Speaker: Madhavan Ramanujam, Director, Simon - Kucher & Partners LLC

Madhavan has worked in consulting for over 9 years with a focus on business processes, strategy, optimization and analytics.

Madhavan is a Director at SKP in the Technology practice. At SKP, his areas of expertise include pricing processes, new product pricing, price optimization, price implementation, and competitive strategy. Madhavan has successfully designed and analyzed many large scale research studies to quantify price thresholds, willingness-to-pay, and likely usage for new solution bundles.

Prior to SKP, Madhavan worked for i2 Technologies for over six years. As a Product Manager, he managed a team of software developers to conceptualize, design and roll out a new optimization software that enables efficient assortment planning. In his role as a Technical Solution Architect, Madhavan led several business / IT requirements projects that covered areas of pricing, channel fulfillment, promotions, forecasting, inventory management and logistics.

Madhavan earned a Master’s in Business Research with a focus in Marketing from the Stanford Graduate School of Business (GSB). He was one of the recipients of the Stanford GSB fellowship that is awarded to the top 5% of applicants. He also has a Masters in Management Science from Stanford and a Masters in OR from Kansas State University. He received his Bachelors of Technology from IIT, in India.

Pricing new products has always been a challenge. Short product lifecycles, highly dynamic market conditions, global market pressure, new pricing models and changing accounting rules have all further contributed to pricing complexity. The net result is that many companies have failed to systematically capture full value for their innovations. It’s time for that to change! If you employ the right mix of methods to triangulate on an optimal “price” then new product launches can achieve higher margins, revenue and growth. No ONE pricing method provides all the “right” answer – especially for new products! Pricing also needs to be considered at all stages of a new product development process, starting from the R&D stage all the way through post-launch. In this workshop we will do a deep dive on each stage of a new product development process and identify the tools and practices best-in-class companies utilize to extract full value.

Attendees will learn:

• The unique new product pricing issues facing sales, marketing and pricing professionals.
• How to lay out a comprehensive, holistic process for new product pricing.
• The best practices, tips & tricks, and mini case studies (from several industry verticals) that cover the full range of the process, from whitespace analysis through launch price optimization to post-launch price monitoring and adaptation.

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