Breakout Track Key

  • Life Sciences Industry
  • Life Sciences User
  • Technical (IT)
  • High Tech
  • Manufacturing

Sunday, February 11

Time

Event

7:00 PM - 10:00 PM

RainmakerX Customer Dinner (invitation only)
Group Transportation departs Palm Promenade Driveway (near Spa) at 7:00 pm

Monday, February 12

Time

Event

8:00 AM - 9:00 PM

Hospitality Desk/Registration
Coastal Events Center Lobby

8:00 AM - 4:00 PM

RainmakerX (invitation only)

8:00 AM - 9:00 AM

RainmakerX Breakfast
Orchid Terrace

9:00 AM - 1:30 PM

RainmakerX General Meeting
Orchid Room

10:00 AM - 12:00 PM

RainmakerP


MedTech (10am-12pm)

Gardenia I Room

High Tech & Manufacturing (10am-12pm)

Gardenia II

12:00 AM - 1:00 PM

RainmakerP Lunch
Vista Terrace

11:45 AM - 12:30 PM

RainmakerX Lunch
Orchid Terrace

1:00 PM - 4:00 PM

RainmakerP Breakouts


Pharma (1:00pm-4pm)

Learning Center

MedTech (1:00pm-4pm)

Gardenia I

High Tech & Manufacturing (1:00pm-4pm)

Gardenia II

1:30 PM - 4:30 PM

RainmakerX Breakouts


Pharma & MedTech (1:30pm-4pm)

Orchid Room

High Tech & Manufacturing (1:30pm-4pm)

Carnation

7:00 PM - 9:00 PM

Welcome Reception
Valley Promenade, Lobby Building

Tuesday, February 13

Time

Event

7:30 AM - 6:00 PM

Hospitality Desk/Registration
Coastal Events Center Lobby

7:30 AM - 8:30 AM

Breakfast
Vista Terrace

7:30 AM - 8:30 AM

Sponsor Showcase
Poinsettia Foyer

8:30 AM - 10:30 AM

General Session - Opening General Session & Customer Awards
Poinsettia Ballroom

10:30 AM - 10:45 AM

AM Break & Sponsor Showcase
Poinsettia Foyer

10:45 AM - 12:00 PM

General Session - GUEST KEYNOTE
Poinsettia Ballroom

12:00 PM - 1:00 PM

Sponsor Showcase & Model N Showcase
Poinsettia Foyer & Iris

12:00 PM - 1:00 PM

Lunch
Vista Terrace

1:00 PM - 1:50 PM

Breakout 1

Overcoming Operational Challenges Limiting Digital Innovation in Outcomes-Based Contracting

Moderator: Marcia Lambert
Panelists: Rachel Wixson, Jeff Albright, John Shakow

As the healthcare industry transitions to a value-based care payment system, pharmaceutical manufacturers are increasingly being asked to demonstrate the value of their products. As a result, outcomes-based contracting is growing in popularity. However, developing and executing outcomes-based agreements is a complicated process with many questions related to collecting data, identifying meaningful metrics and defining success. Join panelists for a discussion around the operational challenges faced when executing outcomes-based contracts and how to address these challenges in a way that all stakeholders benefit.

Poinsettia Ballroom

Learn from the Experts: Global Pricing Management

Moderator: Aseem Chandawarkar
Panelists: Patricia Taylor, Vipneet Singh

Responsible for, or just interested in learning more about, how to seize control of information in Global Pricing, plan your next move with Launch Optimization, or continue to execute flawlessly in Reference Pricing?

Then join us in this classroom-style session dedicated to Global Pricing Management, where you'll "talk shop" with peers and partners along with our COE and Product experts. User-led scenarios will be used to visually and interactively provide an opportunity for you to learn:

  • Tips, tricks, and insights
  • Recent innovations
  • Process improvements
  • Cross-product synergies and more.
Dive a little deeper at the Model N Product Showcase for a demonstration on GPM.

Learning Center

Driving Revenue Management with Innovative Technologies

Presenters: Neeraj Gokhale, Mike Townsend

Hear from Model N's Chief Product Officer during this session as he and his team provide details on some of the innovative technologies and approaches that Model N is bringing to Revenue Management. See a demonstration from an AI pilot, compare the processing differences with our Big Data initial investments in GP Turbo and learn more about the future possibilities to enhance security and information sharing with Blockchain and ease processing with Bots and Machine Learning techniques.

