OUTPERFORM 2016: REALIZE YOUR POTENTIAL
Orlando: January 27-29, 2016

Paris: March 2 - 4, 2016. Click for details.

Thanks to Our Attendees and Sponsors for Another Great Outperform

Outperform Orlando 2016 has come to a close. Thank you to all that participated and we look forward to seeing you at Outperform 2017.

Scenes from Outperform 2016 Orlando

Outperform Orlando 2016
PREMIER SPONSORS

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PRESENTING SPONSORS
SPONSORS
AGENDA
January 27
8:00am - 5:00pm Customer & Partner Training- click for details
6:00pm - 10:00pm Welcome Reception - Contemporary Resort Porte Cochere
January 28
7:30am - 8:30am Breakfast & Networking Lounge
8:30am - 9:15am Welcome Keynote
Andres Reiner, President and CEO, PROS
9:15am - 10:00am Leading an Analytics Transformation: The Disney Story
Mark Shafer, SVP, Revenue Management and Analytics; Disney
10:00am - 10:45am
Networking Break
10:45am - 11:30am Revenue Management in Diverse and Challenging Environments
Carlos Jovel, Vice President, Revenue Management and Pricing- Center of Excellence; LATAM
11:30am - 12:15pm Innovations in Pricing: How Two Tech Giants are Leveraging Pricing to Drive Global Business Success
Stephen Moss, VP, Pricing, Hewlett-Packard Enterprise
Glenn Dearing, VP, Pricing Strategy; salesforce.com
12:15pm - 1:15pm Lunch & Networking Lounge
Sales and Pricing Track
Nutcracker 1+2
Revenue Management Track
Fantasia A-G
1:15pm - 1:45pm "The Price is Right.." and Other TV Classics That Teach Us Smarter Selling
Peter Ostrow, Vice President and Group Director, Aberdeen Group
1:15pm - 2:00pmThe Convergence of Travel and Technology: Revenue Management in the New Generation
Surain Adyanthaya, SVP Product Management; PROS


2:00pm - 2:45pmAround the World
Benson Yuen, President, Travel; PROS
1:45pm - 2:45pm From Supply to Market - Fonterra's Journey to Full Revenue & Profit
Josh Sigmund, Director, Ingredients Sales & Operations Planning, Fonterra
2:45pm - 3:30pm Networking Break
3:30pm - 4:15pm Gaining Trust: User Engagement and CPQ Program Success
Tim Baynes, CPQ Research Director, Gartner
3:30pm - 4:15pmRevenue Management – The Next Frontier
Amit Khandelwal, Divisional Vice President, Revenue Management, Emirates


4:15pm - 5:00pmRevenue Management in a World Without Booking Class Availability
Karl Isler, General Manager, Operations Research and Strategy; Swiss International Airlines


5:00pm - 5:30pmBranded Fares at Austrian Airlines – How Revenue Management Systems Cope with New Challenges
Mirjam Gehring, Head of Revenue Management Projects and Systems, Austrian Airlines


5:30pm - 6:00pmThe Group Sale Customer Experience
Alberto Carlos Hinke, Director, Strategic Consulting, PROS
4:15pm - 5:15pm Overcoming Volatility: How to Make the Right Pricing Decisions
Neil Duffy, Director, Pricing; Sunoco
5:15pm - 6:15pm Pricing Fairness: Engaging Sales and Increasing Price Performance
Stephen Haggett, VP, Pricing and RM, Iron Mountain
6:15pm - 7:15pm Reception & Networking Lounge
7:15pm - 10:15pm Evening Event: Disney Theme Park
January 29
8:00am - 8:30am Breakfast & Networking Lounge
Fantasia H+J
8:30am - 9:15am The Sky is the Limit: How the Cloud & Analytics are Bringing Tranformational Change to Enterprise Business
Saideep Raj, Managing Director, Accenture Technology
9:15am - 9:45am Networking Break
Fantasia H+J
Selling & Pricing Track
Nutcracker 1+2
Revenue Management Track
Fantasia A-G
9:45am - 10:15am Overcoming a Perfect Pricing Storm: Challenges & Solutions
David Mok, Director, Pricing Strategy & Analytics; DePuy Synthes
9:45am - 10:15am
Dynamic Pricing: Animal Kingdom or Magical Kingdom?
John McBride, Ph.D., Director Product Management Travel; PROS

