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Webinars

Tactical Approaches for Sales Operations Leaders, Session 3: Transforming the Roster Management Process to Analytically Evaluate Territory Vacancies

Tactical Approaches for Sales Operations Leaders, Session 3: Transforming the Roster Management Process to Analytically Evaluate Territory Vacancies
Saturday, 30 June 2018

An effective Roster Management Module seamlessly integrates with upstream, downstream systems and provides an intuitive interface to home office and field to manage vacancies. A true transformation occurs when people, processes and technology are combined to help effectively manage vacancies for sales teams and bring tangible cost savings.

How often have we seen a regional manager asking for a territory to be backfilled? While home office/HR can help the manager to backfill vacancies, an ideal process should also be able to evaluate:

  • Which territories should be backfilled first, out of all vacant territories?
  • Is there a need to backfill all vacant territories OR can they be collapsed?
  • What analytical framework is best suited to answer the above two questions?

Unless sales leaders and home office ask these strategic questions, they will be missing out on prioritizing territories that need to be filled. We have seen many pharma companies conducting exercises to evaluate geographies. In this session we will discuss:

  • Elevating roster management into a strategic tool to effectively manage vacancies
  • An analytical framework to successfully evaluate vacant geographies

Presenters:

  • Ankush Mahajan, Associate Director, Axtria
  • Anuj Mahajan, Associate Director, Axtria

Tactical Approaches for Sales Operations Leaders, Session 2: Integrating Roster Management with HR, Alignments and Incentive Compensation Systems

Tactical Approaches for Sales Operations Leaders, Session 2: Integrating Roster Management with HR, Alignments and Incentive Compensation Systems
Wednesday, 27 June 2018

In this session, presenters will discuss the following:

  • Key aspects of integrating roster management with an HR system and interpreting HR data for important roster events
  • Potential use of roster system for downstream processes, including rep licensing, credentials and sampling eligibility
  • Inclusion of key stakeholder; apart from sales operations, including HR, technology business partners are extremely critical for a successful transformation and adoption of roster management processes
  • Utilizing technology enablers to achieve efficient, automated roster operations with access to historical rosters for an employee or a team
  • Adoption of "To be process" – like any other change, organizational culture needs to adapt to the new processes for roster management
  • Case Study – Successful roster operations transformation for a pharma organization

Presenters:

  • Nandana Kondur, Associate Director, Axtria
  • Anuj Mahajan, Associate Director, Axtria
  • Dhiren Patel, Principal, Axtria
  • Gaurav Sharma, Senior Director, Axtria

Tactical Approaches for Sales Operations Leaders, Session 1: The Importance of an Efficient, Effective and Integrated Roster Management Process

Tactical Approaches for Sales Operations Leaders, Session 1: The Importance of an Efficient, Effective and Integrated Roster Management Process
Wednesday, 13 June 2018

In this session, speakers will discuss the following topics:

  • A brief introduction to Roster Management for Pharma and its unique value proposition to improve Sales Ops efficiency
  • Why pharma operations needs to embrace roster management transformation:
    • Incentive compensation eligibility relies on updated roster information.
    • Territory alignments take rep location as a key input for balanced, well designed territories.
    • Personnel changes, to plan for backfills, or take any other decisions for the territory
    • Fleet, sampling, legal, and training systems all rely on latest rosters to plan for their respective processes.
  • Key challenges faced by Sales Operations leaders in absence of a roster management system:
    • Manual, Excel-based maintenance of roster data is time consuming, complex and error prone.
    • Employee assignment changes all the time and often sales operations is in reactive mode to such changes.
    • Reliance on HR system to maintain employee assignment data.
  • A discussion of the ultimate goals of undertaking a roster management transformation and what successful implementations look like

Presenters:

  • Nandana Kondur, Associate Director, Axtria
  • Anuj Mahajan, Associate Director, Axtria
  • Dhiren Patel, Principal, Axtria
  • Gaurav Sharma, Senior Director, Axtria

Measuring the Impact of Near Real-Time Medical Claims to Target Physicians with Newly Diagnosed Patients

Measuring the Impact of Near Real-Time Medical Claims to Target Physicians with Newly Diagnosed Patients
Sunday, 01 April 2018

As health care technology evolves, medical claims data is becoming more rapidly available. This shift has opened a door to new and innovative ways of using daily and weekly claims feeds to derive key insights and enable more agile sales and marketing teams.

Through the use of near real-time medical claims in this way, we will explore how pharmaceutical companies can engage the right HCP at the right time, deliver the right message for their product, and drive sales with an early competitive advantage.

Presenters:

  • Abigail Bernardi, LexisNexis® Risk Solutions – Health Care

Exploring The Patient as a Person, Session 4: Protecting Privacy in the Age of Patient Centricity

Exploring The Patient as a Person, Session 4: Protecting Privacy in the Age of Patient Centricity
Wednesday, 07 March 2018

The healthcare industry’s focus on patient centricity has meant that healthcare researchers working on behalf of the industry are looking for patient insights through a variety of channels – from healthcare providers, from the patients themselves and from biometric data, to name just a few. However, researchers face many challenges in protecting individual privacy: the copious amount of data being collected; the difficulty in keeping patient data absolutely anonymous at all times; the possibility of discovering patient information that the patients themselves are unaware of, such as from genomic sequencing; and the industry as a whole working on innovations that will change diagnosis, treatment and resource allocation that will be a potential minefield for privacy regulations.

