Erick Gorin Email & Phone Number

San Francisco, California, Us

I established and led the pricing function from the ground up. Within six months, I implemented a significant pricing overhaul, which included a strategy to smoothly transition existing customers to the new pricing model. This approach exceeded expectations, resulting in sustainable increased annual recurring revenue, improved margins, LTV, and massively contributing to our double-digit growth. My pricing optimization method combines innovative techniques with proven tactics. I utilized market research and A/B testing to validate hypotheses for new pricing structures and offerings and also implemented the Good Better Best and modular pricing strategies to capture the most area under the curve. Additionally, I unlocked the power of price elasticity by skillfully demonstrating the impact of strategic discounting and promotional tactics to optimize sales and customer engagement.I also introduced a Deal Desk function to streamline support for complex deals and manage pricing escalations. As part of my role, I work closely with cross-functional teams, including GTM, EPDD, Finance, CX, and Legal, to ensure a seamless implementation of strategic initiatives and reinforce operational excellence at Gusto.Through these partnerships, I have developed a solid reputation as a leader in market research and pricing strategy, enhancing Gusto's offerings and supporting its continued growth.

San Francisco, California, Us

I am a passionate SaaS Pricing guru that drives pricing optimization and operational excellence. I use my sales expertise and data skills to inform Okta how customers perceive and derive value from the product, the everyday use cases, and how they perceive the product with respect to the competition. I lead Okta's pricing market research and develop pricing proposals for new products and refine pricing for existing products using various quantitative techniques, such as MaxDiff, Gabor Grange, Van Westendrop, Conjoint Analysis, and qualitative methods like In-depth Interviews (IDIs). As an Okta market expert, customer, and competitor researcher, I drive strategy and alignment with the product, marketing, finance, and sales partners.Furthermore, I develop new business models, optimize pricing and packaging offerings, provide deal level guidance to sales and customer success teams, and devise Okta's global pricing strategy.

New York, Ny, Us

Executed launch of a brand-new Deal Desk function and led the establishment of pricing policies, governance, and compliance.Established the Deal Desk strategic role employing three key areas;1. Pricing operations to serve as a hub for quote-to-cash related actions via workflow operations, policies, and guidelines.2. Pricing consulting that supports the customer-facing team improves the deal structure and serves as the operating arm of the pricing strategy.3. Pricing analytics to report on the effectiveness of the pricing and discounting strategy.

Scottsdale, Az, Us

Responsible for pricing and packaging a complex SaaS/DaaS product portfolio. Developed upon Axon's business model strategies for all product offerings, and partnered with product management on the go-to-market strategy, and set pricing and packaging strategies.Drove cross-functional teams in pricing and packaging strategy execution while helping achieve the company mission: protect life.

Boston, Massachusetts, Us

Staff Pricing Manager for LogMeIn's (LOGM) Engagement and Services business which includes GoToAssist, & Rescue, industry-leading IT support tools used by customers like Microsoft, HP,& Dell, Bold360- the leading mobile customer engagement product used by more than 50% of the top 500 internet retailers. Responsible for developing pricing models and discounting strategy for all products in the business unit. I work closely with Product, Product Marketing, Finance, Sales and Care Functions.

Boston, Massachusetts, Us

• Established a global pricing strategy post-merger by unifying methodologies and discounting policies.• Maximized yield from new and existing customers through optimizing line-up, pricing models, and discount policies.• Prescribed highest value monetization opportunities by utilizing multiple data sources of pricing research, conjoint studies, qualitative/quantitative surveys, transactional data, and testing.• Succeeded in a pricing study to identify the economic value drivers per buyer persona and industry, which led to knowing our most and least profitable buyers and simulate three pricing models to determine the price sensitivity and willingness-to-pay.• Designed a game-changing pricing model for GoToMeeting products, resulting in a 20% price premium, 4X deal size, +11% total bookings, +20% retention, and 65% win-rate.• Led pricing and promotional strategies for gap-closing initiatives in 2017, which delivered $3M to exceed the Net New Business goals.

Fort Lauderdale, Fl, Us

• Implemented a brand-new pricing strategy through analysis of transaction data, which identified bad behaviors, best practices, and market trends. Promoted global adoption by providing hands-on training and materials worldwide to Sales and Care.• Executed global launch of Deal Desk and led the team tasked with governance and compliance of Sales, Care, and Marketing pricing and discounting behavior.• Revolutionized pricing conversation with customers for Sales and Care by creating an easy-to-use Pricing Tool that brought pricing consistency and confidence through a Target Price Algorithm.• Built strong relationships through high-touch demonstration of business acumen among Sales, Care, Marketing, Operations, and Finance. I became valued trusted advisor for critical business outcomes participating in Quarterly Planning, Business Reviews, and Product Offering Teams.• Formulated Pricing Key Performance Indicators (KPIs) that led to compelling and actionable insights for Sales, Care, Marketing, and Finance, saving $11M in revenue leakage.• Acted as the primary advisor for strategic deal reviews of all key and highly competitive opportunities, or Requests for Proposals (RFPs), resulting in a success win rate of 70%.

Fort Lauderdale, Fl, Us

• Progressed through various roles: Acquisition, Growth, Hybrid, Majors Accounts, and Government & Education. • Cultivated new business through prospecting activity and targeting specific customer accounts. • Qualified and converted prospects to customers by using extensive sales experience and Citrix Online product knowledge to solve business needs.• Identified key decision makers in sales cycle; understood the unique requirements of those individuals and utilized that knowledge to obtain repeat business and referrals; applied knowledge of tactics involving deal closure.• Provided sales management with forecast predictions for potential sales activities and projects, as well as reports on completed projects.• Developed prospecting plans for territory development to build rapport and create opportunities. • Worked with management and other corporate account executives to make recommendations on best practices in competitive selling scenarios.

Fort Lauderdale, Fl, Us

• Prioritized and followed up on and closing a high volume of leads in Florida and Texas of the US for Citrix Online products. I Proactively develop and manage a mix of small and large deals, while focusing on closing deals with a highest likelihood of success.

Fort Lauderdale, Fl, Us

Phoenix, Az, Us

• Worked independently, advising and consulting home buyers and sellers in rapidly-shifting market• Successfully negotiated traditional, short-sale, and bank-owned home transactions• Conducted daily prospecting and lead-generation of buyers and sellers• Managed client databases & implemented successful drip-marketing campaigns

• Worked independently, advising and consulting home buyers and sellers in rapidly-shifting market• Successfully negotiated traditional, short-sale, and bank-owned home transactions• Conducted daily prospecting and lead-generation of buyers and sellers• Managed client databases & implemented successful drip-marketing campaigns

Advised clients and sold mortgages, refinance / debt-consolidation programs, and purchase loans

Originated, sold, and processed loans in 27 states