Preliminary Agenda At-A-Glance · · Overcome privacy hurdles while working with data · Leverage insights for effective marketing and sales campaigns Sreenath Nampally Associate

September 12 - 14, 2016

Westin Forrestal Village, Princeton, NJ

www.pharmaforceus.com

Full Agenda To Be Released May 2016

Marketing the Science through the Art of SalesThe Event for Commercial Innovators in Life Sciences

Preliminary Agenda At-A-Glance

Organized By:

The Only Event That’s 50% Marketing, 50% Sales, 2:1 Pharma/Vendor Ratio

Register Now: Web: www.pharmaforceus.com • Call: 1-888-482-6012 or 1-646-200-7530 • Email: [email protected]

Marketing the Science through the Art of Sales 2

“As the landscape of healthcare and our

pharmaceutical business continue to evolve, the

PharmaForce conference provides a great opportunity to gain a

broader perspective by better understanding critical issues

and exploring potential future solutions.”

Tim Ryan, Executive Director,

Prescription Medicine Training & Development,

Boehringer-Ingelheim

Sponsors:


2016 Speaking Faculty To Date

Meet the 2016 Advisory Board

Kasia Hein-Peters Vice President, Marketing Sanofi Pasteur

Michael Capaldi Associate Vice President, Civic Action & Social Networking Sanofi-Aventis

Tom McCourt Chief Commercial Officer and SVP, Marketing and Sales Ironwood Pharmaceuticals

Brian Peters Vice President, Marketing MedAc

Daniel Henry Director, Consumer and HCP Marketing Otsuka Pharmaceuticals

Lisa Valtierra Associate Director, Cross Cultural Marketing Boehringer Ingelheim

Lawrence Bressler Senior Director, US Marketing Lead Shire

Adam Shandler Associate Director, Talent Acquisition & Talent Development Dr. Reddy’s Laboratories

Donney John Chief Clinical Officer PharmacistPartners

Ian Talmage Senior Vice President, Marketing Bayer

Mike Moran Vice President, US Head of Sales Eagle Pharmaceuticals

Deb Hussain Head of US Marketing Lilly USA

Peter O’Neill Vice President and Research Director Forrester Research

Michael Williams Chief Operating Officer Intarcia Therapeutics

Larry Westfall VP Value-Based Care, Pharmacist Partners, Former Director, Healthcare Quality Alliances Johnson & Johnson Health Care Systems

Jennifer Muszik Director, Commercial Excellence Roche

Edward Stelmack Director, Head Commercial Data AstraZeneca

Brad Hummel Senior Director, Field Force Effectiveness: Sales Training, Analytics, and Operations Entera Health, Inc.

Sreenath Nampally Associate Director, Sales Force Operations AstraZeneca

Sandra Velez Contact Marketing Lead Merck

Sebby Borriello VP, Market Development Cempra

Dan Henry Director, Consumer and HCP Marketing Otsuka Pharmaceuticals

Matt Barry Associate Director, Marketing Astellas

Abel Rajan Director, Marketing and Analytics Novartis

Jill Donahue Author EngageRx

Heidi Youngkin President Youngkin Consulting

Katie MacFarlane Chief Commercial Officer Agile Therapeutics

Michael Tomcsanyi Field Director, Integrated Health Systems, LTC, & GPO’s Sunovion Pharmaceuticals Inc.

Bob Holliday Senior Director, Diabetes & Cardiovascular Training; Commercial Training & Development Sanofi US

Ben Locwin Global Head, R&D Learning Biogen

Phil Cramer National Sales Director Scilex Pharmaceuticals

Glenn Borgmann Director of Marketing & Sales Merck


Sebby Borriello Vice President, Market Development Cempra



Who Will You Meet?

Agenda Key:

Marketing · Consumer/HCP/Payer

Marketing

· Managed Markets Marketing

· Social Media Strategist

· Commercial Marketing

· Multichannel Marketing

· Digital Marketing/Digital Strategy

Sales · Field Force/Sales Force

Effectiveness

· Sales Training & Development

· Commercial/Sales Operations

· Field/Regional/Account Manager

· Market Access

Brand & Commercial Strategy · Commercial Innovation

· Brand Management/Strategy

· Brand Marketing

· Disease, Drug, and Therapy Area Heads

Presentation/keynote: a short, sharp TED-style presentation focused on a specific case study or customer experience story to highlight your expertise on a particular topic. There are typically slides and some presenters opt to host a roundtable based on their presentation topic to go more in-depth since 20 minute presentations do not have time for audience Q&A.