This webinar will focus on helping you understand the tricky privacy landscape and examine how the landscape differs in different countries. It will also provide you practical advice on how to avoid pitfalls as you delve more into patient-centric research.

Presenters:

  • Dr. Jessica Santos, Global Compliance and Quality Director, Kantar Health

Exploring The Patient as a Person, Session 2: The Good, the Bad, and the Ugly: A Practical Guide to Real-World Data

Exploring The Patient as a Person, Session 2: The Good, the Bad, and the Ugly: A Practical Guide to Real-World Data
Wednesday, 07 February 2018

With patient centricity the hot word in Life Sciences research right now, Real-World Data (or patient-level datasets) are absolutely critical to your research. Data suppliers are offering open claims, closed claims data, EHR data, patient registries, etc., and they claim their datasets provide exactly what you need to do your research. But can you trust these claims?

This webinar will focus on all of the different types of Real-World Data and “The Good, the Bad, and the Ugly” of each of these types to help you navigate through all of the vendor sales pitches to ask the right questions to your vendors so you can pick the best dataset for whatever your request objectives are.

Presenters:

  • Tom Haskell, Global Head of Data Analytics, Kantar Health

Exploring The Patient as a Person, Session 1: Patient Ecosystem: Gaining a Human Perspective of the Impact of Disease

Exploring The Patient as a Person, Session 1: Patient Ecosystem: Gaining a Human Perspective of the Impact of Disease
Wednesday, 24 January 2018

It's not what patients say, but what they do and how they feel.

Healthcare is changing at a rapid pace, and to truly understand the individual suffering from a health condition you need to better understand the emotional drivers and challenges people face to maintain an acceptable quality-of-life, regardless of disease or condition. These make up the "Patient Ecosystem," which encompasses the person, his or her condition(s) or disease(s) and the many surrounding factors that influence behavior, attitudes, care and quality-of-life.

This Webinar will discuss a research approach that enables you to obtain insights into the relationship between the individual person and condition and the influences of behavior. By holistically working to gain a deep understanding of impactful socio-cultural influences and contextual environments, you are also able to identify and influence transformative strategies to change these behaviors.

We will use a real example with people with Irritable Bowel Syndrome (IBS) to demonstrate how we achieve an understanding of the physical, emotional and social impact of this condition.

Presenters:

  • Sheila Mott, Kantar Health

Sales Compensation in the Pharmaceutical Industry, Session 3: Innovations in Pharma Sales Compensation

Sales Compensation in the Pharmaceutical Industry, Session 3: Innovations in Pharma Sales Compensation
Tuesday, 17 October 2017

Join this session to hear and see some of the recent and coming innovations in sales compensation. We will share some of the cutting-edge work being done in this space by both pharma and non-pharma companies.

Topics will include:

  • Gamification
  • Artificial Intelligence
  • Cognitive Automation
  • Behavioral Science
  • Collaborative Planning

Presenters:

  • Bhavik Gandecha, Solutions Consultant, Optymyze
  • Erich Sachse, VP Services Delivery, Optymyze

Sales Compensation in the Pharmaceutical Industry, Session 2: Pharma Plan Design & Modeling

Sales Compensation in the Pharmaceutical Industry, Session 2: Pharma Plan Design & Modeling
Wednesday, 20 September 2017

Join this session to learn how to design an effective sales compensation plan, from conceptualization to rollout. Plan design requires balancing a number of factors, including selling roles, sales and marketing strategy, compensation philosophy and competitiveness, product lifecycle and characteristics, and available data.

Effective plan design also requires an investment in modeling. This presentation will review some of the ways you should model your new plan both retrospectively and prospectively. Plan modeling is also a great place to leverage advanced analytic techniques, and we will share innovative modeling tools that can be used to ensure that your plans motivate the sales force while also being fiscally sustainable.

Presenters:

  • Dan Stewart, Professional Services Manager, Optymyze
  • Kriti Dua, Professional Services Senior Consultant, Optymyze

Sales Compensation in the Pharmaceutical Industry, Session 1: Pharma Sales Comp 101

Sales Compensation in the Pharmaceutical Industry, Session 1: Pharma Sales Comp 101
Wednesday, 06 September 2017

Join this session to learn the basics of sales compensation in the pharma industry. Presenters will share common types of plans in the pharma industry, and some of the considerations for each of these plan types. We will also review plan effectiveness best practices to help you self-assess your organization to know if your comp plans are working and allow you to track results on an ongoing basis.

In addition, we will share from our extensive experience in industries outside of Pharma. As the pharma landscape and selling model have evolved, it’s even more critical that we learn from companies that have faced similar challenges, regardless of industry. We will review similarities and differences, and how problems from other industries can be relevant to us in the pharma industry.

Presenters:

  • Erich Sachse, VP Services Delivery, Optymyze

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