e4p sydney brochure

Find value. Deliver access. Prioritise customers.

PARKROYAL Darling Harbour, Sydney | 11–12th October 2016 | Australia’s largest commercial excellence summit

6th ANNUAL

EYEFORPHARMA SYDNEY 2016

www.eyeforpharma.com/au

CollaborateEstablish relationships with all your key stakeholders, industry

leaders and innovators

NetworkSpend over 10 hours networking

with 150+ pharma experts, payers and key decision makers

Learn2 targeted tracks, 30+ expert speakers,

industry driven agenda, panel discussions and workshops

#efpsydney

COLLABORATEWITHPAYERS and identify new ways to market

BEYONDTHEPILL:a stronger focus on patient centric experiences

OVERHAULINGBESTPRACTICES in training, development and commercial engagement for your sales and marketing teams

SHARPERANDACCELERATEDDIGITALPERFORMANCE in order to effectively engage with your customers and deliver the right message at the right time

LEVERAGEYOURMULTICHANNELSTRATEGY for more effective customer interactions

Reserve your place now!

LAST FEW TICKETS

Simon EadeVP, Head Asia Pacific RegionActelion

Albert SpanosHead of Operations and Corporate AffairsAustralia /New ZealandCelgene

Kate WebbHead of Market Access and Government PolicyTakedaAustralia

Penny ShakespeareFirst Assistant Secretary, Pharmaceutical Benefits DivisionDepartmentofHealth

Geoff McDonaldVP & General ManagerGSKAustralia

Brian GladsdenManaging Director and Country PresidentNovartisPharmaceuticalsAustraliaandNewZealand

Gold Sponsor Silver Sponsors Exhibitors Supporting Sponsor Official Partner

http://www.eyeforpharma.com/au

eyeforpharma has staged this event for 6 years. In that time, we’ve seen the industry make strides towards sharper commercial strategy. However, the fact remains that we aren’t making the headway we had hoped for. The only answer- we’re missing something.

Months of research with Asia-Pacific’s top pharma executives has made it clear that the way forward is to amalgamate your marketing, sales, access and medical teams to create a more cohesive commercial strategy focusing on fully reaching your customer in order to ensure success.

In short, by working together across all functions we can truly become a valuable partner in the healthcare industry.

This year’s summit will bring together an outstanding speaker faculty who can deliver tangible solutions to the most pressing issues facing pharma. We will focus on collaboration across your teams, PBS access and regulation, and a look beyond the pill at the larger focus on the patient. All of which will help you prepare your customer-centric commercial activities for the next coming years.

These unmissable two days will deliver real answers to the key aspects effecting your work. Not only will our keynote sessions on both days’ reveal insights from the likes of GSK, Shire, Bayer, Pfizer, Novartis, The Department of Health and TGA. Our two tracks focusing on the effectiveness of your sales force and strategic marketing tactics, will allow you to tailor your learning, and lead your company from being a simple drug manufacturer- to a true healthcare player.

This event is the only meeting place for commercial pharma in Australia and surrounding region, for those who are not content with the status quo and want to move quicker.

SeeyouinSydney!

Welcome to the 6th Annual eyeforpharma Sydney Summit

Here’s what attendees have said about our previous commercial and market access events...

Don’t just take our word for it...

“�A�great�networking��event�with�thought�provoking�presentations�and�insights�from�industry�leaders”

PeterStephenson AP Multichannel Marketing Lead MSD

“�Good�opportunity�to�look�outside�one’s�organisation��and�share�best�practice�and�success�stories.”

StanleyD’SouzaSenior Executive Therapy Specialists GSK

“�I�came�away�from�the�conference�with�useful�insights�and�ideas�to�share�with�my�colleagues�that�could�be�easily�implemented�to�further�enhance�our�strategy”

CarlynVillaniBrand Director Elsai

Agenda at a glance

P.S.Therearelimitedplacesavailable,getintouchtoreserveoneofthefinalfewpasses

Giselle QuartinHead of Commercial Asia [email protected] +44 20 7375 7176


SESSION1:

Why Access and Compliance are Business Opportunities for 2017

SESSION2:

Leadership for Sales & Marketing Excellence

SESSION3:

Increase your Salesforce Effectiveness

SESSION4:

Employ Strategic Marketing Tactics

SESSION5:

How Innovation Can Come from Disruption

SESSION6:

Boost the Value of Every Customer Interaction

OR


Speaker faculty includes:




Tammy LindrumHead of Sales and Key Account Management, General Medicines Business UnitSanofi

Simon McErlaneRegional Medical DirectorAlexionPharmaceuticals

Deborah MonkDirector ComplianceMedicinesAustralia

Claire EdgertonSales LeadPfizer

Sue EldertonNational Policy ManagerCarersAustralia

Julie-Anne MitchellDirector of Cardiovascular Health ProgramsNationalHeartFoundationAustraliaNSW

Sam DevelinReimbursement ManagerMedicinesAustralia

Chris StempleSales & Marketing DirectorBiogen

Paul WhiteNational Sales Manager, OncologyNovartisPharmaceuticalsAustralia

Saul ResnickCEO Australia & New ZealandDHLSupplyChain

Elisha WhitfieldHead of Sales & Marketing BrintellixLundbeckAustralia

Albert SpanosHead of Operations and Corporate Affairs Australia/New ZealandCelgene

Barrie LittlefieldHead of Customer EngagementrCureBrainCancerFoundation


Penny ShakespeareFirst Assistant Secretary- Pharmaceutical Benefits DivisionDepartmentofHealth

Elizabeth de SomerDirector, Policy and AdvocacyMedicinesAustralia

Frances HallHead of SalesLEOPharma

Matt SlabbertHead of Market Access ANZBayerAustralia

Colin AlbertRegional GM Molecular Information and Commercial Head Asia PacificRochePharmaceuticals


Theo AntonopoulosHead of Sales & MarketingMedAdvisorInternational

Sandro MancyDigital Marketing SpecialistBoehringer-Ingelheim

Tim NunanTherapy Area LeadPfizer

Kate BentleyMulti-channel Marketing Lead and Marketing Excellence ManagerGSKAustralia

John ComptonTraining and Development ManagerMylanEPD

Julie FishEnterprise Multi-Channel Marketing Business Partners- ANZPfizer

Kathleen TraynorMarketing Effectiveness and Process ManagerRocheAustralia

Victor LohCountry Medical DirectorTevaPharmaAustralia


SESSION1:

Why access and compliance are business opportunities for 2017

OPENINGADDRESS

Australianeedsus!Increasepharma’svalue,increasevaluetoallAustralians• From threat to opportunity: examine how your company will emerge

stronger and fitter from short-term challenges – and become more important to Australian healthcare

• Identify: new opportunities for growth across therapeutic areas, products and pipelines

• A stronger, more cohesive commercial team with aligned goals for marketing, sales, MSLs and Market Access

GeoffMcDonaldVP & General Manager GSKAustralia

BrianGladsdenManaging Director and Country President NovartisPharmaceuticalsAustraliaandNewZealand

PANELDISCUSSION

Theaccesschallengeanditsimpactonpharma’scommercialteamsOur�experts�will�address�the�burning�questions�effecting�Australian�pharma

• Pricing and access in 2016 - what has changed?

• How is the industry working with government to provide adequate solutions for patients?

• How can sales & marketing teams keep track of PBS reform?

• Are private marketing launches a viable option? What are the considerations?

• How can the audience manage the repercussions from PBS changes?

MattSlabbertHead of Market Access ANZ BayerAustralia

AlbertSpanosHead of Operations and Corporate Affairs Australia/New Zealand Celgene

KateWebbHead of Market Access and Government PolicyTakedaPharmaceuticalsAustralia

SimonEadeVP, Head Asia Pacific RegionActelion

PBSPricingandtheNationalMedicinesPolicy• Hear from the Department of Health on how they are engaging with the

industry and how they will develop this in the next year

• An in-depth conversation discussing pricing policy and changes in the Pharmaceutical Benefits System

PennyShakespeareFirst Assistant Secretary, Pharmaceutical Benefits Division DepartmentofHealth

TheMedicinesAustraliaUpdate:AGuidetoSmarterImplementationofCodeTransparency• An overview of the code requirements, including changes implemented

from 1st October 2016

• Understand what the transparency measures will really mean for Medicines Australia member companies

• Experience with the first reports by company

• Get ahead of the curve: see what’s next with the Code and further transparency

DeborahMonkDirector Compliance MedicinesAustralia

SESSION2:

Leadership for sales & marketing excellence

PANELDISCUSSION

Leadership:Howtofosterinnovation,continuityandstabilityinourseniorteamsdespiteatoughexternalenvironment• The revolving door of Australian Managing Directors: understand

what effect this had on the industry

• Key insights on how to ensure that up and comers are being given the right professional development opportunities

• Minimise the impact of leadership change within stakeholders such as the government.

