Chairman

Mélanie Septe
Head of Pricing & Services

B2B pricing strategies rarely fit into a single model.
Between Cost+, value-based pricing, competition matching and penetration pricing, pricing teams must combine multiple approaches and adapt them across business lines, product life cycles, and after-sales dynamics.

This conference offers a clear and practical deep dive into how these hybrid strategies are built and deployed: how to structure them, how to automate them, and how to make them work together in a coherent and scalable way.

Agenda

3.45 PM

Welcome & Registration

4.00 PM

Opening & Kick-off

4.10 PM

Structuring B2B Pricing in a Complex Global Environment

Finished Products, Spare Parts & Multi-Strategy Coherence
Andrea Merati, Senior Consultant Solutions – Syncron

This session will explore how B2B organizations can structure pricing across highly complex portfolios and geographies, with a specific focus on the challenges of after-sales and spare parts.

Key topics include:

Fundamental differences between finished goods pricing and spare parts pricing (lifecycle dynamics, elasticity, perceived value, operational constraints)
Managing pricing in global organizations : How to articulate central price lists with local operational entities
Ensuring coherence across multiple pricing strategies (Cost+, value-based pricing, market adjustments, tactical overrides)
How AI supports pricing teams, with a focus on:
- data structuring and reliability
- handling low-quality or incomplete data
- concrete AI use cases that support - rather than replace - pricing decisions

4.40 PM

Roundtables moderated by Pricing Experts

5.55 PM

Break

6.00 PM

Expert Panel: Real-World Trade-offs in B2B Pricing
Alexandr Mitin, Spare parts revenue team manager – Sidel

Andrea Merati, Vice Président Adjoint, Pricing Stratégique – Dormakaba

An in-depth discussion between senior pricing leaders from global industrial groups, sharing how strategic choices are actually made on the ground.

The panel will address five major dimensions:

Data quality & governance
Pricing strategies: trade-offs and coherence
Collaboration between Pricing & Procurement
Geopolitical impacts & tactical pricing responses
AI and the future of pricing

6.30 PM

Wine Tasting: Must-Have Bottles for Every Occasion

Which wine styles deserve a permanent spot in your cellar: the kind of “go-to” bottles that never disappoint and work beautifully for a wide range of moments? Together, we’ll explore timeless French terroirs and highlight a selection of favourites with the potential to become your own essentials: outstanding value, reliable estates, and bottles that always overdeliver.

7.10 PM

End of formal sessions & networking

7.30 PM

Estimated end of the event

Waiting List

*To avoid over-soliciting our members, unfortunately, this event is not open to consultants or pricing solution providers. Please contact us through this link to find out the next available date.