i50 Top 40 Pricing Influencers - Slipstream Research 2010 [Read … · 2015-10-27 · Simon-Kucher...

INFLUENCER

S

slipstream

© INFLUENCER50 Slipstream 201015© INFLUENCER50 Slipstream 201015

Our Clients

ACROSS EUROPE, AMERICA AND ASIAPAC

Since we opened our first office in the UK in

2004, and our San Francisco office in 2006, we

are now proud to count the following industry-

leading companies as clients.

In 2009 we opened our first office in Sydney,

Australia, to better serve the AsiaPac region.

© INFLUENCER50 Slipstream 201015

Research conducted Jan–Mar ’10.

Three research teams used online, desk archive andproprietary sources. Ranking criteria based on:

Market Reach

Frequency of Impact

Independence

Expertise

Persuasiveness of Impact

Thoroughness of Roles


Influence Dynamics

Typical ecosystem of players- Just under 500 players- In over 20 categories

Many categories drop out as we score influence

Bloggers, systems integrators and journalists all droppedout


Influence Dynamics

There are three main clusters of influence in US- The Professional Pricing Society (many have an official

role at the PPS)- Consultants: Mainly management consultants and small

firms- Analysts: Particularly in the manufacturing space

Consultants are again dominant in number and influence

© INFLUENCER50 Slipstream 2010 10


Deloitte, Accenture and McKinsey dominate the larger firms.

It was the smaller firms that surprised us (e.g. Manchon &Co.), many staffed by former ‘large firm’ executives.

Influence Dynamics


Plenty of influencers have high market reach.So this doesn’t differentiate amongst influencers.

Similarly, many influencers have a high degree ofexpertise. So again this doesn’t help toseparate.

The key differentiating attributes are thereforepersuasiveness and thoroughness.


Influence Dynamics

Methodology

Influencer Slipstream rates each Player according to six scoring categories.

MARKET REACH

How well known, and well listened to,is the Player? Are they ubiquitous in theindustry? What are the chances that a givenpotential customer would have heard thatPlayer’s message?

EXPERTISE

This criteria is self-explanatory, basedon the Player’s number of years withrelevant experience, and the senioritywith which they have taken thatexperience.

FREQUENCY OF IMPACT

If we considered that the Player had just alow number of opportunities to influencethen they scored in the 30s to 50s. If theywere likely to have several opportunitiesto influence over one year then they scoredhigher. In this way, a daily paper wouldscore higher than a Speaker Event.

PERSUASIVENESS

When some people providerecommendation advice to another, theiradvice can be either taken or ignoredwithout penalty. Casual acquaintancesoften provide advice but withoutpersuasion. The advice of regulatorshowever usually needs to be takenextremely seriously, such that theyexhibit high levels of ‘persuasiveness’.

INDEPENDENCE OF IMPACT

Once the Player’s message has beenheard, how impactful is it? Vendorscould not score too highly here,because their message would alwaysbe considered biased, whereasindependent Players automaticallyscored better.

HOW RELEVANT ARE THE ACTUALPOSITIONS?

We don’t think they should be. There isa clear difference between the ability toinfluence of No.1 and No.40, but there’slittle to differentiate No.22 from No.27 forexample.

We intend our Top40 to be a top-tier listing of who should be on yourcompany’s ‘A-List’, those invited tomeet your senior executives and LOBleaders, invited to dinners with yourstrategy leaders and visited by thosemost relevant in your management team.Whether they are No.5 or No.20 theydeserve top-tier treatment.

We believe all 40 stand head andshoulders above your broader marketingtargets database because of the powerthey wield in decisions. Their exact rankingin our Top40 should be a side issue.THOROUGHNESS OF ROLE

Some Players influence a decisionthroughout the decision-making lifecycle,from initial problem evaluation through tocheck-signing. Other are called in at onesingle micro-decision stage.



