Tim J. Smith | Mentor
PhD is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. He serves as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, is a member of the American Marketing Association and the American Physical Society. Tim holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.
Stefano Brandinali | Contents Chapter 9
Is the Group Chief Information Officer at Prysmian Group since November 2015 and the Chief Digital Officer since April 2018. Graduated with honours in Mathematics (1991), he held several senior management positions in major multinational companies (Kraft / Mondelez, Bolton Group, Ferrero, Walgreens Boots Alliance), gaining a significant international experience in Luxembourg and UK. He has a good track record of collaborations with several universities: University of Bergamo, University of Torino, SDA-Bocconi, Politecnico di Milano. He is currently member of the Advisory Board of Executive Program in Digital Transformation at MIP (Politecnico School Of Management) and of the Steering Committee of CIO-AICA. He is currently working with the “Conseil de Coopération Econonomique” and DG Connect for the definition of Digital Strategy of 2019-2024 European Commission. Passionate about music (he plays piano) and sport (he practices running and triathlon and he is president of a sport association); he is interested in the social effects and impacts on behaviours following the introduction of new technologies in the business world.
Paolo De Angeli | Contents/Case Study Chapter 4
Passionate and expert Customer Value practitioner, responsible for introducing and implementing Customer Value Management, from Value Creation to Value Based Pricing, across different levels, departments and geographies. 10+ years’ experience on Pricing for both Syngenta and Borealis (various projects on Value Based Pricing, Commercial Terms optimisation and Transactional Pricing also awarded by the INSEAD) and active in the Pricing Community (Professional Pricing Society CPP certification in 2012; member of the Italian Board for the European Pricing Platform). Previously in Accenture (various international projects dealing with Sales Force Execution, Incentive Compensation and Reward Management), he holds a Degree in Business Administration (Bocconi Milan).
Massimiliano D’Urso | Case Study Chapter 6
Graduated in Telecommunications Engineering at the “Politecnico” University of Milan, Italy. Entrepreneur, Co-Founder and CEO of Smart Touch S.r.l., software company specialized in mobile applications in food tech. Company was born from innovative start-up in 2013. Professional career: analyst software developer in consulting company like Accenture, and system network administrator in COP9 – UNFCCC (United Nations Framework Convention on Climate Change) He was Radio Access Network senior trainer and Engineer for Nokia Siemens Networks; Italy & Swiss Training Manager for Huawei Technologies Italia.
Mark Dwyer | Contents/Case Study Chapter 2
Is a pricing professional based in Brisbane Australia. He holds a Master of Business Administration (Finance) from the University of Massachusetts, Boston and a bachelor’s degree in Business Studies from the Southern New Hampshire University, Manchester, New Hampshire. Mark has 20 years of global pricing experience with Haemonetics®, General Electric, Dulux and Fletcher Building Group. He has built a reputation for delivering commercial pricing solutions that have improved revenues and margins, while simultaneously focusing on improved customer satisfaction and retention across medical technology, financial services and building and construction industries. Over the last five years, Mark has been a keynote presenter at various pricing and revenue conferences in Asia, North America, Europe and Australia. Mark as founder and CEO of Pricing MD is now consulting on profitable pricing strategies.
Fabrizio Fantini | Contents/Case Study Chapter 3
He holds an MBA from Harvard Business School and has previously worked for 10 years at McKinsey & Company. Fabrizio is the brain behind Evo: he originally developed the patented, award-winning Evo algorithm as his PhD thesis. When he realised how much the algorithm could help companies make better sales forecasting, pricing, and supply chain decisions, he built his consulting and software company around it. His 2009 PhD in Applied Mathematics, proving how simple algorithms can outperform even the most expensive commercial airline pricing software, is the basis for the core scientific research behind our solutions. He is thrilled to help clients create value and loves creating powerful but simple to use solutions. His ideal software has no user manual but enables users to stand on the shoulders of giants.
Francesco Fiorese | Contents/Case Study Chapters 1/8
Graduated in engineering (M.Sc. Italy, M.St. DK), his area of specialization resides in the development of pricing and sales strategies, go-to-market and route-to-market strategies, new product/service launches and transformational initiatives. Francesco is a management consultant, currently Partner at Simon-Kucher & Partners. He conducted both domestic and international consulting projects in his career and led transformational programs for several corporations and mid-sized companies. He is author of several publications on top-line and is teaching Pricing and Marketing at multiple Business Schools.
