Revenue Management Conversations
By City Shift Finance
Categories: Business
Revenue Management Conversations is the revenue management podcast from City Shift Finance. Episodes cover pricing strategy, demand forecasting, dynamic pricing, segmentation, discounting, capacity, channel strategy, commercial performance, and margin across industries. The show combines concise episodes with conversations featuring executives and practitioners working in revenue management, pricing, finance, and commercial strategy. Our third podcast, City Shift Finance Hotel Finance Explained, presents adaptations of our published hotel research.
11 episodes indexed on PodSearch.
Recent episodes
- Win-Loss Analysis and the Economics of Lost Deals
A lost deal recorded as a pricing defeat may conceal switching costs, weak qualification, delivery uncertainty, or an expensive pursuit that should never have advanced.This episode of Revenue Management Conversations examines how seller-reported loss reasons, opportunity selection, and misleading…
- Sales Incentive Compensation and Unprofitable Growth
Sales incentive compensation influences which contracts salespeople pursue, when transactions close, and how much profitable revenue a business retains after fulfilling its obligations.In this episode of Revenue Management Conversations, Amber examines the relationship between commission design…
- Sales Territory Planning and Uneven Opportunity
Sales territories distribute selling capacity across markets with different levels of demand, account potential, and coverage requirements. Equal revenue targets can therefore conceal substantial differences in the opportunity available to individual sales teams.In this episode of Revenue…
- Revenue Leakage: Where Contracted Value Disappears
Contracted revenue can remain unbilled, undercollected, or reduced through operating failures long after the commercial agreement has been signed.Missed usage charges, unapplied renewal increases, incorrect billing rules, recurring credits, and customer data errors can create a persistent…
- Revenue Management Execution: When Pricing Decisions Fail in Operations
An approved pricing decision can carry sound financial expectations and still produce a different result at the transaction level.Delayed system updates, local overrides, outdated contract terms, inconsistent channel rates, and conflicting operating incentives can separate approved commercial…
- Price Optimization: From Customer Response to Realized Margin
A price increase can improve average selling price while reducing valuable demand. A discount can increase conversion while weakening contribution. The financial outcome depends on how customers respond, where demand shifts, and what remains after capacity and delivery costs are accounted for.In…
- Price Waterfall: Where List Price Becomes Realized Price
A price increase can look successful at list price while much of the intended value disappears before it reaches margin.In the latest episode of Revenue Management Conversations, Josh examines the price waterfall from list price through discounts, rebates, concessions, invoice price, and pocket…
- Price Waterfall Analysis: Where the Price Goes After It Is Set
A price increase does not necessarily produce an equivalent increase in the amount a company retains. Discounts, rebates, allowances and contractual concessions can change the final transaction price.In this episode of Revenue Management Conversations, Amber examines how price waterfall analysis…
- Revenue Management KPIs: Measuring Revenue, Yield, Capacity and Margin
Revenue can increase while yield deteriorates, capacity becomes constrained and the cost of serving additional demand reduces contribution.In this episode of the City Shift Finance Insights podcast, Josh examines how revenue, yield, capacity, utilization and margin interact across commercial and…
- Demand Forecasting in Revenue Management: When the Forecast Is Wrong
A demand forecast shapes pricing, capacity, inventory, and operating commitments before final demand is known. Josh examines what happens when the forecast is directionally right but wrong where decisions are actually being made, leaving capacity in the wrong place, price moving too early, or…
- Revenue Management: Pricing, Demand, Capacity and Margin
Revenue management connects pricing, demand, capacity, segmentation, forecasting and margin. In the first episode of Revenue Management Conversations, Amber introduces the new City Shift Finance podcast and the commercial decisions the series will examine across industries. Future episodes will…
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