Gardenia

Digital Reinvention of Channels and its Implications on Incentives and Pricing

Moderator: Chanan Greenberg

Digital Transformation and the resulting data deluge are influencing Channel Partners both operationally and financially. Automation of the incentives, claimless processing, and digital proof of performance for MDFs are just few examples of Digital Reinvention of Channels. In this session our expert panelists will discuss innovative methods of measuring ROI of Partners and how Digital Transformation enables a new relationship with partners and the revenue metrics.

Orchid

Digital Reinvention of Channels and its Implications on Incentives and Pricing

Moderator: Chanan Greenberg

Digital Transformation and the resulting data deluge are influencing Channel Partners both operationally and financially. Automation of the incentives, claimless processing, and digital proof of performance for MDFs are just few examples of Digital Reinvention of Channels. In this session our expert panelists will discuss innovative methods of measuring ROI of Partners and how Digital Transformation enables a new relationship with partners and the revenue metrics.

Orchid

2:00 PM - 2:50 PM

Breakout 2

Pharmaceutical Regulatory Outlook 2018 with John Shakow

Presenter: John Shakow

Join John Shakow, partner with King and Spalding and MDRP Lifetime Acheivement Award recipient to get an early 2018 preview into Drug Pricing Transparency Laws, Drug Spending Limit Laws, State Pricing Disclosures and Price Reporting, and 340B Rule implications, among others.

Poinsettia Ballroom

Learn from the Experts: Global Tender Management

Presenters: Robertjan van Amstel de Vries, Jose Piedras

Interested in learning how to Plan, Shape, Execute and Analyze your Tender opportunities?

Then join us in this classroom-style session dedicated to Global Tender Management to "talk shop" with peers and partners along with our COE and Product experts. Learn more about this new product by walking through scenarios that will provide an up-close introduction and open dialog about the latest addition to Model N's Revenue Cloud for MedTech and Pharma product suites.

Dive a little deeper at the Model N Product Showcase for a demonstration on GTM.

Learning Center

Addressing Pricing Accuracy in a Digitally Interconnected World

Moderator: Nate Taninecz
Panelists: Susan LaFountain, Susan Lowe

Is the end in sight for Pricing Accuracy issues in Pharma and MedTech? To achieve digital interconnectivity throughout the Life Science industry, it needs to be. Learn how Model N is working with key industry stewards and members to enable Revenue Cloud suites to securely produce and share accurate information between manufacturers and their trading partners.

Gardenia

Improving the ROI of Channel with Rebates

Presenter: Raj Chopra

Channel rebates and marketing programs can significantly help companies grow top-line revenue. But implementing and managing channel rebates and ensuring compliance is a complex and time-consuming task via manual processes and ad hoc systems. In this session we will discuss the margin impact of rebate programs for your deals and how finance can avoid overpayments.

Orchid

Improving the ROI of Channel with Rebates

Presenter: Raj Chopra

Channel rebates and marketing programs can significantly help companies grow top-line revenue. But implementing and managing channel rebates and ensuring compliance is a complex and time-consuming task via manual processes and ad hoc systems. In this session we will discuss the margin impact of rebate programs for your deals and how finance can avoid overpayments.

Orchid

3:00 PM - 3:50 PM

PM Break & Sponsor Showcase & Model N Showcase
Poinsettia Foyer & Iris

4:00 PM - 4:50 PM

Roadmap Breakout

Revenue Cloud for Pharma Product Update and Roadmap

Presenter: Jon Brier

Your contribution to providing feedback through multiple channels, including our Rainmaker Communities such as our product and executive advisory boards, have provided invaluable input that will help set our course for years to come. This session will focus on the next few seasonal releases and innovations in Revenue Cloud for Pharma that will continue to find new ways to maximize revenue in the commercialization chain.

Poinsettia Ballroom

Revenue Cloud for MedTech Product Update and Roadmap

Presenter: Scott Witoszynski

With dedicated focus and resources, Revenue Cloud for MedTech is poised to take some very important, value adding steps forward. This session will explore the roadmap investments for the next few seasonal releases.

Learning Center

Smarter Decisions with Pricing Intelligence

Presenter: Shankar Saikia

Digitally reinvent your company by leveraging effective pricing strategies. Join Model N's Shankar Saikia to explore how Model N Pricing Intelligence gives you pricing analytics across the complete spectrum of revenue management processes, from opportunities and registrations to quotes, contracts, rebates, direct orders and channel data.

Orchid

Sales tools for the digital era - using CPQ and CLM to deliver an omnichannel experience

Presenter: Manfred Hettenkofer

With 57% of the buying process complete before a B2B buyer engages your sales team, only those companies providing a consistent experience, regardless of sales channel, will succeed. In this session you will learn how Model N CPQ and Model N CLM can be used to deliver an omnichannel experience - from quote to contract and beyond.