Top1-20

1 MICHAEL V. MARNMcKinsey & Company

2 MIKE SIMONETTODeloitte Consulting

3 NOHA TOHAMYAMR Research

8 MATT JOHNSON Simon-Kucher & Partner

4 MICHAEL DUNNEGartner

5 REED K. HOLDENWHU Otto Beisheim Schoolof Management

6 WALTER BAKERMcKinsey & Company

7 TOM JACOBSONAccenture

15 TERRY KUESTERDeloitte Consulting

16 KEVIN MITCHELLProfessional PricingSociety

17 CRAIG GIFFIDeloitte Consulting

18 JOHN G. HANSONAccenture

9 BOB PARKERIDC Manufacturing Insights

10 PAUL HUNTPricing Solutions

11 ANDREW CONRADSimon-Kucher & Partner

12MARK R. BURTONHolden Advisors

13 FRANK LUBY Simon-Kucher & Partner

14 THOMAS NAGLEStrategic Pricing Group/Monitor

19AUGUSTIN MANCHONManchon & Company

20 JEROLD M. BERNSTEINThe Price ImprovementTeam


TheTop40

1 NOHA TOHAMYVP, Supply Chain ResearchAMR Research

MICHAEL V. MARNPartner, PricingMcKinsey & Company

2 MIKE SIMONETTOPrincipalDeloitte Consulting

3Criteria Overall Criteria OverallCriteria OverallMarket Reach 85%Frequency of Impact 55%Independence of Impact 75%Expertise 88%Persuasiveness 88%Thoroughness of Role 88%

79%79%80% Market Reach 79%Frequency of Impact 79%Independence of Impact 72%Expertise 81%Persuasiveness 79%Thoroughness of Role 86%

Market Reach 87%Frequency of Impact 88%Independence of Impact 75%Expertise 62%Persuasiveness 81%Thoroughness of Role 82%

[email protected](216) 274-4000BP Tower, 200 Public SquareSuite 3900Cleveland, OH44114

[email protected](617) 542-6600125 Summer St.4th FloorBoston, MA 02110

[email protected](404) 220-1500191 Peachtree St.Suite 1500Atlanta, GA 30303

Pricing guru for 15 years, leads pricing at McKinsey

Wrote ‘The Price Advantage’ - widely-read in industry

Developed widely used analytic approaches foridentifying and capturing opportunities in pricing

Runs Supply Chain Research at AMR Research

Previously senior executive at various SCM softwarevendors

Ex-Forrester Research, currently lectures at EmmanuelCollege, MIT Sloan and Georgia Technology

Leads Deloitte’s Pricing and Profitability Managementpractice

Expert in pricing strategy development, pricingexecution, pricing software selection andimplementation

Ex-Manugistics COO and pricing lead


TheTop40

4 MICHAEL DUNNEResearch VPGartner

5 WALTER BAKERPrincipalMcKinsey & Company

6REED K. HOLDENFounder & CEOHolden Advisors

Criteria Overall Criteria OverallCriteria OverallMarket Reach 88%Frequency of Impact 85%Independence of Impact 79%Expertise 69%Persuasiveness 85%Thoroughness of Role 67%

78%79%79% Market Reach 69%Frequency of Impact 69%Independence of Impact 75%Expertise 86%Persuasiveness 86%Thoroughness of Role 88%

Market Reach 80%Frequency of Impact 73%Independence of Impact 75%Expertise 79%Persuasiveness 82%Thoroughness of Role 80%

[email protected](203) 964-009656 Top Gallant RoadStamford, CT 06904

[email protected](404) 335-3000Georgia-Pacific Center, Suite 4600133 Peachtree Street, N.E.Atlanta, GA30303

[email protected](978) 405-002035 Forest RidgeSuite 160Concord, MA 01742

Only Gartner analyst covering pricing

Covers broad CRM area, focusing on salesoptimization and incentives

An expert in generic software assessment andselection

Leads North America Pricing Practice at McKinsey

Co-author of ‘The Price Advantage’ and widelypublished in management press

Specializes in technology and industrial markets

Renowned pricing expert and co-founder of HoldenAdvisors

Authored ‘Pricing with Confidence’ and ‘The Strategyand Tactics of Pricing’

