The breakout sessions at Rainmaker 2008 cover a wide range of important Revenue Management topics. Listen to industry pros and Model N experts give their insights into Revenue Management best practices, implementation strategies, and more. All sessions take place at the Fairmont Scottsdale Princess.
Welcome Address Zack Rinat, Founder and Chief Executive Officer, Model N
In his opening welcome address, Model N Founder and CEO Zack Rinat will highlight the strategic imperatives driving life science and high tech executives to adopt Revenue Management. He will also discuss achievements in Revenue Management over the past year and the vision for the future, as well as how sales and finance rainmakers are gaining competitive advantage for their organizations.
Opening
Keynote: Revenue Management Strategies in Uncertain Times Bruce Richardson, Chief Research Officer, AMR Research
If you’re an optimist in 2008, you’re looking at maximizing revenues as your competitors retrench. If you’re a pessimist, you’re focused on preventing revenue leakage. Fortunately, there are options for both the half-full and half-empty crowds. Join Bruce on a fast-paced tour through the next wave of revenue management strategies.
Revenue Management, Not Rocket Science — Life Science Leader Perspectives on Competitiveness and Compliance Jim Walker,Senior Vice President, Corporate Sales , Boston Scientific; Jim Robinson, Vice President, Health Systems, Astellas Pharma US ; Thom Schoenwaelder , Senior Director, Pricing, Contract Operations, and Reimbursement, Novo Nordisk; Moderator: Stephen Zocchi
, Chief Sales Officer, Life Sciences, Model N 9:30 a.m.
As competitive markets and traditional definitions of payors, wholesalers and even end consumers continually evolve, integrating business strategies and operations across functional areas has never been as important for medical device, pharmaceutical and biotech companies. In this compelling session, Boston Scientific’s Jim Walker will set the stage for a far ranging discussion that examines the key market trends that are combining business, IT and regulatory processes as never before. He will be joined by leaders who are adapting their core revenue processes and information strategies to address these pressures while maximizing sales and marketing effectiveness.
Life Sciences New Product Highlights Rene Larro, Vice President, Core Product Management, Model N; Ali Tore, Vice President, Life Sciences Product Management, Model N
11 a.m.
This past year was an eventful one in the life science industry. Across all segments of the industry, manufacturers saw increasing pricing pressures, a resurgence of programs such as Fee for Service, and a constantly evolving regulatory environment culminating with the finalization of the Deficit Reduction Act. Model N has adapted to these changes and provided enhancements across the Revenue Management Suite to keep up with these changing market dynamics. In this session, we will highlight some of the major improvements and new products Model N has introduced in the last year to address these key industry issues, as well as providing a glimpse of what’s planned for 2008 and beyond.
Breakout Sessions
Industry Vision Track
CFO Imperative: What Every CFO Should Know About Government Pricing Programs Joel Winterton, Owner, S.E.T. Enterprises
1 p.m.
This thought leader session by government pricing expert Joel Winterton of S.E.T Enterprises will examine what every pharmaceutical CFO needs to know when evaluating the financial impact of government pricing programs on their organization. Key concepts will be reinforced using real-world examples that impact the Office of the CFO. During this hands-on session, Joel will dissect government pricing calculation components and highlight how inaccuracy and knowledge gaps in government pricing processes can lead to unanticipated financial liability, gross to net slippage, corporate governance risk, and unwanted front-page headlines.
Med Tech Revenue Intelligence — Achieving Effectiveness with Actionable Information Clay Hebert, Director of Marketing and Business Development, Accenture; Gopkiran Rao, Senior Industry Marketing Director, Model N
2 p.m.
Med tech companies invest time and effort designing and implementing a broad array of contracting, pricing, and incentive strategies but have not historically invested equally in the data, systems, and processes needed to leverage these strategies as a competitive advantage. Inadequate information availability can lead to price erosion, contract non-compliance, and financial risk, diluting the effectiveness of revenue strategy and creating management and administrative overhead. In this session, hear Clay Hebert, med tech expert in Accenture's Health & Life Sciences – Managed Markets practice present a discussion of the following topics:
What is revenue intelligence? What is actionable information?
What business results and value can be achieved from leveraging revenue intelligence?
What data, systems, and process improvements can medical technology companies adopt to improve their revenue intelligence?
What business functions can be improved by better revenue intelligence? Who are the key stakeholders most necessary to drive success?
Fast Forward — The Future of Contracting for Life Science Companies Robert Matsuk, Pricing and Incentives Solution Director, CSC
3:30 p.m.
Learn about key challenges impacting life science companies including changing market dynamics, intensity of competition, regulatory changes, healthcare economics, and technology changes and how they affect pricing and contracting strategies, processes, and IT investment. Discover how these challenges have the potential to change pricing and contracting practices within the industry for both pharmaceutical and medical device companies. The session will also review key areas to focus on today to ensure success as pricing and contracting evolves within the life science industry.
