PharmaForce 2017

September 18 - 20, 2017

Hilton Austin, TX

Contact Us: 1.888.482.6012

Intersecting Digital and the Customer

Wednesday, September  20, 2017

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8:30 AM Breakfast & Registration

9:15 AM Welcome Remarks

Charleen Ring, Program Director, PharmaForce

 Charleen Ring
Charleen Ring
Program Director
Charleen is an experienced content director, market researcher and published author with a passion for creative storytelling. She produces innovative b2b networking conferences that serve as platforms to help businesses and professionals create narratives that inspire and foster connectivity between industry thought leaders. Her portfolio currently ...[Read More]

9:20 AM Out of Industry Guest Speaker – Solutions and Approaches for Patient Outcomes

David Rhew, Chief Medical Officer, Samsung

Amazon. Uber. Airbnb. Digital technologies have not only changed, but completely disrupted major industries. Healthcare is next. Similar to what we have seen in prior industries, major disruptions have been unexpected, driven by a strong consumer demand, and enabled through a digital communications platform. Dr. Rhew will share three examples of disruptive digital health technologies that have the potential to transform the way that care is delivered and in the process make us rethink the role that “consumer” technologies can play in the delivery of healthcare. 
 David Rhew
David Rhew
Chief Medical Officer
Dr. David Rhew is the Chief Medical Officer (CMO) and Head of Healthcare and Fitness for Samsung Electronics America.  David received his Bachelors of Science degrees in computer science and cellular molecular biology from the University of Michigan. He received his MD degree from Northwestern University and completed internal medicine residen ...[Read More]

9:50 AM What’s Data Got to Do With It

Igor Rudychev, Commercial Analytics Director, Pfizer

Bharti Rai, Chief Commercial Data Officer, Bayer

So you’ve got all this data. Now what do you do with it? You’ve spent time, money and resources gathering it, but how do you go about analyzing it? Our esteemed panel takes the data piece and extrapolates it into a larger theme. 
Using data analysis as a catalyst for storytelling
Overcoming marketing hurdles while working with data
The role of data in your global marketing campaign 

 Igor Rudychev
Igor Rudychev
Commercial Analytics Director

 Bharti Rai
Bharti Rai
Chief Commercial Data Officer

10:20 AM Access Selling in Healthcare: Why The Reach & Frequency Sales Model Is Going Extinct

John Crowley, Vice President, Cardinal Health

MACRA. MIPS. APM’s. The changes and constraints forced upon our customers are endless. Each new provider
regulation means decreased Sales Rep access. How do we provide value to customers in a value-based
world? It’s not doing the same thing and expecting different results. In this interactive keynote presentation, John addresses WHY healthcare organizations must abandon the reach and frequency sales model before extinction. I mix humor with anecdotes of success and failure during my 18-year sales career. Backed by data, I create a compelling argument for the need to change NOW! I explain what caused Cardinal Health to abandon their proven sales model and implement the Access Selling Process. I provide a simple framework for inspiring change in any Fortune 500 sales organization.
Why the traditional reach and frequency sales strategy is broken
Why the decision maker no longer exists
What’s at risk if you continue with reach and frequency?
What is Access Selling? And Access Selling Principles
Integrating Access Selling into your sales process
Technology needed to facilitate Access Selling today (hint: you own it today or it’s free!)

The Audience Will Understand:
Why being different from the competition is better than being better
How to begin the crusade to socialize the Access Selling model within a large, convoluted, bureaucratic and
antiquated healthcare company
Where Access Selling does not work
 John Crowley
John Crowley
Vice President
Cardinal Health

11:00 AM Morning Refreshment Break in the Social Zone

11:40 AM Case Study: Building A Center Of Excellence For Customer Engagement

Neil Keene, Former Senior Associate Director, Customer Engagement Strategy, Boehringer Ingelheim

BI has recently gone through an internal transformation, and Neil Keene led the reorganization of customer engagement and account-based selling through the creation of the Center of Excellence. 
You’ll hear how Neil’s team: 
Created a framework developed over 2 years 
Marketed to HCPs, non-personal, digital, and handled overall customer engagement 
Developed a platform for customer engagement 
Measuring KPIs and engagement 
Dealing with that elusive ROI
 Neil Keene
Neil Keene
Former Senior Associate Director, Customer Engagement Strategy
Boehringer Ingelheim

12:00 PM Collaborating To Bring Value In Development: What Can We Do Within The Constraints of RCTs?

Anita Burell, President & CEO, Anita Burrell Consulting LLC

Riad Dirani, VP, Global HEOR, Teva Pharmaceuticals

Understanding the key decision points during development - when is the train already rolling?
Putting commercial and market access issues into clinical development decision making - what works?
Beyond patient centricity as a concept - what are others doing to really impact the development process with what matters for patients 

 Anita Burell
Anita Burell
President & CEO
Anita Burrell Consulting LLC
Anita Burrell is a dynamic, passionate and infectiously enthusiastic consultant focused on improving patient outcomes through pharmaceutical innovation. She is also an adjunct assistant professor at Rutgers University and a regular speaker on health economics, market access and mHealth.
 Riad Dirani
Riad Dirani
VP, Global HEOR
Teva Pharmaceuticals
Riad Dirani, PhD, is currently the VP of Global Health Economic and Outcomes Research at Teva Pharmaceuticals. His responsibilities include overseeing the establishment of this function within Medical Affairs, and developing the strategic capabilities for HEOR to optimize the development and commercialization of Teva’s portfolio of products an ...[Read More]

12:20 PM Fireside Chat: Closing The Gap Between Content Marketing And The Field Force

Brian Peters, Vice President, Marketing, Medac Pharma

Najur Runganadhan, Strategic Insights & Analytics, Novartis

Ultimately, marketing drives sales. This deep dive allows marketers to arm their sales force with the tools they need in the field. 
Ensuring that you’re using the right tools that the reps find effective 
Analyzing data to understand what’s working, what’s needed, and what’s wasting everybody’s time
Connecting with marketing materials through all business units
Increasing communication between sales and marketing

 Brian Peters
Brian Peters
Vice President, Marketing
Medac Pharma

 Najur Runganadhan
Najur Runganadhan
Strategic Insights & Analytics

12:40 PM Luncheon and End of PharmaForce

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