Former President & CEO, Strategic Pricing Group (nowMonitor)



7 MATT JOHNSONManaging PartnerSimon-Kucher & Partner

TOM JACOBSONMD, StrategyAccenture 8 PAUL HUNT

PresidentPricing Solutions10BOB PARKER

VP ResearchIDC Manufacturing Insights

9Criteria Overall Criteria OverallCriteria OverallCriteria Overall

Market Reach 86%

Frequency of Impact 52%

Independence of Impact 72%

Expertise 85%

Persuasiveness 86%

Thoroughness of Role 86%

78%78% Market Reach 80%Frequency of Impact 77%


Expertise 76%

Persuasiveness 74%Thoroughness of Role 84%

77%Market Reach 67%



Expertise 82%

Persuasiveness 88%

Thoroughness of Role 85%

78%Market Reach 84%Frequency of Impact 73%


Expertise 67%


[email protected](617) 488-4000Prudential Tower -Suite 2300800 Boylston StreetBoston MA 02199

(508) 988-7900 5Speen StreetFramingham, MA 01701

[email protected](650) 641-4300100 View StreetSuite 100Mountain View, CA 94041

[email protected](416) 943-050538 Wellington Street EastSuite 200Toronto, ONM5E 1C7Canada

Global leader in Accenture’s Pricing &Profit Optimization practice

Specializes in discrete manufacturingprocesses

Former EVP at Talus

Top SKP consultant in the US

Expert in pricing software assessmentand selection

Formerly founder and President ofPriceWorks, and ex-PROS

Runs Manufacturing Insights, IDC’send-user research arm

Ex-AMR VP of industrial technology

Typical AMR background inmanufacturing operations

Founder of Pricing Solutions

Active trainer/coach in pricing theoryand practice

Client list include Diageo, Gillette andJ&J


11 MARK R. BURTONCo-Founder and VPHolden Advisors

12 14ANDREW CONRADPartnerSimon Kucher &Partners

FRANK LUBYPartner Simon-Kucher &Partner

13 THOMAS NAGLECEOStrategic PricingGroup/Monitor

Criteria Overall Criteria OverallCriteria OverallCriteria Overall

Market Reach 80%Frequency of Impact 54%


Expertise 82%


77% Market Reach 69%Frequency of Impact 75%


Expertise 79%




Expertise 87%




Expertise 80%


77%

[email protected](650) 641-4300100 View StreetSuite 100Mountain View, CA 94041

[email protected](617) 252-2000Two Canal ParkCambridge, MA 02141

[email protected](617) 231-4500One Canal ParkCambridge, MA02141

[email protected](978) 405-002035 Forest RidgeSuite 160Concord, MA 01742

Specializes in pricing and marketingstrategy, CRM and KAM practice

Clients include Intel, NationalSemiconductor, and Avery Dennison

Manufacturing background (paper &packaging)

Well-known adviser and commentatoron pricing in press and TV

Co-wrote ‘Manage for Profit, Not forMarket Share’ with Hermann Simon

Runs consulting operation at HoldenAdvisers

Co-author of ‘Pricing With Confidence’and prolific writer and blogger

Former director at Strategic PricingGroup (now Monitor)

Well-known pricing guru worldwide

Author of ‘The Strategy and Tactics ofPricing’ now in 5th edition

Founded The Strategic Pricing Group,acquired by Monitor Group in 2004Well-connected in the hierarchy at SKP,

very influential internally



15 CRAIG GIFFIVice ChairmanDeloitte Consulting

TERRY KUESTERPrincipalDeloitte Consulting

16KEVIN MITCHELLPresident ProfessionalPricing Society

JOHN G. HANSONPartner, Pricing & ProfitOptimization PracticeAccenture




Expertise 78%


74%75%75% Market Reach 88%Frequency of Impact 81%


Expertise 58%




Expertise 73%




Expertise 75%


[email protected](212) 436-20002 World Financial CenterNew York, NY 10281

[email protected](216) 589-1300127 Public SquareCleveland, OH44114

(770) 509-99333535 Roswell RoadSuite 59Marietta, GA 30062

[email protected](617) 488-4000Prudential Tower -Suite 2300800 Boylston StreetBoston MA 02199

