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Workshop Instructors 
Krishna Arangode
Director, Operations Research
Revenue Analytics
As a Director in the Operations Research group at Revenue Analytics, Krishna Arangode leads engagements and consults with clients on Price Optimization and Revenue Management analytics, strategy and processes. Krishna has worked in Revenue Management, pricing and supply chain management for over 12 years. He has led engagements across multiple industries, including health care, hospitality, media, automotive, rental car, retail and consumer product goods.
Prior to joining Revenue Analytics, Krishna was the Supply Chain Manager for Johnson & Johnson Healthcare Systems, charged with development and implementation of innovative supply chain solutions. Before his time at Johnson & Johnson, he worked as Project Director for JDA Software's Pricing and Revenue Management Division, working with numerous clients including Eurostar, Ford, Limited Brands, Marriott International, and Sommerfield.
Krishna received his undergraduate degree from Indian Institute of Technology. He holds a MS in Engineering from the Georgia Institute of Technology and an MBA from New York University's Stern School of Business.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Optimization with Excel
9 a.m. to Noon
Matt Busch
Director, Revenue Management Strategy
Revenue Analytics
Matt Busch currently serves as Director of Revenue Management Strategy for Revenue Analytics. In this role, he manages large scale client engagements to assess, develop and deliver industry leading pricing, inventory and Revenue Management capabilities.
Prior to joining Revenue Analytics, Matt worked for IHG (InterContinental Hotels Group) as the Director of Global Pricing Strategy. He was responsible for pricing strategy and implementation in IHG’s 4,300+ hotels, across all regions, brands, market segments and distribution channels. Matt also led the development and deployment of IHG’s industry leading pricing capability. Before assuming this role, Matt was responsible for global Revenue Management integration where he developed, tested and implemented Revenue Management and pricing strategies, tools and training programs.
Matt has 16 years of diverse experience ranging from front line operations to store level and global executive roles. He has 12 years experience solely dedicated to Revenue Management, inventory and pricing strategy. He holds a B.B.A. from Southern Cross University (Australia) and recently completed his Certificate in Hotel Real Estate Investments and Asset Management from Cornell University. In his spare time, Matt is an aspiring entrepreneur with residential real estate interests across Atlanta.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Customer-Centric Strategies: Aligning Pricing with Your Customer Goals
1:30 to 4:30 p.m.
Robert G. Cross
Chairman and CEO
Revenue Analytics
Author, Revenue Management: Hard-Core Tactics for Market Domination
Robert G. Cross, Chairman and CEO of Revenue Analytics, is widely recognized as the foremost expert in the field of Revenue Management. He guides Revenue Analytics’ strategic vision and provides a wealth of industry expertise. Bob is actively involved in client work, and his leadership has been instrumental in helping develop leading Revenue Management capabilities for his clients, including General Motors, Marriott International, and InterContinental Hotels Group.
Called the "Guru of Revenue" by The Wall Street Journal, Bob also founded Talus Solutions Inc., a company credited with creating billions of dollars in value for clients such as ABC, Delta Air Lines, Ford Motor Co. and UPS. Talus was acquired by Manugistics Group Inc. in December 2000 for $366 million.
Bob wrote The New York Times business bestseller, Revenue Management: Hard Core Tactics for Market Domination (Broadway Books 1997). The book has been published in French, German, Japanese, Korean, Chinese, and Portuguese.
Also, he served as a Distinguished Executive-in-Residence at the Terry College of Business at the University of Georgia.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Principles for Revenue Management and Price Optimization Success
9 a.m. to Noon
Zach Cross
Senior Vice President, Revenue Management Strategy
Revenue Analytics
Zach Cross serves as Revenue Analytics' Senior Vice President, Revenue Management Strategy. In this role, he advises clients and leads engagements on Revenue Management strategy and business process issues. Zach's work with the firm includes managing engagements ranging from initial Revenue Diagnostic projects to a Revenue Recovery project where he lead the design of a Revenue Management organization and capability for a multi-billion dollar division of a Fortune 50 auto manufacturer. In addition, he has helped clients measure price responsiveness, improve pricing and discounting strategies and execution processes, and develop performance measurement tools.
Zach joined Revenue Analytics from Revenue Technologies, a leading provider of pricing and Revenue Management software solutions. At Revenue Technologies, he provided Fortune 500 companies with business process reengineering consulting services as well as software implementation and configuration best practices.
Zach holds a BBA with a double major in Marketing and Entrepreneurship from the University of Miami.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Customer-Centric Strategies: Aligning Pricing with Your Customer Goals
1:30 to 4:30 p.m.
Mark Ferguson
Conference Co-chair
Steven A. Denning Professor of Technology and Management
Georgia Institute of Technology
Dr. Mark Ferguson is the Steven A. Denning Professor of Technology and Management and the John and Wendi Wells Associate Professor of Operations Management at Georgia Tech’s College of Management. He received his Ph.D. in Business Administration, with a concentration in Operations Management from Duke University in 2001. He holds a B.S. in Mechanical Engineering from Virginia Tech and an M.S. in Industrial Engineering from Georgia Tech.
