Event Overview

The MedTech Commercial Leaders Forum is Europe’s largest medical device-specific commercial event for good reason. With a unique range of stakeholders including payers and customers, fresh perspectives from industry and the leading solution providers in the MedTech commercial space, this is the only event Commercial, Sales, Marketing, Brand, Distribution & Procurement Directors need to attend.

Attendees who take part in this event will learn from the industry’s thought leaders on areas such as long-term customer engagement, Sales & Distribution strategy, Digital and Multichannel Marketing and also Value-Based economic selling strategies. With over 120 participants, there is a always a focused, senior-level group of peers to meet, share ideas and build networks with.

Whether you attend for 2 or 3 days, we guarantee you will have a value-added, interactive and educational experience and definitely expand your personal networks.

We look forward to having you in London at 2018’s premier MedTech Commercial event!

Speakers List

MedTech Industry Experts

Senior Vice President - Head of Global Sales Operations
Siemens Healthineers, USA

 

Vice President QA/RC EMEA
Zimmer Biomet, Switzerland

Vice President Marketing
Integra LifeSciences, USA

Global Strategy Head, VP, Digital Platforms
Ascensia Diabetes Care, Switzerland

Vice President Global Customer Marketing & Education
Straumann, Switzerland

Director, Market Access
Association of British HealthTech Industries (ABHI), UK

Vice President, Interventional Oncology and Spine EMEA
Merit Medical Systems, Slovakia

EMEA Strategy & Market Insights
Abbott Diagnostics, Germany

Group Manager, Hospital Channel Marketing
Intuitive Surgical, USA

Executive Vice President MosaiQ™ Commercial
Quotient, Switzerland

Business Development Director
Xstrahl Group, Russia

Digital Analyst, Global Digital Marketing
Abbott Rapid Diagnostics, Ireland

Professor of Health Economics Kozminski University
Head of Health Economics and Healthcare Management Division, Principal Senior Consultant, Global Market Access Straub Medical, Switzerland

Global Pricing Manager
Philips Healthcare

Healthcare Providers

Medical Devices - Clinical Lead, Medical Physics & Clinical Engineering
Nottingham University Hospitals
NHS Trust, UK

Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

Silvia Cinnirella

Head of Purchase Department
Humanitas Research Hospital, Italy

Executive Board Member
Portuguese Institute of Oncology, Porto

Policy Researchers & Academics

Lead in Technology & Population Health
RAND Health, USA

Leader, Healthcare Lab
Research Fellow
Royal College of Art, UK

 

Experienced Solution Providers

Managing Director
ValueConnected

Director, EMEA
Blackdot, UK

Managing Director
Huron Consulting Group, USA

Director, Life Sciences
Huron Consulting, UK

Account Executive
Showpad

James Welsh

Sr Project Manager,
ValueConnected

Chief Commercial Officer
Agnitio, Denmark

Senior Client Engagement Director
Cetas Healthcare Insights, USA

Managing Director
Cetas Healthcare Insights, Netherlands

Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

VP, Marketing and Communications
Agnitio

Event Structure

Photo Gallery

Event Program

MedTech: Innovative Customer-Centric Business Models

Day 1 - 16th October, 2018

Stream Overview

Topics the sessions will cover:

• Engaging customers and stakeholders with value-added “pull” vs “push” communication strategies.
• Offering real outcome-based, patient solutions rather than products.
• Becoming an essential “partner” integral to healthcare systems vs being merely a supplier.
• Demonstrating cost & budget-effectiveness to achieve patient access.
• Developing truly “win-win” outcomes for patients, physicians, payers, providers as well as manufacturers.
• Integrated Health Solutions as a services & solutions business focused on creating long term partnerships with HCPs and health systems to deliver value-based healthcare.

08.30
Registration & Coffee
09.00
Chairperson’s Opening Remarks:

Managing Director
ValueConnected

CUSTOMER-CENTRIC COMMERCIAL MODELS: BEST PRACTICES

09.10
Digital Health: Shifting the focus of care to patient experience

Global Strategy Head, VP, Digital Platforms
Ascensia Diabetes Care, Switzerland

09.40
Global convergence in MedTech ethics & compliance
  • How expectations on corporate behavior is changing.
  • How collective action is the best mechanism to affect change.
  • Aligning industry and health system expectations.

Director, Market Access
Association of British HealthTech Industries (ABHI), UK

10.10
Transforming to a customer-centric go-to-market model in MedTech
  • Understanding the shifting buyer universe.
  • Defining the organisation of the future.
  • Key challenges & opportunities when transforming your business around the customer.
  • Outlining different transformation pathways depending on your organisational imperative & operational maturity.

Director, EMEA
Blackdot, UK

10.40
Networking & Coffee Break - Sponsored by Agnitio:
11.10
Get the backing from the C-Suite: how to demonstrate ROI on your digital investments
  1. Understand how to turn the C-Suite into digital advocates 
  2. Experience how the first movers in medtech have proven digital technology ROI
  3. See how you can use your digital investments to enable better customer experiences for payers and HCPs
  4. Explore how digital technology supports a key account strategy
  5. Learn how to get it right: start small and scale fast 

Chief Commercial Officer
Agnitio, Denmark

11.40
Med Tech companies transform from “suppliers” to “partners”. What’s next? Opportunities for new sources of value
  • Technology disruption: Non-healthcare players entering the market. Impact on our business model?
  • Technology-enabled care delivery: How do data, analytics and machine learning offer opportunities to address emerging payer and provider needs?
  • Reimaging the future state of med tech innovation: What kind of capabilities do we need to capture these new sources of value?
  • The case of diabetes management: Data at the center.

Director, Life Sciences
Huron Consulting, UK

12.10
How to advance the use of social media in the search for key medical device’s differentiators while assuring robustness and credibility of the value story
  • How forth industrial revolution and the digital health reshapes the healthcare sector.
  • Patient empowerment and its importance for the allocation of scarce healthcare resources.
  • Social media as threat or opportunity for medical devices- examples from other commodities market.
  • How to assess the value of real world data, limitations and opportunities from the perspective of manufacturer of medical devices.

