Selecting the Channel Best Suited to Customer Engagement

07:15 AM - 08:00 AM Registration & Breakfast In The Social Zone – Celebrating Families and Work/Life Balance

08:00 AM - 08:05 AM Welcome Remarks

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08:05 AM - 08:15 AM 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 AM - 08:30 AM Chairperson’s Opening Address

Jeff Gaus, CEO, Prolifiq Software

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Jeff Gaus

CEO
Prolifiq Software

08:30 AM - 08:50 AM Critical Decisions and Activities to Build a Commercial Infrastructure: Small Biopharma Perspective

Katie MacFarlane, Senior Vice President of Commercial Development, Napo Pharmaceuticals
• 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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Katie MacFarlane

Senior Vice President of Commercial Development
Napo Pharmaceuticals

08:50 AM - 09:10 AM Keynote: Evolution of the U.S. Pharma Commercial Model in the New Healthcare Environment

Paul Darling, Principal, ZS Associates
• 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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Paul Darling

Principal
ZS Associates

09:10 AM - 09:30 AM Fireside Chat: Evolution or Revolution? How Life Sciences Organizations are Transforming to Meet the Evolving US Healthcare Market Needs

Jeff Gaus, CEO, Prolifiq Software 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.


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Jeff Gaus

CEO
Prolifiq Software
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Jennifer Muszik

Director, Commercial Excellence
Roche

09:30 AM - 09:50 AM The State of Digital Healthcare: Deep Insights From Billions of Online Visits

Tamara Gaffney, Principal Analyst and Director, Adobe Systems, Inc.

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Tamara Gaffney

Principal Analyst and Director
Adobe Systems, Inc.
• 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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Jeff Gaus

CEO
Prolifiq Software
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Sreenath Nampally

Associate Director, Sales Force Operations
AstraZeneca
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William King

Founder, Executive Chairman
Zephyr Health

10:30 AM - 11:15 AM Morning Refreshment & Networking Break In The Social Zone

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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Donney John

Chief Clinical Officer
Pharmacist Partners
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Jeff Gaus

CEO
Prolifiq Software
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Najur Runganadhan

Strategic Insights & Analytics
Novartis Pharmaceutical Corporation

11:55 AM - 12:15 PM Mapping the Customer Journey to Create Positive Experiences that Engage Customers

Sandra Velez, Content Strategy Leader, Merck
• 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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Sandra Velez

Content Strategy Leader
Merck
#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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Katie MacFarlane

Senior Vice President of Commercial Development
Napo Pharmaceuticals
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Edward Stelmack

Director, Head Commercial Data
AstraZeneca
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Sandra Velez

Content Strategy Leader
Merck
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Paul Darling

Principal
ZS Associates
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Kevin Watson

Multichannel Marketing Engagement Lead
UCB
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Jason Bhan

MD, Co-Founder & Chief Medical Officer
Medivo
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Tamara Gaffney

Principal Analyst and Director
Adobe Systems, Inc.

Justin Hawver

Sr Managed Services Consultant
IMS Health

Mark Klapper

Engagement Manager
IMS Health

For All Attendees

1:15 PM - 2:15 PM Lunch

By Invitation Only

1:15 PM - 2:15 PM Private Lunch Workshop: Challenging the Current BI Paradigm

Peter Barschdorff, VP Business Insights, Bayer U.S. Pharma Doron Aspitz, CEO, Verix


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Peter Barschdorff

VP Business Insights
Bayer U.S. Pharma
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Doron Aspitz

CEO
Verix

Track A: Sales Force Effectiveness & Training

2:15 PM - 2:35 PM Understanding the Value proposition for Your Customers to Orient Sales Interactions Understanding the Value proposition for Your Customers to Orient Sales Interactions

Heidi Youngkin, President, Youngkin Consulting
• 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


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Heidi Youngkin

President
Youngkin Consulting

Track B: Marketing & Patient Engagement

2:15 PM - 2:35 PM Payer Marketing vs. Brand Marketing: Is there a Difference?

Brian Peters, Vice President, Marketing, Medac Pharma
• 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


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Brian Peters

Vice President, Marketing
Medac Pharma

Track A: Sales Force Effectiveness & Training

2:35 PM - 2:55 PM Using Mobile Video to Completely Transform Sales Enablement and Training

Mark Magnacca, President and Co-founder, Allego
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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Mark Magnacca

President and Co-founder
Allego

Track A: Sales Force Effectiveness & Training

2:55 PM - 3:15 PM Become The Trusted Partner by Shifting Your Sales Model With One Big Idea

Jill Donahue, Author, EngageRX
• 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


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Jill Donahue

Author
EngageRX

Track B: Marketing & Patient Engagement

2:55 PM - 3:15 PM “This is the Best 20 Minutes You’ll Spend All Day:” Cutting Through the Noise of Creative Content Marketing

Ben Locwin, Global Head, R&D Learning, Biogen
• Learn best practices for marketing and marketability
• Captivate the customer with compelling content marketing



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Ben Locwin

Global Head, R&D Learning
Biogen

3:15 PM - 4:00 PM Afternoon Refreshment Break In The Social Zone



• 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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Jeff Gaus

CEO
Prolifiq Software
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Kenneth Sanchez

Head of Global Sales Force Effectiveness
Teva Pharmaceuticals
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Najur Runganadhan

Strategic Insights & Analytics
Novartis Pharmaceutical Corporation
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Phil Cramer

National Sales Director
Scilex Pharmaceuticals

Jeff Henderson

Vice President, Managed Markets and Key Accounts
Intarcia Therapeutics

4:40 PM - 5:00 PM Addressing Pharma Brand Challenges with Clinical Diagnostics

Jason Bhan, MD, Co-Founder & Chief Medical Officer, Medivo


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Jason Bhan

MD, Co-Founder & Chief Medical Officer
Medivo

5:00 PM - 5:20 PM Case Study: Launching a “Glocal” Campaign in International Markets

Kasia Hein-Peters, Vice President, Marketing, Sanofi Pasteur
• 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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Kasia Hein-Peters

Vice President, Marketing
Sanofi Pasteur
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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Michael Capaldi

US Public Affairs Cardiovascular Unit
Sanofi
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John Colleran

Principal
Todd Strategy Group/ Former Branch Chief, Health and Human Services, The White House

6:00 PM - 7:00 PM 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.

7:00 PM - 11:59 PM Conclusion of Day Two