Marigold

5:00 PM - 6:30 PM

Sponsor Showcase & Model N Showcase
Poinsettia Foyer & Iris

7:00 PM - 10:00 PM

Off Property Dinner Sponsored by Global Premier Sponsor High Point Solutions
Birch Aquarium, La Jolla
Group Transportation departs Palm Promenade Driveway at 7:00 pm SHARP!

Wednesday, February 14

Time

Event

7:30 AM - 4:00 PM

Hospitality Desk
Coastal Events Center Lobby

7:30 AM - 8:30 AM

Breakfast

Vista Terrace

7:30 AM - 8:30 AM

Sponsor Showcase & Model N Showcase
Poinsettia Foyer & Iris

8:30 AM - 9:20 AM

Breakout 3

Global Evolution of Commercial Contracting Strategies for the Intelligent Enterprise – From Conceptual Framework to Implementation Challenges

Presenters: Neelabh Saxena, Luca Morreale

Commercial contracting within the pharmaceutical industry has undergone a dramatic transformation over the last decade. Payers have become more sophisticated and are applying additional pressure on manufacturers to collaboratively develop innovative “cost- and risk-sharing” mechanisms. However there is still a lot of confusion and misunderstanding about the different contract types, business objectives on both sides, associated risks and global adoption across the various regions. In this session, hear from HighPoint’s Market Access experts who will describe a conceptual framework to classify contracting strategies and how different countries are adapting to change and evolving from past learnings. Some of the key topics include:

  • Conceptual framework to classify multiple variations of contracting strategies
  • Compare and Contrast global adoption between US and Europe with best practices and key learnings
  • The Contracting Funnel and Creation Process
  • Practical perspective on challenges to operationalize within OOB software applications

Poinsettia Ballroom

Learn from the Experts: Provider Management for MedTech and Pharma

Moderator: Kyle Forcier
Panelists: Tracy Bordas, Steve Smith, Rob Blank

Responsible for, or just interested in learning more about, how to manage revenue from Purchase Based Contracts in MedTech and Pharma; including Pricing, Rebates and Chargebacks processing? Then join us Then join us in this classroom-style session dedicated to Provider Management powered by both Model N and FLEX, you'll "talk shop" with peers and partners along with our COE and Product experts. User-led scenarios will be used to visually and interactively provide an opportunity for you to learn: - Tips, tricks, and insights - Recent innovations - Process improvements - Cross-product synergies and more. Dive a little deeper if you'd like at the Model N Product Showcase for Provider Management that will occur at the AM break.

Learning Center

Implementing Model N in the Cloud with an Agile Approach

Moderator: Robyn Shramek
Panelists: Irene Wei, Omkar Natu, Jared Kohl

Join some of Highpoint’s most experienced consultants as they present their experiences on implementing custom off the shelf (COTS) packages using Agile techniques. Implementing projects using Agile has become the new norm rather than just an industry trend. This is especially true in cloud environments that enable timeliness and ease of deploying seasonal releases, release packs and hot fixes or creation of multiple testing environments on demand for training or performance, integration and system testing purposes.

In this session, Highpoint will provide an overview of the Agile methodology and discuss proven approaches to apply Agile to the implementation of the Revenue Management applications such as Flex as well as ongoing maintenance of Model N production systems. Highpoint will share best practices in setting up of software tools, key reports for management, and lessons learned from successful implementations of projects like these using an Agile approach.

Gardenia

How Quality Data with CDM Drives Executive Decisions

Moderator: Ken Edwards
Panelists: Annette Bair, John Stage, Jo Guedes

CDM enables the collection of very granular data about Sales and Inventory positions. Learn how Model N customers are making better decisions faster by consuming channel data in Sales, Marketing and Finance business processes. Customers will present where they get the most value from consuming channel data.

Orchid

How Quality Data with CDM Drives Executive Decisions

Moderator: Ken Edwards
Panelists: Annette Bair, John Stage

CDM enables the collection of very granular data about Sales and Inventory positions. Learn how Model N customers are making better decisions faster by consuming channel data in Sales, Marketing and Finance business processes. Customers will present where they get the most value from consuming channel data.