Panel: a 40 minute interactive, moderated discussion on stage featuring 3-4 panelists and audience Q&A throughout. There’s no presentation or PowerPoint slides needed.

Workshop: a one hour deep-dive into a particular topic led by a facilitator and featuring hands-on activities and/or group work.

Roundtables: Roundtable discussions are small peer-led group discussions on a niche topic. Your role would be to facilitate discussion and serve as a subject expert. The discussions are 2 30-minute rotations, meaning, after 30 minutes, all the attendees switch tables and select a new table to sit at for the second 30 minutes.

Innovation spotlight: a 20 minute rapid-fire presentation led by a solution provider highlighting the latest in sales and marketing platforms

VP Think Tank: Exclusive, by-invite-only small group discussion in a private room on 3 key topics determined by the participants. For our most senior-level attendees.

Sponsors:


Day One: Translating Marketing Insights into Sales Activities For Pharma Manufacturers OnlyMonday, September 12, 2016

7:30 Registration & Breakfast

8:30 Welcome Remarks Charleen Ring

Program Director PharmaForce

8:35 Chairperson’s Opening Address

8:50 PANEL: Breaking Down Silos: Driving a Culture of Collaboration Between Marketing and Sales

Brian Peters VP, Marketing MedAc

Daniel Henry Director, Consumer and HCP Marketing Otsuka Pharmaceuticals

Keith Willis Associate Director, Cardiovascular, USP Sales & Access Learning Bristol-Myers Squibb

Lawrence Bressler Senior Director, US Marketing Lead Shire

9:30 WORKSHOP: Innovative Approaches to Leadership Development

Some problems with traditional Leadership Development Programs (LDPs) include favoring tenured or high-performing sales representatives and focusing on subjective assessments of core competencies. There are many real-world examples that support the saying “the best players (sales representatives) are not always the best coaches (managers)?” Aside from entry bias, most LDPs fail to develop “true” leaders or eliminate “would-be” leaders because they focus on participation in “canned” workshops or completion of on-line courses. According

to research on adult learning principles, this is not an optimal approach in terms or retention rates or skill development. The consequences of having a traditional LDP can be severe and may impact everything from employee morale to the company’s bottom-line. In contrast, innovative LDPs are effective, efficient, and establish “true” leaders because they focus on objective assignments that align with business philosophy. Participants will gain a better understanding of:

· The REAL reasons to have an LDP

· Traditional LDPs and why they FAIL

· Innovative LDPs and why they WORK

· How to incorporate innovative approaches to an existing LDP

Brad Hummel Senior Director of Field Force Effectiveness Entera Health, Inc.

10:10 PANEL: Evolving the Commercial Model

Sebby Boriello Vice President, Market Development Cempra


10:50 Pharma Marketing & Sales Benchmarking Study

10:55 Morning Refreshment & Networking Break

11:25 CLEARPOINT PANEL: Topic TBD Bob Holliday

Senior Director, Diabetes & Cardiovascular Training; Commercial Training & Development Sanofi US



12:05 Working with Cross-Functional Teams for Sales Force Compensation, Training and Leadership Development · Build teams by motivating and retaining

talent

· Understand the drivers of field force expansion

· Utilize CRM tools to track and analyze customer interaction

· Streamline incentive compensation and create sales force momentum in a competition-drive landscape

12:25 Streamlining Global Strategy and Development During Mergers and Acquisitions to Avoid Disruption · Best practices for sustainable marketing

and sales integration during organization overhauls

· Understand roles of internal key players during transformation initiatives

12:50 Lunch For All Attendees

1:50 Innovation Exchange: Rotation #1 #1 ZS Discussion TBD

John Biekno Principal ZS Associates

#2 Clear Point Discussion TBD

Name, Title, Company

#3 Sponsor


#4 Sponsor


#5 Sponsor


2:20 Innovation Exchange: Rotation #2

2:50 Innovation Exchange: Rotation #3

3:20 Key Findings From Innovation Exchanges

3:50 Afternoon Refreshment Break

4:20 CASE STUDY: Learning How Pharma Can Play a More Active Role in Marketing and Commercialization to Payers and ACOs

