Webinars

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

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

This session has two components and is comprised of a panel of industry experts in the areas of Online Publishing, Media Solutions & Consulting, Media Planning, Buying and Activation, Healthcare Intelligence and Pharma.

The panel will give a brief overview of their areas of expertise as it relates to digital in the Healthcare industry. Prior to the session, we will solicit questions for discussion. The panel will be comprised of:

• Media Solution: Michael Joachim, VP, Sales, Medicx and Michael Weintraub, CEO, Medicx
• Communication Agency: Lauren Jacobson, Director, Communications Design, Initiative
• Healthcare Intelligence: Bob Gabruk, Vice President, Global Primary Intelligence, Global Services, QuintilesIMS
• Pharma: Pat Miller, Executive Vice President of Prismic Pharmaceuticals
• Media Agency: Leanne Smith,VP, Insights & Analytics, CMI/Compas

This session will focus not only on the evolution, but the revolution, of the digital landscape, and how data and enhanced learning algorithms are key drivers of campaign success. With cutting edge ad and marketing technologies combined with advanced analytics, digital media can deliver more comprehensive insights and allow Pharma to achieve the 360 degree view of the customer. In this session, we expound on the different components of digital analytics (ROI, MMM, Digital Attribution, audience composition, and more) with how social media is assimilating into the mix. While this may be a topic that will seem overwhelming, it’s just math and this will not require an advanced degree. Understanding the basics will allow marketing and sales staff to expand the possibilities and bolster their assessment of derived value, validating return on investment and strategic advantage.

Presenters:

• Laura Jenkins Jirele, Vice President, Insights & Analytics, Medicx Media Solutions
• Michael Joachim, Vice President, Sales, Medicx Media Solutions
• Tom Jirele, US Data Science Lead, Cognizant

We are not in Kansas anymore! This session will focus on a cross-functional view of media and how digital media relates to Pharma Rx, encompassing OTC/CPG. We will also discuss how a digital media campaign is planned, designed, bought and activated. Unlike traditional DTC/DTP, new aspects will be covered, such as the role of Programmatic Traders (much like your Merrill Lynch stock broker) in ensuring the campaigns are set up, managed and optimized, and the role of creative agencies, media agencies and partners and ad exchanges such as AppNexus, Rubicon, Adx and more. Improving campaign execution and performance through new innovations in audience targeting and addressable media tactics will also be covered. This webinar will seek to gain an understanding of the Media channels (OTT (over the top) TV, Addressable TV, Digital including Desktop, Mobile, and Tablet devices, and Email) as additions to the traditional promotional activities which bring new complexity to strategy, gaining insights not previously possible.

Presenters:

• Laura Jenkins Jirele, Vice President, Insights & Analytics, Medicx Media Solutions
• Noel Webb, Vice President of Digital Media & Targeting Solutions, Medicx Media Solutions

This initial session will focus on current Pharma data and technology. Each continues to evolve at an exponential velocity, fueled by mobility and access to digital media. The focus will be on establishing a solid understanding of the underlying data found across media, and the digital media channels utilized by both through Pharma & OTC, and expanding the traditional resources of Healthcare to include those of the consumer, retailer, shopper and expert marketers. It is critical to expand the view of the traditional and media data landscapes to better understand the potential currently possible when leveraging both digital and other cross channel media approaches.

Presenters:

• Laura Jenkins Jirele, Vice President, Insights & Analytics, Medicx Media Solutions
• Michael Joachim, Vice President, Sales, Medicx Media Solutions

Layering in socioeconomic data with insights into the health needs and risk profile of market areas can help life sciences organizations make more informed decisions and optimize resources. With this insight, life sciences organizations can help to improve disease awareness and patient care programs that support HCP and HCOs. In this webinar, participants will:

• Explore an innovative approach to help better understand and manage health risk
• Learn how social, economic and environmental factors can impact health conditions and understand how to go beyond claims data for a more comprehensive view of the individual and health risks.
• Explore Social Determinants of Health and learn how using health attributes and risk scoring can impact health and outcomes
• Explore the commercial impact to life sciences organizations.

Presenters:

• Eric McCulley, LexisNexis Health Care
• Kelly Sborlini, LexisNexis Health Care

Medical claims data has long been a rich source of critical insight in guiding sales and marketing efforts. However, as competition has intensified, and as specialty markets have become more prevalent, the need for more timely medical claim insight has also grown. We will explore how near real time medical claims can help pharmaceutical companies gain competitive advantages. In this webinar, participants will:

• Uncover unexpected opportunities utilizing alerts
• Understand how to identify physicians who treat rare diseases
• Learn how to track and respond to physician utilization metrics

Presenters:

• Don DeStefano, LexisNexis Health Care
• Kelly Sborlini, LexisNexis Health Care

Given the global footprint of many life sciences organizations, a global transfer of value (TOV) reporting solution that is managed centrally but flexible to support regional and local needs is a must today. In this webinar, participants will explore best practices to consider in a global TOV reporting solution, including:

• How a highly configurable, hosted system can support the complex data management needs of life sciences organizations
• How to create consistent and effective transparency policies for global reporting
• Evaluation of cross-border consent with indirect payments and challenges that exist with cross border transactions
• How to manage, control and audit cross-border payments most efficiently
• Optimization resources to navigate global standards for data validation

Presenters:

• Theresa Greco, LexisNexis Health Care
• Greg Maynard, LexisNexis Health Care

Today’s health care landscape is comprised of highly complex, layered Integrated Delivery Networks (IDNs), which has led many life sciences organizations to shift toward account-based sales models. In this webinar, participants will:

Explore how the powerful combination of claims intelligence and provider demographic, affiliation and relationship data can help simplify and clarify markets made up of complex IDNs.

Hear a case study of how a major pharmaceutical company gained visibility into complex IDNs for a specialized market, resulting from promising capabilities that represent the future of life sciences market penetration strategies.

Presenters:

• Don DeStefano and Kelly Sborlini, LexisNexis Health Care