Leading With Value: Smarter Pricing Strategies For Today's Industrial Market With Brian Doyle | Episode 107 Of Talking Industrial Automation With Lisa Richter Talking Industrial Automation podcast

#Tech #Business #Control System Integrators Association #Control System Integrators Assocation #Automation #Csia #Industries #Systems #Integrative #Interviews

57:50

Alex (@alex_kamenca) and Carley (@carleymitus) are both members of our Action Academy Community that purchased TWO small businesses last thursday! Want To Quit Your Job In The Next 6-18 Months Through Buying Commercial Real Estate & Small Businesses? 👔🏝️ Schedule A Free 15 Minute Coaching Call With Our Team Here To Get "Unstuck" Check Out Our Bestselling Book : From Passive To Passionate : How To Quit Your Job - Grow Your Wealth - And Turn Your Passions Into Profits Want A Free $100k+ Side Hustle Guide ? Follow Me As I Travel & Build: IG @brianluebben ActionAcademy.com…

Talking Industrial Automation »
Leading with Value: Smarter Pricing Strategies for Today's Industrial Market with Brian Doyle | Episode 107 of Talking Industrial Automation with Lisa Richter

23 days ago 27:35

MP3•Episode home

In this episode of Talking Industrial Automation, host Lisa Richter sits down with Brian Doyle, CEO of Holden Advisors, to explore how B2B companies—especially in manufacturing and industrial sectors—can unlock growth through value-based pricing. Brian shares insights on navigating market uncertainty, communicating across generational teams, and tackling challenges like tariffs and inflation with pricing strategies that stick.

Key Takeaways:

Why value-based pricing outperforms cost-plus models
How to assess your company’s pricing power
Common pricing pitfalls during market disruptions
The importance of segmenting customers by price sensitivity
Tips for sales teams to defend pricing and reduce unnecessary discounting

Tune in to learn how pricing can become your company's most powerful growth lever.

P.S. The Show is always looking for guests! You do need to be part of a company that is a CSIA member with a Gold profile or higher on the CSIA Industrial Exchange but other than that, you are welcome to join this show. Contact Lisa Richter if you are interested. (Linkedin here)

108 episodes

Talking Industrial Automation

Leading with Value: Smarter Pricing Strategies for Today's Industrial Market with Brian Doyle | Episode 107 of Talking Industrial Automation with Lisa Richter

Talking Industrial Automation

published 23 days ago

MP3•Episode home

Key Takeaways:

Why value-based pricing outperforms cost-plus models
How to assess your company’s pricing power
Common pricing pitfalls during market disruptions
The importance of segmenting customers by price sensitivity
Tips for sales teams to defend pricing and reduce unnecessary discounting

Tune in to learn how pricing can become your company's most powerful growth lever.

108 episodes

#Tech #Business #Control System Integrators Association #Control System Integrators Assocation #Automation #Csia #Industries #Systems #Integrative #Interviews

All episodes

Talking Industrial Automation

1
Leading with Value: Smarter Pricing Strategies for Today's Industrial Market with Brian Doyle | Episode 107 of Talking Industrial Automation with Lisa Richter 27:35

23 days ago27:35

27:35

In this episode of Talking Industrial Automation , host Lisa Richter sits down with Brian Doyle, CEO of Holden Advisors, to explore how B2B companies—especially in manufacturing and industrial sectors—can unlock growth through value-based pricing. Brian shares insights on navigating market uncertainty, communicating across generational teams, and tackling challenges like tariffs and inflation with pricing strategies that stick. Key Takeaways: Why value-based pricing outperforms cost-plus models How to assess your company’s pricing power Common pricing pitfalls during market disruptions The importance of segmenting customers by price sensitivity Tips for sales teams to defend pricing and reduce unnecessary discounting Tune in to learn how pricing can become your company's most powerful growth lever. P.S. The Show is always looking for guests! You do need to be part of a company that is a CSIA member with a Gold profile or higher on the CSIA Industrial Exchange but other than that, you are welcome to join this show. Contact Lisa Richter if you are interested. (Linkedin here )…