Michael Williams Chief Operating Officer Intarcia Therapeutics

4:40 Analyze Multichannel and DTC Trends And Learn How Sales Can Play an Active Role

5:00 INNOVATION SPOTLIGHT: Capturing Big Insights From Big Data · Make sense of big data and learn best

practices for analysis

· Managing data for specialty pharma

· Overcome privacy hurdles while working with data

· Leverage insights for effective marketing and sales campaigns

Sreenath Nampally Associate Director, Sales Force Operations AstraZeneca

5:20 DEBATE STYLE PANEL: Adapting to Industry Changes in a Changing Political Climate

The 2016 General Election is right around the corner, and there are implications to the industry regardless of which side is victorious. Will the next POTUS repeal the Affordable Care Act? Will the rising cost of prescription drugs remain at the forefront of legislative discord? Only time will tell, but for now, we think a little healthy debate will put get us in the Election Day spirit.

· Respond and discuss hot-button issues related to prescription drug pricing

· Forecast potential regulation challenges and future FDA guidance

Sponsors:


· Address potential changes to the Affordable Care Act regardless of who’s in office and the impact on biopharma

· Address how sales and marketing can adapt in order to effectively evolve with these changes

Moderator:

Michael Capaldi Associate Vice President, Civic Action & Social Networking Sanofi-Aventis

6:00 Cocktail Reception And Opening Of The Social Zone

7:00 Day One Concludes

I can’t wait for PharmaForce! It will be my time to re-energize and gain insights

and new ideas from colleagues on how to better develop our commercial teams

to meet the demands of our very complex market environment. My philosophy is

that learning does not happen in a vacuum.” Having marketing and sales peers

discussing current and future needs for the business makes PharmaForce the

ideal environment to stay ahead of the game developing learning solutions that will

resonate with my internal customers back home.

Maria Martina Maldonado-Wexler, Former Senior Manager, Global Commercial Excellence, Baxter Healthcare BioScience



Day Two: Selecting the Channel Best Suited to Customer EngagementTuesday, September 13, 2016

7:15 Registration & Breakfast In The Social Zone

8:00 Welcome Remarks Charleen Ring

Program Director PharmaForce

8:05 Connecting Innovators

8:15 Chairperson’s Opening Address Jeff Gaus

CEO Prolifiq Software

8:30 INNOVATION SPOTLIGHT: The Big Picture: What to Expect in the Evolving Healthcare Ecosystem

John Bienko Principal ZS Associates

8:50 FIRESIDE CHAT: Evolution or Revolution? How Life Sciences Organizations are Transforming to Meet the Evolving US Healthcare Market Needs

Since the HITECH Act in 2009 and the Affordable Care Act in 2010, there has been significant consolidation of provider organizations and the introduction of many new decision-makers and key influencers. Healthcare organizations are using the wealth of new data to determine how they achieve the triple aim – providing quality health care at a lower cost with high patient satisfaction.

Jennifer surveyed leading pharmaceutical, medical technology and solutions organizations to gain specific insight into how they are changing to meet the needs of the market. In this session, she shares her findings, observations and insights into how pharma can embrace the new reality. Attendees will learn how to:

· Evolve the individual roles to meet the needs of a collaborative selling environment

· Update their competencies, KPIs and other performance measures and processes

· Utilize tools and technology to both accelerate and sustain those changes.

Moderator: Jeff Gaus CEO Prolifiq Software

Jennifer Muszik Owner, Jennifer Muszik, LLC and Director, Commercial Excellence Roche

9:10 PANEL: Health Disparities and Cultural Competency—How Can Pharma Help?

Panelists:

Donney John, MD Chief Clinical Officer PharmacistPartners

10:00 INNOVATION SPOTLIGHT: Adobe Keynote – Topic TBD

Adobe

10:20 Morning Refreshment & Networking Break In The Social Zone

Sponsors:


10:50 PANEL: Engaging the C-Suite: Understanding the Rules of Engagement and What the C-Suite is Looking For · Learn what the C-Suite wants to hear from

Pharma through issue-centric discussions

· How Pharma can create, enhance and leverage these relationships

· Gain insight into new roles and titles, including chief experience officer, chief transformation officer and chief nursing informatics officer

Larry Westfall VP Value-Based Care, Pharmacist Partners, Former Director, Healthcare Quality Alliances, Johnson & Johnson Health Care Systems