Co-leads Pricing & ProfitabilityManagement practice with MikeSimonetto

Focus is on financial services, but withgeneric pricing strategy responsibility

Ex-executive at eFunds paymentsolutions

20 year veteran in software industry

Ex-Mercer, where he ran the Bostonoffice and specialized in comms and IT

Ex-Vendavo consulting lead

Assumed running of PPS from hisfather Eric in 2009

Background in manufacturing withColgate and GE

PPS is the primary end-user forum forpricing decision makers

Top Consumer & Industrial ProductsIndustry consultant in the US

Also chairs Deloiite’s GlobalManufacturing Industry practice

Co-author of ‘Competing in World ClassManufacturing’, frequently quoted inbusiness press, well-connected in mfg.

16


19 LAURA PRESLANChief of StaffMicrosoft222120AUGUSTIN

MANCHONPresidentManchon & Company

JAMES G. BOGUESPractice Leader - NA &Resources IndustriesAccen tu re

JEROLD M.BERNSTEINPresidentThe Price ImprovementTeam




Expertise 80%


72%73%74% 72%Market Reach 82%Frequency of Impact 54%


Expertise 77%




Expertise 74%




Expertise 74%


[email protected](416) 315-742185 Yonge BoulevardToronto, ON M5M 3G8Canada

Well-known expert in pricing strategy

Ex-Accenture ad was the founderand global leader of the Pricing andProfitability Practice

Also ex-Deloitte and SKP

(636) 386-8064St. Louis, MO

[email protected](713) 483-90901301 Fannin StreetSuite 1900Houston, TX 77002

[email protected](425) 882-8080One Microsoft WayRedmond, WA98052

aka Value Pricing Group

Expert in pricing for manufacturingcompanies with an emphasis onengineered and technology-basedproducts

Long time Board Advisors for theProfessional Pricing Society

Energy and natural resources lead atAccenture

Also leads Pricing Practice in the US

Accountancy background, ex-PWC

Runs Microsoft’s CRM vision andoutreach program

Pricing background, ex-Deloitte andAMR pricing specialist

Still active in pricing industry, boardmember of PPS



23 DIETER KIEWELLPrincipalMcKinsey & Company24 RAFE VAN

DENBERGVP of Strategic MarketingZ illi an t

PAUL HOYGlobal ManufacturingIndustry DirectorIBM

JIM SAUNDERSLeader, PricingManagement PracticePricing Solutions




Expertise 75%


72%72%72%72% Market Reach 79%Frequency of Impact 54%


Expertise 84%

Persuasiveness 72%thoroughness f Role 66%



Expertise 83%




Expertise 52%


[email protected](416) 943-050538 Wellington Street EastSuite 200Toronto, ONM5E 1C7Canada

Developed Six Sigma pricing approachto price management

Strong manufacturing client baseincluding CPG and pharmaceuticals

Manufacturing pricing background withNestlé and Bombardier Aerospace

(512) 531-85003815 South. Capital of Texas HwySuite 300Austin, TX 78704

[email protected](781) 313-23941 New Orchard RoadArmonk, NY 10504

[email protected] (20) 7839 8040No. 1 Jermyn StreetLondon SW1Y 4UHUK

Co-leader of McKinsey’s Global PricingPractice

Harvard MBA with extensive B2Bpricing experience

Regular contributor to McKinseyQuarterly on pricing strategy

Head of the Manufacturing Industry atIBM Cognos

Owns Cognos’s BI-based pricingdecision capability

Manufacturing industry expert withdeep expertise in CRM, SCM and ERP

Key driver of Zilliant’s thoughtleadership program

Marketing background inmanufacturing and distribution

Former sales and marketing consultantand founder of Business DevelopmentXcellerator