Sean Geraghty | Contents/Case Study Chapter 3
Educational background in Chemical Engineering, with a Ph.D. from the University of Houston (USA). Extensive background in advanced analytics and predictive modelling. Adjunct faculty at various colleges and universities, lecturing in mathematics, statistics, and engineering courses. Professional career: Twenty years’ experience in Pricing, with a combination of Consulting roles as well as leadership roles with start-up pricing software companies. Vice President and Principal Scientist at Khimetrics, an innovator in retail price optimization; Senior Manager with Deloitte and Touche, helping to build an advanced analytics practice in financial services; Vice President of Pricing Science at Vendavo; Director of Analytics at PwC; and Director of Pricing Science at PriceFx, leading a team of Data Scientists and responsible for Segmentation and Price Optimization.
Stephen Haggett | Case Study Chapter 6
Graduated cum laude from Williams College with a Bachelor of Arts, he also holds an MBA in Marketing from Harvard Business School. Stephen currently works at Iron Mountain (Massachusetts US) as Vice President, Pricing & Revenue Management leading price strategy and price improvement. He partners with senior team to align global price strategy focusing on value-based approach. Previous work experiences at Quest Diagnostics as Head of Strategic Pricing and Reimbursement and at Philips as Senior Director of Imaging System Pricing/Senior Director of Global Pricing.
Nathan Hamilton | Contents/Case Study Chapter 3
Is Principal in Bain & Company’s Los Angeles office; previously Boston and Melbourne. Manages Bain’s global Pricing practice; responsible for development of innovative delivery models, tools, and partnerships; leads Bain’s global Pricing Center of Expertise. Broad consulting experience in topics including pricing, sales force excellence, growth strategy, performance improvement, and private equity diligence. Diverse industry experience includes technology, business services, manufacturing and utilities. Educational background: J.D. cum laude, Harvard Law School; A.B. magna cum laude, Dartmouth College.
Kavin Kanagasabai | Quotes all Chapters
An expert on Change Management, Leadership and Organizational Behaviour. Consultant and corporate trainer in Change Management, Leadership and Prince2 Project Management. He trains and advises senior level executives and managers both in the public and private sectors. Author of two books, The World Matters and Leading Your Organisation. Varied background in such sectors as Finance, Banking, Retail, Healthcare and Education. He devotes his time between managing an educational institution and training professionals from a range of industries.
Enrico Karg | Case Study Chapter 5
Graduate with a diploma in computer-science from Harz University of Applied Science and a MBA from HHL – Leipzig Graduate School of Management. After various positions in scientific research (Max-Planck Institute) & online travel (HolidayCheck) since 2015 in charge for technology-driven innovations in the ticketing business. Responsible for digitalization initiatives like mobile based cashless payment, mobile ticketing and dynamic pricing for ski-ticketing. Currently leading the Business Development department at Ticketcorner, the swiss subsidiary of CTS Eventim. Furthermore, Head of Customer Journey Driving Project at CTS Eventim, Europe’s largest Live Entertainment and Ticketing Provider
Nicla Lastella | Case Study Chapter 8
Graduated in Honours BA History and English from the University of Western, Ontario, Canada, with 20 years of Procurement experience in the manufacturing industry. Since 2013 has taken on the role of ICT Global Commodity Leader for Prysmian Group and is responsible for tenders, negotiation and contract drafting of all global agreements related to Information Technology. Speaker at Gartner Procurement Summit and Digital360 Supplier Management Conference presenting self-established frame-work (CCSR)
Patrick Moorhead | Contents Chapter 9
Has built a diverse 20-year career at the forefront of digital marketing and advertising, with roles spanning National and Global leadership positions at agencies including Razorfish and FCB, and senior strategic marketing, sales, and client management responsibilities at Catalina Marketing, Twitter, and most recent as CMO for Label Insight, Inc. This diverse and unique background is a large part of why Mr. Moorhead is an ideal fit for his role as Chief Marketing Officer at SaaS start-up Pricefx. In this role, he is responsible for all aspects of Global Brand Marketing and Communications, ranging from Public & Industry Relations, Demand Generation, Event Marketing, Partnerships, Content & Collateral Development, Sales Enablement, and Brand Evangelism.
Aurelio Mura | Case Study Chapter 10
Graduated from the Université catholique de Louvain (Belgium) and Università Bocconi (Italy). Aurelio currently works at GE Healthcare Services & Digital as CFO and he is based in Greater Chicago Area. In the past, he held different roles within GE as CFO Eastern & African Growth Regions (Istanbul, Turkey) and CFO water & process technologies (Greater Philadelphia, US).
