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06 Dec 2022 | 03:45 PM GMT

Sprint: Pharma Sales Model for DTx-Drug Combination (Part 1)

Anchored by:

John Cairns
Global Head of Digital, Oncology Franchise
SANOFI

Participants:

John Cairns Global Head of Digital, Oncology FranchiseSanofi
John Cairns
Global Head of Digital, Oncology FranchiseSanofi
Jo Peddhinti AdvisoryHLTH Community
Jo Peddhinti
AdvisoryHLTH Community
Ameya Phadke Senior Director, Non Pharma SolutionsChiesi Group
Ameya Phadke
Senior Director, Non Pharma SolutionsChiesi Group
Ashley Pippin DirectorNovartis
Ashley Pippin
DirectorNovartis
Doug Burgener Marketing DirectorBiofourmis
Doug Burgener
Marketing DirectorBiofourmis
Evgueni Ivanov Digital Strategy and PortfolioUCB
Evgueni Ivanov
Digital Strategy and PortfolioUCB
Gregoire Guillet Chief Business and Value OfficerWeHealth Digital Medicine
Gregoire Guillet
Chief Business and Value OfficerWeHealth Digital Medicine
Ivan Jurisic Head of ProductPatients Influence
Ivan Jurisic
Head of ProductPatients Influence
Jeff Wandzura CEOKEEP Labs
Jeff Wandzura
CEOKEEP Labs
Matt Norton VP of Marketing & Commercial DevelopmentS3 Connected Health
Matt Norton
VP of Marketing & Commercial DevelopmentS3 Connected Health
Nick Mageras PrincipalIQVIA
Nick Mageras
PrincipalIQVIA

About this Meeting

Outcome focused, 2 part meetings - walk away with insights. 

Participate in a Digital Health Sprint in order to: 

  • Deep dive into a topic over 2 focused sessions. 
  • Engage with a small group of 10 global thought-leaders throughout.  
  • This sprint is outcome-focused: HealthXL and participants create exclusive outputs.  
  • Grow your network with our break out sessions.
While the combination of a drug with a DTx can increase the treatment value, there are many challenges when trying to fit these combinations into the pharma traditional sales model. What are the main obstacles and what would a good sales model look like for DTx+drug combinations? In this sprint, we will break this down into 5 key challenges and agree on 5 key recommendations to overcome them. At the end of the session, HealthXL will put together an output with the learnings from the group.    

Some of the major challenges we may tackle (these are some examples - the group will agree on the problems they want to address):  

  • Rethinking sales teams incentives: incentivizing salesforce teams to sell DTx. 
  • Finding the right talent and/or upskilling existing teams  
  • Lack of a measurable ROI, figuring out a sustainable sales model for profitability.  
  • Going beyond the traditional pharma sales model: how to make room to test more innovative sales models? 
  • Showing sufficient data to support the product: building a compelling storytelling when selling to physicians.
Please note Part 2 of this session takes place on December 21st.

We would like to remind you that our meetings are small and intimate sessions with a limited number of seats available, therefore we rely on your attendance and participation to ensure a high quality and valuable meeting for all. If you are confirmed for this meeting we ask if you can please ensure your attendance on the day.