Selecting the Channel Best Suited to Customer Engagement

You know that awkward moment when you make eye contact with the person sitting opposite you, say a polite hello, then never speak again? Well, this does NOT happen at PharmaForce. We know you need quality connections in order to further your business and career goals, so we’ll set you up for success. In this quick ice breaker, you’ll learn your new friends’ names, common goals, and already be miles closer to achieving them with the new network you are building.

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• The decision tree for small biopharma: Go it alone vs. partner vs. CSO – how to decide?
• Doing more with less: Identifying the critical time-points for prelaunch commercial investment and activity
• What small biopharma needs from suppliers –tailoring terms and services for a startup organization

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• Industry evolution is driving change across the customer landscape, perceptions of value, and local ecosystem characteristics
• To thrive, pharma companies need to customize how they deliver value in this new healthcare era
• The commercial model and HQ organization must evolve to better engage customers, deliver value, and prepare for future portfolio additions

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Since the HITECH Act in 2009 and the Affordable Care Act in 2010, there has been significant consolidation of provider organizations and the introduction of many new decision-makers and key influencers. Healthcare organizations are using the wealth of new data to determine how they achieve the triple aim – providing quality health care at a lower cost with high patient satisfaction.

Jennifer surveyed leading pharmaceutical, medical technology and solutions organizations to gain specific insight into how they are changing to meet the needs of the market. In this session, she shares her findings, observations and insights into how pharma can embrace the new reality. Attendees will learn how to:
• Evolve the individual roles to meet the needs of a collaborative selling environment
• Update their competencies, KPIs and other performance measures and processes
• Utilize tools and technology to both accelerate and sustain those changes.

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• Make sense of big data and learn best practices for analysis
• Managing data for specialty pharma
• Overcome privacy hurdles while working with data
• Leverage insights for effective marketing and sales campaigns

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In a perfect world, we’d all like to be a little more patient-centric and outcomes-focused. This panel brings together views from both pharma and a pharmacist/patient engagement expert to examine the impact of health disparities on health outcomes.
• Discuss how cultural competency will this impact the future of medicine in terms of pharmacogenomics and precision medicine
• Patient Education – are educational resources appropriate for target audiences?
• Healthcare provider empowerment – what tools and resources do healthcare professionals need to engage vulnerable patient populations?

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• Gain insights and ensure a comprehensive understanding of your customer’s world
• Learn best practices in order to map their customer journey
• Design a new experience that engages your customers

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#1 Evolution of the U.S. Pharma Commercial Model in the New Healthcare Environment
Paul Darling, Principal, ZS Associates

#2 Mapping the Customer Journey to Create Positive Experiences that Engage Customers
Sandra Velez, Content Marketing Lead, Merck

#3 IMS Health Topic TBD
Justin Hawver, Sr Managed Services Consultant, IMS Health
Mark Klapper, Engagement Manager, IMS Health

#4 Getting the Most Out of Content and Inbound Marketing
Kevin Watson, Multichannel Marketing Engagement Lead, UCB

#5 Critical Decisions and Activities to Build a Commercial Infrastructure: Small Biopharma Perspective
Katie MacFarlane, Chief Commercial Officer, Agile Therapeutics

#6 Unlocking the Power of Clinical Diagnostics
Jason Bhan, Co-Founder, & Chief Medical Officer, Medivo

#7 Adobe Digital Index: state of digital healthcare
Tamara Gaffney, Adobe

#8 Specialty Care Data – Analytics
Ed Stelmack, AstraZeneca

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The traditional approach to sales enablement and training relies on processes and software for curriculum learning – which is compulsory and driven by classes, certifications, and periodic training programs. Unfortunately, most knowledge learned this way is forgotten. In this session, you will learn how leading pharma companies are using short, peer-generated videos in sales enablement and training to help maximize organizational performance and productivity. This session will cover:

• Why traditional sales training is broken and what it means for your training efforts
• Why video works best to help distributed sales teams communicate, collaborate and improve performance
• Highlights from a case study of Vertex, who achieved 100% certification of all reps in half the allotted time and improved the coaching relationship between managers and reps.

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• Provide channel marketing and sales force enablement insights for a customer-obsessed culture
• Reorganize your organization’s approach to the field

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• Discuss multicultural marketing from the point of view of a launch in the global market
• Develop a “glocal” launch campaign for the new dengue vaccine, so that the campaign is globally consistent but locally relevant in our key markets

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The 2016 General Election is right around the corner, and there are implications to the industry regardless of which side is victorious. Will the next POTUS repeal the Affordable Care Act? Will the rising cost of prescription drugs remain at the forefront of legislative discord? Only time will tell, but for now, we think a little healthy debate will put get us in the Election Day spirit.
• Respond and discuss hot-button issues related to prescription drug pricing
• Forecast potential regulation challenges and future FDA guidance
• Address potential changes to the Affordable Care Act regardless of who’s in office and the impact on biopharma
• Address how sales and marketing can adapt in order to effectively evolve with these changes

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Jungleland, The Promise Land, Swamps of Jersey – whatever you want to call it, you’re in the heart of Springsteen country, and what better way to spend the evening than with beer, burgers and the Boss? Unfortunately Bruce himself couldn’t make it (he sends his regrets), but we’ll be playing the classics, sampling craft beers and Dancing in The Dark all night! Okay, maybe not that last one, but this event is not to be missed. So come on up for The Rising, cut loose like a deuce, and enjoy all of the beer and sliders your little Hungry Heart desires.