PharmaForce 2016 (past event)
September 12 - 14, 2016
1.888.482.6012
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
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.
10:30 - 11:00 Morning Networking and Refreshment Break
11:00 - 11:20 How Marketing Technology is Enabling Engagement Marketing
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.
11:20 - 11:40 CASE STUDY: Primary Care is Dead, Until It’s Not
• 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
Allergan
• 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, SalesAllergan
11:40 - 12:20 PANEL: Bringing Learning and Innovation to the Field
• Contextual learning programs for sales/remote employees
• Utilize technology platforms to engage remote employees
• Hear examples and the support required to make this happen
Sanofi US
Dr. Reddy’s Laboratories
• 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 TraiSanofi US
Adam Shandler
Associate Director, Talent Acquisition & Talent DevelopmentDr. Reddy’s Laboratories
12:20 - 12:40 Case Study: Quitter Circle – An Innovative Patient Facing Digital Program
• 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
• 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
12:40 - 13:20 Panel: Innovations Around New Channel Markets and Product Launch
• 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
Bristol-Myers Squibb
• 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
Kevin Ryan
Associate Director, Multi-Channel Hub, Worldwide Commercial OperationsBristol-Myers Squibb