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What’s new for 2018?

Below you’ll find a summary of this years innovative agenda- for full session information. Download the Brochure here

Keynote Sessions
08:30 - 09:00
Create the value that defines you
  • Determine how your medicines will be evaluated in the future and how value will be shared with stakeholders
  • Get your priorities right – how will your focus on health solutions and outcomes generate commercial results?
  • Strengthen reputation through a more open, human approach and a relentless focus on innovation
  • Guarantee access in challenging markets and ensure your products are accessible to those most in need
09:00 - 09:30
Be the ultimate guide
  • The trusted source – how, why and where your company should be viewed as a credible hub for medical knowledge
  • Align around patient insights and use these to forge deeper stakeholder relationships and regain trust
  • Beyond transparency – ideas to repair relationships and regain trust in the information we provide
  • Identify the changing customer landscape and ensure you have the processes in place to meet HCP and patient needs
09:30 - 10:00
The future of healthcare is… us
  • Be the solution – how your company can find new assets and skills, whether in-house or through partnership, to deliver genuine healthcare innovations
  • Understand the ultimate role of digital in delivering true integrated care and providing deeper understanding of patient and customer journeys
  • In data we trust – understand healthcare’s long-term disruption beyond today’s revolution in combined analytics and digital tech
  • Engineer a culture which embraces digital uptake and acknowledges your shared vision of healthcare delivery
09:30 - 10:00

Speakers Include:

Joaquin Duato, WorldWide Chairman, Pharmaceuticals, Johnson & Johnson
Sebastian Guth, Executive Vice President and Chief Marketing Officer, Bayer Pharmaceuticals
Vas Narasimhan, Global Head of Drug Development and Chief Medical Officer, Novartis
Christi Shaw, Senior Vice President & President, Lilly Bio Medicines
Rob Koremans, CEO & President, TEVA Specialty Medicines
Paul Perrault, CEO, CSL Limited
Giles Platford, Presdient, Europe and Canada Business Unit, Takeda
Andrin Oswald, Director – Life Sciences Partnerships, Global Health, Gates Foundation
Kabir Nath, President & CEO, Otsuka USA
Julie Gerberding, EVP & Chief Patient Officer, MSD
Nathalie Moll, Director General, EFPIA
Milind Kamkolkar, Chief Data Officer, Sanofi
Mark Mallon, EVP, Global Product and Portfolio Strategy, AstraZeneca
Andrew Baum, Managing Director Global Head of Healthcare Research, Citi
Ameet Nathwani, EVP & Chief Medical Officer, Sanofi
William H. Carson, President & CEO, Otsuka Pharmaceuticals Development & Commercialization, Inc.
Bahija Jallal, Executive Vice-President, MedImmune
Alfredo Barón de Juan, EVP Global Commercial Operations, Almirall
Dr. Carey Adams, CEO, UICC
Jean-Luc Eiselé, CEO, World Heart Foundation
Bryon Matthews, President and CEO, Miller Heiman Group

Commercial Model Innovation
08:30 - 09:00
Panel: Embrace Patient Centricity as your Key Commercial Focus
  • Establish the relationship between business growth and patient focus, reaffirming belief in your company that it’s the right thing to do for business and patient
  • Explore metrics to reveal the commercial impact of patient-centric initiatives, including performance indicators that can guide your line management
  • Expand your business offering to truly service patients and the provide support needed for HCPs to deliver the full potential of your product
08:30 - 09:00
Prime your commercial function for the turbulent commercial environment ahead
  • Establish the relationship between business growth and patient focus, reaffirming belief in your company that it’s the right thing to do for business and patient
  • Explore metrics to reveal the commercial impact of patient-centric initiatives, including performance indicators that can guide your line management
  • Expand your business offering to truly service patients and the provide support needed for HCPs to deliver the full potential of your product
  • Future proof your commercial department with a robust strategy to address growing customer expectations, tightening budgets and limited face-to-face time
  • Leverage existing commercial capabilities to ensure your entire department is works effectively, utilising current technologies and tools
  • Establish the new analytical and data resources needed for the evolution of your commercial department and identify the steps needed to get there
08:30 - 09:00
Generate competitive advantages through creative commercialisation strategies: lessons learned from oncology biosimilars
  • Identify innovative ways to market your product and portfolio in a highly competitive biosimilar market
  • Leveraging learnings from the Oncology Biosimilar market to successful commercialization approaches within the oncology innovator landscape
  • Build a creative CX strategy which truly addresses customer needs and promotes a patient-centric culture within your organization
08:30 - 09:00

Speakers Include:

Lutz Bonacker, Senior Vice President and General Manager, Commercial Operations Europe, CSL Behring
Thomas Kerscher, Global Head Patient and Customer Experience, Shire
Georgina Rizik, Global Commercial Head of Oncology Franchise, Boehringer-Ingelheim
Aagiie Leven, Secretary General, EUFAMI

Talent and Diversity
08:30 - 09:00
Drive diversity in pharma – the Novartis story
  • Envisage how Novartis drives their company culture by continuing to hire, develop and promote a diverse group of leaders
  • See how they plan to address the growing imbalance of female leaders in healthcare
  • Collaborate with external associations to help improve diversity of people working with in pharma and improve the talent pool for potential new hires
08:30 - 09:00
Panel: Talent, training and recruitment – the role it plays in shaping the future of pharma
  • Inspire the next generation of leaders by creating a culture which encourages knowledge sharing and mentoring, ensuring you develop talent and maximise potential
  • Up your recruitment game – search through alternative markets, industries and locations to seek out the best talent which fits the new roles brought on my technology advancements
  • Ensure you can nurture world leading talent, encouraging loyalty through development plans and flexible benefit schemes
08:30 - 09:00
Guarantee the next generation of successful leaders through unique development programs
  • Envisage how Teva support, develop and progress their leaders through unique development programs as part of a larger co-created leadership framework
  • Discover the processes, benchmarks and tools required to implement a leadership framework and why this is so vital for a successful organisation
  • Enhance your performance management through an alternative reward system, which prioritise dialog and feedback
08:30 - 09:00

Speakers Include:

Eric Pardell, Global Head, Leadership & Development & COE integration, Novartis
Tal Zorman, Senior VP Leadership, Learning and Development, TEVA
Georgina Rizik, Global Commercial Head of Oncology Franchise, Boehringer-Ingelheim

Patient Partnerships
08:30 - 09:00
Case Study; Finalist for the eyeforpharma ‘Most Valuable Patient Initiative’ award
  • Be the first to here from the team who were awarded for their innovative project designed to deliver tangible patient improvements both in the long and short term
  • The latest in patient centric initiatives with previous winners including the Takeda #FlyWithIBD project and the BMS Universal Patient Language
08:30 - 09:00
Co-create solutions to deliver maximum impact to lives of your real customers
  • Increase adherence and your drug performance by involving patients in designing their own treatment and use feedback to constantly improve services
  • integrating the voice of the patient throughout the drug lifecycle regain focus, achieve efficiencies and ensure you deliver a better offering than your competitors
  • Identify best practices and critical success factors for effective patient engagement, creating well-informed patients and groups who are able to collaborate with pharma
08:30 - 09:00
Panel: Rebuild your reputation – how to become patient organisations number one partner
  • Address the fundamental issues around patient engagement and encourage advocacy groups work closely to provide feedback throughout your product lifecycle
  • Understand why long-term partnerships can provide positive results for your business and improve patient outcomes
  • Reinvent pharma in the eyes of the public, further encouraging more collaborations and encouraging more enthusiastic, passionate and talented people into the industry
08:30 - 09:00

Speakers Include:

Alvaro Herreros, Vice President Global Neuroscience Franchise Head, Shire
Peter Meeus, Head of Region Europe, Shire
Angela Hwang, General Manager and Global President Inflammation and Immunology Business, Pfizer
Pisana Ferrari, CEO, European Pulmonary Hypertension Association
Carmen Auste, Chair, Childhood Cancer International and Founder Cancer Warriors Foundation inc.

Advances in Customer Engagement
08:30 - 09:00
Slick, seamless, yet sophisticated: delivering the ultimate omnichannel solution
  • Envision how an industry-leading company has created a truly integrated omnichannel offering, seamlessly blending user experience across multiple channels
  • Equip different departments to begin the omnichannel transition and ensure the required capabilities are in place to optimise mobile and digital channels
  • Tailor your marketing strategy to ensure alignment between various platforms to ensure a seamless, consistent and effortless user experience
08:30 - 09:00
Get personal with a complete 360-degree view of your customer
  • Coordinate a seamless customer experience by delivering complete visibility of all customer interactions across your commercial teams
  • Identify customer trends, learn what works and create a personalised engagement strategy through analysing integrated CRM data across all platforms
  • Understand why even where we purse customer centricity, pharma is not being recognised for being so.
  • Optimise marketing spend by removing wasteful campaigns and engage with customers on their terms
08:30 - 09:00
Speak with one voice as an integrated commercial outfit
  • Drive commercial results with full visibility of customer interactions to optimise face-to-face visits
  • Encourage collaboration between marketing and sales departments to allow reps to react to changing preferences in real time
  • Relay customer insights, based on the rep’s knowledge, to personalise future marketing campaigns and tailor outreach
08:30 - 09:00
Patients as your most insightful colleague
  • Learn from the experts - move past the lip-service and instil genuine patient insight into your business planning
  • Ensure your brand differentiates itself in a crowded market by guaranteeing your product offerings deliver real benefit to patients
  • Set up regular touch points with end users to ensure you don’t lose sight of initial goals and traditional working methods do not prevent genuine breakthroughs
08:30 - 09:00

