Next Skill Sets Live

Topic: Continuing the Narrative: Content Marketing for Healthcare, Part II
Date:
Thursday, November 20
Time:
8:30 am - 1:00 pm
Location:
Convene, 101 Park Ave (at 41st St.) New York, NY 10178

Early Bird Special
Individual Ticket $325
Group Rate: 2-5 Attendees $295
Group Rate: 6+ Attendees $275

Agenda



8:30 a.m. - 9:20 a.m.

Registration and Networking Breakfast

9:20 a.m. - 9:30 a.m.

Welcome and Opening Remarks

Speaker: Marc Iskowitz, Editor in Chief, MM&M

9:30 a.m. - 10:10 a.m.

Keynote: Finding the Promise of Sales Force Enablement


Macrotrends on sales force reductions and reduced rep access point to the need to create systems that support the shift toward generating more meaningful relationships with HCPs. Industry evolved to Digital Sales Force 2.0, standardizing on smart phones, tablets and other platforms. Personal selling is once again in a state of flux, but the shift to version 3.0 has been challenging. In this session, attendees will gain an enterprise-wide view of sales-force enablement, including the following:

• An understanding of the organizational road blocks to leveraging digital sales tools
• A framework for diagnosing these specific challenges within companies
• Tips for maximizing the effectiveness and efficiency of promotional investment while managing the pressure of promotional performance
• Next steps for bridging the silos dividing sales and marketing and creating a culture of accountability
• Elements of success for delivering on new technologies, and in retooling enterprise-wide systems to enhance relationships with clinicians


Speaker:
Rich Daly, Former President US Diabetes, AstraZeneca

10:10 a.m. - 10:50 a.m.

Exposing the Gaps in Sales Disablement: Market Overview

The days of unfettered access to physicians have changed, which has led to a shift in the sales force. "Exposing the Gaps: Sales Disablement" is the latest installment in MM&M's Skill Sets Live programming designed specifically for pharma marketers who are seeking new insights and solutions to the one of pharma's challenges—turning sales disablement back to engagement.

In the first of a two-part session, attendees will hear from key experts and learn:

• What led to the sales force shift and the pressure to seek technology alternatives
• Why the digital sales tools that marketers once saw as a remarkable entry point to engagement no longer influence physicians
• How tablet form factors hindered engagement
• Why one pharmaceutical company altered their sales engagement to incorporate tablets
• Why sales reps are reluctant to use their company-supplied tables - and what the first-time release of survey data tells us about their reluctance

Speakers:
Jose Andrade, VP Director of Interactive Technology, AbelsonTaylor
Emily Tower, VP of Digital Strategy & Analytics, AbelsonTaylor
Jeffrey Akin Director, Latuda Marketing, Sunovion
Emily Mozoki Director, Business Operations, Sunovion

10:50 a.m. - 11:30 a.m.

Exposing the Gaps in Sales Disablement: The Evolution

"Exposing the Gaps: Sales Disablement" is the latest MM&M's Skill Sets Live program designed specifically for pharma marketers who are seeking new insights and solutions to one of pharma's challenges—turning sales disablement back to engagement.

In the first session, attendees learned about the sales force shift that reduced access to physicians and the factors that led to it. In this session, we take a deeper dive to examine:

• Why the use of tablets has fallen short of fulfilling the promise of CRM and CLM
• What has kept tablets from facilitating enablement, technically speaking
• How steps taken by device and software companies may have satisfied compliance concerns, but have failed to realize the promise of building deeper relationships
• What advice leading software and tablet manufacturers give about creating more effective brand experiences

Speakers:
Stephen Hart, Senior Publishing Manager, Adobe Systems
Stephen Miller, Ambassador, Lenovo


11:30 a.m. - 11:45 a.m.

Networking and Coffee Break

11:45 a.m. - 12:25 p.m.
Bringing Sales Enablement Back

The widespread adoption of smart phones and tablets has led pharma companies to consider mobile devices as an integral part of sales strategy and process. However, designing a digital ecosystem is complex and requires the keen eye of a digital architect. But when completed, a well-designed ecosystem is adaptive, integrated, and takes into consideration the sales rep's user journey. This session provides answers to many of these key questions around reviving sales enablement to boost relationships with HCPs.

Speakers:
Jose Andrade, VP Director of Interactive Technology, AbelsonTaylor
Emily Tower, VP of Digital Strategy & Analytics, AbelsonTaylor
Jeffrey Akin, Director, Latuda Marketing, Sunovion
Emily Mozoki, Director, Business Operations, Sunovion


12:25 p.m. - 1:05 p.m.
Panel Discussion

Moderator: Marc Iskowitz, Editor in Chief, MM&M

The panel discussion will allow attendees to ask specific questions to each expert panel presenter. Pharma client shares his/her experience (or challenges) of providing sales force with digital tools.


Panelists:
Rich Daly, President US Diabetes, AstraZeneca
Jeffrey Akin, Director, Latuda Marketing, Sunovion
Emily Mozoki, Director, Business Operations, Sunovion

Jose Andrade, VP Director of Interactive Technology, AbelsonTaylor
Emily Tower, VP of Digital Strategy & Analytics, AbelsonTaylor
Stephen Hart, Senior Publishing Manager, Adobe Systems
Stephen Miller, Ambassador, Lenovo



Contact Information


For event information, contact Amanda Hassler at 646-638-6023 or amanda.hassler@haymarketmedia.com

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TAKE-AWAYS FROM SKILL SETS LIVE

If you missed any of MM&M's Skill Sets Live events, we're now giving you a second chance to get up to speed, with insightful e-books on each event, with all the key take-aways.


Click on any cover below to get the information from each event.


SKILL SETS LIVE: CONTENT MARKETING FOR HEALTHCARE





SKILL SETS LIVE: TURNING BIG DATA INTO DEEP INSIGHTS






SKILL SETS LIVE: MULTI-SCREEN MARKETING

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