Professor of Health Economics Kozminski University
Head of Health Economics and Healthcare Management Division, Principal Senior Consultant, Global Market Access Straub Medical, Switzerland

12.40
Luncheon Break - Sponsored by ValueConnected
13.40
Customer-Centric Business Models: Where to start and How to Deliver?
A perspective of the customer insight specialists on developing customer-centric business models
Key areas:
  • Role of Customer Insights in developing customer-centric business models
  • What are the different ways of approaching customer-centric pain points and unmet needs
  • How to distill impactful customer needs from customer wishlist
  • How to develop and validate business models through customer insights 

Senior Client Engagement Director
Cetas Healthcare Insights, USA

Managing Director
Cetas Healthcare Insights, Netherlands

CUSTOMER NEEDS & PERSPECTIVES

14.10
Hospital criteria and processes in selecting, tendering and purchasing devices
Hospital Perspective
  • Surgeon training and competency: what is the impact on tendering and procurement of devices?

Medical Devices - Clinical Lead, Medical Physics & Clinical Engineering
Nottingham University Hospitals
NHS Trust, UK

14.40
Procurement considerations from a private hospital perspective
Hospital Perspective
  • What information do hospital managers need before investing in new health technologies?
  • How is ‘’added value’’ viewed & measured by hospitals?
Silvia Cinnirella

Head of Purchase Department
Humanitas Research Hospital, Italy

15.10
USA: Innovative consumer-serving models in practice
Payer Perspective

Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

15.40
Networking & Coffee Break - Sponsored by Pitcher:
16.10
Value-Based Procurement: differentiating with Value
  • Moving the perspective from price to cost
  • Quantifying value in procurement
  • Case example: from lower cost to best option
  • Moving forward: role of the industry

Managing Director
ValueConnected

16.40
Opportunities for innovative collaborations with patient-centric hospital care
Hospital Perspective

Executive Board Member
Portuguese Institute of Oncology, Porto

17.10
Panel Discussion: Provider’s views on customer-centric approaches: Designing business models around enhancing the economic value for the organisation and patient experience
  • What are healthcare providers prioritising when purchasing a new technology?
  • What can contribute to trustful provider / manufacturer relationships?
  • What can the industry do better to implement customer-centric approaches in the future?
  • How can further integration & partnerships with healthcare systems be achieved?
  • Patient-centric approaches: Designing business models around enhancing the patient experience for your products.

Medical Devices - Clinical Lead, Medical Physics & Clinical Engineering
Nottingham University Hospitals
NHS Trust, UK

Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

Executive Board Member
Portuguese Institute of Oncology, Porto

Director, Market Access
Association of British HealthTech Industries (ABHI), UK

Silvia Cinnirella

Head of Purchase Department
Humanitas Research Hospital, Italy

17.50
Chairperson’s closing remarks
18.00
End of day one

19.30 Exclusive Networking Dinner for All Participants

MedTech: Sales Force & Distributor Effectiveness

Day 2 - Stream 1 - 17th October, 2018

Stream Overview

Topics the sessions will cover:

• Building & maintaining long-term partnerships with hospital finance & procurement directors, physicians & surgeons.
• Selecting, training, motivating and enabling distributors: Help them help you.
• Moving away from large sales forces & concentrating on key account management to increase sales force effectiveness.
• Training & Implementing “economic selling” in order to demonstrate value to physicians & decision makers.

08.30
Registration & Coffee
09.00
Chairperson’s Opening Remarks

Director, EMEA
Blackdot, UK

SALES FORCE STRATEGIES TODAY & TOMORROW

09.10
Enabling the sales force of the future: A blend of People, Processes and Technologies
  •           A picture of the future of med tech sales & customer engagement.
  •           Building an agile CRM & sales enablement organization.
  •           Connectedness, efficiency and intelligence.

Senior Vice President - Head of Global Sales Operations
Siemens Healthineers, USA

 

09.50
The best buyer experience wins - How to use digital to leave a mark with the empowered buyer?
  • Empowered buyer teams force Marketing & Sales to step up their game.
  • Marketing can support sales teams to become more solution-centric.
  • Sales teams can go beyond the expected and impact the modern-day buyer.
  • Ceterix, bioMérieux and ARGEN use sales enablement technology to step change Marketing and Sales alignment and grow sales productivity.

Account Executive
Showpad

10.30
Networking & Coffee Break - Sponsored by Cetas:

DISTRIBUTOR MANAGEMENT & DEVELOPMENT

11.10
Setting up a sales force or work with distributors? What and how in established and emerging markets?

Vice President, Interventional Oncology and Spine EMEA
Merit Medical Systems, Slovakia

11.40
The EU Medical Device Regulation – what is new for importers and distributors?
  • Definition of economic operators in the MDR.
  • Impact of new regulatory requirements on importers and distributors.
  • Working with legal manufacturers.
  • Next steps.

Vice President QA/RC EMEA
Zimmer Biomet, Switzerland

12.20
Luncheon Break - Sponsored by Huron Consulting:
13.20
Creating promotional plans for distributors to enhance long-term loyalty
  • The relationship with your distributors is a crucial one that is essential to the success of business. For many markets the distributor model is the only one to reach sales targets and profit. But often interactions with distributors is challenging and may be an obstacle on your way to positive business growth.
  • Commercial leaders who plan their promotional activities not only for customers but also for distributors - would gain sustainable growth.

Business Development Director
Xstrahl Group, Russia

14.00
How to engage & communicate value to stakeholders?
  • Philip’s digital journey for the value calculator iPad solution: Lessons learned, dos and don’ts
  • What was the impact on stakeholder engagement in the procurement process

Global Pricing Manager
Philips Healthcare

14.30
Networking & Coffee Break - Sponsored by Blackdot:
15.10
Panel discussion: Measuring and improving your sales force and distributor success
  • Understanding what the key performance metrics are (quantitative and qualitative).
  • How can this improve commercial performance in direct and distributor-driven markets?
  • Implementing a capabilities & performance development plan for your sales force / distributor.
  • How would the next generation sales force look like?

