SPEAKERS

SAMPLE OF KEYNOTE SPEAKERS AND THEIR CASE STUDIES

Giorgio PINCI

Director Strategy & Innovation at Healthcare Business

CASE STUDY / DAY 1

Customer Centricity and Omnichannel – How Is Merck Moving Towards the New Normal

Due to the COVID-19 pandemic we are facing a dramatic paradigm shift in Pharma Commercial Models. Digital is becoming a key part of the new paradigm and data-driven insights are a strategic pillar for reaching customer and stakeholders with the right message at the right time through the right channels and for improving performance and efficiency. This new approach requires an important cultural and organisational shift.

  • HCP habits and needs have changed
  • Adoption of digital channels has increased and new real-world insights that are there to understand our customers
  • Advanced and dynamic segmentation and recommender systems enabled by artificial intelligence are needed
  • Merck has performed various projects adopting this new approach that will be displayed during the presentation
CASE STUDY / DAY 1

COVID-19: A Game Changer in Digital Marketing Adoption

In February 2019, our digital marketing focus was on lead generation and driving adoption of marketing automation. From one day to the next, the company was facing an unprecedented amount of web traffic and online demand, disrupting the standard customer journeys and challenging internal processes. Within three months, more changes happened that in the past three years.

  • Redesigning customer journeys for mass traffic
  • Leveraging digital marketing for internal efficiencies and cross-functional collaboration
  • Monitoring KPIs that matter

Sandrine LE THOMAS

Former Senior Director, Global Digital Marketing

SUMMIT WILL HOST SPEAKERS FROM THE WORLD’S LEADING COMPANIES

Giorgio PINCI

Director Strategy & Innovation at Healthcare Business

CASE STUDY DAY 1

Customer Centricity and Omnichannel – How Is Merck Moving Towards the New Normal

Due to the COVID-19 pandemic we are facing a dramatic paradigm shift in Pharma Commercial Models. Digital is becoming a key part of the new paradigm and data-driven insights are a strategic pillar for reaching customer and stakeholders with the right message at the right time through the right channels and for improving performance and efficiency. This new approach requires an important cultural and organisational shift.

• HCP habits and needs have changed
• Adoption of digital channels has increased and new real-world insights that are there to understand our customers
• Advanced and dynamic segmentation and recommender systems enabled by artificial intelligence are needed
• Merck has performed various projects adopting this new approach that will be displayed during the presentation

Sandrine LE THOMAS

Former Senior Director, Global Digital Marketing

CASE STUDY DAY 1

COVID-19: A Game Changer in Digital Marketing Adoption

In February 2019, our digital marketing focus was on lead generation and driving adoption of marketing automation. From one day to the next, the company was facing an unprecedented amount of web traffic and online demand, disrupting the standard customer journeys and challenging internal processes. Within three months, more changes happened that in the past three years.

• Redesigning customer journeys for mass traffic
• Leveraging digital marketing for internal efficiencies and cross-functional collaboration
• Monitoring KPIs that matter

Marco BASILE

Head of Commercial Excellence, Europe, Middle-East & Africa

CASE STUDY DAY 2

Best Practices for Attracting and Retaining Top Talents in Sales Teams

Studies confirm that a team made of top talents outperform four times a team made of average individuals.
In this presentation, Marco Basile is going to share examples and best practices to attract and retain Top Talents in the Sales Organisations, based on articles, books and studies made by different authors.

The five main areas we will explore during the presentation to attract and retain talents will be:
• Company culture
• Competent leadership
• Purpose and recognition
• Career and growth opportunities
• Salary, rewards and benefit schemes

Julian OZDOWSKI

Commercial CFO

CASE STUDY DAY 2

Accelerating Go-to-Market Model Transformation in a "New Normal" Environment

The COVID-19 crisis and substantial acceleration of the digital transformation have profoundly shaken but also challenged the more traditional commercial approach in pharma.

These drastic changes also offer the opportunity to rethink more fundamentally different commercial models across the organisation to actually foster transformation, experiment and reallocate resources while keeping focus on patients, differentiation and investment effectiveness. Responding to internal and external pressures for precisely assessing ROI remains one of the bigger challenges.

Thomas THESTRUP-TERP

Corporate Vice President, Commercial Operations

CASE STUDY DAY 2

Customer Engagement Analytics: From ‘Footprint’ to ‘Touchpoints’

As the pharma customer engagement model evolves and digital channels becomes a greater part of the overall customer coverage model, what role should more advanced ‘Customer Engagement Analytics’ play in a future Commercial Excellence set-up and what does a strong roadmap look like.

Marco BASILE

Head of Commercial Excellence, Europe, Middle-East & Africa

CASE STUDY / DAY 2

Best Practices for Attracting and Retaining Top Talents in Sales Teams

Studies confirm that a team made of top talents outperform four times a team made of average individuals.

In this presentation, Marco Basile is going to share examples and best practices to attract and retain Top Talents in the Sales Organisations, based on articles, books and studies made by different authors.

The five main areas we will explore during the presentation to attract and retain talents will be:

  • Company culture
  • Competent leadership
  • Purpose and recognition
  • Career and growth opportunities
  • Salary, rewards and benefit schemes
CASE STUDY / DAY 2

Accelerating Go-to-Market Model Transformation in a "New Normal" Environment

The COVID-19 crisis and substantial acceleration of the digital transformation have profoundly shaken but also challenged the more traditional commercial approach in pharma.

These drastic changes also offer the opportunity to rethink more fundamentally different commercial models across the organisation to actually foster transformation, experiment and reallocate resources while keeping focus on patients, differentiation and investment effectiveness. Responding to internal and external pressures for precisely assessing ROI remains one of the bigger challenges.

Julian OZDOWSKI

Commercial CFO

Very nice conference. I liked the international mix of people and professions

Sales & Marketing Director at Janssen

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