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Pre-Conference Training
Life Sciences Training (separate discounted fee) |
High Tech Training (separate discounted fee) |
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8:30 |
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1:30 |
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6:00 |
Welcome Reception
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Conference Agenda
8:30 |
Welcome Address, Zack Rinat, Founder and CEO, Model N |
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10:00 |
Networking Break |
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Life Sciences Conference |
High Tech Conference |
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10:30 |
Health Care in the 21st Century: The Case for Global Revenue Management HighPoint Solutions, Abbott Diabetes, Abbott Diagnostics, AbbVie (formerly Abbott PPD) |
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11:15 |
Pricing Panel: Central vs. Regional Pricing Organization - Factoring in Competitive Pricing and What Approach to Pricing Strategy Really Works
Maxim, ON Semiconductor, Atmel, Auxillium, Linear Technology |
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12:00 |
Lunch |
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Pricing to Profitability (recommended for Med Tech) |
Maximizing Managed Markets |
Optimizing Model N |
Sales and Pricing |
Product Experience |
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1:00 |
From Dx to Rx: Why Reform Makes Collaboration Critical for Manufacturer Success Truven Health Analytics |
Getting The Most Out of Revenue Management – A Strategic Perspective |
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1:45 |
Utilization Matters: Scripting Managed Care Rebates for Managed Markets Performance |
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2:30 |
Networking Break |
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3:00 |
Achieving Profitable Pricing, Ensuring Effective Contracting |
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3:45 |
Optimizing Design Win Tracking and Aligning the Sales Force |
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5:00 |
Whose Revenue is it Anyway?: Greg Proops and Jeff Davis of "Whose Line is it Anyway?" fame |
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6:00 |
Bootleggers' Ball |
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Agenda is subject to change. Check back for updates.
Life Sciences Conference Descriptions
High Tech Conference Descriptions
| xLife Sciences Conference |
Tuesday, March 5
Training
Managed Care and Utilization-Based Contracting in Model N Release 5.6
Lauri Fauerbach Adams, Education Consultant, Model N
This course is designed to provide hands-on knowledge of the key improvements, enhancements, and expanded functionality in utilization-based contracting and rebating applications available in the Model N 5.6 release. Against the backfrop of basic functionality, students will learn to how to maximise the value of deployed applications and address key business requirements relating to topics including:
- ESI bid grid program
- Formulary management enhancements
- Plan management
- HCR coverage gap
- DACON
- Rx normalization
- Many other enhancements
Model N Analytical Applications - Advanced Reporting
Dina Simon, Principal Education Consultant, Model N
This course is designed to provide a working knowledge of the functional areas of Advanced Reporting for purchase-based and utilization-based contracts as well as Medicaid. This provides ad hoc operational reporting on purchase-based and utilization-based contracts defined with Strategy Designer, and Medicaid data from the related modules from Revenue Management Enterprise business applications. Students will learn how to configure and use the Advanced Reporting tool to perform in-depth analyses to measure business performance across multiple dimensions: time, geography, customers. and products. Key areas of training include:
- Purchase-based contracts: wholesalers, price lists, pricing program, and rebate program details
- Purchase-based settlements: rebate payment packages, rebate payment lines, sales, wholesaler contracts
- Utilization-based contracts and rebates:eligible plans, eligible plan formularies, rebate program details
- Medicaid claims and Medicaid programs
Wednesday, March 6
General Sessions
Welcome Address
Zack Rinat, Founder and CEO and Lawrence Whittle, SVP and Chief Sales and Marketing Officer, Model N
Session information to come
General Session: Health Care in the 21st Century: The Case for Global Revenue Management
Hilary Jacques, Director of Global IT, Abbott Diabetes Care, Tom Kotsinis, Divisional Vice President, IT, Global Commercial Operations, AbbVie (formerly Abbott PPD), Ralph Lynn, Vice President of Pricing & Contracting, HighPoint Solutions, Eileen McClean, Abbott Diagnostics Division
The healthcare landscape is fundamentally shifting how managed markets contribute to the bottom line and drive collaboration across sales, commercial operations, and brand management. Is your organization preparing to capitalize on these upcoming opportunities as well as mitigate future threats? A panel of industry experts present perspectives on the key legal, business, and operational aspects of managed markets. The panel will answer a broad range of questions garnered from write-in and live audience questions on how industry leaders and newcomers alike can frame effective approaches to maximize the commercialization and post-launch processes integrating process, technology, sales, and marketing intelligence. Attend this provocative thought leadership discussion to learn more.
