Covid-19 has turned the MedTech marketplace upside down
Join this virtual event to find out how others from the front line of MedTech sales, marketing and digital are driving greater commercial excellence to support HCPs with patient-centric strategies in these unprecedented times.
Sign up for free to find out how you can:
- Launch innovative HCP engagement strategies during the Covid-19 crisis - get practical insights from Europe’s top MedTech Commercial experts and technology leaders
- Transform customer journeys with digital-first and multichannel campaigns - discover how the latest strategies, tools and technologies are being leveraged
- Benchmark against peers and have your pressing questions answered – hear from 12 MedTech Commercial Leaders and take part in live polling and Q&A after each session
Featured Speakers
Thomas Kraft
Senior Vice President, Global Marketing and Sales
B Braun Medical
Alexandre Schneider
Vice President Global Commercial Performance & Strategic Accounts
bioMerieux
Robert van Geffen
Global Head of Digital Marketing & E-Commerce
Phillips
Anna Farre Escofet
Global Director Commercial Excellence Performance
Alcon
Dirk Abeel
Global Medical Sales Director
Reckitt Benckiser
Devlin Hannon
Director, Central & Eastern Europe
Boston Scientific
Nicolas De Ricou
Head of Italy, Central Europe, Russia & Eurasia
Echosens
Caroline Beecham
Head of Commercial and Distribution, UK & Ireland
Becton Dickinson
Juergen Kelch
Senior Director Commercial Operations Acute Care
Getinge Group
Lars Meincke
Chief Executive Officer
Agnitio
Jam Khan
VP, Product Marketing
Seismic
Albertina Cabal
Director for Healthcare, Challenger Sales & Marketing
Challenger
Dr. Ana Ivanovic
Global Business Solution Director
Paul Hartmann
Aileen O’Sullivan
Senior Director, Commercial Effectiveness – EMEA
Cardinal Health
Mary Mader
Senior Manager, Healthcare and Business Services
Challenger
Matt Scheitlin
Partner and Head of Medtech Practice in Europe
ZS
Agenda
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Day One
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2:00 pm - 2:05 pm
2:00 pm - 2:05 pm
Welcome Address:
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2:05 pm - 2:30 pm
2:05 pm - 2:30 pm
PANEL DISCUSSION: Rising to the challenge - What are the critical lessons learnt in responding to the Covid-19 outbreak and how can you best prepare for future industry disruption?
Alexandre Schneider, Vice President Global Commercial Performance & Strategic Accounts, bioMerieux
Robert van Geffen, Global Head of Digital Marketing & E-Commerce, Phillips
Caroline Beecham, Head of Commercial and Distribution, UK & Ireland, Becton Dickinson
Matt Scheitlin, Partner and Head of Medtech Practice in Europe, ZSLearn more- How has the global Covid-19 pandemic tested the agility and resilience of commercial teams on a global scale?
- Where have the most significant challenges presented themselves and how can you overcome current pain points?
- How has the shift towards digital sales during the pandemic impact the future of the customer facing role in the MedTech industry?
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2:30 pm - 3:00 pm
2:30 pm - 3:00 pm
CASE STUDY: Winning, growing and retaining accounts when HCPs are too distracted to care about commercial conversations
Albertina Cabal, Director for Healthcare, Challenger Sales & Marketing, Challenger
Mary Mader, Senior Manager, Healthcare and Business Services, ChallengerLearn more -
3:00 pm - 3:30 pm
3:00 pm - 3:30 pm
INTERVIEW: What HCP and sales rep engagement strategies should you choose during the Covid-19 crisis to support overwhelmed healthcare systems while continuing customer engagement?
Thomas Kraft, Senior Vice President, Global Marketing and Sales, B Braun Medical
Learn more- How MedTech can best support and engage their healthcare customers during the crisis
- How to ensure that online engagement helps HCPS but not overburdens them
- What is a new role of MedTech companies in helping patients
- How to leverage the latest digital technology to maximize customer engagement
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3:30 pm - 4:00 pm
3:30 pm - 4:00 pm
CASE STUDY & INTERVIEW: How Sales Enablement is Unifying Sales and Marketing Teams Everywhere
Jam Khan, VP, Product Marketing, Seismic
Learn more- Learn how a poor buying experience can negatively impact your growth strategy
- How to delight sellers and buyers through impactful and resonant storytelling
- How your content and your story can directly impact revenues
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4:00 pm - 4:30 pm
4:00 pm - 4:30 pm
CASE STUDY: How to effectively engage with large distributor networks during the Covid-19 pandemic – key insights and lessons learned
Nicolas De Ricou, Head of Italy, Central Europe, Russia & Eurasia, Echosens
Learn more- The importance of putting people first – placing the focus on the relationship with your key stakeholders
- How to develop a leaner approach to Sales
- What steps can help your organisation better preparing the Future post COVID-19?
