Agenda

Day 1 Day 2 Day 3

Day One Pre-event workshops

Mobile and Digital - for the value sell

Workshop 1:

Be efficient with a smaller sales force - Use ipads to engage with your key customers - Diane Roberts
shares the Novartis approach to:

• Laying the foundations: Diane Rogers - VP Sales, shares why the focus on a change management
component is paramount to the successful adoption of a new technology.

• ipad metrics: Seth Coombs - Head, US Sales Operations & Strategy, with the stats on the ipad adoption,
usage and sales performance.

• New technology in new places: Grace Tshanakas - Global Head, Commercial and Business Intelligence
IT, describes how they have utilised the ipad in Emerging Markets.

Workshop 2:

Executing Mobile: Will you Succeed?

Hear insights from Pursuit's thought leader research on what works and what doesn't, and about what you could do differently.

• How do organizations measure success or failure of mobile, and why do some succeed while others arguably fail?
• What metrics have been captured through the use of digital selling tools and have they truly added value for sales and marketing teams?
• How do your mobile initiatives compare?

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ALIGN YOUR MULTICHANNEL MESSAGES AROUND VALUE

Sell in a limited access environment.

• Make the most of you face time with a joined-up approach. Hear what Sandoz are doing in 2012 to build the most comprehensive plan.
• PANEL: Hear from your payers, find out which ways they will be interacting with phama under limited access restrictions – with Aetna, United HealthCare, Blue Cross Blue Shield and Cigna.
• Virtual Private Social NetworkTM Richie Bavasso, Exploria will discuss a new social networking trend that will inevitably change the way pharma will do business in the next decade

Pharmaceutical Institute - A Guide to Mobile Learning Deployment Strategy

• Understand the limitations and challenges involved in porting existing content to mobile devices, creating new content, and integrating with a learning management system.
• Tools for creating an effective strategy for mobile training deployment based on determining a) the right audience and b) the right content

Strategic overview - the future of pharma.

• Sales Force capacity management, hear the dffierent models that exist and which experiments have
  been a success. Tyrone Edwards shares his insights from multiple pharma companies.
• PANEL: The future of pharma and mobile tools - Pfizer, UCB and more...

Your career plan - get it right in a challenging industry.

• The industry is only as strong as those working in it – don’t let change get in the way of your personal goals – Charlotte Sibley brings 30 years experience and will share what it takes to succeed in this challenging industry – one simple take home: get the most out of your opportunities.

Campbell Alliance - Implementing a Local Market Strategy to Engage Customers More Effectively

• Aligning Local Market strategies to Patient, Provider, Payer, and Public stakeholders needs
• Innovative role and resource deployment
• Prioritizing customers and measure effectiveness at the local level

 

SUCCEED IN AN INCREASINGLY INTEGRATED HEALTHCARE LANDSCAPE

IDS (Integrated Delivery Systems) are they the future?

• PANEL: Hear from your payers – Blue Cross Blue Shield will present their IDS strategy so you can see how to make your approach fit.
• Hear the GSK approach to a ‘Payer & Provider’ plan. Find something that fits within their business
  objectives and patient needs.
• Impacts of the changing payer / provider model
• Analysis of the different ways the industry is adapting

Plan for a new customer landscape: map, segment and understand your accounts to meet their evolving needs

• Build a plan that tailors the needs of each to a bespoke approach – align tools, data, skills and your service to maximise potential.
• Offer value and a bespoke plan for each account and make sure you grow your business in the
  integrated system.

To KAM or not to KAM – growth beyond blockbusters

• Get your KAM approach right for your big and important specialty accounts.
• Tailor a customer, account and c-suite approach
• Lee Gittings, Pfizer will share how this is done. With examples from European and US success.

 

LEGAL AND REPORTING

Succeed in an ever-changing compliance and reporting landscape.

• What are the FDA, OIG and Department of Health and Human Services asking of you? Get a clear
  picture when they present.
• PANEL: Unsolicited requests for o label information – fill in the blanks by hearing an industry and
  regulatory do’s and don’ts.

Use social media to engage your customers.

• Hear how Citibank set-up an issue/crisis management hub that will absorb and prepare for any
  unforeseen PR implications.
• PANEL: The Regulatory panel of experts explains what is allowed in 2012 and beyond.

The Sunshine Act will transform how doctors think they can work with you.

• PANEL: Find out what their actions are likely to be. Hear from our doctor’s panel and ask them the questions that matter to your business.
• Does pharma know the whole story? Industry presentations from Novartis and GSK will fill in
  where the regulatory appraisal misses out.

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TRAINING NEEDS HAVE CHANGED

Build a compliant field force without killing it.

• Hear how Ferring have maximised eectiveness and maintained a compliant approach.
• Bayer secrets - Build a value approach into your training plan.

Metamark and Genzyme will Train to embrace an integrated marketplace – they do it in three ways.

• Make the most out of 2nd line managers – have yours missed training and career development
  opportunities? Now is the time to be pro-active - case study from Lilly USA.

Building an industry leading team Medical Science Liaison managers.

• What does it take to grow a team of MSL’s – hear what Roche are doing to find and train industry
  leading MSL’s.
• PANEL: Put an MSL plan in place – hear from the cross industry panel what they are applying as
  their ‘MSL strategy’ find out what it means for your business and how it will aect the field force as a whole.

 

WORK WITH NEW INNOVATORS AND DEVELOPERS

Impact of Clinical Education as part of a Multichannel Sales Strategy with Quintiles and Sanofi.

• Improve HCP understanding of clinical aspects of the brand
• Drive accuracy in diagnosing patients
• Successfully engage patients to drive adherence and maximize brand value

Merger & acquisition activity looks set to continue.

• Find out from those who have experienced the change – Get set to benefit from it
• Genzyme will present on their recent experience using examples of how projects have evolved
  under Sanofi.

Partnerships: Allen Lefkowitz will talk you through what Sandoz do to make the most of them.

• How to dierentiate your brand, create something unique and sustainable, manage a partner, foster transparency, enable lasting relationships and make external experts part of your team. Miss any of these and you will struggle to find and build winning partnerships.

CSO’s and Contract Manufacturing - change is afoot.

• From the drug pedigree requirements to how to make a CSO work to its fullest – Joe Coey will
  share the detailed Baxter experience.

WORKSHOP

FACT or FICTION: Is CLM a Career Limiting Move?

• Join us as we leverage the experience of more than 60 CLM deployments to confront the most
  popular myths and rumours and sort fact from fiction
• Workshop led by Timothy Moore, Capgemini Consulting and Richie Bavasso, Exploria.

 

THE EVOLVING WORLD OF MARKET ACCESS & SFE

Personalised medicine - carve your niche.

• Jerry Conway from Matamark delivers his case study on ‘How to target customers in personalised
  medicine’ with implication for Market Access and Sales Force teams includes a case study from
  GenoMind.

Get the clinical and non-clinical package of support to the commercial oering.

• Sanofi Aventis shares what they are doing to create the very best set of value indicators in pre market development. Hear how payer insight prepares the sales team with all thevalue indicators.

REMS in 2012 - implications for your commercial strategy.

• PANEL: The DEGGE Group, FDA and Charles Bell from CuraScript lead a panel on the hot topic –
  they will start by discussing what happens when a REMS drug comes up against a generic
  comparator.

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