27 LARRY LAPIDEResearch AffiliateMIT28 3029GREG CUDAHY

Global PracticeLeaderAccen tu re

RAY WANGPartner, EnterpriseStrategyAltimeter Group

MICHAEL HURWICHVPStrategic PricingManagement Group




Expertise 73%


71%71%71%71% Market Reach 64%Frequency of Impact 84%


Expertise 59%




Expertise 84%




Expertise 61%


[email protected](678) 657-800075 Fifth Street NWSuite 1100Atlanta, GA 30308

[email protected](617) 244-164281 Puritan RoadWaban MA 02468

[email protected](650) 918-6619 mobile1875 South Grant StreetSuite 680San Mateo, CA 94402

Runs Accenture’s Pricing Strategy &Profit Optimization practice and itsSupply Chain Strategy business

Recognized industry-wide as a supplychain expert

Ex-Manugistics, where he wasExecutive Vice President, Pricing andRevenue Optimization

[email protected](647) 267-594898 Harbord St.Suite 301

Toronto, ON M5S 1G6Canada

Founder of SPMG in 2001

Ex-Deloitte consultant specializing inpricing, incentives and performanceimprovement

Active trainer of pricing specialistsaround the world

Ex-Forrester and top-rated analystindustry-wide

ERP and CRM expert, and very close to

Demand management and supply chainexpert

Ex-AMR analyst and VP of supply chainresearch SAP

Super-connector, popular blogger andmedia star

Well-connected in supply chainindustry, especially INFORMS



31 SIMONJACOBSONResearch DirectorGartner

TIM SMITHManaging PrincipalWiglaf Pricing

GREG THOMASLeader, PricingResearch PracticePricing Solutions



Expertise 79%

Persuasiveness 79%Throroughness of Role 80%

MIKE CALOGRIDISPrincipalThe Pricing Practice

[email protected](203) 964-0096

56 Top Gallant RoadStamford, CT 06904

Part of AMR’s Engineering andManufacturing Operations team

Specializes in manufacturers’ use of ITfor operational efficiency

Defines manufacturing architectures,measurement strategies, andtechnology best practices across mfg.

Criteria

Market Reach 65%



Expertise 52%

Persuasiveness 68%

Throroughness of Role 82%

Overall

71%

[email protected](773) 395-29831 E. Jackson Blvd.DePaul Center 7500Chicago, IL 60604

Writes and publishes Wiglaf Journal,close associate of PPS

Author of ‘Pricing Strategy’ published in2010

Adjunct Professor of Marketing atDePaul University

Criteria

Market Reach 68%



Expertise 80%

Persuasiveness 75%


Overall

70%Criteria Overall

[email protected](416) 943-050538 Wellington Street East, Suite 200Toronto, ONM5E 1C7Canada

Expert in pricing research methods,including at forecasting the impact ofdifferent pricing strategies

Clients include Lilly, Levi’s and Smith &Nephew

Runs course in pricing research for PPS

1650 Market Street .One Liberty Place Suite 3600Philadelphia, Pennsylvania 19103

Independent consultant since 2007

Author of ‘Practical Pricing’ Ex-

Philips Medical pricing manager

Criteria

Market Reach 69%



Expertise 77%

Persuasiveness 66%


Overall

69%

32 33 34


35 3736JULIE FRASERPrincipal Industry Analyst& PresidentCambashi

VINAY KANETKARProfessional AssociateStrategic PricingManagement Group

MARK FERGUSONAssociate ProfessorGeorgia Institute of

Technology

Criteria Overall Criteria OverallCriteria Overall

Market Reach 72%



Expertise 60%


69% Market Reach 59%Frequency of Impact 53%


Expertise 81%




Expertise 68%


69%

[email protected](508) 362-3480PO Box 463Cummaquid, MA 02637

[email protected](404) 894-4330800 West Peachtree Street NWAtlanta, GA 30308

[email protected](647) 267-594898 Harbord St., Suite 301Toronto, ON M5S 1G6Canada

Renowned ERP expert and analyst

Founder of Industry Directions, mergedwith Cambashi in 2008

Ex-VP Marketing for Baan Supply ChainSolutions and also ex-AMR

Operations Management expert, ex-IBM manufacturing engineer

Chairs annual Revenue Managementand Price Optimization Conference

Management, teaches courses, andconducts consulting assignments

Associate at Pricing Solutions and alsoStrategic Pricing Management Group

Also Associate Professor in theDepartment of Consumer Studies atthe University of Guelph

Specialist in managing and measuringperformance of pricing decisions.



