15th Annual | CCIB March 14-16 | The Largest and Most ......The industry’s legacy F2F push-model is no longer adequate. Access to physicians is increasingly limited – and power

15th Annual | CCIB March 14-16 | The Largest and Most Influential Pharma Forum

BARCELONA 2017 & AWARDS #unitepharma

Richard Francis CEO Sandoz

Greg Behar CEO Nestlé Health Science

Brian Otis CTO Verily (Google Life Sciences)

Gitte Aabo CEO LEO Pharma

Kawaldip Sehmi CEO IAPO

Marc Princen EVP and President International Business Allergan

Wim Goettsch Executive Board Chair EUnetHTA

Tim Kneen Executive President - Europe & Canada Merck

Anders Tullgren President Intercontinental Bristol-Myers Squibb

Esteban Plata President International, Western Europe & Canada AbbVie

Sir Andrew Dillon Chief ExecutiveNICE

Bharat Tewarie Executive Committee, EVP & Chief Marketing OfficerUCB

Alfonso Ugarte Castillo Executive Committee, EVP Almirall

Bruno VilletelleChief Digital OfficerTakeda

United for healthcare. Driven by outcomes.

YOUR COMMERCIAL MODEL, REINVENTED: get smart with your customer touchpoints and deliver the ultimate experience

UNITED WE STAND: align with healthcare and patient partners at this year's hyper-networked event

THE SKILLS FOR A NEW ERA: create a revolution in entrepreneurial and network thinking amongst your teams

DIGITAL DIPLOMACY: see how tech trends and self-care are moving us beyond CLM and multichannel to a new way of working

Peter Guenter Executive Committee, EVP Diabetes & CardiovascularSanofi

Global Sponsors Platinum Sponsors Gold Sponsors

Welcome to the 15th Annual eyeforpharma Barcelona Summit

Go to the gym! Eat healthily. Exercise your brain. Meditate. Avoid excess alcohol. Every day, we hear the warnings.

Yet, if you’re anything like me, you’ll try – but soon slump back into that lazy comfort routine.

Be customer-centric! Be patient-centric. Avoid the push-sell. Likewise, everyone* in pharma hears these warnings, and knows they’re good for us. Yet, while we acknowledge the healthiness of prioritising our customers’ experience, especially as we transition from a volume to a value-based healthcare landscape, are we truly getting closer to the patient? Are we there yet?

What’s stopping us? Is it laziness? Or, like doting parents releasing their adolescent offspring into the wider world, is it simply too difficult to give up control?

Because giving up control is absolutely what we need to do. We need to recognise that other stakeholders might be better-placed to deliver – and take a step back.

It’s a tough ask, but the good news is that we are in it together, and that’s why eyeforpharma Barcelona is here. If we are to gain the trust we require, we need to improve our industry’s reputation. No single person or company can do this alone. So to make a real difference, we need to come together to create a mass movement aligned towards the same goal. That’s the real purpose of our event.

'United for healthcare. Driven by outcomes', this year’s theme, is not merely a mantra; it’s a necessity if we are to reposition pharma as synonymous with healthcare. It’s the only way to create holistic solutions for patients.

Join us – we need you.

*Well, 86% of us, according to a global eyeforpharma survey in February 2016.

Paul [email protected]

And the Barcelona Team...

Hayley DunnDirector, Europeeyeforpharma+44 207 375 [email protected]

Nicky WilliamsGlobal Project Director eyeforpharma+44 207 375 [email protected]

Ben ParkesGlobal Project Directoreyeforpharma+44 207 422 [email protected]

Event Sponsors

Exhibitors

Gold Sponsors

Global Sponsors Platinum Sponsors

www.eyeforpharma.com/barcelona

Supporting Sponsors

SHAMAN

http://www.eyeforpharma.com/barcelona

Keynote Speakers:

Marc Princen EVP and President International BusinessAllergan

Greg BeharCEO Nestlé Health Science



Brian OtisCTO Verily (Google Life Sciences)

Gitte Aabo CEO LEO Pharma

Esteban Plata President International, Western Europe & CanadaAbbVie

Anders Tullgren President, IntercontinentalBristol-Myers Squibb

Cord StaehlerSenior Vice President, Global Head Medical Devices & Services MerckFormer CTO Siemens AG Healthcare


Ananda Plate CEOMyeloma Patients Europe

Wim Goettsch Secretariat Director ChairmanEUnetHTA

Kawaldip Sehmi CEOIAPO


Francesco De Lorenzo PresidentEuropean Cancer Patient Coalition

Ian TalmageSenior Vice President, Global Marketing, General MedicineBayer

“�We�need�organisations�like��eyeforpharma�who�unite�the��industry�around�the�patient.”