Payer Panelist: Phil Tumarello Former COO of Wellquest, CEO Advanta Health Solutions, Currently is VP/COO Pharmacist Partners

11:30 Mapping the Customer Journey: Differentiating Between Customer Engagement and Customer Experience

Sandra Velez Content Marketing Lead Merck

11:50 PANEL: The Decline of the Traditional Salesforce: Providing Channel Marketing and Sales Force Enablement Insights for A Customer-Obsessed Culture

Panelists: Michael Williams Chief Operating Officer Intarcia Therapeutics

Phil Cramer National Sales Director Scilex Pharmaceuticals

12:30 Interactive Roundtable Discussions

Choose 2 (30 minutes each)

#1 Adobe Roundtable TBD

Adobe

#2 ZS Associates Roundtable TBD

ZS Associates

#3 Research Data and Study Findings

Jennifer Muszik Director, Commercial Excellence, Lead Roche

#4 Engaging the C-Suite

Larry Westfall, VP Value-Based Care, Pharmacist Partners, Former Director, Healthcare Quality Alliances, Johnson & Johnson Health Care Systems

#5 Health Disparities and Cultural Competency—How Can Pharma Help?

Donney John, MD, Chief Clinical Officer PharmacistPartners

1:30 Lunch

I learned a lot during my interactions with other industry experts, and have only very

positive feedback on PharmaForce.

Praveen Mathur, Associate Director of Commercial Analytics, Aegerion Pharmaceutica



CONCURRENT TRACKS – CHOOSE A OR B

TRACK A: SALES FORCE EFFECTIVENESS & TRAINING

TRACK B: MARKETING & PATIENT ENGAGEMENT

1:50 IMS Health: Topic TBD CASE STUDY: Innovations in Patient-Centric Programs

· Empower patients to take action in their own healthcare

· Drive health education initiatives to improve adherence

2:10 Applying Healthcare Economics to Physician Conversations

Patient Perspective: Bridging the Gap Between Patients, Pharma and Physicians

2:30 Aligning Strategy to Shift Sales Model to a Value-Based Model

Payer Marketing vs. Brand Marketing: Is there a Difference? · Discuss how tactics, resource allocation

and message evolution can be impacted by influencers

· Develop effective strategies for positioning and selling your product

· Review integration of various customers (internal

& external) into marketing plan process


2:50 Guide Customer Platforms Through Behavioural Data Analysis

WORKSHOP: Cutting Through the Noise with Creative Content Marketing

Ben Locwin Global Head, R&D Learning Biogen

3:10 Building Virtual Salesforce Capabilities - Trigger Communication Based on Action with HCPs

3:30 Afternoon Refreshment Break In The Social Zone

4:00 CASE STUDY: Launching a “Glocal” Campaign in International Markets · Discuss multicultural marketing from the point of view of a launch in the global market

· Develop a “glocal” launch campaign for the new dengue vaccine, so that the campaign is globally consistent but locally relevant in our key markets

Kasia Hein-Peters VP, Marketing Sanofi Pasteur

Sponsors:


4:20 Sorting Through Critical Activities to Build Out a Commercial Infrastructure for Small Biopharma · Build out marketing and sales structure

from a small company focus

· Identify pre-marketing actions that should be done prior to approval

· Help suppliers recognize the needs of small pharma and biotech companies


4:40 Champagne Roundtable Discussions

Choose 2 (30 minutes each)

#1 Launching a “Glocal” Campaign

Kasia Hein-Peters VP, Marketing Sanofi Pasteur

#2 Building Out Commercial Infrastructure for Small Biopharma


#3 Examining Payer vs. Brand Marketing


#4 Guide Customer Platforms Through Behavioural Data Analysis

#5 Building Virtual Salesforce Capabilities - Trigger Communication Based on Action with HCPs

#6 Patient Perspective: Bridging the Gap Between Patients, Pharma and Physicians

5:20 Speaker Appreciation Cocktail Reception In The Social Zone

6:20 Conclusion of Day Two

1:55-3:25 VP THINK TANK By Invitation Only, Hosted by Quintiles



8:15 Registration & Breakfast In The Social Zone

9:00 Chairperson’s Opening Address

9:10 Launching a Primary Care Drug Tom McCourt

Chief Commercial Officer and SVP, Marketing and Sales Ironwood Pharmaceuticals

10:40 Morning Refreshment & Networking Break In The Social Zone

11:10 PANEL: How Digital Disruption is Rattling the World of Healthcare

11:50 Using EHRs/EMRs To Deliver Point-Of-Care Messaging To HCPs

12:10 CASE STUDY: Building Online Platform to Engage and Empower Patients for Digital Marketing

