How UPS Got Its Pricing Transformation Right

Ryan is VP Revenue Enablement & Pricing Excellence at UPS, leading efforts
with the development and implementation of all revenue enablement policies,
processes, and systems, as well as overall rate strategy for UPS’ small package
business.

In his previous role leading Pricing Transformation, Ryan was responsible for UPS’
new global small package pricing platform, deployed to US Sales earlier this year,
with plans to extend internationally through next year.

Ryan’s UPS experience includes roles in US and International Marketing, Revenue
Management, and Supply Chain Solutions. After leading Europe Revenue
Management for Enterprise Accounts, followed by the Netherlands Country
Marketing, he was responsible for the global business plan and revenue
management across UPS’ international regions.

Ryan is a native of Atlanta, GA, with a bachelor’s degree in Industrial Engineering
from Georgia Tech. He and his wife Amanda have two daughters, Reese, 14, and
Brooklyn, 11.

Colin is a Partner in PwC’s Customer Transformation Practice with more than
twenty years of consulting experience in commercial excellence, pricing, sales
and channel effectiveness. Colin’s experience spans strategic, tactical and
transactional pricing, go-to-market design, channel efficacy and the monetization
of smart products including ‘smart barn’ technologies. Colin has significant
experience in services, membership and subscription pricing models.

Barrett leads the Business Solutions Consultant team, aligning Zilliant solutions to customer needs and promoting pricing and sales best practices among our customers. Over the past two decades, Barrett has built and delivered optimization and pricing solutions to Fortune 500 businesses in diverse vertical industries including building materials manufacturing and distribution, industrial components manufacturing, semiconductor manufacturing, office-supply distribution, hardware-software distribution, pharmaceutical and medical-device distribution, telecommunications, and multiple travel & transportation verticals. He has held management positions at multiple software enterprises including Manugistics, Revenue Technologies, Talus Solutions and AtWork Technologies. Barrett is a frequent speaker and author on achieving rapid, sustainable profitability improvements through the application of pricing science. Barrett received both his Bachelor of Science in Applied Mathematics and his Master of Science in Operations Research from the Georgia Institute of Technology.

Jay Foulkrod is a Sr. Director, Solutions Consulting with Zilliant. Mr. Foulkrod possesses 20+ years of consulting experience prototyping, selling, and delivering enterprise analytic solutions to over 200 customers across the manufacturing, distribution, and retail ends of the value chain, in numerous industries including Industrial Equipment & Parts, High Tech & Electronics, Chemicals, Medical & Life Sciences, Building Products, Paper & Packaging, Rental Services, Automotive, Foodservice, and Consumer Packaged Goods. A teacher at heart, Mr. Foulkrod helps Zilliant’s customers scope key commercial improvement opportunities, evaluate solution options and fit, build their business cases for change, and marshal their organizations toward readiness and action.