• Find out what optimal continuity plans look like

• How to foster diversity through inclusion and equality programs

ChrisStempleSales & Marketing Director Biogen

TheFutureofWork:Nurturingamillennialsales&marketingteamMillennials bring with them new expectations, skills and attitudes which can be sometimes be considered a strength and at other times a disadvantage.

• Understand the skills and traits of tomorrow’s future leaders

• A look at the changing future of work

• Design a specific training program to deal with skills gaps

• Learn how to maximise the performance of a millennial workforce

• Maintain strong career progression options

TammyLindrumHead of Sales and Key Account Management, General Medicines Buisness Unit Sanofi

Conference Agenda



SESSION4:

Employ strategic marketing tactics

Buildaskilledmarketingteamforamultichannelenvironment• The key skills required for a versatile, multichannel marketing

strategy focused on customer engagement

• Identify the key traits your team needs

• The importance of attitude vs hard skills

• How are traditional skills updated to suit a multi-channel approach?

KathleenTraynorMarketing Effectiveness and Process Manager RocheAustralia

Identifying&usingbigdatainmarketingstrategyandcampaigns• Get a grip on big data and how important it is in marketing

• How to use big data to determine strategies and operating plans

• How to use big data to evaluate strategies, channels and campaigns

KateBentley Multichannel-Marketing Lead & Marketing Excellence GSK

Patientadvocacy–challengingthesystem• What does putting the patient first really mean?

• Where is the power?

• Innovation as a means, not an end

• Challenging the system- a brain cancer study

• A new ‘together’

BarrieLittlefield Head of Engagement CureBrainCancerFoundation

Implementeffectivestrategicaccountplanningforincreasedcustomervalue• Quantify and qualify value for your specific customer set

• Identify ways of creating value beyond the sales call

• Create novel approaches that inspire, educate and benefit your customer

• Learn to work within the time constraints imposed by practitioners

• A look at the access challenges for a private script antidepressant

ElishaWhitfield Head of Sales & Marketing Brintellix LundbeckAustralia

Conference Agenda

Choose a track:

SESSION3:

Increase your sales force effectiveness

PANELDISCUSSION

Whatwillourfieldforcelooklikein5,10and20yearstime?• An examination of the future sales challenges, opportunities and

needs – determine what resources you need in place and by when

• What will our customers expect from our sales force? A look at new models including virtual and self-service scenarios

• Futureproof training - what skills will our sales teams need in 5-10 years?

PaulWhiteNational Sales Manager, Oncology NovartisPharmaceuticalsAustralia

FrancesHall Head of Sales LEOPharma

BeyondKAM–thenewaccountmanagementreality• See how the practice of key account management is changing

to accommodate our developing customers

• Understand customer influences/forces and our necessary approach in hospitals vs. clinics

• Examine the economic benefits of an ecosystem approach rather than an individual customer approach

TimNunanTherapy Area Lead Pfizer

ClaireEdgertonSales Lead Pfizer

Improvingfieldforceperformance–TheMylanStory• Why the way measuring performance needed to change.

• What we did to define and measure field force and sales manager performance

• How we linked knowledge and skill gaps to coaching

• An insight into how these changes lifted performance and results.

JohnComptonTraining and Development Manager MylanEPD

Developawin-winrelationshipwithyourMSLteam• Understand strategic role of medical teams within the sales

function and how to collaborate with them.

• Understand how MSLs prioritise and set strategies

• The benefits of clear objectives particularly around customer time

VictorLoh Country Medical Director TevaPharmaAustralia

OR



SESSION5:

Why innovation comes from disruptions

Thedigitaldisruptionimperative:whyembracingdigitisationisnolongeroptional• Understand the characteristics of the companies leading digital

disruption - and the challenges for pharma in getting close

• Learn how consumer empowerment is creating new expectations from HCPs and patients beyond the pill

• New trends that are challenging pharma to shift from an asset to a solution mindset

• Case studies of the latest digital technologies that provide new opportunities for pharma, including virtual reality, periscope, hololens and more

• The arrival of Google Alpha and IBM Artificial Intelligence – get the basics right to enable data-driven decision making

PeterStephensonAP Multichannel Marketing Lead MSD

Howtoencourageinnovationthroughlocalcollaborationandstrategicalliances• Generate value through partnership and collaboration opportunities

• Understand the key value of potential emerging business & operating models

• Examine possible creations by amalgamating of traditional pharma and tech.

