Breakout Track Key

  • Pharma Track
  • Medical Device Track

Tuesday, June 12

Time

Event

6:00 PM - 7:00 PM

7:00 PM - 9:00 PM

Registrations and Welcome Cocktail

Dinner with Peers

Wednesday, June 13

Time

Event

“Digital Reinvention in Life Sciences” Plenary session

8:00 AM - 8:30 AM

Welcome Coffee

8:30 AM - 10:10 AM

Opening & Keynote

  • Opening with Our Master of Ceremony
    - Mark Parkhurst, Model N
  • Digital reinvention in Life Sciences
    - Zack Rinat, Founder and Strategic Advisor at Model N and Jason Blessing, Model N CEO
  • Engaging the front-line: How can corporate-led commercial excellence initiatives (pricing, tendering excellence) make it to the field successfully?
    - Marc Ramaer, Senior Business Development Manager, CEB Gartner

10:10 AM - 10:30 AM

Networking Break

10:30 AM - 12:35 AM

Keynotes and Panels (continued)

  • How digital transformation is changing the pricing discussion: theory and asynchronous information
    - Andrew Ballantyne, Global Price Implementation Director, Europe | Global Payer Evidence and Pricing, AstraZeneca
  • The Next Disrupter – The Future of Blockchain Smart Contracts in Life Sciences
    - Daniel Watts, Director, System Operations, US Region Contracting Competency Center | Contract Strategy & Management | Johnson & Johnson Health Care Systems Inc.
  • Panel: How you measure up from your customer's perspective?
    - Moderator: Mark Parkhurst, Model N
    - Panelists: Daniel Watts, Johnson & Johnson Health Care Systems Inc. | Andrew Ballantyne, AstraZeneca | Marc Ramaer, CEB Gartner

12:35 AM - 1:30 PM

Networking Lunch

1:30 PM - 3:00 PM

Pharma Track

  • Payer Psychology to Value: How do Payers view & value innovation?
    Followed by an interactive session on practical ways to construct outcome based innovative contracts
    - Omar Ali, Head of Payers, Verpora and Nick Merryfield, Head of Business Consulting, Verpora. Followed by an interactive session on practical ways to construct outcome based innovative contracts


Medical Device Track

  • The Impact of Digitization on Value Based Procurement in Medical Device
    - João Pereira da Costa, Legal and Compliance Counsel EMEA, MedTronic
  • How digital health technology will restructure the medical device business model
    - Bryn Davies, Director Critical Insights (formerly GM Syncera Europe, Smith and Nephew)

3:00 PM - 3:30 PM

Networking Break

3:30 PM - 5:45 PM

Pharma Track (continued)

  • The role of the evangelist business user in successful adoption of a new system
    - Patricia Taylor, Director, Global Marketing and Strategy Launch Enablement, EMD Serono
  • Managing country variations in pricing and rebates
    - Diane Munch, Senior Director, Global Pricing, Pfizer and Tamer Abdelgawad, Senior Director, Pricing Dynamics at Pfizer
  • Gaining commercial advantage in the tendering market
    - Utilizing Internal and External Data to create Competitive Advantage and Improve Operation within Tendering | Ruven Remo Eul, Director Life Sciences and Luca Morreale, Senior Manager Life Sciences, HighPoint Solutions, an IQVIA Company


Medical Device Track (continued)

  • Outcomes Based Agreements: The Future Business Model?
    - Dafne Schröer | Health Economics and Market Access Manager | Johnson & Johnson Medical Devices
  • Tactical pricing in tenders with most economic advantageous tender (M.E.A.T.) award criteria
    - Robertjan van Amstel de Vries, Solution Director, Global Tenders, Model N
  • Making a Case for Value Based Care in Med Tech: Putting Data and Platforms at core
    - Kumar Ramananda, Commercial Practice Leader – Life Sciences Europe, Cognizant

5:45 PM - 6:00 PM

Plenary Wrap Up

  • Gareth Morris, GM & VP Sales, Europe, Model N

7:00 PM - 10:00 PM

Gala Dinner - Meeting point: 6:30pm at the Hotel terrace. Please be on-time. 10 min coach transportation.