12:30 Lunch

1:30 PANEL: Benchmarking Innovations in DTC · Utilize new technologies to change

how patients are tracking healthcare (wearables)

2:10 PANEL: Pricing and Product launch in Today’s Healthcare Environment

Lawrence Bressler Senior Director, US Marketing Lead SHIRE

2:50 Conclusion Of PharmaForce 2016

Day Three: Digital: What Do We Mean and How Can We Harness It?Wednesday, September 14, 2016

[PharmaForce does] a very nice job with an important conference. I find the

presentations, round tables, and panels very informative. The toughest part is

finding the time to fit it in – I was glad to be able to attend a good portion of it.

There were also quite a few industry partners that I am following-up with from

conversations and information presented there! Thanks for creating this forum

and for all of your hard work pulling it off.

Joe Renda, Senior Director, BioPharmaceutical Commercial Operations & Effectiveness, Novo Nordisk



Michael Kotowski, Global Account

Executive, Signals Intelligence Group

“It’s been wonderful. I love the detail, openness, and candor of

the speakers. The networking has been open and comfortable, everyone is open and engaging.

I really appreciated the varied content, especially the embrace

of adjacency and experience outside the industry.”

“PharmaForce was amazing! I

love the focus on sales AND marketing, robust roundtables and great

speakers. I made some great vendor connections with solutions very relevant

to my business challenges.”

“PharmaForce really is the premier

conference for pharma sales & marketing leadership

to debate the issues facing our industry and

brainstorm solutions.”

“PharmaForce represents my best opportunity to learn from my peers and

extend my network in a safe and enriching

environment.”

“The

best managed conference I’ve been to in a decade; it truly

engaged many senior industry

leaders!”

Ali Martin,

Associate Group Manager,

eMarketing, Genentech

Frank Dolan, Director of

Sales, Corcept Therapeutics

Robert Merold, General Manager,

Symphony Metreo Pharma

Bruce

Braughton, VP, Global Diabetes

Injectables Franchise,

AstraZeneca



Pricing & Discounts

Contact Us

Pharma, Biotech and HHC Manufacturers Solution Providers*

*To qualify for the discounted rate, you must be engaged in a digital/eCommerce role for a manufacturer or distributor. If you work for a company that provides a solution or service to the manufacturing/distribution industry, you do not qualify for this rate.

$1998 $1498

Register By April 29, 2016 and Save$500!

Full Access Pass (Sept 12-14)

Get the inside secrets of leading industry practitioners

Mix and mingle with the best and brightest in the industry

Grow your sales force team's effectiveness

Includes all meals and refreshments during conference

$2999

Two Day Conf and Opening Reception (Sept 13-14)

Get the inside secrets of leading industry practitioners

Mix and mingle with the best and brightest in the industry

Access to executives looking to buy your solutions!

Includes all meals and refreshments during conference

Register Now! Discounted Group Rates for Manufacturers and Distributors*

Groups of 2 40% off current discounted price

Groups of 3 50% off current discounted price

Groups of 4+ 60% off current discounted price

Register Now Register Now

Speaking OpportunitiesCharleen Ring Producer Phone: +1 (646)-200-7948 Fax: +1 (646) 200-7545

Marketing DepartmentChristoph Kienzle Marketing Manager Phone: +1 (646) 200.7471

Group Discounts & RegistrationsSania Khalid Head of Attendee Registrations Phone: +1 (416)-597-4779 Fax: +1 (416) 598-1452

Customer Service Phone: +1 (888) 482-6012 Fax: +1 (646) 200-7545

Sponsorship & ExhibitionVince Esposito Sponsorship Director Phone: +1.646.200.7477

Meeting PlanningMeeting Planner Celeste Dayawon Phone: +1 (646)-200-7517

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Documents

Preliminary Agenda At-A-Glance · · Overcome privacy hurdles while working with data · Leverage insights for effective marketing and sales campaigns Sreenath Nampally Associate