Senior Vice President - Head of Global Sales Operations
Siemens Healthineers, USA

 

Vice President, Interventional Oncology and Spine EMEA
Merit Medical Systems, Slovakia

Business Development Director
Xstrahl Group, Russia

15.50
Chairperson’s closing remarks
16.00
End of day two

MedTech: Multi-Channel & Digital Marketing

Day 2 - Stream 2 - 17th October, 2018

Stream Overview

Topics the sessions will cover:

• Improving brand & product awareness via social media & digital platforms.
• How to truly demonstrate “value” via traditional vs novel marketing tools & strategies.
• Meeting multiple levels of decision-maker needs on limited marketing resources.
• Strategies to communicate & engage physicians and stakeholders with modern online tools & apps.
• Delivering ROI and effectively communicating your product benefits with your customers in an ethical, long-term, mutually-beneficial manner.

08.30
Registration & Coffee
09.00
Chairperson’s Opening Remarks:

VP, Marketing and Communications
Agnitio

STRATEGIC DRIVERS FOR YOUR MARKETING PLAN

09.20
Driving growth in MedTech through behavior-based marketing

Vice President Marketing
Integra LifeSciences, USA

10.00
How to prevent customer churn using predictive analytics
  • Customer churn - a cost of doing business
  • Beware of the "silent" customer
  • Big data analytics
  • What's in it for the sales force

Vice President Global Customer Marketing & Education
Straumann, Switzerland

DIGITAL MARKETING: EXPERIENCES AND LEASSONS LEARNED

10.40
Strategic Use Of Analytics in Digital Marketing
  • Providing ROI
  • Data Driven Marketing
  • Increasing Lead Gen

Digital Analyst, Global Digital Marketing
Abbott Rapid Diagnostics, Ireland

11.20
Networking & Coffee Break - Sponsored by Cetas:
11.50
The real value of digital marketing for customers
  • Describing the survey, goals, and results.
  • If digital marketing doesn’t play such a big role for customers, what can we do different?
  • Suggestions for a smoother transition to digital channels in the future.

EMEA Strategy & Market Insights
Abbott Diagnostics, Germany

12.30
Luncheon Break - Sponsored by Huron Consulting:
14.00
What does a fully- digitized marketing & sales engine look like?
  • Behind the scenes case study of an advanced digitized marketing & sales engine .
  • The customer experience across digital and non-digital channels.
  • The business impact.
  • Required changes across Go To Market Model ( People, Process, Technology).

Director, EMEA
Blackdot, UK

14.40
Payer views on digital marketing: What are the benefits for payers and how can they be better engaged?

Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

15.20
Networking & Coffee Break - Sponsored by Blackdot:
15.50
Panel Discussion: Digital and multi-channel approaches that are effective in improving customer engagement and driving commercial success
  • What are the key performance metrics (quantitative and qualitative) to demonstrate marketing performance & ROI for marketing activities? Demonstrating digital marketing’s ROI to increase internal buy-in.
  • What are the new potential channels medical device companies could explore and possibly take advantage of, when designing multi-channel marketing strategies?
  • How can your commercial data lead to digitally-enabled services for customers?
  • Tips & Tricks: Digital lead generation, customer engagement & satisfaction.

Vice President Marketing
Integra LifeSciences, USA

Vice President Global Customer Marketing & Education
Straumann, Switzerland

EMEA Strategy & Market Insights
Abbott Diagnostics, Germany

Global Strategy Head, VP, Digital Platforms
Ascensia Diabetes Care, Switzerland

16.40
Chairperson’s closing remarks
16.50
End of day two

Economic Value Demonstration for MedTech

Day 3 - 18th October, 2018

Stream Overview

Topics the sessions will cover:

• Understanding the market access environment today and its impact on value definitions
• What is the role of commercial teams in economic selling?
• Overcoming the challenge of quantifying value
• Building effective tools and training methods
• Collaborating with market access teams
• Value-based procurement & early interaction with customers
• Translating competitive intelligence into strategic implications for decision making.

08.30
Registration & Coffee
09.00
Chairperson’s Opening Remarks:

Managing Director
Huron Consulting Group, USA

09.10
Emerging value-based MedTech business models
  • What are value drivers for providers and payers?
  • What are emerging provider-oriented business models?
  • What are emerging payer-oriented business models?
  • How can we identify product candidates for risk-based contracts?
  • How should we select a partner and a business model?

Lead in Technology & Population Health
RAND Health, USA

09.40
Demonstrating economic value of robotic-assisted surgery
  • Using real-world economic data
  • Determining value drivers by stakeholder
  • Creating messages and tools for cross-functional teams

Group Manager, Hospital Channel Marketing
Intuitive Surgical, USA

10.10
Systematic Value Generation and Claim Prioritization based on Economic Impact
  • Discover the relevant claim space for your target customer
  • Assess value and regulatory implications for aspired economic claims
  • Building a claim portfolio on differentiating impact before and after product launch

Managing Director
Cetas Healthcare Insights, Netherlands

Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

10.40
Networking & Coffee Break
11.10
Putting the customer life cycle at the heart of innovation
  • Creating customer value: Beyond the product life cycle.
  • Why do some innovations grow and thrive, while others quickly dive or even die?
  • What is the role of the customer in innovation in a fast-changing medtech landscape?
  • How can you create customer value before you even have a product on the market? And how is creating value different from generating revenue?

Executive Vice President MosaiQ™ Commercial
Quotient, Switzerland

11.40
The user is not just on the front line: Inclusive design in MedTech
  • Inclusive design methods to involve healthcare staff.
  • Case Studies of Inclusive Design to improve economic value of MedTech.
  • Quick methods and tips for application.

Leader, Healthcare Lab
Research Fellow
Royal College of Art, UK

 

12.00
Panel Discussion: Understanding the market access environment today and its impact on value demonstration
  • What do payers want and what is the definition of ‘’value’’?
  • Collaborating with market access teams to deliver the value story.
  • Driving the economic selling cultural change within the organisation.
  • Communicating economic value to different stakeholders within the hospital: Physician, hospital management, finance, technicians.
  • Translating competitive intelligence into strategic implications for decision making.