Marc Princen EVP and President International Business AllerganDavid Epstein, then CEO of Novartis Pharma, gives

the closing keynote at eyeforpharma Barcelona 2016

Pascale WitzFormer Executive Committee Member GE Healthcare




Speaker faculty (continued)

David St Denis Head Strategy & Commercial Operations Europe & CanadaMerck

Philippe KirbyDirector, Customer Engagement CapabilitiesMSD

Alain CarreDirector KAM Excellence Lead EUCANMSD

Dirk Abeel Global Head Medical Field Force Effectiveness Nestlé Nutrition

Eduardo Fargas Region Business Head, Europe Nestlé Health Science

Luis Magarzo Commercial Excellence Head Mylan

Ben Greenberg Vice President of Mobile Products & User Experience Medscape/WebMD

Gonzalo Rodriguez Arnaiz Region Europe Sales Excellence HeadNovartis

Panos Papakonstantinou Head Digital Commercial Europe Novartis

Rob Dickerson Head of Commercial Excellence EGM Novartis

Laurent Flouret Director Digital Launch Readiness, Global Marketing SanofiLisa Egbuonu-Davis Vice President, Global Patient Centered Outcomes & Solutions SanofiVictor Kara Associate Vice President, Global Digital & Multichannel Marketing SanofiCraig FlanaganGlobal Head Field Excellence & Capabilities Sanofi

Jason DeGoesSenior Vice President Global Patient SolutionsTeva

Gabor PurmanAssociate Director Global Respiratory Development, Patient SolutionsTeva Rute FernandesVice President Head of Patient Services & Commercial OperationsShire Gregory Miller Vice President and Global Head of Innovation UCB

Eddie Chan Vice President & Head, Global Marketing UCB

Alice Yeo Global Patient & Stakeholder Engagement Lead UCB

Tim KneenExecutive President - Europe & CanadaMerck


Colleen SchullerHead, Global Selling ExcellenceGSK

Victoria GuyattHead of EthnographyIpsos Healthcare

Magdalene PedersenPresident, EuropeHealthcare Businesswomen’s Association

Christoph SchmidtGlobal Head of Commercial ExcellenceActelion

Alfonso Ugarte Castillo Executive Vice President Global Commercial StrategyAlmirall

Ywan Karlen VP & Head of Customer Engagement EuropeAktana

Ayman NoamanDirector SFE Europe & CanadaBiogen

Yves LavailFormer Executive Director Europe, Commercial OperationsBMS

Georg van HusenCorporate Senior Vice President, TA Head CardioMetabolismBoehringer IngelheimArmin FurtwaenglerGlobal Senior Medical Director, Health Care InnovationBoehringer IngelheimNiall McConnell Associate Director, Business Excellence Celgene

Gerard Akkerhuis Senior Vice President Affiliate & Brand Management Daiichi Sankyo Europe Stanley LiFounderDXY

Nagore Fernandez Head of Clinical Services – EuropeAshfield

Wendy KehoeCustomer Insight DirectorGSK

Andrew PloszayHead, Global Multichannel MarketingGSK

Ryan OlohanNational Industry Director, HealthcareGoogle

Barry Springer Vice President, Strategy, Innovation & Research for BiotherapeuticsJanssenCéline GentyVice President Customer Excellence EMEAJanssen

Marco MohwinckelGlobal Head Janssen Solutions & Janssen Healthcare InnovationJanssen

Angel Pérez AgenjoSenior Director Marketing, Europe & CanadaLilly

Steve Wooding Head, Global Commercial Strategy Organisation Janssen


Agenda at a Glance

SECTION 3:

Customer engagement: build trust with an engaging and targeted multichannel strategy

SECTION 4:

Digital transformation: drive digital capabilities throughout your organisation

SECTION 5:

Talent and training: optimise your workforce for maximised commercial success

SECTION 6:

External collaborations and patient partnerships: envisage the partnerships that will change the future of pharma

SECTION 1:

Commercial model innovation: rethink your operating model to stay ahead of your competition

SECTION 2:

The future commercial team: streamline your organisation and commercial teams

DAY

1

AM Opening Keynotes

PMThe future

commercial teamCustomer

engagementExternal collaborations & patient partnerships

Medical Affairs ForumClick here for more information

DAY

2

AMTalent

and trainingDigital

transformationCommercial

model innovation Medical Affairs Forum

PMThe future

commercial teamCustomer

engagementExternal collaborations & patient partnerships Medical Affairs Forum

DAY

3

AMTalent

and trainingDigital

transformationCommercial

model innovation

PM Closing Keynotes

Eduardo Sanchiz, CEO, Almirall, addresses the audience at eyeforpharma Barcelona 2016


http://www.eyeforpharma.com/medicalaffairs/


Keynote Sessions

Agenda

When patients become partners • The fundamentals: create an

organisation that aligns the needs of patients to the needs of your commercial strategy

• Engineer a culture which continually seeks co-creation with patients

• Patient data and patient feedback – understand why this is the new currency

• Pharma’s role in today’s world: Carve a storyline for your organisation’s future which explains how you will work with patients towards better outcomes

• Trust: break down the essential ingredients which enable you to make the deals you require

Where a multi-stakeholder approach will take us• Why collaboration is a necessity

within your next business plan – and what it means for your role

• Examples of the most innovative partnerships and how they are changing the identity of the pharma company

• How academia and technology disrupters can work together to develop better healthcare

• How pharma and the government can work jointly to define HCA assessment processes for an efficient way of working

• Why your HCP collaborations need to advance in order to inform and educate patients

Pharma: what’s possible?• Hear directly from major

technology players, governments and HTAs on how they want pharma’s role and partnerships to develop

• Understand the different types of pharma company that will exist ten years from now – and use this to define your niche

• What pharma’s strongest leaders will express in terms of vision and how this translates into actions within your commercial model

• Witness how digital and technology disrupters are changing operations at a local level and how and how management foresee this changing macro-strategy

Keynote Speakers:

Esteban Plata President International, Western Europe & CanadaAbbVie

Peter Guenter Executive Vice President and General Manager, Diabetes & CardiovascularSanofi


Marc Princen EVP and President International BusinessAllergan


Greg BeharCEO Nestlé Health Science

Gitte AaboCEO LEO Pharma

Anders TullgrenPresident, IntercontinentalBristol-Myers Squibb


Kawaldip Sehmi CEOIAPO

Francesco De Lorenzo PresidentEuropean Cancer Patient Coalition

Ian TalmageSenior Vice President, Global Marketing, General MedicineBayer

Wim GoettschSecretariat Director ChairmanEUnetHTA


Pascale Witz Former Executive Committee Member GE Healthcare


Day 1 & Day 3


Ananda Plate CEOMyeloma Patients Europe

Cord StaehlerSenior Vice President, Global Head Medical Devices & Services MerckFormer CTO Siemens AG Healthcare



The industry’s legacy F2F push-model is no longer adequate. Access to physicians is increasingly limited – and power is shifting to payers and providers to such an extent that a complete rethink of your commercial operations is necessary. These days, to stay ahead of the competition, it’s not about playing the game better. You have to be playing the right game in the first place. So, we’ll take a good look at pharma’s most successful commercial models – seen from both an internal and a customer point of view – enabling you to develop your own plans by selecting the most relevant.

SECTION 1:

Commercial model innovation

Define your best business model• Discuss the available customer-centric business models

and the impact they’ll have on your bottom line

• Develop an integrated model from innovation to access – a patient centric approach

• Ensure the customer is at the heart of your organisation from commercial to medical and beyond

Superior patient and customer insights • Hear how patient input can strengthen product value, customer

interactions and health outcomes

• Reassess interactions using direct feedback to determine content and channels which customers want to use

• Personalise your communication through new technologies to match customer preferences

Boost performance with advanced analytics, CRM and CLM• Personalise your multichannel communication according

to real-time customer behaviour

• Link your CRM, e-details and emails to build a 360° view of your customers

• How to enable CRM to analyse customer interactions, optimise CLM and improve future communication

Salesforce Innovation • Improve the effectiveness of your model with new KPIs,

key indicators and call profiling

• Revise your operational model in order to adapt to the changing sales landscape

