Markem Imaje Resource Center for Profit & Margin Optimization

Dell Customer Address

Arunkumar Narayanan

Arunkumar Narayanan

Executive Director of Global Pricing Transformation, Dell

In his nearly 8 years at Dell, Arunkumar Narayanan has held variety of leadership roles in online, pricing, marketing and finance. In his current capacity as Executive Director of Global Pricing Transformation, he is responsible for developing strategy, process and tools around price management and price optimization for all lines of Dell Business. In addition, in his capacity as Executive Director of Global Enterprise Special Pricing, he manages the global bid desk for the Enterprise Business. Prior to his roles at Dell, he spent many years as an Engineer in the semiconductor Industry. Arun has a B.E in Electrical Engineering from Mumbai University, India, a Masters in Electrical Engineering, from Michigan State University and an MBA from the University of Texas.

Molex Customer Address

Bill Kuglich

Bill Kuglich

Vice President of Global Pricing, Molex

Bill joined Molex in 1991 as an intern from Northern Illinois University. During his 24 years with Molex, he has held positions in IT, Quality and is currently leading the Global Pricing team. Bill was part of the team that implemented Lean and Six Sigma in Molex, for which he is a certified Black Belt. In this current role, Bill is responsible for all aspects of Pricing including Pricing Strategy, Pricing Operations and Pricing Analytics. Bill was also part of the team that led the implementation of Vendavo at Molex. Bill is a graduate of Northern Illinois University with Degrees in Operations Management (B.S., 1990) and Management Information Systems (M.S., 1991).

Sealed Air Customer Address

Brian Sharp

Brian Sharp

Global VP of Commercial Management, Sealed Air

A sought after speaker and subject matter expert on topics related to pricing, selling and value management, Brian brings over 20 years of experience in business management, marketing, and commercial development. As Global VP of Commercial Management at Sealed Air Corporation, Brian is helping to lead a transformation of the pricing and value management capability across this diverse $7.6B/yr. corporation. Previously, Brian spent four years in consulting and built a successful boutique Pricing & Value Management practice within Kalypso, a global management consulting firm. Brian led multiple large-scale price and value management strategy and transformation engagements at leading companies such as Bayer, eHarmony, Trane, and Samsung. Prior to consulting, Brian held a variety of global and regional Sales and Marketing leadership roles in the US, Europe, Latin America and Asia with Lord Corporation, BP and Castrol Lubricants. He received a BS in Chemical Engineering from the University of Texas at Austin.

Day One Keynote Address

Bruno Slosse

Bruno Slosse

President and CEO, Vendavo

Bruno Slosse brings more than 25 years in technology experience to Vendavo, including a strong track record in growing companies, expanding their global reach and broadening their product offering. Most recently, he served as President of Ascend Learning’s Clinical Health Division, a prominent provider of technology-based content solutions. Prior to Ascend, Slosse served as General Manager of Cerner Europe, a leading information technology firm, where he led the expansion of the European division from a few clients to several hundred across seven countries in over a decade. He is fluent in Dutch, French, German and English. Bruno graduated with Honors with a Bachelor’s Degree in Economics from the University Ghent, Belgium.

Ford Customer Address

Jim Azzouz

Jim Azzouz

Manager of Global Revenue Management, Ford Motor Company

During his 16 years with Ford, Jim has held a variety of leadership positions within Finance, Marketing, Sales and Service. As the current leader of Ford’s Global Revenue Management Center of Excellence, Jim’s responsibilities include the implementation of the Vendavo application, development of Ford’s revenue management strategy and execution of pricing operations for Ford’s Global Service Parts Business. Over the last 7 years Jim has led a Pricing transformation within the organization that has delivered new capabilities to quickly respond to dynamic market conditions while increasing marketshare. Jim is a graduate of Wayne State University with a degree in Computer Science.

Siemens Customer Address

Boris Hütter

Boris Hütter

Director of Pricing, Siemens

Boris Hütter leads the Siemens implementation and utilization of Vendavo since 2010 as Program Director and Division Pricing Manager at the Siemens product business for factory automation and process industries. He has spent most of his career in various global sales roles. Previous to the current position, Boris was the CFO in several Siemens factories in the Czech Republic. Prior to joining Siemens Boris served in several sales and logistics management roles in the electrical distribution market.

Profit Summit 2016 Session Highlights

Each year Profit Summit features firsthand accounts of successful profit optimization strategies from industry leaders, and 2016 was no exception. Here are just a few of those stories.

Getting Serious About Price Optimization at Dell

Part I - The Strategy

Dell Sessions Abstract

With a global sales organization of over 6000 reps and corporate-wide profitability goals, Dell needed a way to deliver intelligence and dynamic pricing guidance to the field in a way that added the right controls to the quoting process while driving acceptance and adoption. In this Price Optimization Trilogy, the SmartPrice team at Dell will describe the strategic, cultural, and technical aspects of their journey. Tom Trail, Strategic Sr. Consultant, Strategic Pricing Transformation, will start by describing the before and after, transitioning from an analytical exercise to an integrated approach that optimize every deal, every quote, and every pricing decision.

Tom Trail

Strategic Sr. Consultant , Strategic Pricing Transformation , Dell

Part II - The Change Management

Gopal Subramaniam

Pricing Senior Consultant , Dell

Dell Slides

Optimization, Segmentation, and Anything in Between

Session Abstract

If you are leaving money on the table because you are using a one-size-fits-all approach in your pricing, this is a must attend session for you. Manisha Gupta, the heart and soul behind our Optimization product suite, will take you through the ins and outs of our segmentation and optimization capabilities. This is a great opportunity to hear about common use cases, see how to bring your segmentation model to life, understand how pricing guidance is calculated, and learn about the various integration options with sales quoting tools.

Manisha Gupta

Product Manager , Vendavo