with Dr. Gernot Dambacher, Global Head of Pricing, Döhler Group

Pricing strategies ultimately succeed or fail through the decisions people make. But targets, KPIs and incentives designed to improve performance can also influence behavior in unexpected ways.

In this fireside chat, we explore the intersection of behavioral economics and pricing performance: how organizations set targets, how people respond to them, and how the metrics used to measure success can inadvertently change the very behaviors they were designed to encourage.

Drawing on the principle behind Goodhart's Law — that once a measure becomes a target, it can cease to be a useful measure — the conversation will examine how pricing leaders can create structures that encourage better commercial decisions across pricing, sales, finance and the wider organization.

Key themes:

• How targets and KPIs influence pricing behavior
• Goodhart's Law and the unintended consequences of measurement
• Aligning incentives with the commercial outcomes you actually want
• Balancing individual targets with wider business objectives
• Creating accountability for pricing performance across the organization

with Steve Peppler, Vice President Product & Business Transformation, Enable

Strong pricing strategies only create value when they are consistently executed. Yet margin leakage, fragmented processes, changing market conditions and complex incentive structures can quickly create a gap between the price an organization intends to achieve and the margin it ultimately captures.

This session explores how organizations can strengthen the operational foundations of pricing — improving visibility, accuracy and control across pricing, rebates and incentive programs while reducing the manual complexity that can stand in the way of effective execution.

Key themes:

• Identifying and eliminating sources of margin leakage
• Improving pricing accuracy and commercial control
• Responding faster to market and competitive changes
• Creating visibility across pricing, rebates and incentives
• Automating workflows to improve efficiency and execution

'Power of 50 Highlight' with Nazar Lukasevych, Head of Fair Pricing Competence Center, Hilti

How do you turn pricing from a collection of individual decisions into a scalable commercial capability?

In this Power of 50 highlight, Hilti shares its approach to fair pricing and the journey towards building a pricing model that can operate consistently across markets while remaining grounded in customer value and commercial realities.

The session explores the organizational foundations behind pricing at scale — from governance and capabilities to data, processes and the role of a dedicated pricing competence center.

Key themes:

• What fair pricing means in practice
• Building pricing capabilities that scale across markets
• Creating consistency without losing local relevance
• Establishing governance and ownership for pricing
• Turning pricing into a sustainable commercial capability