10:15am - 10:45am
From Origin to Destination - the Qantas Journey
Gerard Dignan, Head of Revenue Management Systems, Revenue Management; Qantas Airways Limited

10:45am - 11:15am
Incorporating Personalization into Airline Revenue Management: Simulating the Potential Rewards and Risks
Peter Belobaba, Ph.D., Principal Research Scientist, Massachusetts Institute of Technology

11:15am - 11:45am
Closing Session
John Billings, SVP, Travel, PROS

10:15am - 10:45am Driving Business Value with Price Guidance
Peter Barr, Sr. Director, Pricing; McKesson Surgical-Medical
10:45am - 11:15am Georgia Pacific's Journey to Pricing Excellence: A Look Back - and Forward
Brian Horel, Director, Sales Operation; Georgia Pacific
11:15am - 11:45am A CPQ-based Strategy for Consistent and Efficient Pricing and Promotions Management
James Grimse, Director, Pricing and Trade Strategy; McCain Foods
11:45am - 12:45pm Lunch & Networking Lounge
Fantasia H+J
12:45pm - 1:15pm Realizing Value: The PROS Pricing Impact at Hewlett Packard Enterprise
Mansi Kansal, Pricing Analytics Program Manager & PMO; HPE
Joel Birnbaum, Pricing Analytics Program Manager & Solution Lead; HPE
1:15pm - 2:15pm Panel: The Future of Sales Optimization
Paul Greenberg, Owner; The 56 Group
Jeff Robinson, SVP Product Mangement & Science; PROS
Craig Zawada, Chief Visionary Officer; PROS
2:15pm - 2:30pm Thank You & Close - PROS
SESSIONS
Leading an Analytics Transformation: The Disney Story
Mark Shafer - Senior Vice President, Revenue Management and Analytics, Disney
Disney Sr. Vice President of Revenue and Profit Management Mark Shafer will share his 30-year rags to riches analytical journey, including lessons learned as a pricing leader at People Express Airlines to building a science-based analytical team at The Walt Disney Company.
“The Price is Right…” and Other TV Classics That Teach Us Smarter Selling
Peter Ostrow - Vice President and Group Director, Aberdeen
New Aberdeen research is uncovering a remarkable trend in modern selling: the price of what is sold is not only critical to buyers – they want the best deal possible – but also to when, how, and even if sellers choose to bend or stand their ground. In this session, Aberdeen VP Peter Ostrow will discuss: How pricing and price optimization are becoming more important to margin-focused sales organizations; recent data that illustrates the positive effect price optimization has on best-in-class companies; and the intersection of price optimization and CPQ capabilities.
Keynote: The Sky is the Limit: How the Cloud and Analytics are Bringing Transformational Change to Enterprise Business
Saideep Raj - Global Managing Director, Cloud First Applications, Accenture
With the cloud maturing and analytics powering new opportunities for revenue and margin growth, best-in-class companies are radically changing how they go to market and how they sell and interact with customers. In this session, Accenture Global Managing Director, Cloud First Applications, Saideep Raj will share important insights from this new era of digital transformation including the impact of CPQ and pricing technology, as well as explore what emerging trends are gaining traction to help you stay on top of a rapidly changing business environment.
Overcoming Volatility: How to Make the Right Pricing Decisions
Neil Duffy - Director, Pricing, Sunoco
Few industries will ever experience a 60% drop in revenue in six months, but that has been the reality the oil & gas industry has been living with recently. In this session, Sunoco's Neil Duffy will share his pricing technology journey, from advocation to implementation, to help Sunoco master the art - and science - of pricing in this highly volatile market.
Driving Business Value with Price Guidance
Peter Barr - Senior Director, Pricing, McKesson Medical-Surgical
In this session, McKesson Medical-Surgical Senior Director of Pricing Peter Barr will discuss how McKesson is leveraging PROS data-driven price guidance to sell with confidence and maximize customer value. He will share how PROS is helping the company identify below-market prices and move them to market level, realizing incremental revenue and proft improvements in the process.
From Supply to Market - Fonterra's Journey to Full Revenue and Profit Realization
Josh Sigmund- Director, Ingredients Sales and Operations Planning, Fonterra
Fonterra is the world's largest dairy collective. In this session, Fonterra will show how the company leverages PROS to determine what to manufacture and sell in a marketplace with consistent supply and price fluctuation and how the company is expanding its PROS footprint with price optimization and CPQ to maximize revenue and profits for its farmers.