Speakers Include:

Rafael Ramon, Commercial Excellence Leader EEMEA, Roche
Arnaud Lefevre, Head of Operations, Northern Europe, UCB
Nolan R. Townsend, Regional President – International Developed Markets, Pfizer Rare Disease

Digital Innovation and Analytics
08:30 - 09:00
From global to local - Deliver a flexible digital strategy that works whenever, wherever
  • Maximise engagement by ensuring global strategy can be customised and tailored to deliver personalised campaigns at local regions
  • Create flexible campaigns which can utilise different technologies and channels depending on local customer preferences
  • Use smarter targeting to identify small sub-populations of customers to ensure communication is as personal as possible
08:30 - 09:00
Unrivalled data driven insights – the power of analytics in customer engagement
  • See how advanced analytics of customer interaction data can deliver insights previously gained through time consuming market research
  • Drive continuous commercial progression through real-time decision making and streamlining the planning process
  • Visualise your customer’s behaviour to accurately value your promotional activities and further address unmet needs
08:30 - 09:00
Reinvent your go-to-market model: the integrated multichannel approach
  • Discover how Pfizer Oncology recently delivered a series successful product launches by evolving their go-to market approach
  • Evolve the traditional sales force model to deliver an improved integrated multichannel experience, utilising new digital channels and capabilities
  • Identify key markets to develop pilots and tailor to successfully role out across your whole organisation
08:30 - 09:00
Innovation for innovations sake? Time to deliver genuine results from innovation and tech
  • Reality check: move away from a constant stream of forgotten pilots and focus on embedding the skill and infrastructure needed to actually embed new capabilities
  • Create a shift in the mindset of your commercial teams which encourages adaption of new ways of working and future-proofs your organisation
  • Ensure innovation strategy is centred around customer needs to ensure your digital offering differentiates you from the competition
08:30 - 09:00
Virtual reality or virtually a waste? A lesson in utilising VR engagement
  • Take a deep dive into the exponential innovation from the global tech industry and identify possible technologies which can reinvent the way customers engage with your company
  • Envisage how VR and other tech can provide an immersive user experience and identify the KPIs required to prove effectiveness and ROI
  • Identify leading companies with a track record of embedding new technology and build the partnerships required to keep your company at the forefront of customer experience
08:30 - 09:00
Panel: The evolving needs of the digital native customer
  • Hear directly from patients and caregivers to identify their needs and tailor future communication
  • Remove the guesswork: build a comprehensive understanding of how to communicate with your customers, tailor your content and ensure consistent messaging across channels
  • Identify opportunities to support HCP-patient relationships, improving outcomes and cementing your company as a trusted partner
08:30 - 09:00

Speakers Include:

Ulrich Betz, Vice President Innovation, Merck Biopharma
Mark Milton-Edwards, Global Commercial Senior Director, Teva Pharmaceuticals
Jens Thiedemann, Head of Marketing and Cardiovascular Europe, Daiichi Sankyo
Ryan Olohan, National Industry Director, Google
Markus Kosch, Vice President Oncology Portfolio, Europe, Japan & Developed Asia, Pfizer

Sales Force Effectiveness
08:30 - 09:00
The rep of the future: a complete guide to what your reps need to succeed in 2020
  • Identify the key capabilities which matter in a digital world and ensure you have the training to make the most of ever-shorter face-to-face visits
  • Reward reps for prioritising what your customer really wants across the long-term and build loyalties to your company
  • Use analytics to correctly identify when a rep visit is most appropriate and how visits can be reinforced through digital and mobile channels
08:30 - 09:00
Think you can sell without focussing on the patient? Think again…
  • Establish why a better understanding of the patient journey is essential to becoming a successful rep
  • Understand the need for a culture change within our sales force and how to monitor performance outside of traditional sales targets
  • Establish the role of front line managers in driving the shift to focus on patient outcomes and how to reward positive performance
08:30 - 09:00
Upskill reps to deliver a bespoke customer experience
  • Completely reinvent your product messages to target customer needs and train your reps to deliver solutions establishing your place as a critical partner to HCPs
  • Train reps to enhance the conversations with HCPS and help deliver a tailored experience through digital tools and selling aids
  • Use advanced segmentation to identify key customers and train reps to accurately deliver value to a broad range of HCPs and other stakeholders
08:30 - 09:00
Tackle complexity in healthcare head-on: KAM and MSL coordination, Daiichi Sankyo’s ‘ Account Engine Model’
  • Create a deeper understanding of your customer network by transitioning to a Key Account Management (KAM) approach
  • Key Account Management (KAM) vs Key Account Organisation (KAO) – evolution of your operating model
  • ‘The Account Engine Model’: Learn how Daiichi Sankyo has developed a new and innovative KAM approach across the territory account teams  
  • Develop trusted partnerships which ensure long-term commercial success by addressing needs of prescribers, policy makers, patients and payers
  • Coordinate medical and sales teams to support customers with precise medical information while providing a harmonious customer experience
08:30 - 09:00

