Breakout Track Key

  • Pharma
  • MedTech
  • Revenue Cloud
  • High Tech

Monday, April 24

Time

Event

Track

4:00pm - 9:00pm

Registration

10:00am - 4:00pm

RainmakerP (Product) Meetings

4:30pm - 6:30pm

RainmakerU (User Group) Meetings

7:00pm - 9:00pm

Welcome Reception Hosted by Cumberland Consulting Group, Platinum Sponsor

Tuesday, April 25

Time

Event

Track

7:30am - 6:00pm

Registration

7:30am - 8:30am

Breakfast and Partner Pavilion

8:30am - 10:30am

Opening General Session and Customer Awards

10:30am - 10:45am

AM Break

10:45am - 12:00pm

Profitable revenue growth is the #1 strategic objective for companies. But constant downward pricing pressures, global competition, and an ever-changing regulatory environment strongly challenge this objective. To adapt and thrive, companies are embracing new technologies like mobile, social, big data and cloud computing to deliver the speed, scalability and agility they need. Hear from CIOs and industry leaders in IT about how they are thinking differently and taking these challenges head-on.

12:00pm - 1:00pm

Lunch and Partner Pavilion

1:00pm - 1:50pm

Pricing, Contracting, and Tendering in Global Markets: A Current State Analysis and Trends for Pharma and MedTech

The Life Sciences industry is in an interesting paradox where both innovation and competition within certain therapies are play equal factors in commercial drug decisions world-wide. This is evident by years of record drug approvals by both the FDA and EMA followed by a sharp decline in new therapies being approved in 2016. Additional factors affecting commercial decisions include the advent of Biosimilars, the ACA and upcoming changes within the U.S., financials constraints in Europe and emerging markets, and a global need from governing bodies such as HTAs requesting further evidence of innovation. As such, manufacturers are looking for a global view and representation of pricing, contracting, and tendering information in order to make better decisions. Join a panel of industry experts across pharma and medtech who will dive deep on topics such as:

  • Envisioning future roles and decision making at the organization at the local, regional, and global levels
  • Increased competition from crowded therapies, generics, and Biosimilars and the role of Tendering as a competitive advantage
  • Innovative contracting models that have commonality across markets
  • The need and advantage for a global and regional system

Pricing, Contracting, and Tendering in Global Markets: A Current State Analysis and Trends for Pharma and MedTech

The Life Sciences industry is in an interesting paradox where both innovation and competition within certain therapies are play equal factors in commercial drug decisions world-wide. This is evident by years of record drug approvals by both the FDA and EMA followed by a sharp decline in new therapies being approved in 2016. Additional factors affecting commercial decisions include the advent of Biosimilars, the ACA and upcoming changes within the U.S., financials constraints in Europe and emerging markets, and a global need from governing bodies such as HTAs requesting further evidence of innovation. As such, manufacturers are looking for a global view and representation of pricing, contracting, and tendering information in order to make better decisions: Join a panel of industry experts across pharma and med device who will dive deep on topics such as:

  • Envisioning future roles and decision making at the organization at the local, regional, and global levels
  • Increased competition from crowded therapies, generics, and Biosiimilars and the role of Tendering as a competitive advantage
  • Innovative contracting models that have commonality across markets
  • The need and advantage for a global and regional system

How IT Made the Jump: Cloud Customer Cases

Although companies across all industries and of all sizes have embraced the cloud for all its benefits, that doesn't mean the decision should be taken lightly. Even after deciding is to go, there are many important factors that must be discussed and stakeholders to engage. Hear from IT and business leaders who recently experienced this transformation in Revenue Management and lived to tell about it. They look forward to sharing their experiences and providing insights that can help streamline your company's jump.

Industry Consolidation - Part 2

The spend on M&A in the industry has grown over 500% since 2014. Buyers are getting bought and new companies are being spun out. NXP, Freescale, Qualcomm, Broadcom, Avago, Brocade, APM, Atmel, Fairchild, Ampleon, Nexperia  are but a fraction of the names that have consumed, been consumed or spun out over the past year.  Join Microchip, NXP & Model N for a panel discussion on the impact of the market consolidation on sales systems, pricing and rationalization of product catalogs.

2:00pm - 2:50pm

Model N and Revitas: Moving Forward Together

Analysts have called the the acquisition of Revitas by Model N "an exciting development... which will benefit the industry" and indicated that it "should increase the pace of innovation and improve customer satisfaction". Join us in this session to unpack these statements and learn the details driving them. You will learn what it means to move forward together with the "best of both", hear from members of a cross-customer advisory board known as RainmakerI (Integration), and be encouraged to participate in a Q&A session.

Model N and Revitas: Moving Forward Together

Analysts have called the the acquisition of Revitas by Model N "an exciting development... which will benefit the industry" and indicated that it "should increase the pace of innovation and improve customer satisfaction". Join us in this session to unpack these statements and learn the details driving them. You will learn what it means to move forward together with the "best of both", hear from members of a cross-customer advisory board known as RainmakerI (Integration), and be encouraged to participate in a Q&A session.