Talking Industrial Automation

1
Matt Wise of E Tech Group | Episode 106 22:04

8 weeks ago22:04

22:04

In today's episode, we're talking industrial automation with Matt Wise, CEO of E Tech Group as we explore how E Tech Group became a powerhouse in system integration, earning accolades like the 2025 System Integrator of the Year award. Discover Matt's unique journey from marketing to leading over 600 employees across North America and how his diverse background shapes innovative strategies for tackling industry challenges. Key Takeaways: - Learn about E Tech Group's evolution through strategic acquisitions and its impact on scaling operations. - Understand the complexities faced by clients in automation and how E Tech Group provides tailored solutions. - Gain insights into industry trends, including labor shortages and technological advancements like AI. P.S. The Show is always looking for guests! You do need to be part of a company that is a CSIA member with a Gold profile or higher on the CSIA Industrial Exchange but other than that, you are welcome to join this show. Contact Lisa Richter if you are interested. (You can finder on on Linkedin here )…

Talking Industrial Automation

1
TIA Rewind - Jim Biehl of Partner at Wipfli, LLP (formerly of Clayton & McKervey) 26:59

12 weeks ago26:59

26:59

In this encore presentation of one of the most listened episodes of Talking Industrial Automation, Jim Biehl reveals why some businesses thrive and others flame out, based on his decades of experience. Plus, he discusses the No. 1 inhibitor to business growth. Hint: It's not what you think. Register for the CSIA 2025 Conference HERE…

Talking Industrial Automation

1
Cole Wangsness of OnLogic | Episode 105 23:50

16 weeks ago23:50

23:50

In today’s episode, we’re talking industrial automation with Cole Wangsness, who is a Solution Architect at OnLogic. Since joining the team in 2018, Cole has focused on empowering companies to solve complex technology challenges at the edge -- encompassing both software and hardware -- by leveraging OnLogic's industrial computing solutions and its robust partner ecosystem. Through his work with customers, partners, vendors and the team at OnLogic, Cole gets to feed his passion for making complex technologies -- such as AI at the Edge & Device Orchestration -- easier to understand and deploy. Hear all about it in this episode of Talking Industrial Automation. P.S. The show is always looking for guests! You do need to be part of a company that is a CSIA member with a Gold profile or higher on the CSIA Industrial Exchange but other than that, you are welcome to join ths show. Contact Lisa Richter if you are interested. (You can find her on LinkedIn.)…

Talking Industrial Automation

1
Kyle Carreau of PTC/Kepware | Episode 104 27:06

21 weeks ago27:06

27:06

In today’s episode, we’re talking industrial automation with Kyle Carreau, who is an Enablement Manager for the Kepware team at PTC. Kyle is the “go-to” technical and commercial resource For Kepware’s technology partners, international distributors, and North American resellers, Kyle Carreau is a go-to technical and commerical resource. In this episode of Talking Industrial Automation, you'll hear how he uses his decades of experience in Industrial automation -- a heavy focus on Industrial Networking and communications, SCADA/HMI software, and PLCs -- to excel in his role as enablement manager. P.S. The show is always looking for guests! You do need to be part of a company that is a CSIA member with a Gold profile or higher on the CSIA Industrial Exchange but other than that, you are welcome to join ths show. Contact Lisa Richter if you are interested. (You can find her on LinkedIn.)…

Talking Industrial Automation

1
Jim Gillespie of GrayMatter | Episode 103 27:21

25 weeks ago27:21

27:21

In this episode, you'll hear from Jim Gillespie, who is the co-founder and chief growth officer of GrayMatter, a leading OT-focused company that provides consulting, services, and curated technology to transform operations and empower people. Since its inception, GrayMatter has grown to over 290 team members and over $80M in revenue. Along the way, it also completed 5 acquisitions and achieved national and international recognition. Listen to find how how and why Jim has grown this company to the size it is today.…

Talking Industrial Automation

1
Economic and Labor Update with Alex Chausovsky | Episode 102 38:34

29 weeks ago38:34

38:34

This episode is a special one – content from a recent CSIA members-only presentation – a Virtual Keynote Address by Alex Chaukosky, who is director of analytics and consulting for the Bundy Group. But that title really does not give you the full picture because he is also a super whiz when it comes to taking economic and labor data and making it understandable, non-partisan, fact based – and more importantly, actionable. The catch is that this is only a portion of his full presentation and only audio – CSIA members can access the full presentiaotn, including video and slides, at www.controlsys.org /virtual-keynotes. But, it still includes plenty of interesting insights that will help you make good personal and business decisions.…