Overcoming a Perfect Pricing Storm: Challenges and Solutions
David Mok - Director, Pricing Strategy & Analytics, DePuy Synthes
In this session, DePuy Synthes’ David Mok will take attendees through the obstacles companies need to overcome when facing a convergence of pricing challenges. With indirect regulatory pressures from healthcare end-customers intensifying industry consolidation and price competition in medical devices, learn how perfecting price strategy and execution gives manufacturers the ability to navigate the storm and make it out in one piece.
The Importance of Technology and Tools in Pricing
Mohit Gupta - Strategic Pricing Manager, Cargill DSO
Effective price strategy is essential to growing revenue, and holding or improving margins. To ensure that pricing strategy is sound and being executed properly in the field, science-based technology and tools need to play a critical role. In this session, Cargill DSO’s Mohit Gupta shares Cargill’s best practices and lessons learned using pricing technology to ensure pricing - and selling -success.
Using Purchasing and Blend Optimization to Improve Supply Chain Management
Eric Napientek - Assistant Vice President, Operations, OSI
In the food industry, addressing both supply and pricing volatility in the market are serious challenges that can undermine controlling cost. In this session, OSI’s Eric Napientek will discuss how OSI uses a combination of purchasing and blending optimization to buy smarter, use smarter, and reduce supply chain costs. Learn how OSI uses benchmarks to measure procurement performance against the least-cost option, creating a transparent purchasing environment that fosters continuous improvement.
Georgia-Pacific’s Journey to Pricing Excellence: A Look Back – and Forward
Brian Horel - Director of Sales Operations, Georgia-Pacific
In this session, Georgia-Pacific will share successes from its journey to achieving pricing excellence. Learn how price optimization and analytics is empowering not just sales, but all customer-facing teams to become better informed about market risks and opportunities, increasing revenue and profit in the process. Also, learn about what's next in Georgia-Pacific’s continuing journey.
Revenue Management in a World Without Booking Class Availability
Karl Isler - General Manager, Operations Research and Strategy; Swiss International Airlines
The offer request and response process proposed by IATA’s New Distribution Capability (NDC) does not require a booking-from-availability step. In this session, Swiss Airlines' Karl Isler will explore how this impacts current revenue management systems and practices and discuss some of the opportunities offered by this new process.
From Origin to Destination - the Qantas Journey
Gerard Dignan - Head of Revenue Management Systems, Revenue Management; Qantas Airways Limited
Qantas is the Australian national carrier recently celebrating its 95th birthday. In this session, Qantas will outline the holistic approach adopted in implementing PROS O&D III – the case for change, the focus on process re-engineering, improving organizational capability and ensuring readiness for cutover. The journey introduced numerous challenges – learn how they were addressed, what was learned, what were the critical success factors and what of the journey remains.
Pricing Fairness: Engaging Sales and Increasing Price Performance
Stephen Haggett - VP, Pricing and Revenue Management; Iron Mountain
In this session, Iron Mountain’s Steve Haggett will show how his company uses PROS to enable pricing fairness for its customers. By reducing unnecessary price variations, customer pricing is both fairer and more disciplined. Learn how this "fairness doctrine" in pricing is giving Iron Mountain's sales reps greater confidence in the prices they deliver to customers and help assure that customers do not leave over the wrong price.
Revenue Management - The Next Frontier
Amit Khandelwal - Divisional Vice President, Inventory and Revenue Management; Emirates Airlines
Beyond implementation of network Origin & Destination optimization, the challenges and opportunities for network carriers lie in distribution, demand and pricing. In addition, ever-expanding global networks with varying seasonality and shifting reservation booking designators (RBDs) make demand management an ongoing issue. In this session, learn about Emirates' implementation of PROS Real-Time Dynamic Pricing and the challenges with availability traffic and bookability driven by online travel agencies (OTAs) and metasearch engines.
Realizing Value: The PROS Pricing Impact at Hewlett Packard Enterprise
Joel Birnbaum - Pricing Analytics Program Manager & Solution Lead, HPE

