Let's Talk Pricing Podcast

Pricing isn’t just about numbers.
While models, margins, and optimization often take center stage, the most powerful forces shaping pricing decisions are human—how customers perceive value, how decisions are made, and what ultimately drives willingness to pay.
In this episode of Let’s Talk Pricing, we’re joined by Jenny Millar, Founder and CEO of Untapped Pricing and co-author of The Pricing Sprint. Drawing on her experience leading pricing strategy at eBay across eleven European markets, Jenny shares how behavioral science is reshaping the way organizations approach pricing.
We explore:
Why pricing is often treated as a technical exercise—and what’s missing

How human behavior influences pricing outcomes more than data alone

Why companies consistently leave value on the table

What it takes to build a more collaborative, evidence-driven pricing process

How pricing teams must evolve in a more data-driven, customer-centric world

If you’ve ever felt that pricing decisions don’t always follow logic, this conversation will change how you think about the role of behavior in pricing strategy.

Guest: Josh Bardell, Principal of Global Industries, Conga
Many pricing organizations have historically optimized around one objective: winning the deal. But as technology, buying behavior, and data capabilities evolve, leading companies are beginning to rethink what pricing success actually looks like.
In this episode of Let’s Talk Pricing, Josh Bardell joins Kevin Mitchell to explore how AI-powered pricing and decision intelligence are helping B2B organizations move beyond transactional thinking toward maximizing customer lifetime value.
The conversation examines how advances in neural networks and AI agents are enabling pricing teams to generate more dynamic, real-time offers while aligning pricing decisions with long-term customer engagement. Along the way, Josh shares practical perspectives from industries including airlines, retail, distribution, and manufacturing.
Topics discussed include:
Why focusing only on “winning the deal” can limit long-term profitability

How pricing teams can shift toward a customer lifetime value mindset

What neural networks have changed about AI-driven pricing models

How AI agents enable real-time, optimized offers for digital-native buyers

The evolving role of rebates, subscriptions, and engagement-based pricing tactics

Where pricing leaders should start when adopting AI-driven decision intelligence

What capabilities will define high-performing pricing teams in the coming years

This episode offers a practical look at how pricing strategy is evolving as AI capabilities mature and customer expectations change.

Many pricing professionals don’t struggle because their analysis is wrong — they struggle because their insights don’t travel.
In the first new episode of 2026, Kevin Mitchell sits down with Claire Wang, pricing strategist and influence expert, to explore the shift from technical excellence to strategic influence.
Pricing teams are often analytically strong. They build rigorous models, validate assumptions, and produce sound recommendations. Yet too often, those recommendations stall — not because they lack logic, but because they fail to gain buy-in across functions and decision-makers.
Claire shares why influence is not persuasion or authority — but a skill rooted in relevance, translation, clarity, and consistency. Drawing from her upcoming book The Price of Influence, she explains:
Why technically correct recommendations often fail to land

What separates an analyst from a strategic advisor

How pricing professionals can influence decisions without formal authority

Why influence, like pricing, depends on perceived value

What high-performing pricing leaders will need in increasingly complex organizations

If you’ve ever felt that your pricing insights deserved more traction than they received, this episode will challenge how you think about influence — and show you that it’s a learnable capability, not a personality trait.

In this special episode of Let’s Talk Pricing, PPS President Kevin Mitchell reflects on a year of profound change across the pricing profession. From shifting market dynamics and rising complexity to the growing influence of AI, data, and cross-functional leadership, Kevin explores how pricing roles, expectations, and capabilities are evolving in real time.
Looking ahead, he shares his perspective on what pricing professionals must focus on next—where opportunities are emerging, where risks remain, and how the discipline is positioning itself as a critical driver of enterprise value. Whether you’re early in your pricing career or shaping strategy at the leadership level, this episode offers timely insights into where pricing has been—and where it’s headed.

In this episode of Let’s Talk Pricing, PPS President Kevin Mitchell sits down with Kiran Gange, Founder and CEO of RapidPricer, to explore how AI and analytics are transforming retail pricing across Europe and beyond.
With nearly two decades of experience in retail, Kiran shares his perspective on how automation, data, and ethical AI are reshaping the way pricing teams forecast demand, manage promotions, and stay compliant in a rapidly evolving environment.
They discuss practical strategies for integrating AI into pricing workflows, balancing human intuition with algorithmic precision, and ensuring innovation doesn’t come at the expense of compliance.
How AI and analytics are changing retail pricing and promotions

Balancing automation with human judgment in pricing decisions

Practical approaches to improve demand forecasting

Real-world examples of AI-driven pricing success

Navigating VAT, GDPR, and ethical AI in European markets

Building compliance-ready pricing frameworks

How non-technical professionals can start with AI and analytics

What’s next for retail pricing innovation

Kiran Gange is the Founder and CEO of RapidPricer, headquartered in Amsterdam. With nearly 20 years of experience in retail pricing and analytics, Kiran has helped retailers across Europe and beyond use data and AI to optimize decisions, improve margins, and create smarter pricing systems. He’ll also be leading the workshop AI & Analytics in Retail Pricing at PPS profitABLE: Barcelona, this December.