 

Group Manager, Hospital Channel Marketing
Intuitive Surgical, USA

Executive Vice President MosaiQ™ Commercial
Quotient, Switzerland

Lead in Technology & Population Health
RAND Health, USA

Managing Director
ValueConnected

Global Pricing Manager
Philips Healthcare

13.00
Luncheon Break
14.00
Workshop: Applying value to justify price and increase market access

Note: this will be a highly interactive session, so come prepare to engage and share thoughts
 

  • What is Value?
  • How relevant is Value-Based Healthcare now?
  • Common pitfalls when negotiating with Procurement
  • 1st Exercise: defining the value of a medical technology

 
15:20 Networking & Coffee Break
 

  • 2nd: Exercise: demonstrating the value of your product
  • From medical supplier to business partner

Managing Director
ValueConnected

James Welsh

Sr Project Manager,
ValueConnected

16.50
Chairperson’s closing remarks
17.00
End of day Three

Senior representatives of medical device companies involved in:

Commercial operations & strategy, sales & sales force effectiveness, strategic & operational marketing, multi-channel marketing, digital & online marketing, competitive & business intelligence, customer data analytics, business unit managers, distributor management, regional & general managers.
Chief Executive Officer, Chief Strategy Officer, Chief Operations Officer, Customer Excellence & Senior Executives.
Customer Training & Education, Clinical Training, Clinical Education, Professional Education, Global Education & Training, Medical Education, Field Clinical Services, Nurse Education & Training, PACE – Professional Affairs & Clinical Education, Scientific & Medical Affairs, Customer Relationship Management, Stakeholder Relations.

Event Partners

Media Partners

Speaker Biographies

Toby Carrington

Senior Vice President - Head of Global Sales Operations
Siemens Healthineers, USA

 

Toby is the Senior Vice President & Global Head of Sales Operations for Siemens Healthineers. He is currently based in New York where he is responsible for a large global team handling Siemens Healthineers worldwide sales operations functions.  Toby has an executive MBA with honors from ESMT Berlin and a Bachelor of Commerce and Diploma in Languages from Monash University in Australia. 

Matthias Bürger

Vice President QA/RC EMEA
Zimmer Biomet, Switzerland

International Executive with broad experience in medical device and pharmaceutical industry. Worked in industry, consulting and third party audit services. Strong background in cardiovascular technologies, including diagnostics and therapeutic devices (pacemakers, defibs, LVAD, stents, surgery), as well as orthopedics.
Significant international experience with residencies in USA, Germany and Switzerland. Managed personnel and quality systems internationally in the USA, Germany, Switzerland, France, Ireland, Wales, Finland, Mexico, India and China.
Specialties: Regulatory Affairs: Submissions (EU, FDA and international) and Post Market Surveillance
Quality Assurance: ISO 13485, ISO 9000, QSR, QMS, Supplier Control, Retrieval Analysis Laboratories
International Relations

Meera Gopalakrishnan

Vice President Marketing
Integra LifeSciences, USA

Meera Gopalakrishnan is the Vice President of Marketing for Integra LifeSciences.  She oversees the Advanced Energy and Neuro Monitoring franchises. Meera has global responsibilities for product management and marketing of key brands within Integra’s portfolio. Meera joined Integra LifeSciences in 2014 as the Global Senior Director of Marketing. She was responsible for leading a global marketing team and managing a strategic growth franchise within the Specialty Surgical Solutions business.

Meera has over 20 years of experience in the medical technology industry. Prior to joining Integra LifeSciences, Meera was with Philips Healthcare where she progressed through various leadership roles in product development and marketing spanning the Cardiology, Health Informatics and Radiology businesses. In recognition of her leadership in the role of Director of Marketing for Radiology Ultrasound, Meera was awarded the Pinnacle Gold award for excellence in marketing at Philips Healthcare

Meera received her Ph.D. in Biomedical Engineering. As part of her PhD, she collaborated with medical device industry partners in the areas of cardiac signal processing and defibrillation techniques. While at Philips, Meera completed several leadership development and executive education programs through Harvard Business School, Babson College and The Center for Creative Leadership.

Jazz Panchoo

Global Strategy Head, VP, Digital Platforms
Ascensia Diabetes Care, Switzerland

Jazz is a broadly experienced commercial leader and business strategist in both mature and emerging markets, with expertise in digital health/mHealth, medical device, pharmaceuticals, diagnostics and service organisations. In his current role he is responsible for the strategy, development and commercialization of new digital service business models in the emerging Interconnected Diabetes Management space and for the ongoing global commercialization of Contour NEXT/PLUS ONE meter and app system - now launched in 30 countries. Jazz is also responsible for new feature roadmap and release strategy for Contour Diabetes Application and for driving partnerships to explore new revenue stream development including licensing of digital technologies to be integrated into existing applications.

Cristina Crisan Tran

Vice President Global Customer Marketing & Education
Straumann, Switzerland

Cristina Crisan Tran leads the Global Customer Marketing & Education department at Straumann, responsible for strengthening the Straumann brand and driving sales through engaging global marketing initiatives, customer education and professional key opinion leader (KOL) management. Cristina positioned Straumann as the most patient centric Edentulous solutions provider in the dental industry, developed a program (SMART) to successfully tap into a growing general practitioner segment and gave a voice to women in implantology (WIN), making Straumann a brand of choice.  

Before joining Straumann, Cristina held various leadership positions in Sales and Marketing at

Sonova, where she drove subsidiaries’ turn-around and transformation projects, developed and championed the worldwide adoption of a value-based customer segmentation that revolutionized Sonova’s go-to-market approach and improved customer loyalty through churn modeling with predictive analytics. With a strong knowledge of pricing mechanisms as well as proven experience in successfully managing multiple global product launches, Cristina also contributed substantially to the average selling price and market share growth of Sonova to become the world leader in hearing solutions. 

Cristina holds a doctoral degree in Business Administration from the University of St. Gallen.

Andrew Davies

Director, Market Access
Association of British HealthTech Industries (ABHI), UK

Andrew has responsibility for ensuring that processes are aligned and optimised to support the introduction and uptake of technologies and best practices. This entails creating an ongoing dialogue between industry and policy makers to ensure efficient and effective access and payment structures are created and maintained.

 

In addition to the Market Access portfolio Andrew also leads on the ABHI Ethics and Compliance program. This includes credentialing, Code of Business Practice and Human Rights.

 

Having graduated with a degree in Applied Physics, Andrew entered the commercial environment and has gained over 20 years’ experience in the medical devices industry having worked within medical technology divisions of household names such as Thorn EMI, Philips and Bristol-Myers Squibb. He has held roles covering UK and international marketing, market access and business development working with both capital and consumable equipment.