Mansi Kansal -Pricing Analytics Program Manager & PMO, HPE
In this session, HPE pricing managers Joel Birnbaum and Mansi Kansal will provide an inside view on how HPE is using PROS to deliver optimized price recommendations to the field and partners worldwide, with a focus on strategies to measure the impact. They will present an overview of HPE’s PROS implementation and how pricing impact is measured, including price variance methodology, successes and lessons learned. They will also take a look at what’s next for pricing inside the global tech giant.
Innovations in Pricing: How Two Tech Giants are Leveraging Pricing to Drive Global Business Success
Stephen Moss - VP, Pricing, Hewlett-Packard Enterprise

Glenn Dearing -VP, Pricing Strategy; salesforce.com
In this keynote, learn how tech leaders Salesforce.com and Hewlett Packard Enterprise (HPE) are fostering pricing innovation and helping spearhead business improvement across the enterprise.

First, Salesforce’s Glenn Dearing will discuss pricing innovation and best practices from a SaaS/subscription perspective, including a look at how Salesforce prices & packages new products, how pricing decisions are made in a large global organization, and why customer success is Salesforce's top pricing priority.

Following, HPE’s Stephen Moss will deliver a management perspective on how pricing innovations at HPE are acting as a strategic lever, enabling the wider business to take a more analytic approach to critical decision making.
Gaining Trust: User Engagement and CPQ Program Success
Tim Baynes - CPQ Research Director, Gartner
Gartner has published a number of articles covering the importance of customer engagement in driving both top-line and bottom-line business results. One factor that has a direct impact on customer engagement is user experience. CPQ applications have a complex knowledge base for both configuration and pricing rules. When combined with price optimization, it’s not always apparent to the user how a given price in a CPQ application has been derived. Providing transparency leads to better understanding and adoption, ultimately resulting in better ROI in CPQ implementations.

In this session, Gartner CPQ Research Director Tim Baynes will cover several best practices for building better usability and transparency into your CPQ implementation and discuss the importance of transparency in achieving better customer engagement.
Revenue Management In Diverse and Challenging Environments
Carlos Jovel - Vice President, Revenue Management and Pricing- Center of Excellence; LATAM
LAN and TAM first joined together in 2012, melding distinct corporate and regional cultures to form LATAM Airlines Group – the largest airline in the southern hemisphere. The integration of philosophies, strategies, practices, and systems has provided a significant set of internal challenges. All the while, the business model continues to evolve to recognize the new trends in the industry.

Throughout this years-long merger, the Revenue Management and Pricing Center of Excellence has remained tasked with its paramount objective: to secure revenue maximization. Mr. Jovel will call upon his experiences to examine how to create stability during times of turbulence and how to stake a claim on the future when even the present is in flux.
The Group Sale Customer Experience
Alberto Carlos Hinke, Director, Strategic Consulting, PROS
Historically, Group customers have spent days and weeks going back and forth with airline Group Desks to negotiate schedules and prices. These delays – and the accompanying frustration – often lead Group customers to explore other options and take their business elsewhere. Such protracted exchanges have no place in an age when we can order nearly anything online in the morning and have it delivered in the afternoon. Group customers, like everyone else, want convenience, accuracy, and (for better or worse) instant gratification.