Speakers Include:

Christian Hansen, Vice President Commercial Excellence, AstraZeneca
Patrik Grandits, Head of Commercial Operations Oncology Europe, Daiichi Sankyo Oncology Europe
Lisa Huse, General Manager, Spain, Roche Diabetes Care
Jesper Ek, Head of Sub Regions Nordics Diabetes Care, Roche

Patient-Led Interactive Session
08:30 - 09:00
Develop an effective patient engagement framework

We all know why it is necessary to gain patient insights across the drug lifecycle, but recent momentum has shifted and we must know ask ‘How we do it?’. Join this discussion to find the most effective ways of operationalising patient-first models so that they deliver both for you, and for your ultimate customer.

  • Improve communication across your organisation with a centralized co-ordination of patient-centric efforts
  • See how creating a central portal with tools and resources can ensure transparency and rapid access for all functional
  • Develop a robust engagement process to help teams know how and when to engage with patients
08:30 - 09:00
Revolutionise support through digital and new tech

In an age where everyone is glued to their smartphone, and the world wide web is never more than a quick click away, patients can play a larger role in their own healthcare. So, are wearable devices, smart contact lenses and detailed mobile apps the answer to all healthcare’s issues? Maybe…but first we must create usable tools which genuinely benefit patients’ lives.

  • Visualise how new technology is empowering patients to take a more active role in monitoring their health and treatments
  • Understand how patients and HCPs envisage using digital tools and devices, ensuring your services around the pill provide real benefit and improve lives
  • Co-create new tools to ensure simple and effective user experience, and collect continuous feedback to further improve functionality and performance
08:30 - 09:00
Improve the level of care and adherence rates of your products

With so many competitor products on the market, the only true way of differentiating your offering will be through improved patient outcomes. By genuinely improving the standard of care your patients receive and increasing adherence rates you can stand out from the crowd, but how can you achieve this?

  • Co-create user friendly digital and mobile apps to help improve adherence rates creating win-wins for patients and pharma
  • Develop clear ROIs associated with patient support and adherence programs which link directly to patient outcomes and business objectives
  • Actively support patients throughout their treatment for continued improved outcomes, including lifestyle assistance, peer support groups, adherence reminders and more…
08:30 - 09:00
Educate and motivate: promoting disease awareness through patient friendly content

Pharma remains one of the best sources of medical information for medical professionals and patients alike. However, tailoring content so that information is readily available and easily digestible remains one of pharma’s biggest challenges. In this discussion, you can hear exactly how to generate user friendly content, helping cement your position as a trusted source of information.

  • Publish relevant, useful content which is tailored to your target audience
  • Move from push to pull – encouraging patient and HCPs to seek your company as a credible information source
  • Establish the favoured channels to distribute materials, ensuring patients have round the clock access to critical information
08:30 - 09:00

Speakers Include:

Geoff Rollason, Patient Experience & Service Director, Pfizer
Alvaro Herreros, Vice President Global Neuroscience Franchise Head, Shire
Cesar Concepcion, General Manager and CPO Head Spain, Novartis
Mark Milton-Edwards, Global Commercial Senior Director, TEVA Pharmaceuticals
Ramona Kanters-Burgmans, Director, OPEN
Astrid Wijngaarden, Patient
Monique van Bekkum, Mentor Coach, 365 Dagen Succesvol
Julian Noji, Patient
Melanie Capewell, Group Head Commercial Development, SYNLAB International

