Stakeholder Engagement Strategies In The New Healthcare Era

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.

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The iPad has been used for years now in our industry, and we are finally at a place to understand what is effective to engage physicians - though it's probably not what you think. Our speaker has spent a significant amount of time analyzing what is actually effective for physician/sales rep discussions, and will share that during this presentation. You'll learn that brand tools, and our way of thinking, will have to evolve to allow the customers to use the iPad and other tools during sales calls. This presentation will ensure your digital strategy is ready for 2016.

• While we’ve been using the iPad for years, we’ve learned what we think is effective actually is not
• Sharing research on the types of digital tools that will engage customers during a sales rep discussion
• Why and where reps have to evolve back to traditional paper to engage HCPs

Executive, Oracle Marketing Cloud

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There are 400 drug launches predicted over the next 3 years globally. Brand managers need to gear up their marketing strategy and data of potential prescribers and patients, and need to ensure their sales teams are trained effectively in the new drug’s science to communicate it to payers and physicians. This also requires a shifting of resources in the sales team to ensure proper coverage (should the drug be part of a portfolio, or should reps focus solely on the new drug?) Learn from some of big pharma's best launch leaders:

• Planning appropriate launch timelines
• Building a comprehensive launch training plan
• Determining what kind of commercial efforts will yield the best results

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The pharmaceutical industry has a rich history of investments in SFE, but sales leaders must continuously justify additional investment in field force effectiveness, particularly as new sales roles emerge and the role of the rep evolves. A new ZS study shows SFE investments make a real impact, with returns from 8%-23%. That’s money you don’t want to leave on the table.

We’ll discuss:
• The impact SFE initiatives can have on sales and profit growth
• How to articulate the business case for SFE investments
• Key factors that determine how big the benefits could be for your company
• Specific implications for the pharmaceutical industry

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You need to examine your retailer health strategy and how that fits into your company's mission. It is no longer about selling a drug; it is about selling a life style and a health solution. This panel will ensure your retailer and pharmacy strategy complements the current state of retail health solutions.
• Many pilot programs for calling on pharmacies were carried out last year. What were the results? What worked best?
• Understanding what the pharmacy groups think of our industry and how they want us to interact with them – hearing it straight from their mouths
• What methods of communication and type of info are preferred? How should the sales force be involved?
• What will next year bring? Shifting commercial resources to respond to this new important player in the payer space

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Did a presentation from earlier in the day spark your interest? Of course! Now you get to sit down with that speaker and 10 – 15 other attendees to dissect and debate the topic further. Or choose a new focus area you want to learn more about. (Be sure to divide and conquer with your teammates!) Either way a breadth of expertise will be shared and you get to ask the questions you need answers to.

Choose 2 (30 minutes each)
#1 Effective Sales Quality And Coaching For Commercial Success: Lessons From The Financial Industry
Richard Whitehead, Chief Operating Officer, CSL Software Solutions
Neil Bloking, VP, Quality Assurance & Metrics, TD Bank

#2 Finding The Sweet Spot: Enhancing Customer Experience While Meeting The Needs Of A Commercial Business
Deb Hussain, Senior Director of Marketing - Men's Health, Lilly USA

#3 Evolving Your Digital Promotion Strategy To Maximize Engagement Of HCPs
Jim Immormino, Former VP, Commercial Innovation & Strategy, Oncology, Novartis

#4 Hiring Top Performers For Your Commercial Teams
Randy Gay, VP, Professional Development, TherapeuticsMD

#5 Document Control The Easy, Efficient, And Compliant Way
Karen Miller, President and Managing Director, marcomCORE

#6 Multichannel Marketing For Pharmaceuticals: Spotlight On The Patient Journey
Kristy Junio, Senior Director of Healthcare & Life Sciences Industry Solutions, Oracle Marketing Cloud

#8 Sales Force Effectiveness Initiatives – Impact Worth The Investment
Namita Kalyan, Associate Principal, ZS Associates

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Did a presentation from earlier in the day spark your interest? Of course! Now you get to sit down with that speaker and 10 – 15 other attendees to dissect and debate the topic further. Or choose a new focus area you want to learn more about. (Be sure to divide and conquer with your teammates!) Either way a breadth of expertise will be shared and you get to ask the questions you need answers to – all while sipping a little bubbly!

Choose 2 (30 minutes each)
#1 Aligning Field Force Training And Brand Messaging To Reinforce Your Sales Strategy
Jennifer L. Muszik, Former Director of Marketing Effectiveness, Pfizer

#2 Tailoring Your Communication Plan In Specialty Care To Engage Multiple Stakeholders Across Different Channels
Jon Barrett, Executive Director, Oncology, US Marketing, Eisai

#3 Effectively Implementing A New, Restructured Compensation Strategy
Dharmesh Patel, Director Patient First Operations & Admin, Enterprise Field Ops Admin, GSK

#4 Novel Ideas For Your Co-Pay Mitigation Strategy
Michael B. Johnson, Brand Director, SavaysaTM, U.S. Marketing, Daiichi Sankyo

#5 Best Practices In Communicating Insights To A Field Team
John M. Daly, Sr. Principal, U.S. Healthcare Solutions, IMS Health

#6 Establishing A Framework To Measure The Relationship Between Digital Media Marketing Efforts And Direct/Indirect Returns
Haibei Jiang, Deputy Director, Commercial Analytics, Bayer HealthCare Pharmaceuticals

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Cocktails, food, music, games. Groundbreaking speakers that contribute to a productive meeting. You.

We’ve got all the ingredients for a great party – see you there!