• Understand the most effective ways of incentivising your reps which AREN’T based on sales figures

Session highlights:

Opening speakers:

Alfonso Ugarte Castillo Executive Vice President Global Commercial Strategy Almirall

Steve WoodingHead, Global Commercial Strategy OrganisationJanssen

Speakers include:

Niall McConnellAssociate Director, Business ExcellenceCelgene

Yves LavailFormer Executive Director Europe, Commercial OperationsBMS

Rute FernandesVice President Head of Patient Services and Commercial OperationsShire

Colleen SchullerHead Global Selling ExcellenceGSK

Gonzalo Rodriguez Arnaiz Region Europe Sales Excellence Head Novartis

Stanley Li Founder DXY

Agenda



It’s essential to ensure your commercial teams are structured in a way that ensures maximum profitability. This section is dedicated to creating the rapid-reaction, flexible, yet profitable team of tomorrow. A team which combines entrepreneurship with stability, current need with future evolution, global control with local sensitivity – and revenue generation with customer care.

Agenda

Create a single customer view through sales and marketing integration • Develop your commercial teams to begin with the

customer’s perspective

• Influence behaviour to align interests and speak the same language

• Equip all customer-facing staff with your story in order to facilitate a customer journey and form your own identity

Adapt or die: the evolution of the commercial role and where it will take you• Understand the required skillset of tomorrow’s customer-

facing teams

• See how changes to account managers’ roles will change the whole workforce

• A top-down approach to spread a unified message across your company globally

Fulfil your global strategy by improving local execution • Determine whether a top-down HQ-centric model is right

for you

• Equip global teams with sufficient insights to inform local strategy development

• Drive absolute consistency from the global marketing teams when creating content

How the growing role of the MSL can interact with market access & sales teams• Upskill medical personnel to focus on personalised therapies

as brand importance reduces

• Build value propositions based on scientific knowledge and the role of MSLs within the marketing mix

• Ensure your commercial teams are structured to focus on patient outcomes through scientific understanding

Session highlights:

SECTION 2:

The future commercial team

Opening speakers:

Speakers include:

Tim KneenExecutive President - Europe & CanadaMerck

Craig Flanagan Global Head Field Excellence & Capabilities Sanofi

Christoph SchmidtGlobal Head of Commercial ExcellenceActelion

Rob Dickerson Head of Commercial Excellence EGM Novartis

Luis MagarzoCommercial Excellence HeadMylan

Colleen SchullerHead Global Selling ExcellenceGSK

Philippe Kirby Director, Customer Engagement Capabilities MSD



The way any company interacts with their customers is crucial in order to develop strong relationships, boost commercial success and provide competitive advantage. So why should pharma be any different? Whether communication is aimed at HCPs, patients or payers, plans must be designed with customer engagement and value in mind. We will discuss developments in multichannel marketing, customer experience and digital innovation as part of a holistic customer strategy.

Design for engagement• Create campaigns that encourage engagement by addressing

the ‘why’

• Identify the optimal channel mix based on real-time customer insights an adapt marketing campaigns based on customer behaviours

• Enhance content production and value of your communications

Trust and partnerships• Establish trust with your customers and develop your brands

reputation while using principles of customer experience to encouraging loyalty

• Boost commercial success through close partnerships with HCPs and imporving the communication with patients

• Develop services to ensure you become the go-to-point for all information - from the physician to the patient and beyond

Customer Experience is Key• Ensure all customer interaction are positive and productive

by aligning all touchpoints across your organisation

• Co-ordinate different departments to deliver targeted marketing campaigns with detailed valuable medical information

• Create a 360 degree view of your customer and anticipate future trends and changes

Focus on the patient• Create value beyond the pill to increase benefits to the patient

and help support their families and caregivers

• Identify services that will help physicians to assist their patients while improving adherence and compliance

• Ensure your products provide real value to patients and HCPs lives

Session highlights:

SECTION 3:

Customer engagement

Agenda

Opening speaker: Speakers include:


David St Denis Head Strategy & Commercial Operations, Europe & Canada Merck

Phil Matton VP, Head of International Projects AstraZeneca

Eddie Chan Vice President & Head, Global Marketing UCB

Nagore Fernandez Head of Clinical Services – EuropeAshfield

Ben Greenberg Vice President of Mobile Products & User Experience Medscape/WebMD

Victoria GuyattHead of EthnographyIpsos Healthcare

Wendy KehoeCustomer Insight DirectorGSK

Ywan Karlen VP & Head of Customer Engagement Europe Aktana

Alice Yeo Global Patient & Stakeholder Engagement Lead UCB

Jason DeGoes Senior Vice President Global Patient Solutions Teva

Gerard AkkerhuisSenior Vice-President Affiliate & Brand ManagementDaiichi Sankyo Europe



Digital is no longer new. Yet in most cases, executives still need to determine a specific outcomes-based strategy to ensure digital tools are not underutilized and hence underperform. To get the most from technology, once we have decided what outcomes we want to achieve, we must ensure the internal capabilities are in place and create a strategic plan to engage and aid communication.

SECTION 4:

Digital transformation

Digital Engagement• Develop a digital strategy which reflects desired outcomes

and customer needs

• Establish a harmonious blend of digital and traditional marketing, to deliver a seamless, consistent, customer-oriented experience

• Tailor content to utilise specific channels and optimise touchpoints throughout the customer journey

Stay connected in a social world• Build online and social resources that provides timely and

valuable information

• Drive reach and engagement across multiple devices and digital platforms

• Adapt communications to the changing digital environment and prepare for engagement with a digital native generation

Tech and team structure • Accelerate implementation of digital capabilities across

commercial teams

• Leverage internal talent to utalise new technologies and help role out digital as standard

• Develop change management to unlock potential of new digital competencies

The digital salesforce• Equip your salesforce with digital tools for better HCP

interactions

• Offset diminishing face-to-face time by boosting digital reach, and continue to provide value a the customers convenience

• Ensure communication between customer facing teams to avoid overload

Session highlights:

Opening speakers:

Speakers include:

Ryan OlohanNational Industry Director, HealthcareGoogle Inc.

Gregory MillerVice President and Global Head of Innovation UCB

Céline Genty Vice President Customer Excellence EMEA Janssen

Laurent Flouret Director Digital Launch Readiness, Global Marketing Sanofi

Armin FurtwaenglerGlobal Senior Medical Director - TA Respiratory Global Medicine Innovation FrameworkBoehringer Ingelheim

Susan HerbertExecutive Committee, EVP Marketing & StrategyMerck

Panos Papakonstantinou Head Digital Commercial Europe Novartis

Agenda



We have always strived to hire the best team possible. But we are now seeing a need for a more specific kind of hiring and training to ensure our teams can engage in value-added conversations, develop responsive solutions, and articulate compelling value propositions. We will focus on what smart management can do to take your organisation to the next level. You will learn how to build an entrepreneurial team which truly captures priority customers.

SECTION 5:

Talent and training

Develop advanced training to make the outcomes-focused salesforce a reality• Create a new rep profile by training teams with skills borrowed

from medical, marketing and access teams.

• Identify gaps in your field force in order to ensure you have the best equipped team to face the customer with real patient solutions

• Raise the average standard and drive overall results rather than just the top or bottom performers

Expand your rep’s repertoire – and take your customer engagement further • Take full stock of the evolving skillset demanded of the sales rep

• How to guide reps to outcome- driven discussions despite a widening product portfolio

• Determine exactly what new talents are needed in order to tighten requirements and avoid waste or duplication of effort

How to create excellent account managers• Ensure KAM teams understand both competitors and your

own products in order to differentiate benefits

• Keep your KAM’s specialist CRM capabilities up-to-date to capture the entire journey without losing personal interactions

• Benchmark the capabilities of your sales force to bridge the gaps between old and new KPIs

Stop wasting your sales team’s time in training – make the most of e-learning tools • Nurture your home-grown sales force’s knowledge without

enforcing long training periods

• Optimise medical product knowledge to provide a more insightful service to your customers

• Tips from the professionals: how to make sensible training decisions in a portfolio that no longer includes blockbuster drugs.

Session highlights:

Opening speakers:

Speakers include:

Gonzalo RodriguezRegion Europe Sales Excellence HeadNovartis

Céline Genty Vice President Customer Excellence EMEA Janssen

Dirk AbeelGlobal Head Medical Field Force EffectivenessNestlé Nutrition

Ayman NoamanHead of Sales Force Excellence, Business Operations Europe & CanadaBiogen

Alain CarreDirector KAM Excellence Lead EUCANMSD

Craig Flanagan Global Head Field Excellence & Capabilities Sanofi

Agenda


Nowadays, it is futile for any pharma company to attempt to operate successfully in complete isolation from the many other players in the healthcare industry. These partnerships are vital in order to better understand your patients and customers in order to provide them with a better service. In this section we will hear about some of the most productive collaborative efforts taking place in pharma right now. And you will get the inside knowledge on how you can work more closely with other key stakeholders in the industry to improve outcomes for patients.

