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The Art of Designing and Testing EVE® Models

Format: Webinar

Posted in Quantify Customer Value

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Economic Value Estimation®models require both customer and competitive data along with a heavy dose of analytical skill. With practice, the mathematical side of designing high-quality EVE® models can become systematic. What is often less obvious is the soft and intuitive side of crafting value stories, testing EVE® with customers, and building team alignment.  The art of EVE® design cannot be taught in standard training sessions. It requires soft skills and social intelligence.

In this webinar, Stephan Liozu will discuss this difficult-to-acquire aspect of designing and testing EVE®.

Attendees will learn:

  • An introduction to the art of EVE®.
  • Individual and collective skills that are needed to become better at this art.
  • How to use the outcome of EVE® internally with stakeholders and externally with customers.

PRESENTED BY STEPHAN LIOZU

Stephan M. Liozu is Chief Value Officer of the Thales Group. He is also an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. Stephan holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management from Toulouse School of Management (2005), and an MBA in Marketing from Cleveland States University (1991). He is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, and a Strategyzer Business Model Innovation Coach. Over the past few years, Stephan published academic articles in the Journal of Revenue & Pricing Management, Business Horizons, MIT Sloan Management Review, and Industrial Marketing Management. He has also written several articles on strategic pricing issues for the Journal of Professional Pricing and is a regular presenter at Professional Pricing Society conferences in Europe and North America as well as the Strategic Account Management Association conferences. He authored four books, Pricing Strategy Implementation: Translating Pricing Strategy Into Results (2019), Dollarizing Differentiation Value (2016), The Pricing Journey (2015) and Pricing and Human Capital (2015). He also co-edited three books, Innovation in Pricing – Contemporary Theories and Best Practices(2012), The ROI of Pricing (2014), and Pricing and the Salesforce (2015). Stephan sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. He is a Strategic Advisor to 360pi, The Kini Group, and PriceSenz.

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