Future Pharma 2018

September 26 - 28, 2018

The Westin Copley Place, Boston, MA

Contact Us: 1.888.482.6012

Day One: September 26, 2018 | Looking Outward: The Journey Towards A Truly Customer-Centric Model

7:30 am - 8:35 am Registration & Networking Breakfast

8:35 am - 8:45 am Welcome Remarks

Charleen Ring - Program Director Future Pharma
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Charleen Ring

Program Director
Future Pharma

8:45 am - 9:00 am Opening Address By Conference Chairperson

Jude Konzelmann - Principal ZS Associates

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Jude Konzelmann

Principal
ZS Associates

9:00 am - 9:20 am Using Predictive Analytics To Drive Your Rep's Next Action

Mike Exton - Vice President & Head, Cardiovascular Franchise Novartis
Machine learning and predictive analytics are invaluable tools for not only your marketing team, but your sales rep. In this keynote, Mike Exton, VP and Head of Novartis' cardiovascular franchise, will talk you through best practices for using analytics to guide your rep's next action. Mr. Exton will cover:
  • Navigating the analytics landscape
  • How marketing can arm reps with information to sell more effectively
  • A glimpse into the future of analytics
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Mike Exton

Vice President & Head, Cardiovascular Franchise
Novartis

Our business is moving towards a business to consumer business. How are we incorporating the insights of this important customer into our commercial strategies?
 
Today’s dynamic macro environment presents challenges that derail commercial success, influencing prescribing behaviors, payer and regulator’s framework and patient access. How to systematically anticipate and mitigate these risks as part of our commercial strategy? How to  even offer novel ways to sharpen our competitive edge.

  • How to develop integrated marketing strategies with a multi-customer view
  • How to increase commercial performance by integrating "pull-through" strategy across teams, from market access, to medical, to marketing, to field sales?
  • How to define objectives and coordinate the go-to-market approach for those teams?
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Michael J. Ruggiero

Vice President, Head of Global Healthcare Government & Public Affairs Franchise Business Partners
EMD Serono, a business of Merck KGaA, Darmstadt, Germany

9:40 am - 10:10 am Case Study Revolution: Bringing A GI Solution To Patients Through Multichannel

Tom Mccourt - Chief Commercial Officer Ironwood Pharmaceuticals

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Tom Mccourt

Chief Commercial Officer
Ironwood Pharmaceuticals

10:20 am - 11:00 am Morning Buzz Networking And Refreshment Break

11:00 am - 11:20 am The Evolution Of Consumerism: How Amazon And Netflix Are Setting The Pace For Customer Expectations

Bryan Cohen - North America Digital Platform Lead, Promotional Operations Pfizer
Consumerism is well on its way to radically changing healthcare.  If we’ve learned anything this past decade, it’s to never underestimate the powers that be at disrupters like Amazon and Netflix.  Just ask the former CEOs of Borders and Blockbuster who famously dismissed the rise of these companies as passing fads and not relevant to their industries.  In Pharma, there seems to be mixed implications about what Amazon’s recent play into the healthcare space means. Whatever the outcome, the industry needs to keep pace and continue meeting the bar for new expectations.  This session will open up an important dialogue about what commercial pharma can do to keep up with the ever-changing expectations of consumers.

  • Examining cross-industry disruption, the evolution of consumerism 
  • How to avoid becoming the next Blockbuster or Borders 
  • Bringing it full circle – why should Pharma care?
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Bryan Cohen

North America Digital Platform Lead, Promotional Operations
Pfizer

11:20 am - 11:40 am How AI Empowers Data for Personal Promotion Needs

Fernando Schwartz - Chief Data Scientist Prognos
This session will explain how AI-powered alerts can feed direct selling and digital promotion.  Highlights include:
·         Empowering diagnostics data with AI
·         How alerts serve personal promotion
·         Real-world case study
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Fernando Schwartz

Chief Data Scientist
Prognos

HCP access is tricky in the current healthcare climate, and it’s not just a question of what has worked for your commercial team, but what hasn’t worked. Mistakes made and lessons learned are just as crucial to navigating this complex environment as your success stories.  Our panel will dive deep into this messy world of consolidation and diminishing access and share their insights, concerns and predictions for the future. Our esteemed panel will:

  • Discuss how marketing can partner with sales to effectively engage with HCPs and healthcare systems
  • Assess the tools that sales can use from marketing to better engage with customers
  • Examine real-life successful collaborations between sales and marketing used to best engage healthcare providers to provide clinical education and information 
  • Share examples of mistakes made and lessons learned
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Greg Palko

Head, US Oncology Marketing
Sun Pharmaceuticals

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Eric Rothstein

Executive Director, Remote Engagement
Merck

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Dr. Donney John

Chief Clinical Officer
Pharmacist Partners

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Tim Zima

PRA Strategic Marketing Lead
Acacia Pharma, Inc.

