How do you effectively market and sell your products or services when procurement is involved? The words "purchasing" or "sourcing" often create fear and frustration for sales and marketing professionals targeting scientists. How does procurement fit into the marketing and sales process? SAMPS 2017 kicks off by “demystifying” the procurement role. The keynote address introduces the process for identifying and qualifying suppliers, and shares ways sales and marketing fit into that process.
Mary brings over 25 years’ experience as a strategic partner and business leader in the research, development, and manufacturing procurement functions across the pharmaceutical, biotech and consumer electronics industries. As Vice President of Strategic Sourcing and Operations at FORMA Therapeutics, Mary leads the new integrated department to establish strategic sourcing capabilities and cultivate supplier strategies that align with business objectives and deliver compelling financial results.
Prior to her role at FORMA, Mary worked at Cubist Pharmaceuticals where she launched the Strategic Sourcing organization in 2011. Under Mary’s leadership, the Sourcing organization successfully supported Cubist’s growing portfolio and clinical trials pipeline through cost savings initiatives and efforts to build a sustainable supply network. Before Cubist, Mary held various leadership positions during her 8-year tenure at Pfizer, where she led the Global Scientific Materials organization and supported the outsourcing of clinical trials at Pfizer Global R&D. She also held senior leadership positions at Genzyme, Waters, and Bose Corporation.
Mary is an Executive Member of Linking Leaders Clinical Outsourcing Roundtable, a member of the Bio-Supply Management Alliance Board of Advisors, and a member of the tealbook Board of Advisors. She is a mentor in Women Unlimited’s LEAD program where she works directly with a small group of women who are pursuing executive level roles. Mary received the 2013 NESCON Supply Chain Hall of Fame Award and the 2009 Harry J. Graham Award from ISM Greater Boston. She also served as President of ISM Greater Boston from 1996 to 1997. Mary is a Certified Professional in Supply Management (CPSM) and a Lifetime Certified Purchasing Manager (C.P.M.). She earned her Master of Science in Management from the Lally School of Management, Rensselaer Polytechnic Institute, and her Bachelor of Arts, magna cum laude, from the Carroll School of Management, Boston College.
Head of Marketing at Paragon Genomics
Joanne Dimitrakopoulos has an entrepreneurial spirit and extensive start-up expertise, having founded two companies prior to transitioning into the scientific industry. While at university she founded the Shadow-a-Student Program to provide insight for high school students wishing to pursue a career in the Life Sciences. Joanne began her marketing career at Millipore before moving on to several start up companies where she enjoyed the fast-paced environment and ability to try her hand at sales. During her time at eBioscience she was able to turnaround multiple stagnant product portfolios resulting in tremendous revenue growth. She is renowned for developing progressive marketing strategies and implementing novel tactical campaigns that exceed expectations.
Jessica Dasilva, Sales Operations Manager, Cell Signaling Technology
Jessica is a Sales Operations professional who works on finding ways to efficiently and effectively enable Sales and Marketing to
achieve their goals. She uses data to drive decisions and provide insights and looks at ways to enable the teams she works with to amplify and scale their impact. Jessica is currently supporting the Sales and Marketing teams at Cell Signaling Technology, a private, family-owned company. She holds a B.S. in Marketing and Masters of Science in Analytical Marketing from Bentley University.
Ms. Reppucci has more than 20 years experience creating & executing strategic, cost effective, integrated marketing & advertising programs for global B2C & B2B companies. Rebecca has full ownership of CST’s inbound/outbound communications including brand management, website, print, trade shows, and PR. She holds a B.A. in Communications from the University of Massachusetts and an M.B.A. in Marketing from Suffolk University.
Year after year, this is our most popular session.
We’ll have a panel of customers from industry and academia. Ask them anything about how they want to be marketed and sold to.
Not only do our attendees think this is valuable, last year’s panel was so impressed with the session that they requested to be invited back. We can’t promise who will be there, but we will promise a stimulating discussion with diverse panel of individuals who make decisions at many levels.
Aaron Sorenson, Senior Bibliometrics Consultant at Digital Science
Craig Dobbs, VP of Marketing and Sales, TriLink Biotechnologies
Andrew Bertera, Executive Director of Marketing, New England Biolabs
This “Hotseat” session will cover global funding trends and the opportunities for serving the growing area of precision medicine.
Mike DeMayo, Global Head of Sales and Marketing at Invivoscribe
How does your organization utilize forecasts? Sales forecasts have a major impact upon operations, finance, cash flow, marketing and resource management therefore, consistently accurate forecasts are an essential component to a successful business. The process and practice of driving high levels of forecast accuracy can be complex however, by developing, tweaking and embracing supportive reports the overall forecasting process can be improved to become more precise.
These reports may be product or client focused providing orthogonal data to the company that allows better decision making. Dashboards that dynamically and graphically represent some of these reports are central pieces in the manager – sales professional forecast discussion. This session will explore best practices in the sales operation function with clear and meaningful real world examples. We will also discuss the interconnectivity between commercial culture and accurate forecasting.
Greg Kline, Senior Director, Market Insights and Competitive Intelligence, Covance
Few would argue that there is a substantial influx of data in today’s society. Everywhere you look there is more data being developed, but the question is, what do we do with all of this data now that we have it? Are business leaders using these data to help drive real decisions? Are leaders becoming numb to the data because there is so much of it and simply falling back on their internal KOLs to be their primary decision driver engine? Are we driving so hard for metrics and scorecards that we can’t see the trees through the forest?
