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

Katie MacFarlane


Senior Vice President of Commercial Development
Napo Pharmaceuticals

Check out the incredible speaker line-up to see who will be joining Katie.

Download The Latest Agenda

Translating Marketing Insights into Sales Activities For Pharma Manufacturers Only

Sunday, December 4th, 2016


10:20 PANEL: Evolving the Commercial Model with the Changing Healthcare Landscape

We all know that the healthcare landscape is changing. Physician prescribing behavior continues to shift as more HCPs turn to hospital systems and ACOs for employment. What are the implications for your sales reps? How are we adjusting our commercial infrastructure to fit as the industry shifts away from the traditional sales force model?

Our senior-level panelists, representing both small and large biopharma, will offer a distinct perspective on the following:

• The challenges, advantages and disadvantages of partnering with contract sales organizations (CSOs) versus internal sales organizations
• Hiring experienced reps versus reps with little or no experience
• The right ratio of sales versus marketing and strategic account managers/directors


Selecting the Channel Best Suited to Customer Engagement

Wednesday, January 4th, 2017


08:30 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

12:15 Interactive Roundtable Discussions

#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