Thursday, June 14

Time

Event

8:30 AM - 9:00 AM

Welcome Coffee

9:00 AM - 10:00 AM

Track A: Tender Management Workshop

  • Moderated by Model N and HighPoint Solutions
  • Analysis of the most critical industry trends and corresponding capabilities required to graduate to “Tendering 2.0”
    - The workshop will focus on how manufacturers can get visibility on local and global tenders to shape them before they are published, how they can create bid proposals per lot and leverage intelligence to develop and optimal bid strategy and finally how to optimize contract potential by tracking actual versus projected sales.
  • Model N Global Tender Management Solution
    - Robertjan van Amstel De Vries, Model N
    How can you “SHAPE” Tenders to increase your win rates and revenues?
    How can you “MAKE” bid proposals efficiently and develop an optimal bid strategy?
    How can you “VALUE” Tender contracts and optimize it’s potential?

Track B: CPQ Round Table for Medical Device

  • How pricing changes in the age of digital reinvention.
    The digitally empowered customer not only demands more information, their purchasing requirements are changing too. Explore the evolution of pricing as new business models introduce metrics such as subscriptions, usage and outcomes. Understand the central role CPQ can play in facilitating the transition to new pricing models.
    - Manfred Hettenkofer VP Product Management, Model N

Track C: Global Pricing Round Tables

  • Moderated by Model N
  • Thought Leadership - Digital Reinvention in Market Access
    - Voytech Sudol, Director, Life Sciences Product Marketing, Model N

10:00 AM - 10:30 AM

Networking Break

10:30 AM - 12:30 PM

Track A: Tender Management Workshop (continued)

  • Using data to create competitive advantage and improve operations within tendering
    - Ruven Eul, Director, Life Sciences, HighPoint Solutions

     

    HighPoint will discuss industry trends as they relate to Tendering. They'll specifically focus on the ways that manufacturers are using their own existing internal and external data to enhance existing operations and create competitive advantage.

Track B: CPQ Round Table for Medical Device (continued)

  • Can AI boost your sales?
    - Manfred Hettenkofer VP Product Management, Model N
    Sales tools like CRM and CPQ are evolving from a focus on process automation into drivers to increase sales. Find out how new machine learning capabilities in CPQ, combined with already available data, can increase sales and lead to more profitable deals.
  • The Force will guide you
    - Peter Zimmerman, Director Customer Success and Professional Services, Model N
    Fleeing the tyranny of decades of failed IT projects, our brave digital reinvention hero charts a new course with Cloud CPQ. Hear from Jedi Master Peter Zimmerman how to use the force for CPQ implementation success, and how to avoid the dark side.
  • "Stump the Chump"
    - Ask any question as long as it remotely related to CPQ. We will answer.

Track C: Global Pricing Round Tables (continued)

  • Survey Readout: How are your peers responding to new technology?
    - Voytech Sudol, Director, Life Sciences Product Marketing, Model N
  • Product Update: Executive Dashboard
    - Aseem Chandawarkar, Sr. Director, Life Sciences Product Management, Model N
  • Q&A and Round Table Discussions

12:30 PM - 1:30 PM

Networking Lunch

1:30 PM - 3:00 PM

Model N GPM Product Strategy Board
By invitation only

  • The importance of advanced analytics for GPM: How to build a Business Q+A dashboard that works
    - Patricia Taylor, Director, Global Marketing & Strategy Launch Enablement, EMD Serono
  • Q&A and Round Table Discussions

3:00 PM - 3:30 PM

Networking Break

3:30 PM - 5:00 PM

Model N GPM Product Strategy Board (continued)
By invitation only


    - Aseem Chandawarkar, Senior Director, Life Sciences Product Management, Model N
  • Product Strategy Board: GPM Roadmap Updates since March 2018
  • GPM Upcoming Features - Winter 2018 and beyond
  • Feedback & Wrap-up

7:00 PM - 10:30 PM

Closure Dinner Off Site – Meeting point: 6:30pm at the Hotel terrace. Please be on time.