Investing in Your Success: Life Sciences Solutions Highlights
Rene Larro, Vice President, Product Management, and Ali Tore, Co-founder and Vice President, Analytics, Model N
Increasingly dynamic regulatory, channel and customer pressures require life sciences manufacturers to adapt contracting, pricing and compliance practices to deal with price pressure and transparency requirements. In this session, Model N’s product management leaders will highlight the major improvements and new products from Model N addressing both US healthcare reform changes as well as key international requirements, while providing a snapshot of what’s planned for 2013 and beyond.
Whose Revenue is it Anyway?
Greg Proops and Jeff Davis of "Whose Line is it Anyway?" fame
Pricing to Profitability Track (recommended for Med Tech companies)
Hosted by RIch Fitchen, Vice President, Global Customer Services and Support, Model N
| Track Sponsor: |  |
In this track, attendees will focus on connecting organizational strategy with tactics to achieve understanding and true product value through sessions with pricing experts, customer executives, and Model N’s product experts connecting theory with practice.
From Dx to Rx: Why Reform Makes Collaboration Critical for Manufacturer Success
Jean Chenoweth, Senior Vice President, Center for Performance Improvement, Truven Health Analytics (formerly Thomson-Reuters)
This session will delve into how changing health care systems reimbursement drivers — wrought by changes from health care regulation, ever more sophisticated benefit design, controls, and reimbursement models — as well as a new tide of metrics, are propelling providers to look for holistic partner relationships, and why manufacturers would be well served to integrate this approach into their marketing, sales, and customer acquisition strategies.
Pricing to Profitability: Industry Leader Panel
Moderator: Gopkiran Rao, Senior Director, Industry Marketing, Model N
Ray Almeida, Vice President, Global Sales and Pricing Analytics, Boston Scientific, Steven DelGrosso, Global Pricing Manager, Corning Life Sciences, Joe Coppola, Director of Life Sciences Strategy and Operations Practice, Deloitte Consulting, Ali Tore, Co-founder and Vice President, Analytics, Model N
Life Sciences companies struggle with price erosion, contract non-compliance, and risk of poor deductions management for discounts and incentives. In this session, hear some of Model N’s most experienced customers discuss having the only CFO conversation that matters when it comes to justifying revenue management investments — eliminating risk, maximizing sales effectiveness, and enhancing revenue growth.
Achieving Profitable Pricing, Ensuring Effective Contracting
Joanna Panagopoulos, Senior Manager of Strategic Pricing Support and Analytics, Boston Scientific, Patrick Metzger, Product Line Manager and Bernard Gutierrez, Solutions Director, Analytics, Model N
Want to transform how you implement your deals and contracts, and engage your organization in a holistic approach to deal building, evaluation, contract negotiation, offer development, and contract implementation to drive the best possible outcome? Attend this session to learn how you can move beyond contract lifecycle management, by utilizing integrated compliance tracking, gross-to-net analytics, and profitability analytics to sign the right deals with the right customers.
From Launch to Maturity — International Reference Pricing in Practice
Charanya Kannan, Senior Manager, Product Management and Arnaud Grunwald, Senior Director, Analytics Strategy and Marketing, Model N
With mature economies and emerging markets alike looking to aggressively control costs, international reference pricing has become a fact of life for multinational pharmaceutical companies. Attend this session to learn how Model N has worked with the leading experts in pricing, market access, and government affairs to ensure that full visibility to up-to-date pricing data and advanced analytics capabilities combine with pricing rules, workflow, and reporting to provide essential insights to executives, pricing, and market access teams.
Maximizing Managed Markets Track
Hosted by David Stasior, Vice President, Analytics, Model N
| Track Sponsor: |  |
Need to balance market share objectives with revenue targets and scripts written for your drugs? Dealing with payers, prescribers, and benefit managers needs to be more than a series of tactics in a vacuum. In this track, attendees will hear a lively discussion of pre- and post-launch practices, and how forward thinking organizations can and must think about managing decision drivers in an increasingly competitive commercial markets environment.
Maximizing Managed Markets: Industry Leader Panel
Moderator: Dr. David Stasior, Vice President and Chief Analytics Officer, Model N, Chris Leibfreid, IMS Health, Ray Pellicciotti, Director, Regional Process Owner, Managed Markets & Government, Johnson & Johnson, Michael Flinn, Director, Contract Analytics and Distribution, Actelion
The healthcare landscape is fundamentally shifting how managed markets contribute to the bottom line and drive collaboration across sales, commercial operations, and brand management. Is your organization preparing to capitalize on these upcoming opportunities as well as mitigate future threats? A panel of industry experts present perspectives on the key legal, business, and operational aspects of managed markets. The panel will answer a broad range of questions garnered from write-in and live audience questions on how industry leaders and newcomers alike can frame effective approaches to maximize the commercialization and post-launch processes integrating process, technology, sales, and marketing intelligence. Attend this provocative thought leadership discussion to learn more.