Richard Svec

Vice President, Interventional Oncology and Spine EMEA
Merit Medical Systems, Slovakia

Specialties: Expert in Medical Devices for Surgery with 18 years experience General surgeon 18 years international experience (Europe) wherefrom 8 years in sales and marketing in Eastern Central Europe and Middle East)

Antje Plaschke-Schluetter

EMEA Strategy & Market Insights
Abbott Diagnostics, Germany

A committed manager with long-term experience in Sales, Marketing & Business Development of Life Science products. Experienced in markets for discovery research ( Automation & Consumables); translational medicine & diagnostic as well as for cellular therapy and therapy monitoring. A profound scientific background supplemented with a business & marketing degree and a personal focus towards concepts for personalized medicine. Proven leadership capabilities including managing and motivating sales teams and cross - functional global Project Teams. Experienced in Change-Management.

Emily Kim

Group Manager, Hospital Channel Marketing
Intuitive Surgical, USA

Within the Global Hospital Channel Marketing function at Intuitive, Emily leads a team focused on empowering providers to realize and deliver both clinical and economic value.  Prior to Intuitive, she spent six years at Medtronic developing value-based initiatives within marketing, and eventually as part of the Global Health Economics & Reimbursement organization. Until 2017, Emily served as Director of Global Market Access at Roche, where she was responsible for health economic evidence development in support of women’s health in Europe and Asia. She received her undergraduate degree from Princeton and MBA from Duke.

Martin Fuhrer

Executive Vice President MosaiQ™ Commercial
Quotient, Switzerland

Martin Fuhrer currently serves as Executive Vice President MosaiQ™ Commercial at Quotient, a 400-strong commercial-stage diagnostics company. Martin defines his role as the Chief Customer Champion for the company’s ground-breaking MosaiQ™ transfusion testing platform. Since 2015, he has been building a global commercial team that serves as the voice of customers and helps get the organisation ready to take the MosaiQ™ system to market. In his current role, Martin works to bring to life his belief that “value lies in the eyes of the beholder” – and to transform it into a competitive advantage for Quotient.

 

For this presentation, Martin draws on his more than 30 years of management experience leading sales, marketing and business management teams at global in-vitro diagnostic companies, such as Siemens Healthcare (now Healthineers), Dade Behring and DuPont. Through these roles, he grew his management skills in business development and strategic partnerships. But he takes greater pride in his achievements as a leader who has built new teams and implemented organisational changes, while growing revenues.

 

Having lived and worked in Germany, the US, Singapore and Switzerland, Martin has honed his intercultural skills to tackle the challenges of building customer relations in today’s globalised economy. Today, Martin lives with his wife and their two children in Frankfurt am Main in Germany.

 

Julya Zuenkova

Business Development Director
Xstrahl Group, Russia

Julya A. Zuenkova, MD, has a medical background working as clinical doctor and healthcare deputy director, implemented LEAN and clinical audits into Russian healthcare system, uses social marketing tools.

From 2010 she is working in MedTech field and has a big experience in manufacturing companies and also distributor company experience. She was working with different types of medical devices – innovative devices, consumables and capital equipment at radiology, cardiology, endovascular fields.

Within her career she was working in emerging markets: Russia, CIS and participated in APAC and EMEA projects.

Julya Zuenkova has marketing degree and is a Certificated Expert in Marketing Communication, Member of Marketing Guild Union. She is also lecturing

Daire Summerville

Digital Analyst, Global Digital Marketing
Abbott Rapid Diagnostics, Ireland

Dáire is a digital analytics expert who heads up global digital analytics for the Rapid Diagnostics division of Abbott Laboratories. He is responsible for digital analytics strategy, implementation and reporting for 30+ websites in 17 languages.

Prior to joining Abbott, Dáire was Web Analytics Manager at Alison.com, a high traffic e-learning website with over 12 million learners in 190 countries. At Alison, Dáire delivered 100% YoY customer growth through data driven marketing and design. He has a Bachelor of Business from the University of Limerick and a Postgraduate Diploma in Data Analytics from University College Dublin.

Katarzyna Kolasa

Professor of Health Economics Kozminski University
Head of Health Economics and Healthcare Management Division, Principal Senior Consultant, Global Market Access Straub Medical, Switzerland

Katarzyna Kolasa has almost 20 years of working experience in the healthcare sec- tor. In the past, she worked at both global and regional HEOR functions at AstraZeneca and BiogenIdec being based in Sweden and Switzerland respectively. At Bristol Myers Squibb and Lundbeck she was leading Market Access teams in CEE and Nordic Region. Her practical skills in the field of health economics were developed during six years em- ployment contract at the Kalmar County Council in Sweden.

Since 2015, she has been working with pricing &reimbursement challenges in the field of medical devices. Currently being Global Market Access Principal Consultant for Straub Medical. Before that, Katarzyna was a Senior HEOR Director at GE Healthcare.

She holds a PhD degree in health economics and is an author of the number of publica- tions in the field of health technology assessment and pharmacoeconomics. Katarzyna Kolasa reviews manuscripts for Health Policy, Value in Health, Expert Review of Phar- macoeconomics & Outcomes Research, International Journal for Equity in Health and International Journal of Technology Assessment in Health Care.

Her extensive knowledge in the field of health economics was acquired at University of York, University of Lund, and University of Bergen as well as during International Doc- toral Courses in Health Economics and Policy organized by the Swiss School of Public Health.

Katarzyna  Kolasa  heads  the  Health  Economics  &  Healthcare  Management  Division

(HeM) at the Kozminski University. She is the leader of the International Master Program

Health Economics & Big Data at the Kozminski University sponsored by the research grant of the National Center for Research and Development. HeM Division is a leading research center in Poland in the field of health economics in Poland. Among its partner, there are patients organization (My Pacjenci), pharmaceutical companies (BMS) and oth- er research organizations (Legia Lab). HeM Division collaborates closely with health economics partners from the University of Lund, the University of Athens and the Uni- versity of Applied Science in Berlin.

