price, as well as looking at new pricing techniques. We hope you enjoy it as much as we did. On today's podcast:How people should think about pricing now with CoronavirusPricing is not primarily about pricePricing is about the value perceived by the customersHow to establish the value of PorscheThe power of branding when pricingHow Evian beats the local waterThe power of multidirectional pricingNo company has ever failed from making a profitLinks:Confessions of the Pricing Man: How Price Affects EverythingPrice Management: Strategy, Analysis, Decision, Implementation

Wei Ke, partner at Simon-Kucher & Partners, shares research and analysis from a recent consumer survey on branch versus digital banking behaviors after the coronavirus lockdowns are over.

In this episode of The Barron Report, host Paul Barron sits down with Dave Clement, the senior director of Simon-Kucher & Partners, and Philip Daus, a partner of Simon-Kucher & Partners.Simon-Kucher & Partners is a research firm and global strategy and marketing consultancy dedicated to helping its clients grow in revenue and profit. Barron, Clement, and Daus discuss their recent restaurant report, recovery expectations, and best practices for restaurants post-pandemic.

Prior to HelloAdvisr, Ed was a Director of Simon-Kucher & Partners, a global management consulting firm with more than 30 offices worldwide and widely recognized as the global leader in pricing. He advised clients on pricing, sales effectiveness and marketing strategy while working in a range of sectors including retail/ecommerce, B2B services, consumer goods, marketplace/platform and private equity. Previous to this, Ed was the Go-To-Market (GTM) manager for LG Electronics Europe where he worked with senior leadership across 14 subsidiaries and 20 markets to develop and implement initiatives to increase revenue and profitability growth. Ed received an MBA from Oxford University, double Masters of Science (MSc) from the London School of Economics and a BA from the University of California, San Diego. We also want to send a heartfelt thank you to our newest sponsor Brex for joining us on this journey and giving us the ability to create content to help move the needle on founder failure. Check out their offering for Sparkxyz users at: https://brex.com/sparkxyz/ Join us each week as we give you access to the top Venture Capitalists and investors in the country, while taking deep dives with highly successful entrepreneurs that will help you think through some of the most difficult challenges startups face.

The AUM pricing model is prevalent in our industry but in many cases, the pricing is significantly disconnected from the real value being delivered. Depending on your expertise and your client base, you might add value through tax management or estate planning advice. You might add value by fostering a positive attitude in your clients about investing, talking clients down from the ledge and helping them avoid a bad decision when volatility shakes the market.  If you're working in the life-centered planning space, you might create value by forging life-long relationships that make you indispensable to your clients.  And that's the rub for our industry: we're pricing based on investing, and less so on the real value we're adding. Clients and prospects think they're paying for portfolio performance, so it's almost like we're giving away the planning and advice piece of the pie for free! So how do we change this backwards structure? How do we price our value? Matthew Jackson is a director in the financial services division of the pricing consultancy firm Simon Kucher & Partners. He specializes in the area of the psychology of value communication and digital presentment. He also has a Master of Arts degree in classics from Oxford University and holds the Chartered Financial Analyst designation. In this conversation, Matthew Jackson and I discuss eight different pricing models and how to determine which one is right for you and your clients.

Žiga Lešnik je svetovalec pri podjetju Simon Kucher & Partners, ki je najbolj priznano podjetje na svetu na področju oblikovanja cen in cenovnih strategij.  Tema je izjemno zanimiva in uporabna, saj je optimizacija cen najlažji način za izboljšanje poslovanja podjetja, pa vendarle se podjetniki s to temo zelo malo ukvarjajo.  Časovnica pogovora: 1:30 Alternativna podjetniška pot (skozi nabiranje izkušenj) 10:30 Zakaj je postavljanje cen pomembna podjetniška tema 21:15 Van Westendorp metoda za oblikovanje cen (uporabna za nove produkte) 40:00 "Price strat" metoda za oblikovanje cen (uporabna za obstoječe produkte in storitve) 48:00 Kako svojim strankam raložiti oziroma sporočiti razloge za višanje ali nižanje cen?  53:10 Kako razložiti spremembe cen pri naročniških razmerjih (subscription-ih)? 57:45 Kakšen vpliv imajo psihološki mejniki na prodajo 1:00:50 Na kakšen način predstaviti svoje produkte ali storitve za povevečanje prodaje in profita 1:11:20 Kakšen nasvet bi dal Žiga sam sebi pri dvajsetih letih 1:15:15 Najboljši viri za učenje o cenovnih strategijah

Some attempts to charge for basic banking services (e.g. Digit and Bank of America) have crashed and burned. Wei Ke, a partner with Simon-Kucher & Partners, explains how banks can help consumers get over their price sensitivity.

Madhavan Ramanujam joins Mark Stiving to discuss why pricing should never be treated as an afterthought, but as a science and an art. Madhavan, a partner and board member at Simon-Kucher & Partners, has worked in consulting for more than a decade, advising companies ranging from Fortune 500 companies to tech startups. He has led more than 125 monetization projects for internet, software and technology clients, helping bring numerous products to market. Madhavan is also the co-author of Monetizing Innovation: How Smart Companies Design the Product Around the Price You can find case studies and contact information at http://monetizinginnovation.com.

Understanding decision psychology could be the difference between winning clients or watching them go elsewhere. In this podcast, Matthew Jackson of Simon-Kucher & Partners will look at the psychological side of presenting your offer and its pricing, and share insights on client buying behavior. 

Madhavan Ramanujam is a partner and board member at Simon-Kucher & Partners. He advises companies of all sizes, from startups to Fortune 500s on monetization strategy and has helped bring numerous new products to market. His new book, Monetizing Innovation: How Smart Companies Design the Product Around the Price co-authored with Georg Tacke, Co-CEO of Simon-Kucher & Partners offers a practical, nine-step approach to improve the odds of new-product success. Through case studies – including Porsche, LinkedIn, Swarovski and Uber – the book illustrates the importance of putting the customer’s willingness to pay at the very core of product design. Check our previous episodes of Subscribed Podcast at www.zuora.com/podcast

Elizabeth Becker author of OVERBOOKED: The Exploding Business of Travel and Tourism, which was an Amazon Book of the Year. She is an award winning journalist who was the international economics correspondent of the New York Times, senior foreign editor of National Public Radio and war correspondent of the Washington Post Robbie Hardy spent 20+ successful years in the corporate sector before finding her true calling in the entrepreneurial world.  She has sat on all sides of the entrepreneurial desk - as CEO, strategic consultant, board member, investor, and mentor Madhavan Ramanujam co-author of Monetizing Innovation: How Smart Companies Design the Product Around the Price is a board member and partner at Simon-Kucher& Partners based in its San Francisco/Silicon Valley office. Advising companies of all sizes from Fortune 500s to startups, Ramanujam has led more than 125 monetization projects for internet, software and technology clients, helping bring numerous new products to market For more information go to MoneyForLunch.com. Connect with Bert Martinez on Facebook. Connect with Bert Martinez on Twitter. Need help with your business? Contact Bert Martinez. Have Bert Martinez speak at your event!

Host Dave Robertson is joined first by Sidney Levy, Director of Design for Construction Equipment at Volvo, who talks about how his branch of the auto company has embraced the digital landscape to revolutionize an industry. Next, nearly three quarters of new products and services miss the mark when it comes to raising revenue and profit. How can breakthrough ideas effectively make money? Dave talks with Madhavan Ramanujam, Board Member and Partner at Simon-Kucher & Partners, and the co-author of "Monetizing Innovation: How Smart Companies Design the Product Around the Price."