Back
Utilization Matters: Scripting Managed Care Rebates for Managed Markets Performance
Dave Weiss, Senior Director, Solutions, and Vijay Rao, Product Manager, Model N
Managed care rebate contracting is an essential tool for gaining access to commercial and government drug benefit programs and formularies. Industry benchmarks indicate that two to four percent of utilization rebate claims suffer from duplication, unit of measure coding discrepancies, and inadequate controls. The inability to validate and reconcile detailed prescription claim data erodes confidence in payments and contract profitability reporting, and skews sales and market analytics. Model N’s product experts will present an end-to-end discussion on best practices and the Managed Care Script Data Manager solution designed specifically for the needs of today’s pharmaceutical companies looking for integrated capabilities to utilization data validation across different programs.
Back
From Access to Forecast to Prescriber – Achieving Effective Decision Making From Competing Data
Sharath Beedu, Product Manager, Model N
The battle for preferred formulary status is moving to new grounds as manufacturers increasingly seek to apply coordinated marketing, sales and finance strategies to ensure not just preferred status, but better contracting performance and visibility to effective strategies. Attend this session to learn how managed market teams can perform historical and trend analyses across disparate internal and external data sets such as payer prescription and formulary data, claims data, contract, managed care rebates and utilization data, to understand and measure profitability and impact by account, payer or geography, design and execute superior contracting strategies, and strengthen pull-through from the VP to the field.
Effective Formulary Management in Model N
Eric Kalabacos, Senior Director, Global Customer Services and Vijay Rao, Product Manager, Model N
Discover how you can maximize Model N’s Utilization-Based Contracting and Incentives applications with new managed care formulary management and tracking functionality introduced in the 5.6 Life Sciences release. This session will provide educational information on critical aspects including formulary set up and management, dynamic evaluation of formulary conditions, working with dynamic plan eligibility, and formulary status compliance.
Optimizing Model N Track
Hosted by Rene Larro, Vice President, Product Management, Model N
| Track Sponsor: |  |
In response to demand from current and prospective customers, Model N is pleased to add this exclusive product- and functionality-themed track to RAINMAKER 2013, featuring the most in-demand business and operational applications and use cases. Attendees will benefit from a series of deep-dive presentations, hands-on workshops, and spotlight sessions developed by expert presenters to help power users and subject matter experts understand powerful features to fully unlock value in your Model N solutions investment.
Getting The Most Out of Revenue Management – A Strategic Perspective
Sean Downey, Managing Partner of Life Sciences, Marcia Lambert, Managing Director, and Ron Shubert, Senior Consultant, Mindlance, Alexander Gonzalez, Vice President, IT, Fresenius Kabi, USA, Josh Sokoloff, Managing Director, Model N
Companies often approach complex revenue management implementations focusing on replacing legacy systems and processes with new software without fully incorporating strategic vision, change management, and organizational readiness considerations. In this session, join an implementation partner and a solutions expert for a panoramic discussion of how your company can navigate common pitfalls to maximize return on revenue management.
Managing Complex Programs with Model N Strategy Designer
Eric Kalabacos, Senior Director, Global Customer Services and Lisa Greene, Director, Product Management, Model N
As Med Tech and Pharma companies alike compete to offer customers the best terms, new incentive strategies and discounting techniques must be developed, rapidly tested, and implemented. Strategy Designer is a powerful capability available to maximize business user ability to build, test, and implement competitive strategies. In this session, Model N product experts will share some of the key elements to keep in mind when defining new strategy, tips for working with the system, and best practices in pricing and program definition and execution.
A-Z of Model N Contract Authoring
Kris McGraw, Solutions Principal, Model N
Model N Contract Authoring is a highly collaborative solution for creating and managing agreements, offering enhanced capabilities for collaboratively building customer and deal-specific pricing strategies for optimal deal value and customer satisfaction. In this session attendees will gain a hands-on understanding of how key contract data and terms are assembled and synchronized with downstream Model N applications, ensuring seamless integration of transactional, legal, and financial information in the revenue life cycle, from contract management and compliance to rebate management and regulatory reporting. Learn about key contract authoring capabilities including seamless MS Word integration; check-in and check-out of documents, drag-and-drop contract template creation using a library of approved language and terms and approvals based on highly-configurable dynamic workflow management functionality. .
Impressions From Project MoNet: Model N at Novartis
Serafina Oxner, Executive Director, Managed Market Finance/Healthcare Contract Administration and Robert Vernon, Project Manager, Novartis
In this session, top global pharma manufacturer Novartis will discuss practical criteria and considerations for evaluating technology options and planning a long-term migration path to a stable revenue management software platform. The Novartis team will share lessons learned and insights on best practices for pharmaceutical companies in establishing a state-of-the-art revenue management software platform.
