If Prices Could Talk

In this episode, host Tracy Dent is joined by Per Ohstrom, CMO and Partner at Chief Outsiders, and Pete Morelli, Partner at Holden Advisors, for a deep dive into private equity, pricing strategies, and industrial market trends. We explore key challenges and opportunities for 2025, from the impact of tariffs on supply chains to the pitfalls of traditional cost-cutting strategies. We also discuss ho...

In this episode, Jeet Mukherjee and Tracy Dent break down the numbers behind Super Bowl advertising, how companies justify multimillion-dollar ad spends, and what these marketing decisions reveal about consumer behavior. AGENDA TOPICS 00:00 Introductions 00:44 Why companies spend millions on ads 08:28 When the $7M ad spot is worth it 11:00 Nike’s first Super Bowl ad in 27 years 17:34 Brand buildin...

Greg James joins us to discuss the role of AI in B2B markets. We talk about the recent disruption with DeepSeek, explore real-world applications of AI with pricing processes, and unpack expectations for AI adoption in the coming months and years. Granted with 14 patents, Greg is a 30-year industry veteran who has led engineering teams at companies like Intel, Verizon, and Google. Throughout his ca...

How do you know when it's time to update your price model? Aaron Fransen joins us to unpack the signs and symptoms of misalignment in price and value - and how to get your strategy and messaging back on track. (Hint: market research plays a big role.) In this episode, we discuss: Red flags that your pricing is stale - and what to do about it How to address undisciplined discounting Types of market...

In this episode, we sit down with Melissa Vincent, CEO of Pipeline Entrepreneurial Fellowship, to discuss the unique challenges and opportunities founders face in 2025.  From navigating setbacks to defending value in competitive markets, we talk strategies, success stories, and a-ha moments that have helped to grow startups and entrepreneurs in the Pipeline community.  The Pipeline Fellowship Prog...

Join us for a roundtable discussion with with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related headlines and key takeaways for pricing and B2B commercial lessons and implications from: - Klarna's partnership announcement with Stripe ahead of its IPO and what it means for payment strategies - Boeing's production challenges and their ripp...

In this episode, Tracy Dent speaks with Greg James and Jeet Mukherjee about Intel, a company that once defined the cutting edge of technology but now finds itself struggling to compete with industry giants like Nvidia and AMD.   We talk about the drivers behind Intel’s success in the golden age, why things started to fall off, and how others began to take market share and eventually lead the semic...

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss the year’s pricing-related news and key takeaways for pricing and B2B markets in 2025. Join us as we break down some of the bigger headlines of the year and implications for next year’s strategies. We discuss what drove executive exits, how IPOs reshaped markets, and some lessons ever...

In this episode, Jason Burley, Group Vice President at Grande Custom Ingredients Group, joins Brian Doyle, Patrick McCullough, and Tracy Dent from Holden Advisors to explore the art of value selling in B2B. The conversation covers strategies for navigating high-pressure negotiation dynamics, staying aligned both within your team and with your customers, and shifting the focus from price to deliver...

In this episode, Tracy Dent and Jeet Mukherjee speak with Lynn Guinn about his decades of experience as an executive at Cargill, the largest private company in the US. Topics include his approaches to pricing strategy, navigating global markets, and building pricing power through disciplined negotiations. Cargill provides food, ingredients, agricultural solutions and industrial products to nourish...

Roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. In this episode, we discuss recent pricing-related headlines and key takeaways for pricing and B2B commercial impact. Topics include Starbucks' new strategies amid declining sales, Kroger's adoption of digital price tags, potential uses of AI in retail stores, and Peloton's marketing adjustments targeting new de...

In this episode, Nick Moscaritolo from Platte River Equity joins Jeet Mukherjee, Pete Morelli, and Tracy Dent from Holden Advisors. From price-setting challenges to tactics for achieving impactful price-getting, the episode covers firsthand experiences driving transformation in portfolio companies. Topics include value creation and the strategic role of pricing within private equity, strategies th...