Model N and Revitas: Moving Forward Together

Analysts have called the the acquisition of Revitas by Model N "an exciting development... which will benefit the industry" and indicated that it "should increase the pace of innovation and improve customer satisfaction". Join us in this session to unpack these statements and learn the details driving them. You will learn what it means to move forward together with the "best of both", hear from members of a cross-customer advisory board known as RainmakerI (Integration), and be encouraged to participate in a Q&A session.

The Case for Pricing

In every market managing and optimizing pricing delivers dividends. In good and slow markets, in expanded growth or consolidation, pricing is the base multiplier against volume that drives revenue. Join George Stelling Managing Partner at Quadrillion Partners and former CIO of Nvidia and ON Semiconductor for a journey through real life case studies of how high tech companies leveraged pricing to deliver significant business value.

2:50pm - 4:00pm

PM Break & Partner Pavilion

4:00pm - 4:50pm

Making Outcomes-Based Contracting a Reality

Outcomes-based, value-based, risk sharing, however you refer to them, at their core, all are ultimately meant to tie drug prices to value measures agreed upon between payers and manufacturers in order to lower costs and drive better results for the patient. Learn from peers and industry experts about how they are navigating the complexities of bringing these programs to market and what steps can or should be taken to ease the operational and regulatory burdens to prompt their growth in the industry.

Preparing for the Future: Considerations for an Upgrade

When planning for an upgrade to either the Model N or Flex platforms, there are many things for companies to consider. These include changes within the market, new platform capabilities, and new deployment models such as RMaaS. In this discussion, Jim Burke of Alliance Life Sciences will discuss these factors with customers from various industries to explore what they have encountered, and review best practices for ensuring a successful upgrade project.

Streamline the Contracts Process with Enterprise-Grade CLM

Managing contracts is often a slow and tedious process that sales reps loathe. With an effective contract management solution, businesses can streamline the entire contract lifecycle from contract authoring, negotiation, approvals and renewals. In this panel session, learn how Model N Contract Lifecycle Management (CLM) simplifies and accelerates contracts and sales cycles with an end-to-end, Salesforce-native solution. Hear guest panelists Odalys Caprisecca from AstraZeneca, Heenal Patel from High Point Solutions, and Patrick Tobin from Model N describe how Model N CLM automated AstraZeneca's contract lifecycle, accelerating contract approvals and increasing sales productivity.

Deal Intelligence

Special price requests, discounts and price adjustments are all part of the price waterfall that diminishes with every step in deal negotiations and price book updates. Join this Model N led session to learn how the vastly improved Deal Intelligence application used by many and our new Price Intelligence applications now enable companies to optimize deals at the time of negotiation, provide real time pricing guidance and deal scoring as well as support historical pricing analysis to help in driving changes to the price book.

5:00pm - 6:30pm

Partner Pavilion

7:00pm - 10:00pm

Off Property Dinner on the Floridian Princess, Hosted by High Point Solutions, Global Premier Sponsor

Wednesday, April 26

Time

Event

Track

7:30am - 3:00pm

Registration

7:30am - 8:30am

Breakfast and Partner Pavilion

8:30am - 9:50am

Guest Keynote: The Great Debate: Will Your Global Business Be Impacted? The Guest Keynote, featuring Senator Tom Coburn and Governor Howard Dean, will showcase hot topics currently facing the U.S. legislature. Hear their perspectives on looming changes in healthcare, corporate tax and international trade policies and how they might impact global businesses.

10:00 - 11:00am

AM Break and Partner Pavilion

11:00am - 11:50am

Price Transparency: Shaping the Future of U.S. Healthcare

Price Transparency is a term used in many ways and from a variety of perspectives today; from consumer, physician, HCP, manufacturer and HCO to payer. But what does it really mean to life sciences manufacturers and what actually is the revenue flow? How will the new political landscape shape US Healthcare in years to come? What role will Real World Evidence (RWE) and Health Technology Assessments (HTAs) play in the move from volume to value and how may it impact price? This session will help you understand the pros and cons to price transparency and what to expect as it evolves?

Price Transparency: Shaping the Future of U.S. Healthcare

Price Transparency is a term used in many ways and from a variety of perspectives today; from consumer, physician, HCP, manufacturer and HCO to payer. But what does it really mean to life sciences manufacturers and what actually is the revenue flow? How will the new political landscape shape US Healthcare in years to come? What role will Real World Evidence (RWE) and Health Technology Assessments (HTAs) play in the move from volume to value and how may it impact price? This session will help you understand the pros and cons to price transparency and what to expect as it evolves?

Honeywell: Channel Data Management

Join Fortune 100 company Honeywell to learn about their 5+ year journey with Model N Channel Data Management, how Point of Sales (POS) data and Inventory data is collected and cleansed from hundreds of distributors and resellers and integrated with Salesforce.com to help increase channel sales.

