Day Two, 24th September 2020
8:00 am - 8:45 am Registration & Networking
8:00 am - 8:45 am Diversity & Inclusion Breakfast Briefing: How can you build more inclusive sales and marketing departments to benefit from a wider set of skillsets and boost business results?
8:45 am - 8:50 am Welcome Address: Worldwide Business Research
8:50 am - 9:00 am Chairperson’s Opening Remarks:
Succeeding with Digital Transformation & Data Analytics
9:00 am - 9:20 am Opening Keynote: How to build a best in class digital leadership and digital ecosystem to transform your sales and marketing functions, drive business results and stay ahead of the competition
· How can leadership teams effect real change in ways of working to make ‘digital-first’ a key part of company culture?
· How can you best connect the dots between your digital strategy and business objectives to secure buy-in from the C-suite for future digital investments?
· How to integrate new digital tools into your legacy systems to successfully make the transition from traditional company processes to digital-first ways of working
· How are digital tools impacting the performance of sales and marketing functions and how can you continue to scale digital transformation initiatives across the business to reap greater rewards?
9:20 am - 10:00 am Panel Discussion & Interactive Polling: What are the people, processes and tools you need to increase your data capture and analytics capabilities to gain a deeper understanding of your customers and create personalised services to better support them?
Steve Skyrme Global Head of Customer Experience, Oncology Pfizer
Massimiliano Siciliano Head of Digital Solutions, Oncology Region Europe Novartis
Daniel Davies Head of Customer Marketing, UK Sanofi Pasteur
Antonio Rito Head of International Sales & Launch Excellence Alexion Pharmaceuticals
Daniel Vertessy Global Commercial Excellence Director Aspen Pharma Group
As data capture and analysis becomes more sophisticated, there are many question marks around the full potential of data for the pharma industry. Our expert panel will examine how data can help you to provide more relevant and personalised communications, products and services for your customers.
· How can you better align your internal teams to ensure you successfully capture real-world data from early trial stages through to final product delivery?
· How can you encourage your sales and marketing teams to be more data-driven to increase data capture and analysis to benefit from greater data insights?
· How to capture structured and unstructured data to gain valuable commercial insights and generate informative reports to support your commercial teams
· Cloud vs on-premise: What is the best approach to effectively store internal and external data to service the wider business with actionable intelligence?
· How can you employ data visualisation and other techniques to make data insights user friendly and empower your colleagues and customers better understand product data?
10:00 am - 10:20 am Keynote: How an analytics-first approach can deliver the forward-looking insights you need to develop impactful and customer-centric strategies
· How patient journey mapping and social media analytics can drive your marketing campaigns
· How can competitive intelligence platforms benefit your sales campaigns?
· How visualisation platforms can reveal the interplay between different datasets and make it easier for you to get value from your data
10:20 am - 11:00 am Morning Networking Break
11:00 am - 11:20 am Oxford Style Debate: Commercial teams are prepared to reap the full benefits of advanced digital technologies in 2020 – For & Against
For:
· Advances in AI and machine learning, and an abundance of solutions, are making it easier than ever before for commercial, sales and marketing teams to make digital a core competency
· As the C-suite increasingly values the importance of digital, pharma companies will invest in using digital solutions to guide their sales and marketing strategies
Against:
· Pharma companies still lack the innovation, company mindset and cohesive strategy to move from ‘experimenting with digital’ to ‘scaling it across their global commercial teams’
· Legacy systems and data silos will continue to hamper the implementation of digital and data platforms for many years to come
Driving Sustainability in Pharma
11:20 am - 12:00 pm Panel & Interactive Polling: How can the European healthcare industry better innovate on sustainable solutions to deliver greater value to patients and HCPs and boost the bottom-line?
Join our expert panel of commercial leaders as they share how they are creating more sustainable products and services, and effectively communicating the real-world value of their offerings to all stakeholders along the chain.
· How can you deliver on your global corporate goals to meet stakeholder expectations whilst delivering value to HCPs and patients?
· How can you best demonstrate the real-world value of your products to payers, providers and patients to boost brand loyalty and increase quality of life for your customers?
· How can you better collaborate with payers to build a sustainable pricing model that provides your company with a competitive edge?