Thursday, March 7
General Sessions
RAINMAKER Keynote
Geoff Colvin, Senior Editor at Large, FORTUNE
Pricing Across Borders: Practical Realities for Drug & Device Companies in the Coming Decade
Christian Schuler, Partner, Simon Kucher & Partners
Session information to come
Regulatory Compliance Track
Hosted by John Ellithorpe, Chief Technology Officer, Model N
Engage with expert counsel, top pricing specialists, Model N regulatory application power users, and services experts to gain the tools, resources and insights needed to understand how you can stay abreast of current pricing regulation and compliance protocols, upcoming rules and guidance and discuss with peers how healthcare reform is reshaping the pharmaceutical industry processes as a whole.
Regulatory State of the State 2013 for Biopharma and Med Tech
John Shakow, Partner, King & Spalding
Hear from one of the industry’s leading legal experts on the latest happenings as well as what the next twelve months might hold in terms of rule making and implementation. Benefit from insightful commentary on what companies can do to stay ahead of the pack, along with interactive audience Q&A and a subsequent regulatory compliance industry panel.
Regulatory Compliance: Industry Leader Panel
Moderator: Jesse Mendelsohn, Director, Global Customer Services, Model N
John Shakow, Partner, King & Spalding, David Chan, Senior Principal and the Compliance & Audits Lead, IMS Health, Ken Nelson, Johnson & Johnson
A panel of industry experts, customers, and experts present perspectives on the key legal, business, and operational aspects from the regulatory compliance track. Learn about what these veterans expect from rule-making bodies in the coming year, while sharing industry best practices to provide additional insight and guidance on implementing current requirements.
Back
Handling Medicaid Program and Calculation Changes Confidently
Scott Medberry, Director, Regulatory Applications, Model N
With the release of Model N 5.6, users of the Model N Medicaid Claims application virtually gained full self-service capability for the most complex changes to Medicaid for creating and calculating new supplemental rebates. Attend this session to get firsthand look at how your organization can handle future changes confidently.
Back
Options for Managing 340B Recertification
Nate Taninecz, Senior Director, Product Management, Model N
With new enrollment requirements and the creation of an annual recertification program for covered entities by the Health Resources and Services Administration (HRSA) manufacturers must be prepared to deal with new covered entities and information about them. In this session you will learn about how manufacturer options for dealing with these new data guard against the risk of double dipping or providing incorrect pricing to 340B participants.
Taking Control of Discount Reallocation Management
Jesse Mendelsohn, Director, Global Customer Services, Model N
Regulations require that ‘bundled’ drug discounts and incentives be allocated to individual drug net costs; ‘unbundling’ these discounts can present a major challenge to pharma companies. In this session, you will learn how to utilize incentive programs requiring the spread of bundled discounts across products and integrate with GP and contracting systems to avoid noncompliance with CMS mandates. The presentation will focus on areas such as managing and classifying agreement, reallocation methodology, and performing reallocations.
Maximum Revenue Management Track
Hosted by Daniel Bayer, Vice President, Global Customer Services, Model N
Attend this track to hear how a shared emphasis on transparency, collaboration, and focus on the long-term vision, both internally, across departments, and with Model N, can mitigate potential issues and ensure comprehensive support for the business. Attendees will benefit from a series of presentations, best practice discussions and case studies that showcase some of the industry’s most insightful and experienced revenue management practitioners, experts, and customer success stories.
Implementing A Global Solution: Amgen's Quality-Driven Approach
David Christie, Vice President, Global Commercial Operations IS, Amgen
In this session, biotech leader Amgen will discuss how life sciences companies can maximize the benefits of global revenue management. Key topics include:
- Amgen’s vision and business case for global processes and tools from an IS/IT perspective
How IT and business leadership partnered on setting achievable goals - Overcoming the typical challenges to harmonize organizations, processes and data worldwide
- Innovative and effective strategies for ensuring performance including bus,iness user testing
- Outcomes: Shared successes such as better data quality leading to shared business insights
- What's next
Drugs and Devices do Mix: Challenges and Opportunities for the Integrated Life Sciences Manufacturer
Mark Linver, Managing Director, Huron Consulting
Pharmaceutical companies and medical-device companies have existed separately for most of their histories, divided by different cultures, products, and regulatory regimes. Now, pressures for continued growth, practical realities of drug delivery or customer retention are driving increasing consolidation across the two industries. Attend this session to learn about the strategic and organizational challenges companies in acquisition or consolidation face and considerations for avoiding both “one-size-fits-all” or highly customized approaches. Huron's experts will talk about some of the issues to overcome when combining a pharmaceutical and medical-device company, checklists for what needs to be accomplished as well as the opportunities that are created through a combination of companies.
