PharmaForce 2016 (past event)
September 12 - 14, 2016
1.888.482.6012
Selecting the Channel Best Suited to Customer Engagement
07:15 - 08:00 Registration & Breakfast In The Social Zone – Celebrating Families and Work/Life Balance
08:00 - 08:05 Welcome Remarks
08:05 - 08:15 Connecting Innovators – Opening Ice Breaker
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.
08:15 - 08:30 Chairperson’s Opening Address
08:30 - 08:50 Critical Decisions and Activities to Build a Commercial Infrastructure: Small Biopharma Perspective
• 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
• 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
08:50 - 09:10 Keynote: Evolution of the U.S. Pharma Commercial Model in the New Healthcare Environment
• 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
• 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
09:10 - 09:30 Fireside Chat: Evolution or Revolution? How Life Sciences Organizations are Transforming to Meet the Evolving US Healthcare Market Needs
Moderator:
Jeff Gaus CEO Prolifiq Software
Speaker:
Jennifer Muszik Director, Commercial Excellence Roche
Jeff Gaus CEO Prolifiq Software
Speaker:
Jennifer Muszik Director, Commercial Excellence Roche
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.
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.
09:30 - 09:50 The State of Digital Healthcare: Deep Insights From Billions of Online Visits
09:50 - 10:30 PANEL: Capturing Big Insights From Big Data
• 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
• Managing data for specialty pharma
• Overcome privacy hurdles while working with data
• Leverage insights for effective marketing and sales campaigns
10:30 - 11:15 Morning Refreshment & Networking Break In The Social Zone
11:15 - 11:55 PANEL: Health Disparities and Cultural Competency—How Can Pharma Help?
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?
• 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?
11:55 - 12:15 Mapping the Customer Journey to Create Positive Experiences that Engage Customers
• 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
• Learn best practices in order to map their customer journey
• Design a new experience that engages your customers
12:15 - 13:15 Interactive Roundtable Discussions
Speakers:
Katie MacFarlane Senior Vice President of Commercial Development Napo Pharmaceuticals
Edward Stelmack Director, Head Commercial Data AstraZeneca
Sandra Velez Content Strategy Leader Merck
Paul Darling Principal ZS Associates
Kevin Watson Multichannel Marketing Engagement Lead UCB
Jason Bhan MD, Co-Founder & Chief Medical Officer Medivo
Tamara Gaffney Principal Analyst and Director Adobe Systems, Inc.
Justin Hawver Sr Managed Services Consultant IMS Health
Mark Klapper Engagement Manager IMS Health
Katie MacFarlane Senior Vice President of Commercial Development Napo Pharmaceuticals
Edward Stelmack Director, Head Commercial Data AstraZeneca
Sandra Velez Content Strategy Leader Merck
Paul Darling Principal ZS Associates
Kevin Watson Multichannel Marketing Engagement Lead UCB
Jason Bhan MD, Co-Founder & Chief Medical Officer Medivo
Tamara Gaffney Principal Analyst and Director Adobe Systems, Inc.
Justin Hawver Sr Managed Services Consultant IMS Health
Mark Klapper Engagement Manager IMS Health
#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
IMS Health
IMS Health
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
Justin Hawver
Sr Managed Services ConsultantIMS Health
Mark Klapper
Engagement ManagerIMS Health
For All Attendees
13:15 - 14:15 LunchBy Invitation Only
13:15 - 14:15 Private Lunch Workshop: Challenging the Current BI ParadigmTrack A: Sales Force Effectiveness & Training
14:15 - 14:35 Understanding the Value proposition for Your Customers to Orient Sales Interactions Understanding the Value proposition for Your Customers to Orient Sales Interactions
• Amidst the shift from volume to value, traditional lines between payers, physician groups, and hospitals are being blurred
• Understand what the key components of the value proposition are for pharma
• Align your messages around the relevant aspect of value for your customer
• Understand what the key components of the value proposition are for pharma
• Align your messages around the relevant aspect of value for your customer
Track B: Marketing & Patient Engagement
14:15 - 14:35 Payer Marketing vs. Brand Marketing: Is there a Difference?
• Discuss how tactics, resource allocation and message evolution can be impacted by influencers
• Develop effective strategies for positioning and selling your product
• Review integration of various customers (internal & external) into marketing plan process
• Develop effective strategies for positioning and selling your product
• Review integration of various customers (internal & external) into marketing plan process
14:35 - 14:55 Using Mobile Video to Completely Transform Sales Enablement and Training
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.
• 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.
Track A: Sales Force Effectiveness & Training
14:55 - 15:15 Become The Trusted Partner by Shifting Your Sales Model With One Big Idea
• Assess the evidence that distinguishes sales people (and brands) that outperform others by 400-percent
• Identify three ways to shift your sales model to achieve better outcomes
• Identify three ways to shift your sales model to achieve better outcomes
Track B: Marketing & Patient Engagement
14:55 - 15:15 “This is the Best 20 Minutes You’ll Spend All Day:” Cutting Through the Noise of Creative Content Marketing
• Learn best practices for marketing and marketability
• Captivate the customer with compelling content marketing
• Captivate the customer with compelling content marketing
15:15 - 16:00 Afternoon Refreshment Break In The Social Zone
16:00 - 16:40 PANEL: Addressing the Decline of the Traditional Salesforce
Moderator:
Jeff Gaus CEO Prolifiq Software
Speakers:
Kenneth Sanchez M.D. Head of Global Sales Force Effectiveness Teva Pharmaceuticals
Najur Runganadhan Strategic Insights & Analytics Novartis Pharmaceutical Corporation
Phil Cramer National Sales Director Scilex Pharmaceuticals
Jeff Henderson Vice President, Managed Markets and Key Accounts Intarcia Therapeutics
Jeff Gaus CEO Prolifiq Software
Speakers:
Kenneth Sanchez M.D. Head of Global Sales Force Effectiveness Teva Pharmaceuticals
Najur Runganadhan Strategic Insights & Analytics Novartis Pharmaceutical Corporation
Phil Cramer National Sales Director Scilex Pharmaceuticals
Jeff Henderson Vice President, Managed Markets and Key Accounts Intarcia Therapeutics
• Provide channel marketing and sales force enablement insights for a customer-obsessed culture
• Reorganize your organization’s approach to the field
Intarcia Therapeutics
• Reorganize your organization’s approach to the field
Jeff Henderson
Vice President, Managed Markets and Key AccountsIntarcia Therapeutics
16:40 - 17:00 Addressing Pharma Brand Challenges with Clinical Diagnostics
17:00 - 17:20 Case Study: Launching a “Glocal” Campaign in International Markets
• 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
• Develop a “glocal” launch campaign for the new dengue vaccine, so that the campaign is globally consistent but locally relevant in our key markets
17:20 - 18:00 Oxford-Style Debate: Adapting to Industry Changes in a Changing Political Climate
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
Todd Strategy Group/ Former Branch Chief, Health and Human Services, The White House
• 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
John Colleran
PrincipalTodd Strategy Group/ Former Branch Chief, Health and Human Services, The White House
18:00 - 19:00 Beer and Bruce Reception In The Social Zone
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.