Keynote Sessions
08:30 - 09:00
Create the value that defines you
  • Determine how your medicines will be evaluated in the future and how value will be shared with stakeholders
  • Get your priorities right – how will your focus on health solutions and outcomes generate commercial results?
  • Strengthen reputation through a more open, human approach and a relentless focus on innovation
  • Guarantee access in challenging markets and ensure your products are accessible to those most in need
09:00 - 09:30
Be the ultimate guide
  • The trusted source – how, why and where your company should be viewed as a credible hub for medical knowledge
  • Align around patient insights and use these to forge deeper stakeholder relationships and regain trust
  • Beyond transparency – ideas to repair relationships and regain trust in the information we provide
  • Identify the changing customer landscape and ensure you have the processes in place to meet HCP and patient needs
09:30 - 10:00
The future of healthcare is… us
  • Be the solution – how your company can find new assets and skills, whether in-house or through partnership, to deliver genuine healthcare innovations
  • Understand the ultimate role of digital in delivering true integrated care and providing deeper understanding of patient and customer journeys
  • In data we trust – understand healthcare’s long-term disruption beyond today’s revolution in combined analytics and digital tech
  • Engineer a culture which embraces digital uptake and acknowledges your shared vision of healthcare delivery
09:30 - 10:00

Speakers Include:

Joaquin Duato, WorldWide Chairman, Pharmaceuticals, Johnson & Johnson
Sebastian Guth, Executive Vice President and Chief Marketing Officer, Bayer Pharmaceuticals
Vas Narasimhan, Global Head of Drug Development and Chief Medical Officer, Novartis
Christi Shaw, Senior Vice President & President, Lilly Bio Medicines
Rob Koremans, CEO & President, TEVA Specialty Medicines
Paul Perrault, CEO, CSL Limited
Giles Platford, Presdient, Europe and Canada Business Unit, Takeda
Andrin Oswald, Director – Life Sciences Partnerships, Global Health, Gates Foundation
Kabir Nath, President & CEO, Otsuka USA
Julie Gerberding, EVP & Chief Patient Officer, MSD
Nathalie Moll, Director General, EFPIA
Milind Kamkolkar, Chief Data Officer, Sanofi
Mark Mallon, EVP, Global Product and Portfolio Strategy, AstraZeneca
Andrew Baum, Managing Director Global Head of Healthcare Research, Citi
Ameet Nathwani, EVP & Chief Medical Officer, Sanofi
William H. Carson, President & CEO, Otsuka Pharmaceuticals Development & Commercialization, Inc.
Bahija Jallal, Executive Vice-President, MedImmune
Alfredo Barón de Juan, EVP Global Commercial Operations, Almirall
Dr. Carey Adams, CEO, UICC
Jean-Luc Eiselé, CEO, World Heart Foundation
Bryon Matthews, President and CEO, Miller Heiman Group

Join the Barcelona community – Download your Brochure today

Full agenda | Speaker faculty | Group discounts

Commercial Model Innovation
08:30 - 09:00
Panel: Embrace Patient Centricity as your Key Commercial Focus
  • Establish the relationship between business growth and patient focus, reaffirming belief in your company that it’s the right thing to do for business and patient
  • Explore metrics to reveal the commercial impact of patient-centric initiatives, including performance indicators that can guide your line management
  • Expand your business offering to truly service patients and the provide support needed for HCPs to deliver the full potential of your product
08:30 - 09:00
Prime your commercial function for the turbulent commercial environment ahead
  • Establish the relationship between business growth and patient focus, reaffirming belief in your company that it’s the right thing to do for business and patient
  • Explore metrics to reveal the commercial impact of patient-centric initiatives, including performance indicators that can guide your line management
  • Expand your business offering to truly service patients and the provide support needed for HCPs to deliver the full potential of your product
  • Future proof your commercial department with a robust strategy to address growing customer expectations, tightening budgets and limited face-to-face time
  • Leverage existing commercial capabilities to ensure your entire department is works effectively, utilising current technologies and tools
  • Establish the new analytical and data resources needed for the evolution of your commercial department and identify the steps needed to get there
08:30 - 09:00
Generate competitive advantages through creative commercialisation strategies: lessons learned from oncology biosimilars
  • Identify innovative ways to market your product and portfolio in a highly competitive biosimilar market
  • Leveraging learnings from the Oncology Biosimilar market to successful commercialization approaches within the oncology innovator landscape
  • Build a creative CX strategy which truly addresses customer needs and promotes a patient-centric culture within your organization
08:30 - 09:00

Speakers Include:

Lutz Bonacker, Senior Vice President and General Manager, Commercial Operations Europe, CSL Behring
Thomas Kerscher, Global Head Patient and Customer Experience, Shire
Georgina Rizik, Global Commercial Head of Oncology Franchise, Boehringer-Ingelheim
Aagiie Leven, Secretary General, EUFAMI