Solutions Track
Model N Commercial Suite Enhancements Gal Josefsberg, Product Line Manager, Chargebacks and Incentives, Model N; Jan Pretti, Product Line Manager, Pricing and Contracts, Model N 1 p.m. Get an overview of the new functionality and application improvements introduced in Model N’s commercial applications suite in the 5.2.x and 5.3 releases. From streamlining the contract creation and amendment process, to the addition of direct and indirect contracts, to enhancements aimed at supporting the needs of generic pharmaceutical manufacturers, to significant functional additions to our Rebates and Fee-for-Service applications to provide flexibility to meet new industry requirements, our commercial applications have been enhanced to take our customer’s Revenue Management processes to new levels of usability and performance.
What's New for Model N Managed Care Fan Fan, Product Line Manager, Managed Care, Model N
2 p.m.
Explore the new functionality that has been added to the Model N Managed Care application since our last major release and receive an overview of what’s to come. Over the last year, we have worked closely with our customers and focused on adding functionality to drive efficiencies in the managed care process and improve user experience. Added functionality such as estimated rebate payment management, streamlined program creation and management, and new operational and strategic reports, as well as fine-tuning integration with the Model N Government Pricing module, is helping customers gain significant value in their managed care practices
Everything You Ever Wanted to Know About Fee-for-Service but Were Afraid to Ask Gal Josefsberg, Product Line Manager, Chargebacks and Incentives, Model N; Richard Carlson, Managing Partner and Principal Consultant, Blue Fin Group
3:30 p.m.
Fee-for-Service (FFS) contracts have become an industry standard over the past three years and now touch the vast majority of indirect sales at many organizations. Get an industry expert's view of FFS, how it impacts revenue management applications such as government pricing and chargebacks, plus ways in which negotiating changes to your FFS agreements could simplify day-to-day revenue management. Also explore Model N’s future plans for this space and how you can participate.
Best Practices Track
Par Pharmaceutical's Blueprint for Success: Revenue Management for Generics Companies David Schwartz, Senior Manager, Contracts and Pricing, Par Pharmaceutical; Dave Weiss, Director, Life Science Solutions,Model N
1 p.m.
Par Pharmaceutical is a leading manufacturer and distributor of a broad line of generic drugs for ailments including hypertension, inflammation, depression, and pain. In this session, Par's Dave Schwartz provides perspectives on the strategic drivers that prompted Par to invest in a comprehensive, end-to-end Revenue Management solution. Learn about the criteria that drove the decision to partner with Model N and IMS and highlights of the implementation strategy. Walk away with insights into how Model N’s Revenue Management solutions can assist generics leaders with improving business, contracting, pricing, and Managed Care processes while improving compliance capabilities.
The Changing Regulatory Landscape — Staying Ahead of the Curve Scott Medberry, Senior Product Manager, Regulatory Applications, Model N; Ranjit Jose, Regulatory Practice Lead, Professional Services, Model N
2 p.m.
This session will present possible upcoming regulations changes that may impact pharmaceutical companies in the coming year. Attend to hear insightful analysis of what companies can do to stay ahead of the pack, along with thought-provoking panel discussions with Model N customers on the DRA upgrade experience.
Introducing Model N Revenue Planning and Intelligence (RPI) Tim Hsu, Product Line Manager, Model N
3:30 p.m.
As the newest addition to Model N’s Revenue Management Suite of Applications, Model N Revenue Planning and Intelligence (RPI) harnesses the value of Revenue Management, providing pharmaceutical CFOs, finance executives, and government pricing and compliance managers with capabilities in revenue impact and risk assessment. Attend this product overview session to see a preview of the application and to learn about this industry first approach toward predictive analytical capabilities.
Technology and Implementation Track
Implementation Best Practices Chester Schwartz, Vice President, Contract Lifecycle Management, HighPoint Solutions; Robert Steller, Director, Contract Lifecycle Management, HighPoint Solutions
1 p.m.
Over the last year and a half, the HighPoint CLM team has been assisting clients in building a flexible response to key regulatory changes such as the DRA with Model N’s Government Pricing and Medicaid solutions. In this session, the HighPoint team will discuss successful Model N implementation experiences at Eisai, Otsuka, and Solvay. HighPoint experts will present the critical success factors and lessons learned from their implementations.
Deployment Scalability and Performance: An Interactive Working Session Gary Fine, Principal Architect and Technology Evangelist, Model N
2 p.m.
Examine the infrastructure, tools, techniques and skillsets that may be used to deploy working applications with appropriate scale and performance characteristics. The session will include a panel of Model N and partner architects who will discuss their challenges and experiences architecting and measuring the performance of enterprise solutions. Topics include DB tuning, hw/sw stack, monitoring, high-volume data management. a demonstration of recently developed Model N performance monitoring tools, and a discussion of ideas for performance tools across the Model N suite.