· How can you drive in-house innovation to develop new services that supplement drugs and therapies to provide added value to customers and create new revenue streams for your business?
Pieter De Muynck
Global Head of MarketingJanssen Pharmaceutical Companies of Johnson & Johnson
12:00 pm - 1:00 pm Afternoon Tea & Interactive Roundtables: What are the next big disruptors set to transform the pharma market and how can you use them to stay ahead of the curve and better meet increasing customer expectations today?
Tim E. Fischer Global Head of Channel Evolution & Operations Merck
Hans Gilhuys Head of Commercial Excellence EMEA Gilead
Pieter De Muynck Global Head of Marketing Janssen Pharmaceutical Companies of Johnson & Johnson
Louise Hope Sales Development Manager, Commercial Operations Orion Corporation
Kym Jacks-Bryant Global Head of Digital Centre of Excellence Norgine
Antonio Ibarra Head of Omnichannel Marketing, Spain Grünenthal Group
1. Transforming your CX with voice chat and other digital tools - Tim E. Fischer, Global Head of Channel Evolution & Operations, Merck
2. Leveraging data insights to create appealing customer value propositions - Alessandro Milli, Global Head of Commercial Excellence, Zambon
3. Training and motivating a digitally enabled workforce
4. Optimising your content development and content re-use for higher engagement - Hans Gilhuys, Head of Commercial Excellence EMEA, Gilead
5. Mastering omni-channel marketing to drive engagement rates – Antonio Ibarra, Head of Omnichannel Marketing, Spain, Grünenthal Group
6. Driving collaboration and innovation to deliver greater value to patients – Pieter De Muynck, Global Head of Marketing, Janssen Pharmaceutical Companies of Johnson & Johnson
7. Empowering your sales team with digital tools – Louise Hope, Sales Development Manager, Commercial Operations, Orion Corporation
8. Leveraging social listening to inform your marketing messages - Kym Jacks-Bryant, Global Head of Digital Centre of Excellence, Norgine
9. Breaking down silos to encourage cross-functional collaboration
Pieter De Muynck
Global Head of MarketingJanssen Pharmaceutical Companies of Johnson & Johnson
12:00 pm - 1:00 pm Creative Boardroom: Transforming marketing campaigns with data insights: How to leverage HCP and patient data to better identify your audience, define your value proposition and boost your bottom line
· How can you best align your data strategy with wider business objectives to deliver meaningful insights to your sales and marketing teams and fuel intelligent commercial initiatives?
· How to collect and analyse data from all touchpoints along the customer journey to empower your sales and marketing teams with relevant and real-time insights
· Improving data capture analysis: – How can you capture insights from patient data early in your sales and marketing strategies to positively impact future campaigns?
· Boosting results with campaign automation: How to build an AI-based data-driven strategy to identify patients relevant to your product campaign to maximise the value of your field force activities
1:00 pm - 2:00 pm Networking Lunch
1:00 pm - 2:30 pm Private Sponsored Lunch
Revolutionising Sales Enablement
2:30 pm - 2:35 pm Chair’s Welcome:
Revolutionising Sales Enablement
2:35 pm - 3:10 pm Case Study Interactive: How to empower your salesforce with a digital tool kit to enable them to build long-lasting relationships with HCPs· How can you equip your sales reps with sales enablement tech that allows them to have more bespoke and relevant conversations with HCPs?
· How can digital sales tools support sales conversations with product information and improve the success of your salesforce?
· How to mobilise your salesforce with digital tools to enable real-time sharing of customer and product insights and keep your sales reps informed
· How can you best determine the link between sales enablement tech usage and overall sales figures to understand which technologies provide real value-add?
Revolutionising Sales Enablement
3:10 pm - 3:50 pm Interactive Interview: What is the best approach to building customer engagement tools that offer value-add services to customers and feed real-time insights into your sales and marketing campaigns?Customer engagement tools can be a real win-win - providing important insights for your company and value-add services for your customers. Our expert speakers will share their successes and lessons learned from implementing such tools.
· Delivering value-add services through a customer portal to encourage HCPs to use it, e.g.
o Education
o Event registration
o Tracking to help patients protect themselves against certain illnesses
o Advice to help HCPs communicate more effectively with patients
· How can you link your customer engagement tools to your CRM system and promotional campaigns?