Gabriel Smith | Contents Chapter 9
Is the Chief Evangelist and VP Innovation at Pricefx. He has over 20 years of experience in Pricing, Product, Sales and CPQ. He has been in the price optimization and CPQ software industry for 12 years and worked with leading companies across many industries. Gabriel started his career at Cisco Systems, structuring Sales BOMs and CPQ logic for configuring and pricing Cisco’s products and had a lead role in implementing an early packaged CPQ, then as WW lead for many of the partner, incentive programs there. He holds an interdisciplinary degree from UC Berkeley focused on the use of technology to gain competitive advantage in the market.
Dev Tandon | Contents Chapter 10
After nearly 20 years in corporate America, Dev seemed to have it all – he had some of the most prestigious companies in the world on his resume, and was leading a thriving consulting and software business working with some of the most financially successful firms on earth. but deep within, he was unhappy. His work felt like a grind. Relationships felt broken and disconnected. He questioned the point of it all. Then while on a flight to Mexico, he had an epiphany. He awakened to the fact that that the primary focus on profit creation in our businesses today has led to people being viewed largely as instruments to make money, as opposed to the extended human family that we all are. In that moment of extreme clarity, The OBO Movement – a complete transformation of how we conduct business as a society – was conceived.
Stephanie Thurston | Case Study Chapter 2
Graduated from University of Illinois in Urbana-Champaign with a Bachelors in Finance, MBA from Northern Illinois University. After starting her career in public accounting at Arthur Andersen, worked in various Finance roles at AT&T. She spent the majority in her career in Higher Education, first working for Education Management Corporation in strategy, finance and operations roles. She is now at Pearson Education, as the Director of Strategy for North America Higher Ed Courseware.
Dr. Ian Tidswell | Contents/Case Study Chapter 6
Is the Founder of een Consulting, focusing on helping B2B companies improve their pricing outcomes with high-impact coaching and guidance that makes the most of available information and resources. He is the special pricing coach for Innosuisse, the Swiss Government’s coaching program for start-ups. Previously Ian was the Global Head of Pricing in Syngenta and before that he had various pricing leadership roles at Medtronic and Vendavo. Earlier Ian worked at McKinsey. He holds a Ph.D. Physics from Harvard; B.Sc. Physics Imperial College London. He is based in Basel Switzerland.
Torquil Warren | Case Study Chapter 7
Graduated in Nottingham, UK and settled into working as a recruiter/head-hunter for financial analytics. He set up his own practice ‘Faverdale Search’ in 2009 and spotted a gap in the market for hiring pricing professionals. Torquil’s network in the field of pricing is unparalleled. He has supplied pricing expertise across a broad range of industries and sectors and is well known as a subject matter expert on recruiting and hiring for the pricing community. He is a keen champion of the clear value-add that pricing talent can bring to an organisation.
Rebekah Wortman | Editor
Has delivered effective integrated communications, search engine optimization, online advertising and internet marketing strategies to clients in multiple industries for nearly 2 decades. After launching her career in corporate communications, public affairs and advocacy, she founded Mage Communications, LLC, a boutique digital marketing and communications firm, in 2005. Wortman currently provides Internet marketing consulting, search engine strategy, online advertising management, content creation and optimization, web development, and additional marketing management services to numerous clients nationwide. She holds a BA in Political Science and Mass Communications from the University of Georgia.
Matteo Vilardo | Art Director
Matteo Vilardo was born in Sicily, July 1988. He graduated from the IED – Istituto Europeo di Design (Milan) in 2011 with the Organic Pack project, awarded as honorable mention at the 23rd Compasso D’oro ADI award (Targa Giovani). In the same year he founded TheSignStudio in Milan together with Luke Hornung. In 2012 they won the Red Dot Design Award with the X-PRO EVO for BM Group. In 2014 they are mentioned again in the ADI Design Index 2014 with ESAWARE project. After almost ten years of experience, he founded MVST | Matteo Vilardo Studio in Milan that deals with creative consulting in Product, Brand Strategy and Digital. He is currently working on several projects for international brands, focusing on both product design and limited editions, while teaching at the IED – Istituto Europeo di Design in Milan.
Marcello Marino | Illustrations and Graphic Design
Marcello is a Product Designer oriented towards innovation of products for daily and industrial use. Together with his collaborators he is also involved in following the communication of brands with which he works as well as the coordination of strategic plans. Marcello studied Product Design and then completed his Master in Design – Innovation, Strategy and Product at IED in Milan. Experimental and determined, after some work experiences in Milan between design and teaching, Marcello decided to pursue the path of a freelancer for few years, dedicating himself to the organization of design-oriented workshop and his passion for illustration.