Get all your questions answered at our Interactive and Practical Workshops

Gain valuable market intelligence you can put into action as soon as you get back to work with our practical workshops.

Hear uncensored, real life case studies that you can connect with on a human level, and glean powerful take-home strategies that will benefit your business, from a team of sales and marketing experts

LUNCHTIME AGNITIO WORKSHOP:

• If you could accurately profile your customers, would you sell more?
• If you could make differentiated message delivery, would you sell more?
• If you could ensure 100% message recall, would you sell more?
• If you could make every sales call into a lesson learned, would you sell more?

Profiling and Segmentation have long been areas of interest and discussion. This year will see Agnitio bring a new and fresh approach to the challenge by specifically looking at how the use of CLM techniques can help accurately profile your customers and facilitate a personalized message delivery.

The workshop will look at how to better define targets and segments, but also how employing a CLM strategy can meet the challenge of best utilizing the information gathered to more effectively market to individual customers needs.

The workshop will use interactive and innovative methods together with the use of case studies to illustrate and demonstrate how CLM can be deployed to meet todays Pharma marketing challenges and how organizations can practically move towards a micro marketing strategy to increase the return on their promotional spend and make every call a lesson learned.

 Led by Morten Hjelmso, Founder and President, Agnitio

Katrine Brach, EMEA Sales Manager, Agnitio

.Inno-vactions: Last person leaving the me-too company please switch off the lights

• Understand how to create an innovation fabric by identifying innovation behaviours
• How to re-design ‘structures’ with focus on innovation
• Ways to kill processes that prevent innovation
• New skills for a non-me-too company: the new people you need and where to find them
• Continuous improvement is prolonged agony: How to create transformation now
• How a new pharma company is possible now, and how to build one.
  Led by Leandro Herrero CEO, The Chalfont Project

How Closed Loop Marketing Can Increase Market Share and Reduce Costs in a Challenging Global Healthcare Market

.       Hear a Closed Loop Marketing case study from Merck & Co, Inc. John Stephens, Team Leader, Sales Force Support, Global Channel Strategy and Marketing Operations, Global Human Health Division will share key lessons learned over Merck's seven-year journey with Closed Loop Marketing.

.       Find out how to deploy a multi-channel Closed Loop Marketing program, expand it throughout the global organization, and leverage it to gain comprehensive, accurate customer insight. Jan Van den Burg, Managing Director, Proscape Technologies, Ltd. will discuss these objectives and provide a demonstration of the tools and technology that can help you achieve them effectively and cost-efficiently.

.       Learn about the latest in unified communication technology for the pharmaceutical field sales force. Rüdiger Dorn, Managing Director, Worldwide Industry Group, Microsoft, will discuss how a fully integrated, real-time Unified Communication solution can enhance a multi-channel Closed Loop Marketing program for more effective information-sharing between the field sales force and the customer.

How Closed Loop Marketing Can Increase Market Share and Reduce Costs in a Challenging Global Healthcare Market

 John Stephens, Team Leader, Sales Force Support, Global Channel Strategy and Marketing Operations, Global Human Health Division, Merck & Co

Jan Van den Burg, Managing Director, Proscape Technologies

Rüdiger Dorn, Managing Director, Worldwide Industry Group, Microsoft

Optimize The Message and The Messenger: A Guide To Creating The Most Effective Sales and Service Experiences

In this exclusive workshop you will hear the results of our newly-updated annual study with physicians in the US, Europe and, for the first time this year, Asia revealing:

• If – and to what extent – physicians are experiencing change in their interactions with pharma as the new service models are implemented
• Which sales and service activities physicians value most in their interactions with pharmaceutical companies
• How doctors rate the top pharma companies in terms of their performance across the full range of selling and service options
• Which pharma sales forces have established the strongest relationships with physicians
  Led by pharmaceutical and healthcare experts from TNS

Improving Decision Support for Key Account Management

Today’s commercial pressures of slowing pipelines and cost pressures means that the Pharmaceutical Industry is re-examining traditional sales models and looking to rationalize to become more effective. “Key Account Management” is a much sought after solution, however definitions vary from company to company. The range of best practice solutions represented by Key Account Management share a common thread – an introduced complexity in planning and design, operations, and ongoing execution. This workshop will provide an definition and evaluation of the different models, both inside and outside of Pharmaceuticals, and will help the audience understand how best to drive key strategic and tactical decisions through aligned analytics that deliver better business assessment.

Presenters: Jason Bryant and Saeed Mumtaz, Directors of Professional Services, marketRx, a Cognizant Company

How can sales compensation support new product launch?

Supporting a new product launch while maintaining focus on in-line products is challenging. On one hand you have a product that has been under patent for 10 years, everyone knows about it, it has an established position within guidelines and your sales force feels comfortable promoting it. Then comes a new product, unknown, requiring a lot more persuasion and influencing. It requires lobbying within different types and levels of influencers. How do you keep the focus on your existing product while supporting the new product? The workshop will discuss alternatives and allow participants to share their experience.
Led by Frank Robbe Senior Consultant, Sales Effectiveness and Compensation, Watson Wyatt

What Will Key Account Management Look Like In Pharma?

• Distinctions in the management of large accounts: managed care organizations, hospitals, government agencies, and long-term care facilitiesThe types and levels of interactions necessary to foster effective communication and collaboration with key accountsThe role of account information gathering and communication in effective account management
• The benefits of a true 360-degree view of interactions with key accounts to enhance both “sell-in” and “pull-through”

  Led by pharmaceutical and healthcare experts from cegedim dendrite

Generation Change!
Discuss different business/transformation models with industry experts!

• Find out how the organisational design drive customer centricity
• Case study examples on how the new models reflect environmental/brand challenges
• Discuss experiences, profitability and challenges of the transformation process

Led by pharmaceutical and healthcare experts from Exectutive Insight

 

Increasing Mobile Sales Force Performance with the BlackBerry Enterprise Solution 

Led by Marcus Heinrich, Sales Director, ISEC7 GmbH


Mobilization of Enterprise Workflows with Mobile forms on BlackBerry

Led by Klaus Düll, Managing Director, Pretioso

 

Many more workshops to be confirmed including unique sessions from Agnitio, Oracle, Executive Insight and many, many more! To download the full brochure click here.