DAY ONE | TUESDAY, JULY 23

8:00 REGISTRATION & WELCOME COFFEE

8:50 CHAIRPERSON’S OPENING REMARKS

9:00 KEYNOTE PANEL: DECODING THE ROLE OF SALES ENABLEMENT IN THE MEDICAL DEVICE INDUSTRY

  • Outline the current organizational structures of enablement teams
  • Determining key responsibilities and goals for enablement executives
  • Garnering buy-in from relevant cross-functional team leadership
  • Impact of enablement teams on overall sales effectiveness

Brad Kerst, INTUITIVE SURGICAL

Martin Osborn, MEDTRONIC

Zeke Zielinski, ABBOTT

Steve Paul, BREG

 

9:45 BUILDING A VALUE STORY: SHOWCASING THE BENEFITS OF DEPLOYING SALES ENABLEMENT STRATEGIES
A high performing sales force within medical device organizations is a critical component to ensuring products’ obtain the highest ROI once a device is launched into the market. While many companies invest in standard strategies to ensure sale executives are able to meet internal expectations, as sale team support for end-users becomes a more competitive advantage for companies many are exploring how to showcase that investing in sales enablement processes will garner great dividends. By highlighting the value and potential of sales enablement processes, such as increasing analyses of sales team performance, offering more innovative technological resources, to exploring morale boosting incentive options, will allow executives the ability to better secure the needed support from key internal stakeholders.

Greg Wolfe, Director of Sales Enablement, IRHYTHM TECHNOLOGIES, INC

 

10:30 COFFEE AND NETWORKING BREAK

 

11:00 CASE STUDY: EXPLORING THE IMPACT OF ESTABLISHED SALES ENABLEMENT TEAMS ON INTERNAL OPERATIONS
As the medical device industry continues to explore the value and impact of a formal sales enablement team on a company’s overall profitability, it is essential for executives to review how others have launched and integrated optimization efforts and the results of those initiatives. Beyond the foundational elements of sales enablement; strategy and execution, a third element; analytics is critical. While determining necessary resources and proper re-configuration of team responsibilities are very important, the ability to leverage the sales enablement function to produce meaningful business insight/foresight opens the door to business revenue enablement, the next step in the sales enablement journey. Practical business metrics and tools to enable and quantify improved business outcomes can be powerful factors when reviewing the need for a formal sales enablement team.

Dave Manning, Director, Global Commercial Excellence, ORTHO CLINICAL DIAGNOSTICS

 

11:45 PANEL: PROMOTING CROSS FUNCTIONAL COLLABORATION FOR SUCCESSFUL SALES OPTIMIZATION

  • Currently implemented departmental processes promoting effectiveness
  • Departments supporting internal sales optimization strategies
  • Strategies for filtering optimization responsibilities to enablement team
  • Streamlining transition from siloed processes to centralized enablement

Steven Barringer, BIOVENTUS

Kelly Clem, BD

Jason Gwilliam, BTG

 

12:30 LUNCHEON FOR ALL SPEAKERS, SPONSORS & ATTENDEES

 

1:30 CASE STUDY: MINDTICKLE ON MEDICAL DEVICE SALES ENABLEMENT

 

2:15 – 5:30 OUTSIDE INDUSTRY PERSPECTIVE: BEST PRACTICES IN LAUNCHING ENABLEMENT TEAMS
The functionality of enablement teams is a growing trend within the medical device industry and manufacturers are currently exploring a variety of considerations surrounding the transition to a sales optimization model that will impact internal organizational structures and long-term ROI. A critical area of evaluation for many executives is to look at how industries with more established enablement teams approached implementation and the subsequent outcomes on overall returns. Through rapid-fire case study presentations, medical device companies will be able to gain knowledge on how organizations have navigated sales enablement department launches in order to ensure seamless sales operations.

 

2:15 CASE STUDY ONE: WELLS FARGO
Marvin Spears, SVP & Global Head, Commercial Excellence, WELLS FARGO

 

2:45 CASE STUDY TWO: EPSILON
Kathy Kimmel, Senior Director, Sales Enablement, EPSILON

 

3:15 COFFEE AND NETWORKING BREAK

 

3:45 CASE STUDY THREE: FUJIFILMS
Terence Mitchell, Director of Marketing Communications & Sales Enablement, FUJIFILM GRAPHIC SYSTEMS

 

4:15 CASE STUDY FOUR: SHE SOFTWARE
Jennifer M Bullock, Director of Sales Enablement, SHE SOFTWARE

 

4:45 Q&A PANEL DISCUSSION: INSIGHTS FROM ESTABLISHED SALES ENABLEMENT PROGRAMS
This panel discussion will bring together the presenters from the outside industry perspective module for a closing 30 minute Q&A session with program attendees.

Marvin Spears, WELLS FARGO

Kathy Kimmel, EPSILON

Terence Mitchell, FUJIFILM GRAPHIC SYSTEMS

Jennifer M Bullock, SHE SOFTWARE

 

5:30 END OF DAY ONE CONFERENCE

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We hope to see you at the conference!

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