Linking IMS Data Scrubbing and Validation Services with Model N
Michael McCarthy, Senior Principal, Contracting and Compliance, IMS Health
3:30 p.m.
Inadequate (or underutilized) legacy software tools and hard to maintain homegrown solutions for managing and validating script data have undermined financial accuracy and intelligent business analysis at big and emerging pharmaceutical companies alike. In this partner showcase session, learn about the compelling alternative companies have in the unique partnership of IMS Data Scrubbing and Validation services (formerly IHS) and Model N's industry-leading Managed Care and Medicaid solutions. IMS experts will present an integrated approach to data services, payments, and analytics. They will also discuss how their proven, comprehensive validation service for prescription-level utilization and claims data can provide pre-formatted and/or pre-aggregated inputs aligned with Model N's Managed Care and Medicaid Claims solutions. Walk away with a clear understanding of the benefits of this unique approach and the IMS and Model N partnership.
Thursday, February 7
General Session
Revenue Management in the Real World Joseph Greer, Senior Director, IT, Par Pharmaceutical; Jesse Mensah, Senior Manager, Government Contracting and Pricing, Alpharma; Janet Dozois, Director, Contracting and Pricing, Eisai
8 a.m.
Join Par Pharmaceutical and other industry leaders for an interactive forum promoting Q&A amongst current and future Model N customers on all aspects of implementing and gaining value from Revenue Management. Potential topics include: selling the value of Revenue Management, defining success and ROI, implementation tips, and working with systems integrators and consultants.
Breakout Sessions
Industry Vision Track
A New Approach to Commercial Analytics Rene Larro, Vice President, Core Product Management, Model N; Fan Fan, Product Line Manager, Managed Care, Model N; Robert Matsuk,Pricing and Incentives Solution Director, CSC
9:30 a.m.
How is our managed care business doing? Who are our top customers? Which product is gaining market share? The ability to perform comprehensive analysis across different dimensions of your business is critical in steering the company in the right direction. CSC and Model N will jointly present their vision of the next-generation framework for commercial and managed care analytics, and discuss their approach to bring integrated strategic analytic solutions to customers as part of the Model N Revenue Management suite.
Solutions Track
Model N Regulatory Suite Updates Tim Hsu, Product Line Manager, Model N; Scott Medberry, Senior Product Manager, Regulatory Applications, Model N 9:30 a.m. Learn about the new functionality and improvements delivered in Model N’s regulatory compliance applications suite in the 5.2.x and upcoming 5.3 releases. The Government Pricing and Medicaid applications have been enhanced to keep pace with the DRA and other changing regulatory requirements, while offering improved ease of use and functionality. Through the addition of increased price type calculation flexibility, usability and automation improvements for claims processing, and increased visibility to historical and calculation details, our Government Pricing and Medicaid applications continue to represent best-in-class solutions for implementing and maintaining regulatory compliance.
Best Practices Track
RM Guarantee: Transitioning Legacy Customers to Model N Scott Verschoor, Managing Director, Professional Services, Model N; Kris McGraw, Contract Manager, Government Pricing and Managed Markets, Procter & Gamble Pharmaceuticals and Personal Healthcare
9:30 a.m.
Making the decision to transition from an existing system to a new one or to integrate one with another requires insight, initiative, and commitment. Attend this session to hear first-hand from Procter & Gamble Pharmaceuticals about gaining the knowledge and insight required to integrate the Model N solution with I-many and SAP, as well as ultimately replacing these systems with the Model N solution. Get insight into the value attained from the transition and the business and technical drivers leading up to the transition.
Astellas Pharma: From Implementation to Go Live Farruq Jafery, Director, Contract Administration, Astellas Pharma US; Maria Mangler, Assistant Director, Government Contracts, Astellas Pharma US
11 a.m.
A year ago, Astellas embarked on an important journey to enhance and integrate their contract management capabilities to support their company’s critical growth goals. As a Lighthouse customer, they provided strategic input into the final development stages of the Model N Managed Care solution. Throughout the year, Astellas also aggressively implemented the largest revenue management application footprint within one project. Join two of Astellas’ business leaders to hear about how they achieved this success, challenges along the way, their experience integrating regulatory change as part of a commercial implementation, and their plan for excellence going forward.
Technology and Implementation Track
Model N Technology Enhancements John Ellithorpe, Co-founder and Chief Architect, Product Development, Model N
9:30 a.m.
In this session, numerous architectural improvements to the Model N platform, 5.2 applications, and the upcoming major release will be examined. Based on customer experiences, Model N has focused over the past year on key areas that directly enhance the scalability and manageability of the Model N system. These advancements increase operational efficiency through better resource utilization and improve troubleshooting and maintenance through better visibility and system control.