Join the Barcelona community – Download your Brochure today

Full agenda | Speaker faculty | Group discounts

Talent and Diversity
08:30 - 09:00
Drive diversity in pharma – the Novartis story
  • Envisage how Novartis drives their company culture by continuing to hire, develop and promote a diverse group of leaders
  • See how they plan to address the growing imbalance of female leaders in healthcare
  • Collaborate with external associations to help improve diversity of people working with in pharma and improve the talent pool for potential new hires
08:30 - 09:00
Panel: Talent, training and recruitment – the role it plays in shaping the future of pharma
  • Inspire the next generation of leaders by creating a culture which encourages knowledge sharing and mentoring, ensuring you develop talent and maximise potential
  • Up your recruitment game – search through alternative markets, industries and locations to seek out the best talent which fits the new roles brought on my technology advancements
  • Ensure you can nurture world leading talent, encouraging loyalty through development plans and flexible benefit schemes
08:30 - 09:00
Guarantee the next generation of successful leaders through unique development programs
  • Envisage how Teva support, develop and progress their leaders through unique development programs as part of a larger co-created leadership framework
  • Discover the processes, benchmarks and tools required to implement a leadership framework and why this is so vital for a successful organisation
  • Enhance your performance management through an alternative reward system, which prioritise dialog and feedback
08:30 - 09:00

Speakers Include:

Eric Pardell, Global Head, Leadership & Development & COE integration, Novartis
Tal Zorman, Senior VP Leadership, Learning and Development, TEVA
Georgina Rizik, Global Commercial Head of Oncology Franchise, Boehringer-Ingelheim

Join the Barcelona community – Download your Brochure today

Full agenda | Speaker faculty | Group discounts

Patient Partnerships
08:30 - 09:00
Case Study; Finalist for the eyeforpharma ‘Most Valuable Patient Initiative’ award
  • Be the first to here from the team who were awarded for their innovative project designed to deliver tangible patient improvements both in the long and short term
  • The latest in patient centric initiatives with previous winners including the Takeda #FlyWithIBD project and the BMS Universal Patient Language
08:30 - 09:00
Co-create solutions to deliver maximum impact to lives of your real customers
  • Increase adherence and your drug performance by involving patients in designing their own treatment and use feedback to constantly improve services
  • integrating the voice of the patient throughout the drug lifecycle regain focus, achieve efficiencies and ensure you deliver a better offering than your competitors
  • Identify best practices and critical success factors for effective patient engagement, creating well-informed patients and groups who are able to collaborate with pharma
08:30 - 09:00
Panel: Rebuild your reputation – how to become patient organisations number one partner
  • Address the fundamental issues around patient engagement and encourage advocacy groups work closely to provide feedback throughout your product lifecycle
  • Understand why long-term partnerships can provide positive results for your business and improve patient outcomes
  • Reinvent pharma in the eyes of the public, further encouraging more collaborations and encouraging more enthusiastic, passionate and talented people into the industry
08:30 - 09:00

Speakers Include:

Alvaro Herreros, Vice President Global Neuroscience Franchise Head, Shire
Peter Meeus, Head of Region Europe, Shire
Angela Hwang, General Manager and Global President Inflammation and Immunology Business, Pfizer
Pisana Ferrari, CEO, European Pulmonary Hypertension Association
Carmen Auste, Chair, Childhood Cancer International and Founder Cancer Warriors Foundation inc.

Join the Barcelona community – Download your Brochure today

Full agenda | Speaker faculty | Group discounts

Advances in Customer Engagement
08:30 - 09:00
Slick, seamless, yet sophisticated: delivering the ultimate omnichannel solution
  • Envision how an industry-leading company has created a truly integrated omnichannel offering, seamlessly blending user experience across multiple channels
  • Equip different departments to begin the omnichannel transition and ensure the required capabilities are in place to optimise mobile and digital channels
  • Tailor your marketing strategy to ensure alignment between various platforms to ensure a seamless, consistent and effortless user experience
08:30 - 09:00
Get personal with a complete 360-degree view of your customer
  • Coordinate a seamless customer experience by delivering complete visibility of all customer interactions across your commercial teams
  • Identify customer trends, learn what works and create a personalised engagement strategy through analysing integrated CRM data across all platforms
  • Understand why even where we purse customer centricity, pharma is not being recognised for being so.
  • Optimise marketing spend by removing wasteful campaigns and engage with customers on their terms
08:30 - 09:00
Speak with one voice as an integrated commercial outfit
  • Drive commercial results with full visibility of customer interactions to optimise face-to-face visits
  • Encourage collaboration between marketing and sales departments to allow reps to react to changing preferences in real time
  • Relay customer insights, based on the rep’s knowledge, to personalise future marketing campaigns and tailor outreach
08:30 - 09:00
Patients as your most insightful colleague
  • Learn from the experts - move past the lip-service and instil genuine patient insight into your business planning
  • Ensure your brand differentiates itself in a crowded market by guaranteeing your product offerings deliver real benefit to patients
  • Set up regular touch points with end users to ensure you don’t lose sight of initial goals and traditional working methods do not prevent genuine breakthroughs
08:30 - 09:00

