What Do We Mean and How Can We Harness It?

07:30 - 08:30 Registration & Breakfast In The Social Zone

08:30 - 08:40 Chairperson’s Opening Address

08:40 - 10:30 Workshop: The Psychology Of Influence and What Your Sales Force and Training Dept. is Missing Without It

Richard Johnson, Senior Vice President, Sales and Training,Entera Health, Inc.
This workshop is based on the NY Times bestselling book Influence written by Dr. Robert Cialdini. Dr. Cialdini is the most noted and quoted behavioral psychologist on the planet. Richard is one of only a few certified influence trainers in the world. Richard will walk you through the 6 universal principles of influence to help you become a skilled persuader and generate optimal results from your sales and training efforts. As a Senior Vice President of Sales and Sales training in the pharmaceutical industry, Richard brings insights that will help your sales and training group get to the highest level possible.

Richard Johnson

Senior Vice President, Sales and Training
Entera Health, Inc.

10:30 - 11:00 Morning Networking and Refreshment Break

11:00 - 11:20 How Marketing Technology is Enabling Engagement Marketing

Lori Wizdo, Vice President and Principal Analyst,Forrester Research
A myriad of marketing automation vendors are vying to claim leadership for providing the software platforms to automate the customer engagement process. These marketing automation vendors are rapidly integrating broad-reaching capabilities across a wide swath of marketing and sales automation categories to meet this need while streamlining and integrating the work of sales and marketing. But there is still work to be done. This session will help pharma marketing pros understand the various marketing technologies required optimize digital engagement with today's health care providers and consumers from capturing interest to acquiring customers to earning loyalty and retained business.

Lori Wizdo

Vice President and Principal Analyst
Forrester Research

11:20 - 11:40 CASE STUDY: Primary Care is Dead, Until It’s Not

Jerry Lynch, SVP, Sales,Allergan
• Analyze Many large pharma companies are walking away from the primary care market, focusing on specialty medicines
• Operating model is to expensive, requires large upfront investment in sales and marketing expenses
• Payers are effectively suppressing uptake, brand growth and delaying profitability
• Consider what should be considered, understood and acted on for a successful primary brand

Jerry Lynch

SVP, Sales

• Contextual learning programs for sales/remote employees
• Utilize technology platforms to engage remote employees
• Hear examples and the support required to make this happen


Bob Holliday

Former Senior Director, Diabetes & Cardiovascular Training; Commercial Trai
Sanofi US


Adam Shandler

Associate Director, Talent Acquisition & Talent Development
Dr. Reddy’s Laboratories


Mike Moran

Vice President, US Head of Sales
Eagle Pharmaceuticals

12:20 - 12:40 Case Study: Quitter Circle – An Innovative Patient Facing Digital Program

Mark Pizzini, Digital Strategy Lead,Pfizer
• Strategically leverage digital, social and mobile to increase patient reach and engagement
• Augment new ways of changing the customer's mindset to bring forth a positive outcome
• Use unbranded as a vehicle for reach and influence
• Understand the importance of a digital ecosystem rather than a particular asset


Mark Pizzini

Digital Strategy Lead

• Generating innovation at a global company
• Building innovation into your marketing plan through digital, and multichannel markets
• Support launch excellence and customize for key launches while considering pricing strategies and brand development


Nolan Castillo

Senior Manager, New Product Strategy
Teva Pharmaceuticals


Kevin Ryan

Associate Director, Multi-Channel Hub, Worldwide Commercial Operations
Bristol-Myers Squibb


Mike Moran

Vice President, US Head of Sales
Eagle Pharmaceuticals

13:20 - 14:30 Lunch

14:30 - 23:59 Conclusion Of PharmaForce 2016