• Unlock partnership & licensing deals to generate more value

TheoAntonopoulosHead of Sales and MarketingMedAdvisor

PANELDISCUSSION

Redesignthepharmasupplychainformoreeffectivedistribution• What should your ideal supply chain look like in 2016?

• How pharmacies, pharma companies, government and wholesalers can together create a more efficient system

• The patient perspective – how our distribution channels are impacting patients & their carers

• Identify the challenges and opportunities in the new Hep C drugs

• Examples of successful collaborations that improve distribution

SamDevelinReimbursement Manager MedicinesAustralia

SaulResnickCEO Australia & New Zealand DHLSupplyChain

SESSION6:

Boost the value of every customer interaction

PANELDISCUSSION

Beyondthepill-howwecanfocusmoreonthepatient• Ways to better understand, appreciate and act on the patient’s perspective

• What drives the patient’s decisions? How engaging the patient’s immediate community is of direct relevance to pharma

• How will an increase in patient empowerment change the way we interact with our customers?

• Is ‘beyond the pill’ a valid option for Australian pharma?

JonEvansHead of International Health & Special Advisor International & Medical Research DepartmentofHealth&HumanServices

SueEldertonNational Policy Manager CarersAustralia

Julie-AnneMitchellDirector of Cardiovascular Health Programs NationalHeartFoundationAustraliaNSW

CASESTUDY

CreatingapatientcentricexperienceSimonMcErlaneRegional Medical Director AlexionPharmaceuticalsInc.

Leveragemultichanneloptionsforimprovedcustomerengagement• Understand your customer, business and value requirements

• Determine who wants to hear from you in person - and who prefers online support

• Define how you should engage your customers

• The role of the rep as a traditional channel

• Learn to interact across different channels

SandroMancyDigital Marketing Specialist Boehringer-Ingelheim

Developeffectivecontent&messagingforcustomerengagement• Determine what content is classified as ‘good’ or ‘effective’ for your brand

• Extrapolate learnings from other therapy areas

• Understand the different channels and how content is consumed

• Develop content for practitioners, based on your patient experience

• Build efficiency by repurposing content across sales, marketing, channels and therapy areas

JulieFishEnterprise Multi-Channel Marketing Business Partners- ANZ Pfizer

Conference Agenda



Maximise your learning with a Diamond Pass

Opportunities for solution providers

Business opportunities include:

• Demonstrate your thought leadership to a room full of senior level executives

• Show off your latest products and services in our exhibition hall

• Build your brand with exclusive promotional opportunities

• Host interactive workshops with core clients and prospects…

and much more!

Purchase your Diamond Pass and get access to one of these top-level reports which provide 100+ pages of data and analysis

Key Customer Engagement 2015

Develop strategy, organisation, human resources and tools for Key Account Management

• Learn how to implement KAM as a business model beyond a sales tactic: Manage cultural change and expectations

Worth AU$4425

eyeforpharmaondemand grants you access to exclusive reports – plus audio, video, reports and whitepapers from ALL of our market access and commercial conferences and research projects.Access eyeforpharmaondemand for 1 year with your Diamond Pass or get a 4 week taster with a Gold Pass.

See more:

• The foresight to anticipate what’s next

• The inspiration to explore what’s possible

• The edge to go above and beyond

Maximise your return on investment at this industry-leading event by increasing your profile with our exciting range of sponsorship opportunities, contact:

HenryPayneBusiness Development Executive

[email protected] +1 800 814 3459 ext. 7509

GLOBAL +44 20 7375 7509

CHOOSEFROM:

Value Added Services 2015

3 tailored roadmap’s to solutions in healthcare beyond the pill

• Understand the creation of successful services by looking at organizational structure and internal processes.

Worth AU$4425

Customer Experience Management 2015

Put the customer at the centre of your strategy, organization and capabilities

• Learn what Customer Experience means for your company and how to align it with your commercial strategy.

Worth AU$4425

Marketing Data Infrastructure 2015

Handle the data your marketing needs

• Understand how to build a data infrastructure that support your desired marketing capabilities.

Worth AU$4425

The Role of the Sales Representative in a Multichannel World 2015

Advancing Multichannel Customer Engagement in Pharma

• Understand how the role of the sales representative and the face-to-face meeting is evolving.