Speakers Include:

Rafael Ramon, Commercial Excellence Leader EEMEA, Roche
Arnaud Lefevre, Head of Operations, Northern Europe, UCB
Nolan R. Townsend, Regional President – International Developed Markets, Pfizer Rare Disease

Join the Barcelona community – Download your Brochure today

Full agenda | Speaker faculty | Group discounts

Digital Innovation and Analytics
08:30 - 09:00
From global to local - Deliver a flexible digital strategy that works whenever, wherever
  • Maximise engagement by ensuring global strategy can be customised and tailored to deliver personalised campaigns at local regions
  • Create flexible campaigns which can utilise different technologies and channels depending on local customer preferences
  • Use smarter targeting to identify small sub-populations of customers to ensure communication is as personal as possible
08:30 - 09:00
Unrivalled data driven insights – the power of analytics in customer engagement
  • See how advanced analytics of customer interaction data can deliver insights previously gained through time consuming market research
  • Drive continuous commercial progression through real-time decision making and streamlining the planning process
  • Visualise your customer’s behaviour to accurately value your promotional activities and further address unmet needs
08:30 - 09:00
Reinvent your go-to-market model: the integrated multichannel approach
  • Discover how Pfizer Oncology recently delivered a series successful product launches by evolving their go-to market approach
  • Evolve the traditional sales force model to deliver an improved integrated multichannel experience, utilising new digital channels and capabilities
  • Identify key markets to develop pilots and tailor to successfully role out across your whole organisation
08:30 - 09:00
Innovation for innovations sake? Time to deliver genuine results from innovation and tech
  • Reality check: move away from a constant stream of forgotten pilots and focus on embedding the skill and infrastructure needed to actually embed new capabilities
  • Create a shift in the mindset of your commercial teams which encourages adaption of new ways of working and future-proofs your organisation
  • Ensure innovation strategy is centred around customer needs to ensure your digital offering differentiates you from the competition
08:30 - 09:00
Virtual reality or virtually a waste? A lesson in utilising VR engagement
  • Take a deep dive into the exponential innovation from the global tech industry and identify possible technologies which can reinvent the way customers engage with your company
  • Envisage how VR and other tech can provide an immersive user experience and identify the KPIs required to prove effectiveness and ROI
  • Identify leading companies with a track record of embedding new technology and build the partnerships required to keep your company at the forefront of customer experience
08:30 - 09:00
Panel: The evolving needs of the digital native customer
  • Hear directly from patients and caregivers to identify their needs and tailor future communication
  • Remove the guesswork: build a comprehensive understanding of how to communicate with your customers, tailor your content and ensure consistent messaging across channels
  • Identify opportunities to support HCP-patient relationships, improving outcomes and cementing your company as a trusted partner
08:30 - 09:00

Speakers Include:

Ulrich Betz, Vice President Innovation, Merck Biopharma
Mark Milton-Edwards, Global Commercial Senior Director, Teva Pharmaceuticals
Jens Thiedemann, Head of Marketing and Cardiovascular Europe, Daiichi Sankyo
Ryan Olohan, National Industry Director, Google
Markus Kosch, Vice President Oncology Portfolio, Europe, Japan & Developed Asia, Pfizer