Tobias Happel

Global Pricing Manager
Philips Healthcare

After finishing his European Finance and Accounting studies in Bremen, Germany (Dipl.-Betriebswirt) and Leeds; England (BA (Hons)) plus obtaining an MBA in Edinburgh (Scotland), Tobias Happel worked for almost 2 years as a consultant for financial Application at Oracle. For the last 17 years he was in different finance and pricing roles at Philips Medical in Böblingen (Germany) with growing responsibilities ending up in a global pricing responsibility in the Value Segment Solutions Equipment and MR Patient Care.  In 2014 he was accredited as Certified Pricing Manager from the European Pricing Platform. Besides that, for the last 18 months he also led a value based pricing project in the MR Patient Care environment and is adapting some key learnings to other strategic value based pricing projects.

David Williams

Medical Devices - Clinical Lead, Medical Physics & Clinical Engineering
Nottingham University Hospitals
NHS Trust, UK

David Williams is the Medical Devices Clinical Lead for Nottingham University Hospitals NHS Trust (NUH).  Nottingham University Hospitals is currently the fourth largest NHS Trust in the UK with approximately 15000 staff and 1900 patient beds.

He has been a registered nurse 1989, holds a degree in Advanced Clinical Practice and has advanced critical care qualifications.

David has held senior positions in primary and secondary care.  He has previously worked as a clinical advisor in industry providing advice and leadership around medical devices training and competency management for health care professionals, distributors and sales teams in the UK and internationally.

David manages the medical devices training unit.  He has put in place governance processes and a robust competency management & reporting system for all staff groups.  He is the deputy medical devices safety committee and sits on the medical devices management committee.

David is passionate about patient safety, ensuring healthcare professionals are empowered to deliver safe, and effective care through competency based training and assessment. 

Rahul Dubey

Former Chief Innovation Officer
America’s Health Insurance Plans (AHIP), USA

Rahul is currently responsible for collaborating with C-level executives at his Health Plan/IDN collaborating organizations as well as across multi-institutional stakeholders to develop and implement innovative frameworks and unique approaches that lead to accelerated adoption of mission critical initiatives that ensure the delivery of high quality care and improve consumers ability to receive needed care all while driving down the cost of care received. Rahul has extensive practical knowledge in creating new, multi-stakeholder, collaborative innovative models and solutions as well as integrating next gen digital health solutions that optimize the utilization of appropriate care measures.  His role expands to include the creation of innovative care pathways, normalizing and sharing of data assets for proper segmentation, developing actionable and personalized programs and tools that ensure measurable behavior change imperative for desired health outcomes.  He continues to help develop, test, measure and iterate innovative initiatives that increase efficiencies for all key Healthcare stakeholders as they collectively focus on outcomes-centric care. Rahul's most recent brainchild was The AHIP Innovation Lab based in Chicago's West Loop and the quantifiable co-innovation methodology he and the team have proven viable across the ecosystem. He is responsible for creating the Lab's one of a kind concept, continues to fulfill its mission of delivering an invaluable resource for Payers, Providers, Consumers and other essential entities and solution providers. He has led all of the Lab’s 100+ collaborative and confidential Solution Working Groups that involve individual payers, providers, employers, consumers, manufacturers, MedTech, innovative solution providers and the Lab's trusted and crucial thought leaders and SME partners. Prior to joining AHIP, Rahul held a leadership role as a founding employee of a successful digital Healthcare start-up based in Washington DC. Along with the company's co-founders, Rahul was instrumental in developing a multifaceted consumer tool as well as leading the company's "go to market" strategy resulting in successful market penetration and revenue growth for the industry's first consumer-led shared decision making and treatment selection platform. Rahul was recently named one of the Smart Health’s 2018 Excellence In Healthcare Transformation award, the American Journal of Health Promotion's 2017 Innovators and Game Changers and is recognized as Accenture PerspectivesMinds Driving the Future of Business. In 2017, Frost & Sullivan presented Rahul and his Lab with one of their highest honors, their Global Visionary Innovation Leadership Award. He is a graduate of the University of Michigan-Ross School of Business and lives in Washington DC.

Francisco Gonçalves

Executive Board Member
Portuguese Institute of Oncology, Porto

Francisco Nuno Rocha Gonçalves is a professional economist and manager who has specialized in the healthcare industries. Has had experience with both providers of care, pharma and IT, as well as academic / research institutions and projects.
He is a board member of IPO Porto, the largets cancer center in Portugal, acting as COO and CFO. He is a Professor and investigator in several institutions. He has participated in several panels and conferences on topics related to Health Management. He has publications and belongs to several international teams working in Health Management projects.
He has a PhD in Management by ISEG - Lisbon University, college degree and master on Economy by Faculdade de Economia do Porto - Porto University. He acted also as a consultant and teacher in Health Economics, working with international and national companies in the strategic and financial value of their offer.

Harry Liu

Lead in Technology & Population Health
RAND Health, USA

Harry Liu is Lead in technology & population health at the RAND Corporation, Health Advisor Services. He specializes in evaluating new medical technologies and emerging value-based business models. Trained in medicine and healthcare policy, he has extensive experience using economic and policy analyses to support decision-making for technology companies, professional societies, and government agencies, such as measuring the value of novel technologies, assessing the economics of value-based models, setting coverage and reimbursement strategies, and communicating the economic value of innovations.

Jonathan West

Leader, Healthcare Lab
Research Fellow
Royal College of Art, UK

 

Jonathan has spent 14 years working in design in healthcare, and leads the Healthcare Research Space at the Helen Hamlyn Centre for Design at the Royal College of Art. Jonathan's research interests include design for patient safety and inclusive design. His work on a new resuscitation trolley for the National Patient Safety Agency won two Medical Futures Innovation Awards and completed successful clinical trials prior to manufacture. He has shaped high profile projects such as Design Bugs Out and Design for Patient Dignity with the Department of Health and Design Council, as well as supervising projects with partners ranging from ArjoHuntleigh to the Medical Defence Union. He was Design Lead on the EPSRC-funded project, ‘Designing Out Medical Error’. This three-year multidisciplinary project in collaboration with Imperial College, London, looked at the role design can play in reducing medical error on hospital wards. This award-winning project pioneered methods of collaboration and has resulted in a suite of designs for the hospital ward, and paved the way for the HELIX Centre, where Jonathan was seconded.  His work has been published internationally in journals, books and as papers.