Talking Industrial Automation

1
Kacie Chitwood Miller Resource Group | Episode 101 47:38

34 weeks ago47:38

47:38

In this episode of Talking Industrial Automation, Kacie Chitwood, an account executive at Miller Resource Group, shares her insights into the job market for controls engineers. Some tidbits: The surprising salary jumps controls engineers can expect in their first five years Creative perks companies are using to attract top talent beyond just salary Why the "skills gap" is a major challenge and how companies are addressing it Tips for candidates on standing out in the job market and negotiating offers The future outlook for industrial automation careers and why it's so promising Whether you're a job seeker looking to advance your career, an employer trying to attract and retain talent, or simply curious about the state of the industry, this episode is packed with actionable advice and insider knowledge.…

Talking Industrial Automation

1
Andrew Harris of ACS | Epsiode 100 15:36

38 weeks ago15:36

15:36

Andrew Harris shares his journey from participating in a high school robotics program to leading business development and engineering initiatives at ACS. You'll also hear about ACS's evolution from a spinoff architectural firm to a leader in industrial automation across various industries, as well as the company's holistic approach to project integration, the importance of customer satisfaction, and the challenges and trends in the automation industry.…

Talking Industrial Automation

1
Bryan DeBois of RoviSys | Episode 99 41:02

43 weeks ago41:02

41:02

The airwaves are blowing up with the potential of AI in industrial automation -- but is it all talk? Not at all, says Bryan DeBois, DIrector of AI at RoviSys, a system integration founded in 1989. In fact, Autonomous AI is solving unsolvable problems right now -- including the brain drain and labor shortage -- that are plaquing manufacturing throughout the US. FInd out how in this episode of Talking Industrial Automation.…

Talking Industrial Automation

1
Jeromy Peterson of Ripple Industries | Epsiode 98 50:15

47 weeks ago50:15

50:15

From an entry-level job at a sewage plant (spoiler, it's as bad as you think) to writing a science fiction novel to earning four degrees+, Jeromy Peterson has accumulated an unusual mix of experiences over the course of his 25-year career. Hear all about it -- including the 17 years he's spent as CEO and president of Ripple Industries, an automation and control systems integration company -- in this episode of Talking Industrial Automation.…

Talking Industrial Automation

1
Alex Pool of Masked Owl Technologies | Episode 97 31:23

51 weeks ago31:23

31:23

After 30 years of experience in industrial solution leadership -- ranging from greenfield design and engineering to custom specialized solutions -- Alex Pool launched Masked Owl Technologies. As President of this SI startup, he uses his decades of experience in a diverse technology and automation landscape -- from the destruction of WWII-era chemical weapons to sequencing paper into NYC’s local print shops – to inform this latest venture. Alex’s true passion is in problem-solving and building integrated systems that are unmatched elsewhere. Hear all about it in this episode of Talking Industrial Automation.…

Talking Industrial Automation

1
Adam Gluck of Copia Automation | Episode 96 43:48

1 year ago43:48

43:48

Can we be solving hard problems that make the economy work better? That make the world a more efficient place? Those are the questions that inspired Adam Gluck to leave his engineering job at Uber and found Copia Automation, which brings modern DevOps tooling to industrial automation, standardizing processes to drive quality, efficency, and uptime at scale. Hear all about the past, present and future of this up and coming start up -- as well as its founder -- in this episode of Talking Industrial Automation.…

Talking Industrial Automation

1
Sandy Gennaro Professional Speaker and Drummer | Episode 95 38:11

1 year ago38:11

38:11

It's not often that an industrial autlomation podcast features a rockstar as a guest -- but it's happening today. Sandy Gennaro -- former drummer for bands as diverse as The Monkees to Joan Jett to Cyndi Lauper -- is here to tell you about his lessons learned from life on the road and other musings. Full disclosure: He is also a keynote speaker for the upcoming CSIA Conference, where he will parlay his experience as a drummer in rock band to leading successful teams. You also migh be surprised with how much you have in common with Sandy -- all glamour aside.…

Talking Industrial Automation

1
Ken Hackett of General Control Systems | Episode 94 40:59

1 year ago40:59