Orchid

9:20 AM - 10:00 AM

AM Break & Sponsor Showcase & Model N Showcase
Poinsettia Foyer & Iris

10:00 AM - 10:50 AM

Breakout 4

Reflecting Reality: How You Measure Up from Your Customer's Perspective

Moderator: Scott Witoszynski
Panelists: Michael Schiller, Kristi Naidech

Regulations, transforming business models, purchasing power changes and the desire to become as patient-centric as possible are all driving how your trading partners think and act when it comes to their expectations of their manufacturer suppliers. Join panelists from the American Hospital Association and GPO & IDN leadership to get an outside-in perspective on where your revenue management processes and capabilities impact their ability to best serve along the patient journey.

Poinsettia Ballroom

Learn from the Experts: Payer Management

Moderator: Jeff Albright
Panelists: Brian Maurer, Tammi Hayes, Eric Kalabacos

Responsible for, or just interested in learning more about, how to manage revenue from Utilization Based Contracts with Payers and PBMs, Medicare and Tricare?

Then join us in this classroom-style session dedicated to Payer Management powered by both Model N and FLEX, where you'll "talk shop" with peers and partners along with our COE and Product experts. User-led scenarios will be used to visually and interactively provide an opportunity for you to learn:

  • Tips, tricks, and insights
  • Recent innovations
  • Process improvements
  • Cross-product synergies and more.
Dive a little deeper at the Model N Product Showcase for Payer Management that will occur during the Lunch break.

Learning Center

RTS (RMaaS Testing Service) in Depth: Reinventing Testing to Free Your Team for Value-Add Activities

Moderator: Rochelle Maly
Panelists: Kristina Roach, Kambiz Kermanizadeh, Ashokraj Janarthanan

Last year at Rainmaker we advanced the conversation about taking a SaaS approach to Revenue Management, delivering our Revenue Cloud products through RMaaS, or Revenue Management as a Service. This foundational approach includes completely changing the way you test each seasonal release or incremental release pack, because testing is a burden on the operational and business team that simply cannot be afforded on a regular basis. Hear from customers who have embraced RMaaS, automated their functional and performance testing, and have seen the reduction in efforts and increase in quality with each release taken.

Gardenia

Transforming Channel Data Analytics for the Digital Enterprise

Moderator: Jim Holland

According to the World Trade Organization, 75% of the world’s trade flows through indirect channels. Furthermore, many companies drive 70-90% of their revenue through indirect channels. How will your company transform your channel data analysis to meet this challenge? In this presentation we uncover the implications of partnerships, sales and global growth. You will hear from CDM customers the impact of channel data analytics in their digital enterprise and how they are transforming key data. You will also learn about the most important aspects of channel data delivery and the value it brings.

Orchid

Quote to contract in 1 click - How to accelerate sales cycles with Model N Contract Lifecycle Management

Speaker: Maneesha Joshi

Contracting is a critical step in the sales process. Yet many companies struggle to make it easy to create a contract, amend it and proactively initiate the renewal process. In this session, you will learn how Model N CLM enables the sales team to go from quote to contract in a single click. From there, Maneesha will share how easy it is for the sales rep to amend and renew the contract. After this session, your team will be armed with the insights on how to accelerate sales with CLM.

Marigold

Putting the AI in CPQ - using cognitive computing to augment, not replace the sales team

Speaker: Gary Fine

Machine learning and AI are often communicated as harbingers of doom for the B2B sales rep. Reality is turning out differently. Use of machine learning and AI techniques are actually augmenting the B2B Sales reps ability to sell more effectlively. In this session, you will learn how machine learning and AI techniques can be used to enable your direct sales, partners and self-service customers with a more personalized experience.

Marigold

11:00 AM - 11:50 AM

Breakout 5

From Volume to Value: The Shifting Landscape of Innovative Contracts and Impacts to Customer Relationships

Presenter: Jim Burke
Panelists: Lance Maish, Rob Blank

Interested in learning more about how innovative contracting is re-shaping the the life sciences landscape? Then join us for this session dedicated to discussing the growth, profitability, and analysis of these rapidly emerging and evolving deal structures. Led by revenue management experts, and powered by research data, this session provides an opportunity for you to learn how the rest of the industry is approaching value based-contracts, including:

  • Industry and stakeholder trends
  • Considerations during exploration
  • Action plans for execution

Poinsettia Ballroom

Learn from the Experts: Medicaid

Moderator: Dhirendra Jena
Panelists: Brian McCartney, Sean Downey, Barb Pitoscia

Responsible for, or just interested in learning more about, mitigating risk in State and Federal Medicaid programs, ensuring accurate payment through CLD data scrubbing and rebates revenue management?