Join the Barcelona community – Download your Brochure today

Full agenda | Speaker faculty | Group discounts

Sales Force Effectiveness
08:30 - 09:00
The rep of the future: a complete guide to what your reps need to succeed in 2020
  • Identify the key capabilities which matter in a digital world and ensure you have the training to make the most of ever-shorter face-to-face visits
  • Reward reps for prioritising what your customer really wants across the long-term and build loyalties to your company
  • Use analytics to correctly identify when a rep visit is most appropriate and how visits can be reinforced through digital and mobile channels
08:30 - 09:00
Think you can sell without focussing on the patient? Think again…
  • Establish why a better understanding of the patient journey is essential to becoming a successful rep
  • Understand the need for a culture change within our sales force and how to monitor performance outside of traditional sales targets
  • Establish the role of front line managers in driving the shift to focus on patient outcomes and how to reward positive performance
08:30 - 09:00
Upskill reps to deliver a bespoke customer experience
  • Completely reinvent your product messages to target customer needs and train your reps to deliver solutions establishing your place as a critical partner to HCPs
  • Train reps to enhance the conversations with HCPS and help deliver a tailored experience through digital tools and selling aids
  • Use advanced segmentation to identify key customers and train reps to accurately deliver value to a broad range of HCPs and other stakeholders
08:30 - 09:00
Tackle complexity in healthcare head-on: KAM and MSL coordination, Daiichi Sankyo’s ‘ Account Engine Model’
  • Create a deeper understanding of your customer network by transitioning to a Key Account Management (KAM) approach
  • Key Account Management (KAM) vs Key Account Organisation (KAO) – evolution of your operating model
  • ‘The Account Engine Model’: Learn how Daiichi Sankyo has developed a new and innovative KAM approach across the territory account teams  
  • Develop trusted partnerships which ensure long-term commercial success by addressing needs of prescribers, policy makers, patients and payers
  • Coordinate medical and sales teams to support customers with precise medical information while providing a harmonious customer experience
08:30 - 09:00

Speakers Include:

Christian Hansen, Vice President Commercial Excellence, AstraZeneca
Patrik Grandits, Head of Commercial Operations Oncology Europe, Daiichi Sankyo Oncology Europe
Lisa Huse, General Manager, Spain, Roche Diabetes Care
Jesper Ek, Head of Sub Regions Nordics Diabetes Care, Roche

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Patient-Led Interactive Session
08:30 - 09:00
Develop an effective patient engagement framework

We all know why it is necessary to gain patient insights across the drug lifecycle, but recent momentum has shifted and we must know ask ‘How we do it?’. Join this discussion to find the most effective ways of operationalising patient-first models so that they deliver both for you, and for your ultimate customer.

  • Improve communication across your organisation with a centralized co-ordination of patient-centric efforts
  • See how creating a central portal with tools and resources can ensure transparency and rapid access for all functional
  • Develop a robust engagement process to help teams know how and when to engage with patients
08:30 - 09:00
Revolutionise support through digital and new tech

In an age where everyone is glued to their smartphone, and the world wide web is never more than a quick click away, patients can play a larger role in their own healthcare. So, are wearable devices, smart contact lenses and detailed mobile apps the answer to all healthcare’s issues? Maybe…but first we must create usable tools which genuinely benefit patients’ lives.

  • Visualise how new technology is empowering patients to take a more active role in monitoring their health and treatments
  • Understand how patients and HCPs envisage using digital tools and devices, ensuring your services around the pill provide real benefit and improve lives
  • Co-create new tools to ensure simple and effective user experience, and collect continuous feedback to further improve functionality and performance
08:30 - 09:00
Improve the level of care and adherence rates of your products

With so many competitor products on the market, the only true way of differentiating your offering will be through improved patient outcomes. By genuinely improving the standard of care your patients receive and increasing adherence rates you can stand out from the crowd, but how can you achieve this?

  • Co-create user friendly digital and mobile apps to help improve adherence rates creating win-wins for patients and pharma
  • Develop clear ROIs associated with patient support and adherence programs which link directly to patient outcomes and business objectives
  • Actively support patients throughout their treatment for continued improved outcomes, including lifestyle assistance, peer support groups, adherence reminders and more…
08:30 - 09:00
Educate and motivate: promoting disease awareness through patient friendly content

Pharma remains one of the best sources of medical information for medical professionals and patients alike. However, tailoring content so that information is readily available and easily digestible remains one of pharma’s biggest challenges. In this discussion, you can hear exactly how to generate user friendly content, helping cement your position as a trusted source of information.

  • Publish relevant, useful content which is tailored to your target audience
  • Move from push to pull – encouraging patient and HCPs to seek your company as a credible information source
  • Establish the favoured channels to distribute materials, ensuring patients have round the clock access to critical information
08:30 - 09:00

Speakers Include:

Geoff Rollason, Patient Experience & Service Director, Pfizer
Alvaro Herreros, Vice President Global Neuroscience Franchise Head, Shire
Cesar Concepcion, General Manager and CPO Head Spain, Novartis
Mark Milton-Edwards, Global Commercial Senior Director, TEVA Pharmaceuticals
Ramona Kanters-Burgmans, Director, OPEN
Astrid Wijngaarden, Patient
Monique van Bekkum, Mentor Coach, 365 Dagen Succesvol
Julian Noji, Patient
Melanie Capewell, Group Head Commercial Development, SYNLAB International

Keep updated with the full agenda and speaker line-up here

Full agenda | Speaker faculty | Group discounts