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4:30 pm - 5:00 pm
4:30 pm - 5:00 pm
CASE STUDY: The new normal for HCP engagement: Enhancing remote performance of your field force in a post-Covid-19 era
Lars Meincke, Chief Executive Officer, Agnitio
Learn more- How to meet new demands and more limited access to HCPs and other key stakeholders
- How to reorganize your sales teams and move from a rep-centric sales model to remote communications
- How to decide which remote technology that’s right for your organization – and how to connect it to your multichannel engagement strategy
- How to set the right KPIs and measure success from your digital investments
Lars Meincke, Chief Executive Officer, Agnitio
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5:00 pm - 5:30 pm
5:00 pm - 5:30 pm
INTERVIEW: How can you keep your salesforce engaged and motivated whilst implementing your Covid-19 recovery plan?
Learn more- What techniques are particularly important and powerful to boost employees’ moral when an organisation is in crisis mode?
- What are the most effective methods to train your salesforce remotely to excel their commercial capabilities?
- What digital tools and training solutions should you provide for your sales teams during lockdown?
- How to align your SF to HCPs’ plans for patients’ treatments and elective surgeries after Covid-19 pandemic
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5:30 pm - 6:00 pm
5:30 pm - 6:00 pm
END OF DAY ONE
Lessons Learnt During Covid-19
New Customer Engagement Strategies in Response to the Pandemic
Preparing your Salesforce for the Covid-19 Recovery Plan
Day Two
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2:00 pm - 2:05 pm
2:00 pm - 2:05 pm
Welcome Address:
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2:05 pm - 2:30 pm
2:05 pm - 2:30 pm
INTERVIEW: How can you launch new internal and external communication strategies to ensure effective management of your teams to tackle the challenges of remote working?
Anna Farre Escofet, Global Director Commercial Excellence Performance, Alcon
Learn more- What are the key considerations you need to make when adapting your commercial teams’ ways of working to cater for challenges that come with remote working during the global pandemic?
- How can training you implement new commercial programmes to equip your sales teams with key insights to succeed in today’s market?
- How can you deploy digital tools at scale to provide your teams with key insights and better support their sales strategies in today’s changing world?
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2:30 pm - 3:00 pm
2:30 pm - 3:00 pm
INTERVIEW: How to successfully compete in a new competitive landscape: Lessons learnt from Getinge Group
Juergen Kelch, Senior Director Commercial Operations Acute Care, Getinge Group
Learn more- How the Covid-19 pandemic impacted the global competitive landscape of MedTech companies
- Where do the challenges and new opportunities raise?
- What should you be considering to remain your profits if the second wave of Covid-19 pandemic comes?
- What are the scenarios of going out of the pandemic and how to capitalize on those?
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3:00 pm - 3:30 pm
3:00 pm - 3:30 pm
INTERVIEW: How can you keep your salesforce engaged and motivated whilst implementing your Covid-19 recovery plan?
Learn more· What techniques are particularly important and powerful to boost employees’ moral when an organisation is in crisis mode?
· What are the most effective methods to train your salesforce remotely to excel their commercial capabilities?
· What digital tools and training solutions should you provide for your sales teams during lockdown?
· How to align your SF to HCPs’ plans for patients’ treatments and elective surgeries after Covid-19 pandemic
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3:30 pm - 4:00 pm
3:30 pm - 4:00 pm
FIRESIDE CHAT: What market changes can you leverage from the current crisis: How can digital business models widely adopted during the crisis be adapted as a way forward in long term?
Devlin Hannon, Director, Central & Eastern Europe, Boston Scientific
Dr. Ana Ivanovic, Global Business Solution Director, Paul Hartmann
Aileen O’Sullivan, Senior Director, Commercial Effectiveness – EMEA, Cardinal HealthLearn more- What business models have been emerging from the crisis and do they have feasibility in the post-crisis future?
- How have customer demands been changing during the pandemic?
- How does your field force look like in the future – will it be changing or staying the same?
- What digital technologies have been gaining momentum during the crisis and will they see an uptake post the pandemic?
- Expectations vs. reality - What changes to the customer behaviour did we expect and what actually happened?
- What are the key lessons and takeaways from the pandemic and what can we carry forward to improve operations, business models and client relationships?
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4:00 pm - 4:30 pm
4:00 pm - 4:30 pm
INTERVIEW: Ensuring data-driven strategies are still in place - What are the best approaches to drive greater data democratisation between departments and company-wide digital engagement to achieve your transformation goals?
Dirk Abeel, Global Medical Sales Director, Reckitt Benckiser
Learn more· How can you build a data governance strategy that encourages transparency between your sales and marketing departments?
· How can you define new ways of working with data to succeed with data-first processes across your organisation?
· How can you implement a data framework that supports your day-to-day sales and marketing operations?
· How can you work with better work with company data to build robust commercial operations that fuel company growth?
· How can greater levels of internal data democracy open up future growth opportunities with customers, partners and key market players
Succeeding In Changing Landscape with New Strategies
Empowering Marketing Teams During Covid-19 “Crisis Mode”
Embracing Data-Driven Commercial Business Models
Why Sign Up?
Why Sign Up?
Hear from your industry peers about their recent successes, as well as solution providers about the leading tools driving the Medtech industry forward.
In Partnership With
Frequently Asked Questions
Frequently Asked Questions
Do I need to download or install any software to be able to attend this event?
Will the sessions be recorded?
