John Daly

Sr. Principal
IMS Health

Check out the incredible speaker line-up to see who will be joining John.

Download The Latest Agenda

Pharma-Only Marketing & Sales Focus Day

Saturday, April 9th, 2016

11:30 PANEL: Deploying Different Sales And Marketing Models Based On Changing Market Needs

Explaining why using the same approach everywhere is not effective and why change is needed

• Ensuring your leaders understand the need for change and are willing to resource it

• Bringing in customer insights and analysis to understand where you need more KAMs vs. reps,
medical vs. reps, or even no reps and just digital

• Building the capabilities and executional plan to deliver a new resourcing model

• Change management: How do you get people to think about their business or job differently and be in support of the new resourcing model?

13:45 IDEA EXCHANGE: Interactive Roundtable Discussions Rotation #1 – Choose one topic

1. Getting Access Information To Prescribers Quicker By Improving The Process
Ryan Roberts, CEO, Elandas

• Explaining why is it important to get access changes to prescribers quickly

• Uncovering the biggest bottleneck to getting coverage changes to prescribers and analyzing processes and timelines

• Identifying which messages take longer than others and how the process can be cut down to a week

• Debating the pros and cons of using templates to getaccess information out

2. Gaining Deep Insight Into The Pharmaceutical Market - Exploring How New External Influences such as ACOs, Government as Payer, e-Prescribing and Others Impact Your Brand Share

Derek Evans, SVP Practice Head - Commercial Effectiveness, Symphony Health Solutions

Don Otterbein, SVP, Marketing & Product Manager, Symphony Health Solutions

3. Unlocking The Value Of Key Account Management In Pharma
Bill Coyle, Principal, ZS Associates

Jude Konzelmann, Principal, ZS Associates

• Discussing how pharma can unlock the value of KAM by drawing on expertise from both within and outside of pharma

• Physician autonomy in therapeutic decision-making continues to decline as “accounts” of all sorts
increasingly seek to control these decisions to achieve varied objectives, including delivery of quality care, reducing costs, and attracting new customers

• Pharma companies continue to struggle to truly deliver value to their account customers while returning value to themselves, facing barriers including compliance concerns, creating value beyond the drug itself, and finding the right talent for KAM roles

4. Deploying Different Sales & Marketing Models Based on Changing Market Needs

John Daly, Sr. Pricipal, IMS Health

Conference Day Two: Following The Evolution Of Pharma Marketing & Sales To Succeed In The Changing Healthcare Environment – Part 1

Monday, May 9th, 2016

11:35 Interactive Roundtable Discussions

1. Embedding A Continuous Improvement Skill Set Into Your Commercial Organization To Operate Better, Faster, And More Efficiently
Robert Rossilli, VP & Head of Sales, Diabetes, Sanofi

2. Exploring The Latest Preparation Strategies For A Successful Drug Launch
Dave Moore, Chief Commercial Officer, Cempra Pharmaceuticals

• Identifying effective commercialization strategies for both physicians and payers

• Carrying out market definition, brand positioning, messaging, and marketing development for your launch plan

• Determining the best methods for sales training and engagement for product launches

• Discussing how to acquire data and use data vendors most effectively for new drug launches

• Best practices for effective product lifecycle management

3. The Future Of Pharma Sales And Marketing with Oracle Sales & Marketing Cloud
Tim Kvanvig, Senior Director, Life Sciences, Oracle

4. How Intelligent Is Your Multi-Channel Strategy? Driving Prescriptions With Limited Budgets
Peter Dussias, Head of Integrated Channel Management Services, Quintiles

5. Harnessing The Power Of HCP Learning Networks To Achieve Accelerated Diffusion And Successful Product Commercialization
Robert E Groebel III, SVP Marketing, Rivermark

6. 2014 Social Media Best Practices for Effective Customer Engagement
Siva Nadarajah, GM, Social Media, IMS Health

7. Next Generation Mobile Sales
John Daly, Sr. Pricipal, IMS Health