· How to ensure robust governance within your customer engagement strategy to prevent potential data breaches
Driving Personalised Marketing at Scale
2:30 pm - 2:35 pm Chair’s Welcome:
Driving Personalised Marketing at Scale
2:35 pm - 3:10 pm Case Study Interactive: How to produce relevant and engaging content that drives HCPs to your digital channels· How a centralised digital content production centre can generate a consistent look, feel and process across all of your content
· How to deploy your marketing materials through various channels in a standardised and consistent way
· How to best align your websites and marketing content delivery on a global, regional and local level
· Communicating value through your detail aids
· Keeping up with the content expectations of HCPs
Driving Personalised Marketing at Scale
3:10 pm - 3:50 pm Panel Discussion & Interactive Polling: How can you best streamline your digital marketing campaigns to get the right content in front of the right customers at the right time cost-effectively?Hear from our panellists how improvements to your content management processes can lead to huge efficiency gains and cost-savings for your business.
· How can you share centrally produced, channel-agnostic content at a global level to enable local teams to edit to suit their market’s needs?
· How can sales marketing and medical teams work better together on content production to provide a more seamless customer experience?
· How can you best monitor how customers engage with your content to find friction points and refine your messaging accordingly?
· How can you ensure your high performing customer content is re-used as much as possible to realise economies of scale?
· How can you best track your marketing campaigns to ensure your content drives traffic to your website, increases login rates and creates commercial leads?
Succeeding with a Digital-First Mindset
2:30 pm - 3:30 pm Synergy Workshop: How to unlock the four critical success factors to harness the power of artificial intelligence at an enterprise-wide level· Talent – strategy to attract and retain AI talent as well as augmenting and re-skilling of existing employees
· Data – acquisition of the right data with a focus on quality and trustworthiness
· Culture – ”be” digital instead of ”do” digital - the right culture matters, and it is paramount for driving transformation
· Customer – technology is a means to an end - your customer should always remain at the heart of everything you do
3:50 pm - 4:20 pm Afternoon Networking Break
Future Focus: Pharma 2025 & Beyond
4:20 pm - 4:40 pm Keynote: How to build an intuitive eCommerce platform that offers customers an autonomous purchase process and grows your online sales
· How to successfully integrate an eCommerce platform into your overall digital infrastructure
· How can you implement behavioural and user experience techniques into your customer channels to ensure you capture your customers’ attention?
· How can you best capture customer feedback (e.g. on social media) and analyse their online data trails to continually enhance your eCommerce site?
· Succeeding with cross-selling customers: How can you leverage customer insights captured in your eCommerce platform to recommend additional products or services that may appeal to customers?
Arpita Pani
Senior Commercial Governance & eCommerce Brand Lead, UK & EuropeFerring Pharmaceuticals
4:40 pm - 5:00 pm Future Pharma Dragons’ Den: Meet 3 start-ups set to revolutionise the healthcare market in 2021 - Which innovations are best suited to help you gain a competitive edge?
Join our Future Pharma dragons as they assess the latest innovations from start-up companies pitching their tech in a bid to win first place. Listen up as the dragons review the technology’s benefits to your business, predict their future success and deliver their verdicts. The ultimate decision is in your hands though, as the audience gets to vote for their favourite. Will you find the next big thing?
Jean-Michel Renodau
PresidentHexagone
5:00 pm - 5:40 pm Panel Discussion & Interactive Polling: Defining the CX of the future: How can you build stronger relationships with your customers to create products and services and content that not just meets but exceeds their expectations?
Rapid advances in digital technology and changing customer demands are requiring pharma companies to radically improve their customer journeys. Our expert panel will together explore how new tech, partnerships and an overhaul in internal business models and culture will completely redefine CX within your industry.
· How will your commercial teams’ skillsets and mindsets have to evolve to best serve physicians and patients in the future pharma landscape?
· How can you identify future market trends to build new commercial models that enable your business to thrive?
· How to re-invent your tech infrastructure and internal processes to become more agile and better respond to future customer needs and expectations?
· How can you partner with innovative start-ups to best leverage cutting edge digital engagement tech, such as voice and chat functionalities?