12:10 pm - 12:30 pm Demystifying Value-Based Care: Tamping The Gaslighting

John Sears - Director, Value-Based Care Commercial Strategy Janssen
Objectives:

  • Gain fundamental understanding of Medicare drivers of value based care
  • Understand how managing risk drives behavior change across the stakeholder set
  • Model what’s driving value-based care in a given disease or condition
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John Sears

Director, Value-Based Care Commercial Strategy
Janssen

12:30 pm - 12:40 pm Innovation Spotlight: How To Simplify Communication From Content Source To Field Teams On A Branded iPad Presentation Tool

Kiki Anku - Co-Founder & Chief Executive Officer Crescendo Filip Witkowski - Co-Founder Crescendo
Ensure that documents are always up-to-date and available - online and offline
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Kiki Anku

Co-Founder & Chief Executive Officer
Crescendo

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Filip Witkowski

Co-Founder
Crescendo

12:40 pm - 1:40 pm Lunch

12:40 pm - 1:40 pm Private Lunch Hosted By CoverMyMeds

IQVIA VP Think Tank

1:40 pm - 2:40 pm IQVIA VP Think Tank - Is Your Patient Support Program Creating A Frictionless, Connected And Relevant Engagement Experience For Your Patients?

Javier Castillo - Executive Director, Program Design & Strategy , Health Management Solutions IQVIA Peter Lammers - Vice President of Contract Sales and Medical Service IQVIA

Is Your Patient Support Program Creating A Frictionless, Connected And Relevant Engagement Experience For Your Patients?
 
Description:
A patient’s experience with your brand starts well before the drug is administered.  The challenges may be obvious, but solutions may be challenged by siloed service lines.  Come meet your peers to discuss common hurdles of creating a patient experience and solutions to enrollment, integration, and ongoing engagement of patients. 
 

Our Think Tanks are invite-only meet-ups in a private room, set away from the busy hustle and bustle of the conference.

Seating is limited. To request your space, contact Program Director Charleen Ring at 646-200-7948 or Charleen.ring@wbresearch.com
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Javier Castillo

Executive Director, Program Design & Strategy , Health Management Solutions
IQVIA

Peter Lammers

Vice President of Contract Sales and Medical Service
IQVIA

1:50 pm - 2:10 pm Case Study: Practical Applications For Implementing A Digital Center Of Excellence

Neil Keene - Multichannel Marketing Expert Independent
There are a number of steps and barriers to consider when launching a digital center of excellence. Our speaker shares practical guidelines and lessons learned for teams looking to build out a digital hub of their own.

  • Understanding the value and how it can improve your ROI
  • Getting started and overcoming budget restrictions
  • Hindsight key takeaways 
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Neil Keene

Multichannel Marketing Expert
Independent

1:50 pm - 2:10 pm NPP = New Personal Promotion

Chris Gish - Former VP, US Sales Sunovian Pharmaceuticals
NPP = New Personal Promotion
 
The acronym “NPP” is ubiquitous and generally always means “Non Personal Promotion” as opposed to the “Personal,” field-based representative selling approach.  The digital era has transformed the way HCP customers interact with pharmaceutical manufacturers. As HCPs have become more comfortable interacting digitally, the total number of field-based representatives is substantially lower today versus a decade ago.  Though field-based selling teams have shrunk in the past decade, they won’t disappear as some have predicted. Pharmaceutical companies that leverage the best elements of personal and non-personal promotion will create a compelling model that is the “New Personal Promotion”.
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Chris Gish

Former VP, US Sales
Sunovian Pharmaceuticals

2:10 pm - 2:30 pm Case Study: Technology Innovations That Drive Expedited Results In HUB Models

Kara Kearns - Strategic Data Partner CoverMyMeds
Case Study: Technology innovations that drive expedited results in HUB models
 
Kara Kearns, Strategic Data Partner, CoverMyMeds
  • Accelerating access for patients and providers from days to hours
  • 21st century innovations in HUB support improve accuracy and timeliness
  • How to connect innovation and human interaction in a meaningful way for HUB support

Kara Kearns

Strategic Data Partner
CoverMyMeds

2:10 pm - 2:30 pm Drive Commercial Intelligence With Innovative Solutions

Don DeStefano - Vice President, Business Development LexisNexis
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Don DeStefano