Making the Migration from Legacy – A Primer
Carter Reue, IT Project Manager, Stryker Neuro, Manish Sharma, Manager, Pricing Strategy and Systems, Abbott Point of Care, Manish Dalmia and Ashokraj Janarthanan, Global Customer Services and Ranjit Jose, Director, Model N
In this session business experts and IT personnel alike will benefit from a working discussion on maximizing Model N applications deployed in hybrid or replacement environments without impacting scale or performance requirements. Key topics include:
- Accomplishing a phased migration to an integrated platform
- Practical considerations, tools, best practice methodologies and techniques
- Technology investments made to facilitate a multi-vendor revenue management environment
- Implementing with SaaS in mind
- Implementing in the field
- What does a multi-vendor revenue management environment look like?
- Data, integration, and master data issues
- Five things you can start thinking about today
Testing Success: Astellas' Next Generation Approach to Ensuring Production Success and Mitigating Upgrade Risk: A Case Study
Bruce Wood, Senior Manager, Capgemini, LLC and Astellas Pharma US, Stacy Varghese, Manager, Health Systems Technology, Astellas Pharma US, Jean Baptiste Pringuey, Solutions Architect, Model N
Both IT and business practitioners alike will benefit from an insightful and collaborative discussion led by Bruce Wood of Capgemini and one of Model N's solutions architects on how Astellas is taking testing out of the lab to achieve faster ROI. Attendees will hear how automation of complex test cases is driving predictable functional performance metrics, minimizing impact on business users for initial testing and reducing overall time to market for this leading Model N customer. Learn how these frameworks can be applied to mitigate change management risk in upcoming product releases and support executive and business mandates to implement new upgraded, functionality.
The Premise For Off-Premise: Model N Managed Cloud
Segan Maddox, Director of Operations, Cloud Computing, Model N
In this year’s cloud spotlight, hear about the business drivers that shape the decision to move off-premise to the Model N Cloud and why running your most critical business applications makes sense not only from an IT standpoint, but actually empowers you to focus on doing business better without worrying about managing the ongoing organizational and technical challenges that can often plague mission-critical business applications running in your own data center.
Gaining Insights Track
Hosted by Ali Tore, Co-founder and Vice President, Analytics, Model N
| Track Sponsor: |  |
In response to demand from current and prospective customers, Model N is pleased to add this exclusive analytics product- and functionality-themed track to RAINMAKER 2013, featuring the most in-demand business and operational applications and use cases. Attendees will benefit from a series of deep-dive presentations, hands-on workshops, and spotlight sessions developed by expert presenters to help power users and subject matter experts understand powerful features to fully unlock value in your Model N solutions investment.
The Gross-to-Net Advantage: Minimizing Financial Risk
Jim Burke, Senior VP, Contracting and Pricing Solutions, Alliances Life Sciences, Odalys Caprisecca, Executive Director, Finance, Medicis
A structured gross-to-net approach is a powerful driver to create a common language across operations, finance, and marketing and to significantly reduce financial risk and revenue leakage. However, Life Sciences companies often struggle to apply gross-to-net holistically across the organization as well as to specific processes. In this session, learn from a seasoned Model N customer about the challenges and pitfalls of traditional gross-to-net approaches, the impact of evolving commercial terms and arrangements, and the benefits of applying a comprehensive gross-to-net lens.
Evolution of a Managed Markets Solution – The Allergan Journey
Mark Kaylor, Senior Marketing Research Analyst, Allergan, Gulshan Arora, Director of Consulting, Model N
Five years ago, Model N partnered with Allergan to help realize a managed markets vision. The journey started by providing critical account and product-specific reports, and quickly scaled to database and platform management. By bridging several independent data sets (sales, formulary, & claims), a new platform was developed that allowed for faster and more complex analytics and for all data to be accessed in one location. This enabled business issues to be identified and addressed through the creation of automated reports, tools, and dashboards. This five year journey has resulted in a highly flexible solution that helps the managed markets team provide valuable insights to internal and external Allergan customers. In this session, the presenters will share some of the key decisions and analytical tools from this journey.
Maximizing Drug Performance Insights with Model N Brand and Field ImpACT
Gulshan Arora, Director of Consulting, Model N
Biopharmaceutical sales and marketing executives need to develop effective tactics for achieving forecasts through a shared understanding of brand performance. Companies often employ teams of analysts and IT resources to achieve these insights. In this session, attendees will learn how brand managers and field sales alike can get timely answers to critical account and physician rep inquiries in key areas such as prescription sales and share trends, competitive switch-outs, account payer mix, and prescriber behavior to maximize pull-through.