TheTop40

38 KENT MONROEProfessorUniversity of Illinois

ROBERT PHILLIPSProfessorColumbia University

39 40JOSEPH ZALEPartnerStrategic PricingGroup/Monitor

Criteria Overall Criteria OverallCriteria Overall

Market Reach 55%



Expertise 75%

Persuasiveness 73%


69% Market Reach 67%



Expertise 75%

Persuasiveness 72%


68%Market Reach 60%



Expertise 78%

Persuasiveness 73%


69%

[email protected](617) 252-2000Two Canal ParkCambridge, MA02141

[email protected]

(804) 289-8550

601 East John Street

Champaign, IL 61820

[email protected](212) 854-5553

Columbia University

3022 Broadway

New York, NY 10027

Works across manufacturing sectorincluding medical products, basicmaterials, publishing and printing andsemiconductors.

Vice President and Managing Directorat The Strategic Pricing Group,acquired by Monitor Group in 2004

Longtime pricing and marketing expert

Recognized worldwide expert in pricing,and remains an active consultant

Also Visiting Distinguished Scholar atUniversity of Richmond

Founded Nomis in 2002 as pricingspecialist in financial services

Ex-CTO at Manugistics and ledPricing and Revenue Optimization andEnterprise Profit Optimization solutions

Founder and CEO of Talus Solutions


Academics 22 Preslan

10 Hunt

5 Holden 16 Mitchell

37 FergusonPPS

28 Lapide

32 Smith

33 Thomas

12 BurtonNETWORK CLUSTER DIAGRAM

40 Monroe34 Calogridis

Cluster diagrams show the relationships

between the identified individuals, groups and

topic areas. In this case, the diagram illustrates

the interdependence of the main types of

influencer with key forums and communities.

20 Bernstein

38 Zale Small Consultancies

19 Manchon 30 Hurwich

23 Saunders 14 Nagle

36 Kanetkar6 Baker

7 JacobsonConsultants Specialist

Consultants

25 Hoy 8 Johnson15 KuesterManagement

Consultants

2 Simonetto

17 Giffi 18 Hanson 13 Luby

39 Phillips 11 ConradManufacturing 1 Marn24 Kiewell

27 Cudahy

21 Bogues

31 Jacobson9 Parker

35 Fraser 29 WangSCM

3 Tohamy26 Van DenBergAnalysts

4 Dunne


Top1-20

1 MICHAEL V. MARNMcKinsey & Company

2 MIKE SIMONETTODeloitte Consulting

3 NOHA TOHAMYAMR Research

8 MATT JOHNSON Simon-Kucher & Partner

4 MICHAEL DUNNEGartner

5 REED K. HOLDENWHU Otto Beisheim Schoolof Management

6 WALTER BAKERMcKinsey & Company

7 TOM JACOBSONAccenture

15 TERRY KUESTERDeloitte Consulting

16 KEVIN MITCHELLProfessional PricingSociety

17 CRAIG GIFFIDeloitte Consulting

18 JOHN G. HANSONAccenture

9 BOB PARKERIDC Manufacturing Insights

10 PAUL HUNTPricing Solutions

11 ANDREW CONRADSimon-Kucher & Partner

12MARK R. BURTONHolden Advisors

13 FRANK LUBY Simon-Kucher & Partner

14 THOMAS NAGLEStrategic Pricing Group/Monitor

19AUGUSTIN MANCHONManchon & Company

20 JEROLD M. BERNSTEINThe Price ImprovementTeam

i50 Top 40 Pricing Influencers - Slipstream Research 2010 [Read … · 2015-10-27 · Simon-Kucher...

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Transcript of i50 Top 40 Pricing Influencers - Slipstream Research 2010 [Read … · 2015-10-27 · Simon-Kucher...