Vice President, Business Development
LexisNexis

2:30 pm - 2:50 pm Approaching AI In Pharma

Mark Pizzini - Digital Strategy Lead, Business Unit Pfizer
Mark Pizzini will open up with hard hitting examples, the hype, the noise, the stats around implementing artificial intelligence in pharma. He will share:

  • Pfizer’s framework 
  • How to spot opportunities
  • Some Pfizer examples
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Mark Pizzini

Digital Strategy Lead, Business Unit
Pfizer

2:30 pm - 2:50 pm How To Move The Sales Needle Through Culture And Engagement

Frank Armenante - Director, Sales Execution Novo Nordisk
Most teams look at driving sales performance as a science; which focuses on analytics, crunching numbers, and choosing actions that are the most logical.  There is another side to sales performance challenge, and that is the art of crafting a culture of success and having multiple touchpoints with your teams. Driving performance does not come from one avenue alone, and we will discuss how to best balance your approach.

  • Overview of the challenge on balancing science vs art to move the sales needle
  • Discussion around opportunities to build culture, what works vs what doesn’t
  • Examples of culture and engagement methods to build and enhance your teams  
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Frank Armenante

Director, Sales Execution
Novo Nordisk

2:50 pm - 3:00 pm Innovation Spotlight

2:50 pm - 3:00 pm Innovation Spotlight

3:00 pm - 3:40 pm Networking & Refreshment Break In The Solutions Zone

To learn how you can host a Pharma Leaders Roundtable, contact Alicia Upchurch at 646-200-7452 or Alicia.Upchurch@wbresearch.com

Sit down with 10-15 other pharma commercial  innovators, share solutions to common challenges, and ask the questions that’s have been keeping you up at night. The conversations are candid and one of the most anticipated times of the day.  Plus you get to choose your own adventure: Pick the two topics that will pack the biggest punch for your 2018 commercial strategies.

Choose Two:
#1 How AI Empowers Data for Personal Promotion Needs
Fernando Schwartz, Chief Data Scientist, Prognos
 
#2 Planning for the Future of Patient Access
 Jonathan Lanznar,Vice President, Client Services, Truveris
 
#3 100% Medicare Advantage data is now available, find out how this changes everything
Ashish Patel, Chief Strategy Officer, CareSet Systems



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Jonathan Lanznar

Vice President, Client Services
Truveris

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Ashish Patel

Chief Strategy Officer
CareSet Systems

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Fernando Schwartz

Chief Data Scientist
Prognos

4:40 pm - 5:00 pm Patient Support Program: How Patient Support Programs Can Help To Overcome Formulary Barriers, Help Patients Stay On Therapy And Drive Positive Physician Coverage Perceptions

Grant Huang - Director, Established Product Portfolio Marketing Otsuka Pharmaceutical

  • The role of patient support programs and challenges
  • Key tactics to provide support: provide assistance where needed
  • An integrated solution – what else can copay programs do? 
  • HCP coverage message 
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Grant Huang

Director, Established Product Portfolio Marketing
Otsuka Pharmaceutical

5:00 pm - 5:40 pm A "Pharmaforce" Original Case Study: Embracing And Executing On Patient-Centricity

Bryan Selby - Vice President, Sales & Marketing Retrophin
Last year at PharmaForce, Bryan Selby met Jill Donahue and decided sitting in the audience that she could help him and his team.   Jill’s philosophy resonated with Bryan, and the two paired up to create the foundation for Retrophin’s next national sales meeting.  Bryan will share how he was able to take an idea that inspired him and turn it into actionable insights. During this case study, Bryan will map out:

  • The inspiration behind bringing patient-centric learnings to his sales team
  • How he used patient-centricity to build deeper engagement and greater influence among the Retrophin sales force
  • How Retrophin, as a company, embraces the patient as their collective WHY
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Bryan Selby

Vice President, Sales & Marketing
Retrophin

5:40 pm - 6:10 pm Guest Speaker: Taking Lessons From The Patient

Patty Nece - National Board Obesity Action Coalition
Let’s face it – patients are the reason you’re in this industry. Whether or not your focus is on DTC or patient-centricity, you care about the people taking your drugs. You want to save lives. Every so often, you hear from a patient who truly inspires you – they remind you why you work so hard to do what you do.
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Patty Nece

National Board
Obesity Action Coalition

6:10 pm - 7:10 pm Kick Off Cocktail Reception In The Solutions Zone

7:10 pm - 7:10 pm Conclusion Of Day One