Predicting Impact on Sales Using Medicaid Scenarios
Rory Martin, Senior Director, Advanced Analytics, Model N
Driven by factors such as budgetary distress, Health Care Reform, and patent expiration, the pace of change of Medicaid is at an all time high. This creates challenges and opportunities for pharma for effective business planning. This session will explore a new capability for evaluating Medicaid scenarios, which predicts the impact of change upon sales by using data-driven advanced analytics to estimate the effect of access wins or losses and enrollment changes upon total sales, including spillover. Attend this session to learn more and hear several examples that illustrate the new approach.
Improving Regulatory and Commercial Performance with Advanced Reporting
Kris McGraw,and Bill Reich, Solutions Principals, Model N
Model N Advanced Reporting supports operational reporting needs for times when standard reports are not enough. Learn how you can leverage powerful models to answer:
- Unanticipated questions of underlying revenue management enterprise data relating to commercial managed care and utilization- and purchase-based contracts and programs, such as payers and plans, books of business, formulary and eligible plans, eligible formulary products, direct and indirect sales, and rebate and fee program and payment calculations.
- Medicaid data-related questions regarding claims and claims status, payment lifecycle metrics, outstanding payment information, and settlement information.
Learn how you can create and utilize ad-hoc reports, maximize your ability to present information using configurable views, develop and publish templates, share reports, and download report data in multiple standard formats.
| xHigh Tech Conference |
Tuesday, March 5
Training
Model N 8.3: Channel Inventory Management and More
Michael Bailey, Instructional Design Manager, Model N
This training course covers the new changes with channel inventory management that have occurred in the 8.3 release, including the new functionality and the new look and feel that come from the updated user interface. Attendees will learn about the use of 'inventory buckets,' specifically, how the buckets are used to track inventory positions for each channel and how the buckets support tracking and maintaining the current inventory throughout the life cycle of the business by using a highly configuration calculation rule set. This session will also offer hands-on experience with warnings for duplicate opportunities and registrations; POS validation against quotes, POS reversals, and more.
Wednesday, March 6
General Sessions
Welcome Address
Zack Rinat, Founder and CEO, Model N
Session information to come
High Tech Keynote: Teardown Live!
Eric Pratt, Senior Director Design & Supply Chain, IHS (acquirer of iSuppli)
Join this riveting session to see Eric Pratt, senior director design & supply chain at IHS, perform a live teardown of a leading consumer electronics product. After delving into the market share aspects of various components, the session will offer an outlook into the projected changing costs of this bill-of-materials.
Pricing Panel: Central vs. Regional Pricing Organization: Factoring in Competitive Pricing and What Approach to Pricing Strategy Really Works
Moderator: George Stelling, General Manager, Auxilium Partners, Mark Stiving, Director of Pricing, Maxim Integrated, Todd Reimund, Director of Corporate Marketing, Linear Technology, Randy Keadle, Corporate Pricing Director, ON Semiconductor, Peter Austin, Vice President, Customer Operations, NXP, Jong Pak, Vice President, WW Business Operations, CSR
This session is an absolute must for sales operations, pricing, and marketing leaders. Industry veterans from Maxim, Linear Technology, ON Semiconductor, NXP, Atmel, McKinsey & Auxillium Partners will discuss the pros and cons of centralized pricing organizations vs. product line or regional pricing control. The panel will also explore how competitive pricing can be factored in for price setting and deal negotiation processes as well as what approaches seem to work for price strategy setting.
Whose Revenue is it Anyway?
Greg Proops and Jeff Davis of "Whose Line is it Anyway?" fame
Sales and Pricing Track
This track delivers thought leadership and practical advice through insightful sessions focused on sales efficiency and pricing excellence. The track is packed with industry experts from NXP, Maxim, Linear, Atmel, ON Semiconductor, Cirrus Logic, and McKinsey & Co.and is a must event for pricing, sale, and sales operations managers. Learn about the optimal approach to pricing organization (regional vs. central), effective use of competitive pricing, how to achieve price execution excellence, optimizing design win tracking, and using total available marketing (TAM) to assess the true potential value of opportunities.
Model N Price Strategy: Using Customer Value Drivers and Rules to Drive Price Setting
Bernard Gutierrez, Solutions Director, Analytics, Model N
Opinions may vary on what approach to price strategy is the most effective, ranging from intuitition to predictive algorithmic models. Attend this session to hear about a more balanced approach to price strategy that incorporates customer value drivers, competitive pricing, and predictive market changes to build dynamic price rules that optimize price setting.
