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Implementing Price Management for Success

Achievable Steps Toward Maximizing Revenue and Margin


Approaches to “pricing,” or the discipline of setting prices, vary across industries and across different organizations within the same industry. Many factors determine how companies go about pricing, but with the rise of the digital economy and the exponential growth of relevant data being generated and stored, pricing as a discipline is now possible across a broad range of industries and companies. Nonetheless, it is still not mainstream and doesn’t often receive ongoing focus within organizations.

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Stephen Hurrell

VP & Research Director, Office of Sales
Ventana Research

Stephen leads the expertise in Office of Sales and guides leaders in the applications and technology for buying and selling products and services to maximize revenue. The topics of coverage include digital commerce, price and revenue management, product information management, sales enablement, sales performance management and subscription management. Stephen’s uniquely diverse technology experience spans over 30 years, including leadership roles heading up product strategy across a range of data-driven applications in sales enablement, financial reporting and planning, and billing and monetization platforms. Stephen was General Manager at where he managed the C9 Analytics business, VP of Product and AI strategy at RecVue and held roles at Oracle, Exigen and Aviso. Stephen earned his BS in Economics from the London School of Economics.