PROS Group Sales Optimizer (PROS GSO) answers these needs not only for the airline, but for the end-users – your Group customers. In this session, Alberto Carlos Hinke, Director of Strategic Consulting with PROS, will examine how an airline’s Group customers perceive their interactions with the Group sale process, discussing some well-established processes (i.e., old, manual, and unwieldy) and the new practices (i.e., fast, automated, and smart) enabled by PROS GSO.
Panel: The Future of Sales Optimization
Paul Greenberg - Owner and President, The 56 Group
Craig Zawada - Chief Visionary Officer, PROS
Jeff Robinson - Senior Vice President, Product Management, PROS
Moderated by: Tim Girgenti - Chief Strategy Officer, PROS
In this closing Outperform power panel, listen to Paul Greenberg, CRM luminary and author of “CRM at the Speed of Light,” Craig Zawada, PROS Chief Visionary Officer, former McKinsey & Co. partner and author of “The Price Advantage,” and Jeff Robinson, pricing and pricing science expert and SVP of Product Management at PROS, discuss what’s coming in the sales and pricing optimization world and what it means for enterprise-class businesses. Attendees will also get a sneak peek at the PROS product roadmap.
Incorporating Personalization Into Airline Revenue Management: Simulating the Potential Rewards and Risks
Peter Belobaba, Ph.D. - Principal Research Scientist, Massachusetts Institute of Technology
Advances in airline distribution technology could allow airlines to dynamically customize RM availability of fare products based on individual-customer characteristics. Some researchers envision airlines making personalized fare quotes in real time – effectively eliminating the use of traditional booking classes.

We will explore some simple dynamic availability (DynA) heuristics that adjust fare-class availability or apply a modifier to the current available fare based on a customer’s willingness-to-pay (WTP) or trip purpose. Results from the Passenger Origin-Destination Simulator (PODS) will be used to illustrate the performance of these methods in competitive environments and to highlight the need for more nuanced strategies to enhance revenue from personalized pricing.
A CPQ-based Strategy for Consistent and Efficient Pricing and Promotions Management
James Grimse - Director, Pricing and Trade Strategy, McCain Foods
With both complex supply conditions and sales processes that include multi-layered trade promotions, determining optimal price in food manufacturing can be a challenge. In this session, food manufacturer McCain will share some of the key drivers behind the company’s plan to overhaul its pricing and quoting practices as well as explore the critical evaluation criteria that led to its decision. Learn how McCain will optimize pricing and then leverage Smart CPQ to deliver real-time pricing guidance to stakeholders.
Branded Fares at Austrian Airlines – How Revenue Management Systems Cope with New Challenges
Mirjam Gehring - Head of Revenue Management Projects and Systems, Austrian Airlines
The introduction of a new fare concept providing and securing increased revenues, while at the same time being attractive and transparent to the customer made high demands on many processes within Austrian Airlines and on the Revenue Management Systems in particular. We would like to share our thoughts and our experiences with the Conference audience.
Dynamic Pricing: Animal Kingdom or Magical Kingdom?
John McBride, Ph.D. - Director Product Management Travel, PROS
While hub-spoke systems offer many advantages to both airlines and passengers, the application of leg-based revenue management methods will fall short of maximizing network revenue. In turn, this has led to global adoption of advanced revenue management technology such as PROS Origin and Destination (O&D) and PROS Real-Time Dynamic Pricing (RTDP). And then came the Internet. The internet may give but it may also take. The proliferation of OTAs and other digital channels in conjunction with the growing use of mobile technology has translated into an exponential increase in airline shopping requests that require real-time, dynamic responses. In this talk we will review how PROS has harnessed the power of the internet and cloud-computing to deliver a solution that eliminates the need for cache-based systems or proxies that lead to a negative consumer experience.
  
  
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We hope you’ll join us in Orlando for Outperform 2016 and attend our exclusive, private event on Wednesday, January 27th where you’ll get introduced to some of our presenters and PROS executives. Remember to bring your “Fast Pass” allowing you to skip the line for an exclusive sneak peek of the Solutions Expo with private demos before the expo opens to conference attendees. It’s the ultimate networking opportunity where you’ll have direct access to PROS champions to find out how they are getting the most out of their deployments and to help you realize your revenue and profitability potential.


See you in Orlando!