Price Execution Case Study
Mark Stiving, Director of Pricing, Maxim Integrated
Too often companies take price execution — the ability to communicate correct and timely pricing to customers and distributors and manage special price requests — for granted. Great emphasis is put on price analysis and price setting assuming that price execution already functions well. However, multiple independent surveys of high tech companies by AMR, Gartner, Yankee, Accenture, and PwC demonstrate that poor discounting controls, high volume of price exceptions and complex pricing scenarios make price execution and deal analysis a challenge that is costing companies two to four percent in gross margin year over year. Attend this session to explore the challenges and opportunities in achieving price execution excellence.
Determining Opportunity Value Using Total Available Market (TAM) not Volume
Jong Pak, Director of WW Pricing & Quotes and Rae Thompson, Sales System Analyst, Atmel
Sales operations and sales managers often struggle with trying to determine the true value of an opportunity for a variety of reasons ranging from forecasting to operational planning to rationalizing price concessions. However, customers may over-promise to acquire better prices or underestimate true demand. Sales force behavior is also inconsistent, over-promising volume to secure a lower price to close the deal or even sandbag it. Attend this session to learn how Atmel has adapted its process and Model N solution using an approach that uses TAM to determine the value of opportunities.
Optimizing Design Win Tracking and Aligning the Sales Force
Dave Airel, Vice President, Worldwide Channel Sales and Sales Operations, Cirrus Logic
Cirrus Logic has enjoyed phenomenal growth over the past four years, rocketing from $180M tomore than $500M in revenue. Listen to Cirrus Logic explain how they manage design win tracking and align the sales organization to focus on the most lucrative opportunities.
Product Experience Track
This track is designed specifically for practitioners who wish to go deep into Model N product capabilities and acquire new knowledge they can apply within their own companies. Receive hands-on experience at setting new pricing rules for various business scenarios and learn how to setup and modify KPIs to produce reports that track contract compliance, distributor ranking, POS margin compliance, and quote cycle times.
Increasing Value and Volume with Contract and Compliance Management
Scott Paskett, Solutions Principal, Model N
Attend this deep-dive session into contract and compliance management to learn how to use price analysis to rationalize price concessions on new contracts, process approvals, and setup notifications for the sales organization to proactively engage customers and drive consumption throughout the year.
Channel ImpACT Deep Dive
Anagha Godbole, Product Manager, Model N
Attend this deep-dive session into Model N Channel ImpACT and learn how to use the application to prepare for a QBR with a distributor, setup and adjust key performance indicators, and customize application views and reports.
Back
Model N 8.3 Deep Dive (POS, Inventory, Price Protection)
Greg Davey, Solutions Principal, Product Management, Model N
Attend this session on Model N 8.3 functionality to learn about all the new capabilities built into the system, including how to identify duplicate registrations and opportunities, manage channel inventory and inventory reconciliation, use POS validation against quotes, and prevent unwarranted debits. See new user friendly user interface enhancements and learn what data sets and integration points are required to fully exploit the business benefits offered by the new release.
Back
Improving Price Execution and Discounting Controls and Reducing Quote Cycle Time
Scott Paskett, Solutions Principal, Model N
Go back to basics with this informative session on Model N quoting, re-quoting, and discounting processes. Learn how to reduce quote cycle times and the number of special price requests that require manual intervention as well as how to use Deal Analytics to optimize price concessions.
Thursday, March 7
General Sessions
RAINMAKER Keynote
Geoff Colvin, Senior Editor at Large, FORTUNE
Extracting the Data You Need from Channels and Contract Manufacturers
Keith Duffy, Director, Sales Operations, PMC-Sierra, Todd Reimund, Director of Corporate Marketing, Linear Technology, Mike McLane, Vice President, Global Sales Operations and Customer Service, Atmel
For companies that conduct more than 25% of their business through their distributors and channels, getting end customer, POS, and inventory data is critical to understanding where demand is coming from, protecting prices and margins, and managing accurate incentives. However, demand consolidation through distributors and orders through contract manufacturers make it difficult to obtain the data. Various companies have different approaches to the problem. Some accept that some data will not be obtained and therefore price abuse and over-payments will occur while others take a harder line and refuse to process contract manufacturer orders unless end customer information is disclosed. Attend this thought leadership panel with PMC-Sierra, Linear Technology, Atmel, and McKinsey & Co. to hear the different approaches on how to address these issues.
Channel Track
This track is focused on the business practices and levers companies have to extract the data they need from distributors and contract manufacturers. The track will also share new trends around the use of ship & debit processes in Asia, rebate management practices, and new capabilities to analyze channel performance, better manage inventory, and improve credit claim processing. Presenters include PMC-Sierra, Linear Technology, McKinsey & Co., Atmel, and Model N.