Worth AU$4425



Registration: choose your pass type

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Please invoice my company: Purchase Order Number: Please charge my credit card: Amex Visa Mastercard

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www.eyeforpharma.com/au/register.php1 ONLINE

Send this form by fax to +44 20 7375 71724 FAX

The eyeforpharma Registration Team at [email protected]

3 E-MAIL

eyeforpharma on +44 20 7375 72222 CALL

4 Easy Ways To Register

Today!

TERMS & CONDITIONS: Places are transferable without any charge. Cancellations before September 11th incur an administrative charge of 25%. If you cancel your registration after September 11th 2016 we will be obliged to charge the full fee. Please note- you must notify eyeforpharma in writing of a cancellation, or we will be obliged to charge the full fee. The organizers reserve the right to make changes to the programme without notice. All prices displayed are exclusive of VAT unless otherwise stated by, VAT will be charged, where applicable, at the prevailing rate on the invoice date and the relevant details will appear on the invoice. NB: FULL PAYMENT MUST BE RECEIVED BEFORE THE EVENT.

DiamondPass

• Exclusive Diamond report (AU $4425) Choose one from the following: KeyCustomerEngagement2015 CustomerExperienceManagement2015 ValueAddedService2015 MarketingDataInfrastructure2015 TheRoleoftheSalesRepresentativeinaMultichannelWorld2015

• Access to all conference sessions, exhibition & networking area

• Access to speaker PDF slides and audio

• Annual Subscription to eyeforpharma On Demand includes access to all event materials since 2013 and our premium reports. More details here: eyeforpharma.com/on-demand

See�more�information�on�the�Diamond�Pass�on�the�previous�page.�

GoldPass


• Access to speaker PDF slides and audio

• 4 Week Subscription to eyeforpharma On Demand, includes access to all event materials since 2013 and our premium reports. More details here: eyeforpharma.com/on-demand

SilverPass


Launch Price –�Expires�17/06/2016 AU$ 3599 AU$ 2099 AU$ 1699

Super Early Bird –�Expires�22/07/2016 AU$ 3799 AU$ 2299 AU$ 1899

Early Bird –�Expires�19/08/2016 AU$ 3899 AU$ 2399 AU$ 1999

Last Chance –�Expires�16/09/2016 AU$ 3999 AU$ 2499 AU$ 2099

Full Price AU$ 4099 AU$ 2599 AU$ 2199

For Pharma & Biotech Diamond Gold Silver

BESTVALUE MOSTPOPULAR

Launch Price –�Expires�17/06/2016 AU$ 3999 AU$ 2499 AU$ 2099

Super Early Bird –�Expires�22/07/2016 AU$ 4199 AU$ 2699 AU$ 2299

Early Bird –�Expires�19/08/2016 AU$ 4299 AU$ 2799 AU$ 2399

Last Chance –�Expires�16/09/2016 AU$ 4399 AU$ 2899 AU$ 2499

Full Price AU$ 4499 AU$ 2999 AU$ 2599

For Solution Providers & Consultants

Attendingasagroup?

Group pricing begins with 2+ peopleFor enquires email

gquartin@ eyeforpharma.com


http://www.eyeforpharma.com/au/register.php

mailto:register%40eyeforpharma.com?subject=Register%20for%20Sydney%202016

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Find value. Deliver access. Prioritise customers.

PARKROYAL Darling Harbour, Sydney | 11–12th October 2016 | Australia’s largest commercial excellence summit

6th ANNUAL

EYEFORPHARMA SYDNEY 2016


CollaborateEstablish relationships with all your key stakeholders, industry

leaders and innovators

NetworkSpend over 10 hours networking

with 150+ pharma experts, payers and key decision makers

Learn2 targeted tracks, 30+ expert speakers,

industry driven agenda, panel discussions and workshops

#efpsydney

COLLABORATEWITHPAYERS and identify new ways to market

BEYONDTHEPILL:a stronger focus on patient centric experiences

OVERHAULINGBESTPRACTICES in training, development and commercial engagement for your sales and marketing teams

SHARPERANDACCELERATEDDIGITALPERFORMANCE in order to effectively engage with your customers and deliver the right message at the right time

LEVERAGEYOURMULTICHANNELSTRATEGY for more effective customer interactions

Reserve your place now!

LAST FEW TICKETS


Albert SpanosHead of Operations and Corporate AffairsAustralia /New ZealandCelgene


Penny ShakespeareFirst Assistant Secretary, Pharmaceutical Benefits DivisionDepartmentofHealth



Gold Sponsor Silver Sponsors Exhibitors Supporting Sponsor Official Partner


e4p sydney brochure

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