SECTION 6:

External collaborations and patient partnerships

Deliver genuine patient centricity through closer collaboration with patients• A guide to smart collaborations to develop patient services

and disease management

• Work with patients to create holistic support plans – and use these as a differentiator

• Ideas from HCPs, health authorities, payers and patients on how pharma can partner to advance adherence

Take health stakeholder partnerships to the next level• How patient groups want pharma to take on a pivotal role

in the future of healthcare

• A debate on where pharma’s role in today’s world now lies: what are patients’ expectations of pharma?

• The perfect relationship defined: how patient groups and pharma can deliver better patient outcomes together

Learn from the experts: external collaborations and partnerships• Understand how external partnerships can boost marketing

efforts and have a broader societal impact

• Support external talent and entrepreneurial projects to help further your own innovation

• Map out influential global and local partners to ensure collaborations are impactful in all markets

Beyond pharma: lessons on customer engagement from outside healthcare • How other industries are maximising customer engagement

at each interaction

• See how technology platforms and real-time customer information can improve revenues from sales teams

• How leading customer experience firms are raising the bar higher and what will be next

Session highlights:

Opening speakers:

Speakers include:

Georg van HusenCorporate Senior Vice President, TA Head CardioMetabolismBoehringer Ingelheim

Barry SpringerVice President, Strategy, Innovation and Research for BiotherapeuticsJanssen

Gabor PurmanAssociate Director Global Respiratory Development, Patient SolutionsTeva

Lisa Egbuono-DavisVice President, Global Head Patient Centered Outcomes and SolutionsSanofi

Angel Pérez AgenjoSenior Director Marketing, Europe and CanadaLilly

Ananda PlateCEOMyeloma Patients Europe

Francesco De LorenzoPresidentEuropean Cancer Patient Coalition

Kawaldip SehmiCEOIAPO

Agenda

Stanley Li Founder DXY

Magdalene PedersenPresident, EuropeHealthcare Businesswomen’s Association


The role of medical affairs is changing. Acting as a strategic partner to many

departments, the insights generated help shape decision-making across the entire

organisation. From real word evidence, to stakeholder engagement to medical

education – the role has never been so pivotal and yet so varied. We invite you to

join leading experts to discuss, share ideas and help shape the future of medical

affairs as a business critical function.

Medical Affairs

Agenda

MEDICAL, REINVENTED: become the strategic partner shaping the future of pharma

NEW SKILLS FOR A NEW ERA: equip your team for advancements in analytics, communication and technology

VOLUME TO VALUE: generate the insights that drive decisions and the shift to an outcomes-based business model

UNITED WE STAND: align with commercial colleagues, external partners and patients at this hyper-networked event

For the first time Medical Affairs joins the discussion at eyeforpharma Barcelona

For the full details and detailed agenda see the event brochure – click here.


http://eyeforpharma.com/medicalaffairs

Because your patients want you to win

Visit www.eyeforpharma.com/awards to find out the latest news

2016 European winners included:

EYEFORPHARMA AWARDS 2017

Keep up to date here: www.eyeforpharma.com/awards

The five award categories include:

Select nominees will have the opportunity to present on one of the stages at eyeforpharma Barcelona

Most Valuable Patient Initiative

Most Valuable HCP/Healthcare Initiative

Customer Innovator Award

Lifetime Achievement Award

Most Valuable Pharma Collaboration

MOST VALUABLE PATIENT INITIATIVE

SANOFI: Moski KitCUSTOMER INNOVATOR

MARIANNA FRAITURE: HackEpilepsy

MOST VALUABLE HCP/HEALTHCARE INITIATIVE

MSD FRANCE: Comuniti

LIFETIME ACHIEVEMENT

SOREN E. SKOVLUND

Finalists Announced: 23rd January 2017

VOTING HAS STARTED!