Ernesto M. Nogueira

Managing Director
ValueConnected

Ernesto is the Founder and Managing Director of ValueConnected. He has over 23

years of experience leading healthcare strategies to drive access and expansion for new products, developing value propositions for both public and private stakeholders and assessing global market opportunities. He has worked for both government agencies and global healthcare companies in roles ranging from strategic marketing and new product development to health economics and reimbursement. Ernesto has led several Market Access projects across Europe, US, Middle East and Latin America. Ernesto holds an MBA from the University of Texas at Austin and is fluent in English, Spanish and Portuguese.

Mark Taylor

Director, EMEA
Blackdot, UK

With over 20 years management consulting experience, Mark has led multiple large-scale sales transformation projects spanning strategy, operating model redesign, process re-engineering and program management, and sales force effectiveness. He possesses deep industry expertise across Medical Devices, Pharma, IT and Consumer goods, having worked with clients across Europe, Asia Pac and the Middle East including GE Healthcare, J&J, Medtronic & Philips. Mark has a First Class Masters of Engineering from the University of Manchester and ICAM (France); and a post graduate diploma from Cambridge University. When he is not running around with his two young kids, Mark loves to get into the water and bust some waves, alongside annoying Velcro clad cyclists on his electric assisted bicycle.
Being married to a yoga teacher, connecting with the spiritual side of life is also an everyday passion for him.

Chris Easley

Managing Director
Huron Consulting Group, USA

Chris Easley is a Managing Director at Huron Consulting Group, with responsibility for access and pricing. Chris has over 18 years’ experience in consulting to the pharmaceutical industry with experience spanning P&R and commercial strategy. His interests span both product-related strategy work as well as access capability building and process excellence. He has particular expertise in value based approaches including value demonstration, innovative pricing and value communication and brings extensive experience in rare disease and speciality therapeutics.

Sotiris Rompas

Director, Life Sciences
Huron Consulting, UK

Sotiris has been working with market access, marketing and policy teams of Fortune 500 Life science companies to assess health system trends and stakeholder needs, develop value propositions for innovative medical technologies and develop Access strategy.
Prior to joining Huron, Sotiris held senior positions at Boston Healthcare Associates and GfK Market Access where he lead teams on various commercial, pricing & market access and marketing engagements at the product- and portfolio- level. 
Sotiris started his consulting career at IMS Consulting group working in the Pricing and Market Access practice.
Sotiris has expert working knowledge in various quantitative and qualitative methodologies and research tools (e.g., conjoint, MaxDiff, MCDA, virtual ad boards, IDIs, scorecards).

Focus areas
• Access strategy
• Payer and Provider dynamics
• Value proposition development
• Innovative Business models

Education
• PhD in Strategic Management, Warwick Business School (Economic & Social Research Council fellow)
• M.Sc. International Health Management, Imperial College London

Ellen Atkinson

Account Executive
Showpad

Ellen Atkinson is an Account Executive at Showpad, working with global companies from the Medical Devices, Healthcare, and Pharmaceutical industries. With a degree in Dietetics, and a background in Healthcare Consulting, Ellen has experience driving efficiency across healthcare systems globally. Most recently, Ellen has supported MedTech companies drive productivity through implementing sales enablement solutions. 

Lars Meincke

Chief Commercial Officer
Agnitio, Denmark

Lars is the Chief Commercial Officer at Agnitio. He works closely with pharma and medical device companies around the world to maximize the value that digital technologies provide to HCPs, payers and patients – while accelerating business impact. Before joining Agnitio, Lars worked for a number of Scandinavian technology companies including APSIS and NetNames.

Dushyant Gupta

Senior Client Engagement Director
Cetas Healthcare Insights, USA

Dushyant is Senior Client Engagement Director at Cetas Healthcare and has 9 years of experience in Medical Technology market research and consulting. He has extensive experience in working with global and regional marketing and sales team and has helped several MedTech clients in NPI, new business model innovation, commercialization strategy, market development & penetration.

At Cetas Healthcare, he is primarily responsible for engaging and developing client relationships. He is also responsible for managing the US business for Cetas HC.

Dushyant holds a Bachelor Degree in Pharmacy from Birla Institute of Technology and Science (BITS), Pilani, India.

Sumit Mehta

Managing Director
Cetas Healthcare Insights, Netherlands

Sumit is the founder of Cetas Healthcare - a global firm specializing in customer insights and strategy for the medical devices industry.
Sumit leads the global and regional engagements to provide critical commercial advice to senior executives of medical devices and diagnostics companies. Sumit brings a unique skills set to the assignments by drawing upon his extensive international healthcare industry experience, rigorous approach to market research tools and techniques, and strong commercial acumen.

Claus Schaffrath

Managing Director, MD squared
Consultant, Cetas Healthcare
The Netherlands

Claus Schaffrath, MD MSc, is a physician and electrical engineer with 20 years of experience in the hospital and medical device industry. He is the founder of MD squared, a company providing Medical Consultancy for Medical Devices. MD squared offers Medical Competence, Regulatory Support, and driving Value Creation via structured programs for Product Claim Management.
 

Mads Bjarni-Kornbech

VP, Marketing and Communications
Agnitio

Mads has worked at Agnitio for 6 years. At Agnitio he is part of the management team – as well as leading an ambitious group of marketing experts. Before joining Agnitio, he has held leading sales and marketing roles in a number of global technology companies. Mads is constantly seeking new ways to optimize the customer experience – and make every engagement matter.

