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Selling and buying value in B2B markets featuring global value expert Todd Snelgrove.

  • Wednesday 13 November 2019

  • 5:30 - 8:30 PM

  • KPMG

  • Tower Two, Collins Square, 727 Collins Street Melbourne


Industrial firms are increasingly seeking differentiation and improved performance by selling and buying “value” and performance. For example, industry leaders, such as Rolls-Royce, SKF, and SAP, are widely known for their capabilities to quantify the cost savings and monetary benefits that their offerings deliver to customers.

The third Global Business Innovation Conversation for 2019 will feature the former Global Vice President of Value for SKF, and the founding partner of The Experts in Value, Todd Snelgrove, along with other value-driven firms in the Australian business landscape.

Globally known as the thought leader in the field of value, Todd will discuss how firms can sell, buy, and price based on measurable and documented value. Todd will also share his insights on SKF’s best practice methodology to implement value-based selling strategy, and quantify value to customers.

A panel of industry experts will discuss:

· Why selling and buying value is important to Australian companies

· The key challenges to sell and buy value in different industry sectors

· How to implement successful value-based selling and buying strategies

· How companies can develop, facilitate, and manage value-based relationships with their key customers and suppliers

If you’re interested in selling, buying or pricing based on the value you create, don't miss this opportunity.

 
 
TODD SNELGROVE   FOUNDING PARTNER  EXPERTS IN VALUE

TODD SNELGROVE

FOUNDING PARTNER
EXPERTS IN VALUE

JOONA KERÄNEN   ASSOCIATE PROFESSOR, VICE-CHANCELLOR’S SENIOR RESEARCH FELLOW  RMIT UNIVERSITY

JOONA KERÄNEN

ASSOCIATE PROFESSOR, VICE-CHANCELLOR’S SENIOR RESEARCH FELLOW
RMIT UNIVERSITY

 
 

Keynote

 

Todd Snelgrove is a former Global Vice President of Value in SKF with over 15 years’ experience in being the team leader on understanding, presenting, calculating, pricing, and purchasing on Total Cost of Ownership (TCO) or Total Profit Added™ (TPA™) . Todd is now the founding partner at The Experts in Value, a consultancy that helps companies sell, market, price and negotiate based on measurable value.

Todd is acknowledged to be the leading subject matter expert in the field of value. He has developed and implemented his insights into strategies for sales and marketing programs, strategic account management, customer value partnership agreements, and numerous other programs that help companies to increase profitability by measuring and understanding Total Profit Added™. Todd’s work has been featured in Harvard Business Review, MIT Sloan Management Review, and many other outlets. He is regularly leading sessions on value at Executive MBA courses on institutions such as IMD, Kellogg, Esade, and London Business School.

Moderator

Joona is an experienced customer value specialist, and his research is focused on understanding how firms can sell, buy, and price value and performance outcomes in B2B markets. Joona has extensive expertise in leading several international and large-scale industry-academia research projects focused on customer value management, and collaborating with more than 70 global B2B firms and SMEs in different industries.

Joona is a frequent speaker at different industry events, and has won the best B2B track paper at the Australian and New Zealand Marketing Academy conference in 2018.

 
 
 

Panellists

 
STEPHEN KOZICKI   PRINCIPAL PARNTER  GORDIAN BUSINESS

STEPHEN KOZICKI

PRINCIPAL PARNTER
GORDIAN BUSINESS

Stephen Kozicki is a best-selling author, business educator and Australia’s leading specialist in ‘breakthrough business strategies’ based on value. He has a unique ability to convert the key issues from a range of business development topics into useful tools to improve the performance of your business.

As the principal partner in Gordian Business - one of Australia’s leading business advisory firms, Stephen personally focuses on organisational effectiveness and increasing productivity and profitability for all of his clients. He is a key adviser and consultant to the
C-Suite in some of the leading companies worldwide. Stephen has penned several hard-hitting articles that have been published in Australia and overseas. He is an advisor to Harvard Business Review Magazine (HBR) and has been appointed an adjunct professor at Executive Education, ACU, Sydney.

VASSI KREKACS   HEAD OF PIPELINE STRATEGY  ABBVIE PTY LTD

VASSI KREKACS

HEAD OF PIPELINE STRATEGY
ABBVIE PTY LTD

With a passion for Healthcare and over 20 years’ experience in the pharmaceutical industry, Vassi has held diverse roles that have contributed to creating value for stakeholders.

By implementing Strategic Account Management principles to enrich engagement and innovation, Vassi has re-defined strategy to improve business outcomes. She believes in taking the time to understand stakeholder’s priorities and objectives in order to define mutual areas for collaboration hence, driving growth.

Currently Vassi’s role within the Pharmaceutical industry involves early brand planning and evaluation of pipeline assets for successful integration into the unique Australian market.

 
 
 
DIMA CEBAN   VICE PRESIDENT, HEAD OF VALUE ADVISORY AND EXPERIENCE MANAGEMENT ENGINEERING  SAP AUSTRALIA AND NEW ZEALAND

DIMA CEBAN

VICE PRESIDENT, HEAD OF VALUE ADVISORY AND EXPERIENCE MANAGEMENT ENGINEERING
SAP AUSTRALIA AND NEW ZEALAND

Dima leads the Value Advisory practice at SAP, a management consulting service to its customers in the ANZ region. His team’s focus is on identifying the value of technology transformations, value realised and the potential of building intelligent enterprises in the experience economy.

He is passionate about technology and the role it can play in transforming work, organisations and societies. He and his team have helped numerous customers with the long-term justification of their transition to cloud, adoption of innovative technologies and rethinking their business models through digital platforms.