Then join us in this classroom-style session dedicated to Medicaid, powered by both Model N and FLEX, where you'll interact with peers and partners along with our COE and Product experts. User-led scenarios will be used to visually and verbally provide an opportunity for you to learn:

  • Tips, tricks, and insights
  • Recent innovations
  • Process improvements
  • Cross-product synergies and more.
Dive even deeper at the Model N Product Showcase for Medicaid that will occur at the Lunch break.

Learning Center

Quality Execution and Performance Improvement Impacts: A Flex Upgrade Customer Case

Moderator: Ricardo Cavieres
Panelists: Ira Rosenheim, David Plass, SELVAKUMAR TR

The word "upgrade" evokes a variety of thoughts and emotions, from promise of needed innovations to the fear of change. Quality and performance issues only lengthen projects and cast doubt about the value. Hear from Allergan about how they achieved a successful 5.5-months upgrade with Cognizant and Model N, which was made possible after significant improvements in Revenue Cloud products powered by Flex, Quality SI Execution and about their plans to leverage the RMaaS Testing Service to prepare for future upgrades.

Gardenia

Revenue Cloud for High Tech Product Update and Roadmap

Presenter: Cesare Rotundo

Model N High Tech Revenue Cloud solutions are expanding with new and exciting products such as MDF Management and Intelligence Cloud, bringing highly anticipated new functionality. Please join us in exploring the newly delivered product updates and participating in a product roadmap discussion.

Orchid

Revenue Cloud Product Update and Roadmap

Presenter: Manfred Hettenkofer

Model N Revenue Cloud solutions are expanding with new and exciting capabilities inclduing visualization, advanced pricing, AI and machine learning,and Intelligence Cloud, bringing highly anticipated new functionality. Please join us in exploring the newly delivered product updates and participating in a product roadmap discussion.

Marigold

12:00 PM - 1:00 PM

Sponsor Showcase & Model N Showcase
Poinsettia Foyer & Iris

12:00 PM - 1:00 PM

Lunch
Vista Terrace

1:00 PM - 1:50 PM

Breakout 6

Reinventing Gross-to-Net with Evolving Business Models

Presenters: Mike McCarthy, Carl Lonsdale

In the face of ever-changing customer and contracting relationships, as well as shifting business models to support and account for liability throughout the patient journey, old models for analyzing your business from gross-to-net are no longer adequate. You need access near-real time to make informed decisions and do not have time to spend on non-value activities such as collecting and aggregating data. Learn from Pharosity Consulting about the challenges manufacturers face as they attempt to reinvent their G2N.

Learning Center

Learn from the Experts: Government Pricing

Moderator: Jesse Mendelsohn
Panelists: Megan Falkowski, Jeff Tanner

Responsible for, or just interested in learning more about, eliminating risk when defining and calculating AMP, BP, ASP, 340B and other Government Prices?

Then join us in this classroom-style session dedicated to Government Pricing, powered by both Model N and FLEX, where you'll "talk shop" with peers and partners along with our COE and Product experts. User-led scenarios will be used to visually and interactively provide an opportunity for you to learn:

  • Tips, tricks, and insights
  • Recent innovations - Process improvements
  • Cross-product synergies and more.

Orchid

Blueprint for Architecting Security and Integration in a Cloud Implementation

Moderator: Praney Mittal
Panelists: Sitapani Koneru, Yuri Yaport

The first question in every "move to the cloud" discussion is security. At Model N we feel the same. In this session, we will explore the details behind our cloud environments, including integrating with your on-premise ERP and other systems along with other cloud operations. Hear from other customers about their experience and get critical questions answered.

Learning Center

Managing Channel Transformation with MDF

Presenter: Gloria Kee

Social media and the digital market have changed the B2B buying patterns of the High Tech and Manufacturing industries to resemble those of B2C. Market Development Fund providers can no longer rely on manual administration and traditional marketing tactics which impede a partner's engagement. Learn about Model N's Market Development Fund Management solution and how it adjusts with the digital technology and identifies and engages the best performing partners.

Marigold

Managing Channel Transformation with MDF

Presenter: Gloria Kee

Social media and the digital market have changed the B2B buying patterns of the High Tech and Manufacturing industries to resemble those of B2C. Market Development Fund providers can no longer rely on manual administration and traditional marketing tactics which impede a partner's engagement. Learn about Model N's Market Development Fund Management solution and how it adjusts with the digital technology and identifies and engages the best performing partners.

Marigold

2:00 PM - 4:00 PM

Closing Reception Valley Promenade, Lobby Building
RAFFLE WINNERS ANNOUNCED