Dr. Ferguson's research interests involve many areas of Pricing and Revenue Management. He is the coordinator for the focused research area on dynamic Pricing and Revenue Management at Georgia Tech and teaches M.B.A. and executive education courses on the topic. He also frequently serves as a consultant helping firms improve their pricing and revenue practices.
Dr. Ferguson received best paper awards from the Production and Operations Management Society in 2005, 2006, and 2008. Several of his research projects have been funded by the National Science Foundation. Prior to joining Georgia Tech, he served as a Manufacturing Engineer and Inventory Manager with IBM.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Introduction to the Science of Revenue Management and Price Analytics
1:30 to 4:30 p.m.
Seonah Lee
Operations Research Consultant
Revenue Analytics
Dr. Seonah Lee is an Operations Research Consultant for Revenue Analytics whose expertise is in optimization and management science. She has more than 10 years of experience in the field of Revenue Management in various industries including airline, telecom and hospitality. Some of her works include developing market response models, Price Optimization and Revenue Management systems for global hotel chains and airlines. Prior to joining Revenue Analytics, Dr. Lee worked as a Management Science Researcher for Korea Telecom and Northwest Airlines.
Dr. Lee earned a MS in Engineering from Massachusetts Institute of Technology and a PhD in Industrial and Systems Engineering at the Georgia Institute of Technology where she focused on hospitality Revenue Management.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Optimization with Excel
9 a.m. to Noon
Jeffrey Newman
Postdoctoral Fellow
Civil and Environmental Engineering
Georgia Institute of Technology
Dr. Jeff Newman's research examines the integration of advanced behavioral modeling tools in a variety of applications, from Revenue Management to transportation planning to epidemiology. He earned his Ph.D. in Civil Engineering at Northwestern University in 2008, with an emphasis on advanced methods for discrete choice modeling. He also holds a M.P.A. and a B.S. in Policy Analysis from Cornell University.
Dr. Newman is a post-doctoral researcher with a joint position at Georgia Tech's College of Management and Department of Civil & Environmental Engineering. Before joining Georgia Tech, he held a similar position at l'École Polytechnique Fédérale de Lausanne in Switzerland. He also regularly teaches graduate courses at Northwestern University, and is a partner and principal software engineer for ELM-Works, a discrete choice modeling software maker.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Advanced Revenue Management Research Topics at Georgia Tech
1:30 to 4:30 p.m.
Amruth Sivalenka
Vice President, Business Consulting
Rainmaker
Dr. Amruth Sivalenka is a Vice President of Business Consulting for Rainmaker, where he is responsible for supporting several strategic accounts and steering the roadmap of analytics in next generation LRO, a multifamily revenue optimization system, which maximizes revenue from apartment lease rents. He designed and implemented several Revenue Management systems from setup through change management in multiple lines of business. As such, he has diverse experience in business, scientific, technical, and organizational aspects of Revenue Management systems. Dr. Sivalenka also brings a unique perspective having always worked on the interfaces of Revenue Management, pricing, operations, IT, sales, marketing, call center, and ecommerce teams.
Prior to Rainmaker, Dr. Sivalenka held key Revenue Management positions at The Walt Disney World, Norwegian Cruise Line, and AIMCO. He holds a MS and a PhD in Operations Research as well as a MS in Computer Science from SUNY Buffalo and BE in mechanical engineering from Osmania University.
Session Featuring This Speaker
Friday, Oct. 15, 2010
A GPS System for the C-Suite: How dashboards can drive business visibility into the hands of the decision makers
9 a.m. to Noon
Barry Smith
Chief Scientist & SVP of Research (Retired)
Sabre Holding
Dr. Barry Smith is a consultant in the areas of Revenue Management, pricing and scheduling. In 2007, he retired from Sabre Holding as Chief Scientist and Senior Vice President of Research. Dr. Smith and his teams developed new decision support applications for Sabre’s travel distribution, retailing and software lines of business. He developed many of the Revenue Management techniques used throughout the airline industry and pioneered the application of revenue management techniques in other industries. Dr. Smith’s team was awarded the INFORMS Edelman prize for airline yield management; the paper describing this work was subsequently awarded the INFORMS Revenue Management and Pricing Section Prize for its impact in this area.
Dr. Smith holds patents in reservation system design, scheduling, pricing, operations and on-line retailing. He served as president of AGIFORS (Airline Group of the International Operational Research Societies); in 2004 he was named AGIFORS Fellow.
Dr. Smith holds a PhD in Industrial and Systems Engineering from Georgia Tech, a Master of Science in Operations Research from MIT and a Bachelor of Aerospace Engineering from Georgia Tech.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Introduction to the Science of Revenue Management and Price Analytics
1:30 to 4:30 p.m.