Improving Inventory Tracking and Credit Claim Accuracy with Model N 8.3
Greg Davey, Solutions Principal, Product Management, Model N
A must session for distribution and channel managers as well as finance departments. Many companies are challenged to reconcile various types of channel data. Reconciling and correlating debit records, POS records, credit claims, inventory levels, and fluctuating inventory valuations is a labor intensive process, often leading to credit claims overpayment and price protection miscalculations. Attend this informative session to hear Model N solutions principal and STMicroelectronics, Numonyx, and Micron veteran Greg Davey discuss how the new capabilities in release 8.3 around inventory bucketing and improved POS functionality can help deliver significant value by improving inventory tracking, price protection, and credit claim processing accuracy.
New Trends for Ship & Debit in Asia
Gaurav Batra, Engagement Manager, McKinsey & Co.
While the ship & debit process is widely used in the U.S., other regions, especially Asia, have been traditionally slow to adopt and apply this process. Many companies over the years have been challenged to implement ship & debit in Asia, both from a process and tools perspective as well as managing the changeover and setting expectations. Attend this session to hear about the recent work McKinsey have been doing and helping drive change and adoption of ship & debit in Asia.
Leveraging Rebates to Reducing Discounting, Mask Prices, and Increase Selling Opportunities
Scott Paskett, Solutions Principal, Model N
A recent PwC survey demonstrates that more than 50 percent of companies want to use rebates but are unable to due to internal resistance and concerns over financial complications related to accrual of liabilities and financial reporting accuracy. Companies that do use rebates find they are an extremely effective tool to avoid upfront discounts against volume commitments that are rarely met. The intelligent use of rebates can shape customer and channel purchasing behavior, helping drive new product introduction and impacting inventory levels. Companies that conduct business with contract manufacturers also use rebates to mask OEM pricing and reduce contract price abuse by contract manufacturers. Join this informative session to learn how companies can introduce rebate programs with complete control for marketing, channel, and financial managers.
Channel ImpACT: Analyze Compliance, Rank Distributors and Indentify Operational Deficiencies
Anagha Godbole, Product Manager and Bernard Gutierrez, Solutions Director, Analytics, Model N
Companies produce a treasure trove of data through their transactional systems. However, few companies truly exploit the potential promise of gaining business insight using their data through their corporate wide investments in business intelligence platforms. Attend this revealing session to learn how a tailor-made solution for executive management, sales operations, and channel managers can deliver instant visibility into contract compliance, and distributor ranking. Discover how to identify business and operational deficiencies and use this information to drive business decisions and actions.
High Tech Product Session
Yesim Tabanoglu, Director, Product Management, Model N
Session description to come
Product Experience Track
This track is designed specifically for practitioners who wish to go deep into Model N product capabilities and acquire new knowledge they can apply within their own companies. Receive hands-on experience at setting new pricing rules for various business scenarios and learn how to setup and modify KPIs to produce reports that track contract compliance, distributor ranking, POS margin compliance, and quote cycle times.
Controlling Discounts and Responding to Rapid Market Changes wth Pricing Rules
Jennifer Channel, Product Line Manager, High Tech, Model N
Whether its competitive pricing pressure, steep discounts to undeserving customers, new product introduction, or fluctuations in currency exchange rates, pricing rules have been demonstrated to save companies millions of dollars. Attend hands-on session to learn quick ways to implement pricing rules that are propagated globally, allowing fast response to changing business conditions.
Increasing Value and Volume with Contract and Compliance Management
Scott Paskett, Solutions Principal, Model N
Attend this deep-dive session into contract and compliance management to learn how to use price analysis to rationalize price concessions on new contracts, process approvals, and setup notifications for the sales organization to proactively engage customers and drive consumption throughout the year.
Channel ImpACT Deep Dive
Anagha Godbole, Product Manager, Model N
Join this deep dive session into Model N Channel ImpACT and learn how to use the application to prepare for a QBR with a distributor, how to setup and adjust key performance indicators and how customize application views and reports.
Improving Price Execution and Discounting Controls and Reducing Quote Cycle Time
Scott Paskett, Solutions Principal, Model N
Go back to basics with this informative session on Model N quoting, re-quoting, and discounting processes. Learn how to reduce quote cycle times and the number of special price requests that require manual intervention as well as how to use Deal Analytics to optimize price concessions.
Model N 8.3 Deep Dive (POS, Inventory)
Greg Davey, Solutions Principal, Product Management, Model N
Attend this session on Model N 8.3 functionality to learn about all the new capabilities built into the system, including how to identify duplicate registrations and opportunities, manage channel inventory and inventory reconciliation, use POS validation against quotes, and prevent unwarranted debits. See new user friendly user interface enhancements and learn what data sets and integration points are required to fully exploit the business benefits offered by the new release.
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