Honeywell: Channel Data Management

Join Fortune 100 company Honeywell to learn about their 5+ year journey with Model N Channel Data Management, how Point of Sales (POS) data and Inventory data is collected and cleansed from hundreds of distributors and resellers and integrated with Salesforce.com to help increase channel sales.

12:00pm - 1:00pm

Lunch and Partner Pavilion

1:00pm - 1:50pm

Staying Compliant in an Evolving Regulatory World

With so much uncertainty surrounding the future of Healthcare in the U.S. and how Federal and State policies and statutes may affect it, this session will examine further what we do know and specifically how Revenue Cloud supports your organizations compliance goals. In this session learn more about:

  • 340B Updates for the calculation of ceiling prices, penny pricing policy, exclusions drugs reimbursed under bundled payment systems, the imposition of Cival Monetary Policies against manufacturers for overcharges
  • Paying 340B Refunds through Revenue Cloud for Pharma
  • Model N's Regulatory Update Pack status

Optimize Pricing, Incentives and Contract Compliance with CPQ for MedTech

Is CPQ a must have for MedTech companies? In this session, we will discuss how Model N CPQ for MedTech can make a positive impact on your business. We will also hear from a MedTech industry leader how they started their journey and managed a global implementation of Model N CPQ.

Optimize Pricing, Incentives and Contract Compliance with CPQ for MedTech

Is CPQ a must have for MedTech companies? In this session, we will discuss how Model N CPQ for MedTech can make a positive impact on your business. We will also hear from a MedTech industry leader how they started their journey and managed a global implementation of Model N CPQ.

Sales Conductor

2:00pm - 2:50pm

Global Pricing Strategy Throughout the Product Lifecycle

The trend to a larger number of smaller launches in shorter spaces of time, more competitive space, and within increasingly restrictive reimbursement constraints, results in a greater need for Life Science companies to achieve Global Launch Excellence. Please join us for a session, which will focus on best practices from industry leaders, to uncover how ensuring that all aspects of properly managing the price, from launch through the LOE, helps achieve the best possible outcome.

Improve Data Sharing in the Life Sciences Supply Chain

The stakes are too high and the revenue leakage too great to not fully leverage Revenue Cloud product capability to improve data communications in both Pharma and MedTech. In this session, learn from trading partners about their experiences in working with manufacturers that are following best practices. Hear what actions we are taking to help improve data standards in partnership with HIDA, HDA and GS1 standards.

Maximize Revenue and Margin with Rebate Management

Are rebates and incentives part of quoting, pricing and discounting processes? For many companies the answer is no. Rebates are often viewed as a separate activity owned by marketing or channel sales and promotions. However, industry thought leaders are changing processes and retooling to enable a single continuum for managing deal negotiations and rebating to optimize deal structures and to maximize revenues and margins. Join Intel and Model N for a session to hear how organizations drive the transition and for a demonstration of how rebates are used within pricing and deal negotiation flows.

Maximize Revenue and Margin with Rebate Management

Are rebates and incentives part of quoting, pricing and discounting processes? For many companies the answer is no. Rebates are often viewed as a separate activity owned by marketing or channel sales and promotions. However, industry thought leaders are changing processes and retooling to enable a single continuum for managing deal negotiations and rebating to optimize deal structures and to maximize revenues and margins. Join Intel and Model N for a session to hear how organizations drive the transition and for a demonstration of how rebates are used within pricing and deal negotiation flows.

2:50pm - 3:15pm

PM Break and Partner Pavilion

3:15pm - 4:00pm

Revenue Cloud for Pharma Product Roadmap

With so many unknowns in your work life such as the impact of the new presidency on the ACA or the impact on drug pricing pressures on current rebate programs, attend the Revenue Cloud for Pharma Roadmap to get a glimpse into the roadmap for the commercial and government solutions. Join us to hear the exciting new enhancements being considered.

Revenue Cloud for MedTech Product Roadmap

Whether you have just started your journey or have been with us from the very beginning, there will be something of everyone’s interest in the Roadmap. Attend the Revenue Cloud for MedTech Roadmap session to get a glimpse into the future.

Revenue Cloud Product Roadmap

Model N's Revenue Cloud is a broad portfolio of Salesforce-native revenue management solutions such as CPQ, CLM, Rebate Management, Revenue Intelligence, and X-Data. Join us to learn about the exciting new products and enhancements our Product Management and Development teams are bringing to the Revenue Cloud. Attend this session to also hear the latest updates on our expanded relationship with Salesforce.

Revenue Cloud for High Tech Product Roadmap

2016 – 2017 have introduced the largest number of new features and business capabilities from Model N than ever before. This must attend session is guaranteed to provide you with at least one valuable idea to take back to your company that you will use in your next Model N upgrade. New Deal Intelligence, rebates, Channel Data Management, price matrix, workflow plus what is planned to come in the next future releases will all be covered during this session. Do not miss!

4:00pm - 6:00pm

Closing Reception