Previous Attendees at MedTech Commercial Leaders Forum - Zurich, Switzerland, 2018

Company
Job Title
Model N
Director of Solutions
Model N
Sales Director
Model N
Professional Services Revvy
Model N
Principal Solution Consultant Solutions
Qstream
Strategic Accounts Director
Qstream
EMEA Medical Devices and Technologies
Medtronic
Director Integrated Health Solutions
Philips Healthcare
Director Sales Excellence and Organizational Capability Building Patient Care & Monitoring Solutions
Siemens
Sr. Vice President Global Customer Excellence
Medtronic
Business Manager Europe | CRHF Cardiac Service Solutions
EAES - European Society for Endoscopic Surgery
Chairman
Vifor Fresenius Medical care Renal Pharma Ltd.
General Director
Otto Bock Healthcare
Head of Business Unit Orthotics
Getinge Group
Senior Director Commercial Operations Acute Care Therapies (EMEA)
Volpi Group
Executive Vice President, Head of Sales & Marketing
Edwards Lifesciences
Director of Technical Training, Global HR – Organizational Learning & Performance
Elekta
Sales Director SC Europe
Alere
Senior Director, Global Digital Marketing
Digital Transformations
Founder & CEO
Edwards Lifesciences
Director, Global Brand Management and Marketing
Edwards Lifesciences
European Digital Marketing Lead
Fujirebio Europe
Senior Global Business Manager, eBusiness and Strategic Initiatives
B. Braun
VP Sales & Marketing Acute & Apheresis
Philips Healthcare
Senior Director, Global Medical Science Liaison
Philips Volcano
Director Education and Marketing Enablement
Cook Medical
Clinical Affairs Manager
iRhythm Technologies
Director of Education and Training
BD
Analytics Manager, Marketing Diabetes Care - Europe and EMA
Roche Sequencing
Director Market Intelligence
Atos Medical
Vice President, Consumer Engagement
anfass Life Technologies AG
Owner and CEO
Sense.ly
Co-founder, CMO
iRhythm Technologies, Inc.
Director of Digital Marketing and Sales Enablement
Sonova
Director Digital Marketing & E-Commerce Solutions
Philips Healthcare
Senior Director Indirect Channel Development
Sysmex Europe GmbH
Director Sysmex Academy
Sysmex Europe GmbH
Director Marketing Communications
Edwards Lifesciences
Professional Education
ValueConnected
Managing Director
ValueConnected
Senior Manager Health Economics
Coloplast
International Marketing Director
Medartis AG
International Sales Manager
GN Hearing A/S
VP Commercial Excellence
Heinz Kurz GmbH Medizintechnik
Marketing Director & Sales Manager
Heinz Kurz GmbH Medizintechnik
Product and Business Development Management
Philips Healthcare
Senior Pricing Manager
Data Intelligence
Sales Director
Johnson & Johnson
Product manager
Zimmer Biomet
Sales director
Zimmer Biomet Netherlands
Marketing manager
Zimmer Biomet Netherlands
BUM Clinical Research
Boston Scientific
Multichannel Marketing Manager
FUJIFILM SonoSite
Director of Operations
FUJIFILM SonoSite
VP and GM - Direct Channel
BSN Medical Group
Senior Vice President, Global Commercial Excellence
Roche Diagnostics Oy
Business Manager POC Solution & Clinical Selling
Sonova
Global Sales Excellence Manager - Retail
Medtronic
Director Commercial Excellence
Siemens Healthineers
Regional Partner Manager
Siemens Healthineers
Regional Communication Manager
Boston Scientific
Director of Commercial Contracting, Endoscopy Europe
Edwards Lifesciences
EMEACLA Sales and Marketing Operations Manager
Medtronic
Business Performance Manager
Medtronic
Marketing Director GSP
Showpad NV
Sales Associate EMEA
Showpad NV
Global Enterprise Account Executive
Medtronic
Sr. SFE Manager
GE Healthcare
Market Research Manager
GE Healthcare
Marketing Manager
GE Healthcare
Marketing Director France
GE Healthcare
Europe Life Cycle Management Leader
TerumoBCT
Market Manager
Medartis AG
Head of International Sales Management
Cetas Healthcare Insights
Managing Director
Cetas Healthcare Insights
Senior Client Engagement Director
Philips Volcano
Country Manager Germany
Philips Volcano
Sales Manager Distributors
Roche Diagnostics
Marketing Program Manager
Roche Diagnostics
Market Intelligence Manager
Roche Diagnostics
Senior Market and Competitive Intelligence Manager
B.Braun Melsungen AG
Senior Product Manager Drug Sensing Technologies
Cardiac Dimensions
Sr. Marketing Manager
Zimmer Biomet
Senior Director Business Development, Head Connected Health EMEA + Asia-Pac
OD-OS GmbH
International Sales and Operations Manager
OD-OS GmbH
Clinical Training Manager
Fresenius Medical Care
Head of South Western Europe
Medtronic
Digital Marketing Manager
Johnson & Johnson Medical GmbH
Managing Director
Vygon Portugal
Marketing & Sales Manager
Vygon Italia Srl
Managing Director
Roche Diabetes Care
International Sales Manager
Fresenius Medical Care
Marketing Director
CEFALY Technology
Sales Manager
Vygon NV
Managing Director
Siemens Healthineers AG
Head of Marketing, Sales Operations and Communications
Siemens Healthineers AG
Head of Diagnostic Imaging & Advanced Therapies
B.Braun Aesculap
Director Marketing Intelligence
Trilations
Business Manager EMEA Healthcare
Trilations
Business Director Healthcare
Boston Consulting Group
Partner and Managing Director
Boston Consulting Group
Principal
MED-EL
Senior Marketing Manager, Digital Marketing & Copywriting
Ipsos Healthcare
Research Manager
Terumo BCT
Vice President EMEA Commercial Operations, EMEA Corp Sales
Pitcher AG
Sales Key Account Manager
Pitcher AG
Regional Lead
Philips
Sr. Global Manager Channel Capabilities & Analytics
Human Extensions LTD
Chief Executive Officer
Human Extensions LTD
VP Global Marketing & Sales
BD
Product Manager
Boston Scientific
Training Manager EMEA
Edwards Lifesciences
Commercial Director
Edwards Lifesciences
Director
ResMed
Country Manager Czech Republic & Slovakia
Medartis AG
Head of Marketing
Edwards
Salesforce Analytics Manager
Blackdot
Executive Director, EMEA
Navigant Consulting
Associate Director
GE Healthcare
Europe Marketing & Communication Director
dacadoo
Technical Product Manager
QuintilesIMS
Sr. Consultant, MedTech
Orthofix SRL
Customer Application Specialist
Orthofix SRL
Marketing Associate-Market Access
Roche Diagnostics
Global Digital Marketing Manager
Roche Diagnostics
Global Digital Marketing Manager
Cetas Healthcare Insights
Senior Project Director
Cardiac Dimensions Europe GmbH
Product Manager

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Systematic Value Generation and Claim Prioritization based on Economic Impact

Related topics: MedTech, Market Access & HEOR, Commercial
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