Join us with Steve Pierson, VP Global Pricing at Zimmer Biomet, and Patrick McCullough and Tracy Dent from Holden Advisors for an episode on pricing and sales in medtech and medical devices. This episode covers approaches to price execution, the strategic shift to value-based selling, and navigating tough negotiations with procurement. Zimmer Biomet is a global medical technology leader offering i...

Steve Schulz, EVP of Product Management at Informative Research, joins Brian Doyle, Pete Morelli, and Tracy Dent from the Holden Advisors team on this week’s roundtable. This episode covers stories from high-stakes negotiations with Fortune 100 companies, pricing for tech-driven solutions, and strategies for growth through co-innovating with clients. Informative Research is a leading technology pl...

In this episode, we sit down with with Brian Mackerer, VP of North America at Craft as he shares about his experiences building and growing go-to-market teams. We talk about the importance of aligning pricing strategies with customer value, the benefits of a relationship-driven sales approach, and the challenges of managing margins in B2B SaaS models. Craft is an intelligent supply chain resilienc...

Debriefing private equity’s partial ownership of NFL teams, the strategy behind Nike’s Q2 results and brand unraveling, Walmart’s new era of digital shelves, and the future of the paper towels vertical after decades of toilet paper shrinkflation. If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

In this episode, we discuss Netflix's expansion plans, the merger between Six Flags and Cedar Fair, and the acquisition of Neiman Marcus by Saks. We also unpack the role of generative AI in future supplier negotiations and recent pilots with MIT, Walmart, and Amazon. If Prices Could Talk roundtable discussion with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent.

Sellers are often faced with tough buyers who try to bully them into lower prices by claiming the product is a commodity. In this video, we discuss the tactics used to trick sellers into undercutting value, ways to identify a buyer who is playing poker, and how to differentiate in a commodity market to defend prices in your next negotiation. Roundtable discussion with Travis Umpleby, Pete Morelli,...

Barrett Thompson, VP of Customer and Industry Relations at Zilliant joins us on this week's podcast to discuss CPQ (Configure, Price, Quote) shortcomings and ways to keep pricing strategies fresh. We also discuss ways to slash quoting cycle times and drive win rates by identifying and eliminating inefficiencies in the buying cycle. Zilliant helps companies put pricing at the heart of their busines...

Scott Sargis, Managing Director at IEC Partners, joins Jeet Mukherjee and Tracy Dent from Holden Advisors for a discussion about how to build pricing power when entering new markets. Topics include building trust and credibility, ensuring product differentiation, and ways to build an ecosystem to drive initial growth.

In this roundtable we’re joined by Pete Eppele, Chief Product Officer at Rollick and Rich Flati, Senior Customer Program Manager at Pricefx, with Jeet Mukherjee and Tracy Dent from Holden Advisors. Our discussion covers the evolution of pricing over the years, ways to keep it simple, and how to partner with sales to impact enterprise growth and pricing power.

Join us for a conversation with Pete Morelli, Vice President of Sales Strategy at Holden Advisors. We discuss thawing private equity markets and recent project learnings from portcos looking to scale quickly.

Roundtable discussion on current business events with Jeet Mukherjee, Pete Morelli, Adnan Akbari, and Tracy Dent. The team talks about Apple's decision to abandon its self-driving car project, the price war sparked by Tesla's price cuts and Ford's response with a lower-priced Mustang Mach-E, and opinions on the general backlash against shrinkflation amongst growing food and retail companies.

Join us for this episode with Adnan Akbari, Senior Director of Pricing, about innovation over time and how to navigate ongoing price changes. Topics include how to align product and pricing teams for fair pricing strategies, and success stories and strategies of increasing differential value. AGENDA TOPICS 00:00 Introduction 07:11 How to know if you’re under-monetized 10:09 Ways to adjust pricing...

A conversation with Rich Hanna, Professor of Practice at Babson College, with Jeet Mukherjee and Tracy Dent from Holden Advisors. In this episode, we discuss the future of the buyer’s decision cycle as AI evolves and companies are learning to shorten the sales process with technology once again. How might the future look for consumer decision-making? AGENDA TOPICS 00:00 Introduction 03:23 How digi...