http://www.eyeforpharma.com/awards

http://www.eyeforpharma.com/awards


Maximise your learning with a Diamond Pass

Opportunities for solution providers

Business opportunities include:

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See more:

• The foresight to anticipate what’s next• The inspiration to explore what’s possible• The edge to go above and beyond

Maximise your return on investment at this industry leading event by increasing your profile with our exciting range of sponsorship opportunities. Contact:

Richard Elliseyeforpharma+44 (0) 20 7375 [email protected]

Key Account ManagementDevelop�strategy,�organisation,�human�resources�and�tools�for�Key�Account�Management

• Learn how to implement KAM as a business model beyond a sales tactic: Manage cultural change and expectations

• A guide to why and when to pursue a KAM strategy to reap maximum benefits

• Provide true value to your key accounts with the right capabilities, resources and tools for your KAM.

Worth €2935

Value Added Services3�tailored�roadmap's�to�solutions�in�healthcare�beyond�the�pill.

• Understand the creation of successful services by looking at organizational structure and internal processes, how to partner with external stakeholders, and how to make projects economically viable.

• A roadmap tailored to your company with three scenarios for creation, development, implementation and up-scaling of ‘Value Added Services’.

Worth €2935

Customer Experience ManagementPut�the�customer�at�the�centre�of�your�strategy,�organization�and�capabilities.

• Learn what Customer Experience means for your company and how to align it with your commercial strategy.

• Understand how to structure your organization around the customer in practical steps.

Worth €2935

Marketing Data InfrastructureHandle�the�data�your�marketing�needs.

• Understand how to build a data infrastructure that support your desired marketing capabilities.

• How to roll out without business interruptions.

• Insights to the what, who, why and how of data management.

Worth €2935

The Role of the Sales Representative in a Multichannel WorldAdvancing�Multichannel�Customer�Engagement�in�Pharma

• Understand how the role of the sales representative and the face-to-face meeting is evolving.

• What are the implications on the organization and commercial approach with the changing role of the sales representative.

• Understand how your future commercial model can answer to the increased complexity of healthcare and what role your sales representative should play.

Worth €2935

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mailto:register%40eyeforpharma.com?subject=Register%20for%20eyeforpharma%20Barcelona%202017

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15th Annual | CCIB March 14-16 | The Largest and Most Influential Pharma Forum

#unitepharma

United for healthcare. Driven by outcomes.

Collaborative setting: In 2017, our aim is to ensure your key stakeholders are present to advance partnerships with healthcare, technology, patients and patient associations

An inspiring agenda: As you undergo a commercial evolution we will provide 6 targeted themes, intimate workshops and stakeholder sessions to help direct your journey

1000+ in attendance: If you are looking for one commercial meeting to attend in 2017, Barcelona will be sure to give you the most senior networking opportunity possible

80+ industry leading speakers: CEO, President, VP and Director level experts to share their experiences so you can make healthier corporate decisions

15+ hours of dedicated networking: Connect with the movers and shakers of the pharma world and benchmark against their successes and learnings

5 reasons why you cannot miss Barcelona 2017:

BARCELONA 2017 & AWARDS


Marc Princen EVP and President International Business Allergan

Greg Behar CEO Nestlé Health Science

Esteban Plata President International, Western Europe & Canada AbbVie

Anders Tullgren President Intercontinental Bristol-Myers Squibb

Ryan OlohanNational Industry Director, HealthcareGoogle

Céline GentyVice President Customer Excellence EMEAJanssen


Alfonso Ugarte CastilloExecutive Committee, EVP Global Commercial StrategyAlmirall

Gonzalo RodriguezRegion Europe Sales Excellence HeadNovartis

Colleen Schuller Head, Global Selling ExcellenceGSK

Ayman NoamanDirector SFE Europe and CanadaBiogen

Lisa Egbuonu-DavisVice President, Global Patient Centered Outcomes and SolutionsSanofi

Bharat TewarieExecutive Committee, EVP& Chief Marketing OfficerUCB

Ananda PlateCEOMyeloma Patients Europe



Tim Kneen Executive President - Europe & Canada Merck


Steve Wooding Head, Global Commercial Strategy Organisation Janssen

Global Sponsors Platinum Sponsors Gold Sponsors

Documents

15th Annual | CCIB March 14-16 | The Largest and Most ......The industry’s legacy F2F push-model is no longer adequate. Access to physicians is increasingly limited – and power