This presentation will show best practices from a global life science leader and walk through a case study of the use of market data and how it changed leaderships position, and ultimately shaped a significant product roll-out.
Chris Bybee, President, RainDrop
RainDrop has been building Biotech enterprise VR experiences since 2014, built the first enterprise Biotech Google Cardboard app, and is a Tier 1 Microsoft HoloLens developer. They have built comprehensive training and simulation tools, sales and marketing content, and brand awareness experiences on all three platforms.
In this presentation, Chris will be detailing:
Katie Delahaye Paine founder and CEO of Paine Publishing, LLC
With tight budgets and a growing proliferation of tools and techniques to get messages out there, PR pros are increasingly faced with tough decisions on where to put their resources. Only by figuring out what really matters, and then developing specific metrics to measure the programs, can the right choices be made. If you’ve ever wondered how to measure social media, public relations, media relations, and your other programs, this talk from “the queen of measurement”, Katie Delahaye Paine, author of Measure What Matters, Measuring the Networked Nonprofit and Measuring Relationships will help. You’ll discover the tools, tips and techniques to prove the effectiveness of your social media and public relations programs and how to set measurable objectives.You’ll learn how to:Develop your Kick Butt Index – the first step to accountability
Katie is the Publisher of The Measurement Advisor, a newsletter devoted entirely to measurement topics and has spent the last three decades helping organizations define and measure success for their communications’ programs. She has designed measurement programs and bespoke metrics for some of the worlds most admired organizations including NATO, PBS, National Wildlife Federation, AbbVie, Pfizer, Viacom, Procter & Gamble, Southwest Airlines, Raytheon and the Federal Reserve Bank.
Year after year, this is our most popular session.
We'll have a panel of customers from industry and academia. Ask them anything about how they want to be marketed and sold to.
Hamid Ghanadan, founder of Linus
Providing the synopsis of his latest book, Catalytic Experiences, strategist Hamid Ghanadan synthesizes how scientists and clinicians are dealing with the ever-increasing barrage of content and what the future holds for marketers, offering the three necessary pieces for orchestrating successful digital marketing in science and healthcare. In this keynote, Hamid will provide stories of companies that have successfully used the model for Persuading Scientists to create a new class of content marketing, and rid themselves of slaving to provide content to feed their marketing technology systems that demand that they publish, publish, publish.
Hamid Ghanadan is the founder of Linus, the strategic marketing agency that has redefined marketing for science and medical industries. A biochemist by training, Hamid has dedicated his career by studying the interplay between logic and emotion in how people understand technical information, and applying storytelling and user-experience theories to shift understanding. He is the author of two books: Persuading Scientists and Catalytic Experiences, and is a frequent speaker at industry events, corporate events, as well as the global stage at TEDx.
John Meck, Technical Marketing Manager at LunaMetrics, Lunametrics
These days, every company has a website. It's a prerequisite for doing business. For many, our websites are the first and potentially most important interaction that we can have with our prospects and future customers.
Google Analytics opens the door to greater insight about our website and our users. Starting with the basics, Google Analytics can help answers questions about how people find your site, what pages they view and actions they take. More importantly, analytics can help influence business decisions by helping to determine return on investments in paid advertising, and can even begin influencing your sales process.
While Google Analytics has immediate out-of-the-box benefits, this session is geared to provide actionable steps for both the marketer and decision maker to make sure you're customizing the platform and enabling data-driven decision-making. Learn from an experienced Marketer and expert Google Analytics/Tag Manager trainer using real world examples and client case studies to guide your Analytics strategy for the next year.
Ron O’Brien, Thermo Fisher; Jeff Tarmy, Waters; Christine Quern, Spectrum Science Communications
Senior Director Public Relations at Thermo Fisher Scientific
Mr. O’Brien formerly served as the Director Corporate Communications at AMRI from July 2008 to December 2009, where he oversaw communications, integration efforts, and marketing initiatives. Prior to December 2009, Mr. O’Brien held various roles within Sophos and Osram Sylvania, including company spokesperson and director corporate communications. Mr. O’Brien began his career at National Employers Council. Mr. O’Brien received his B.S. in public relations from Utica College of Syracuse University.
Senior Vice President, Spectrum Science Communications
Christine is an accomplished communications professional with 20 years of agency and in-house experience conceptualizing and executing PR, branding, marketing and demand generation programs for emerging and established life sciences, biotech, healthcare and technology organizations.
Having trained as scientist early in her career, she is particularly adept at story-making and story-telling, crafting razor-sharp positioning, value propositions and messaging for life sciences organizations. Christine readily comprehends, translates and integrates complex scientific concepts and technologies with industry trends and market needs to effectively engage, educate and motivate audiences from the C-suite to the research laboratory to the media.
Christine has a graduate degree in cell biology and an MBA and is currently a senior vice president at Spectrum Science Communications.
Wouldn’t it be great if bosses did what we wanted them to? This session will provide you with practical approaches for positively influencing those above you in the organization in ways that are not only effective, but will actually be appreciated and liked by them. Being able to successfully manage up can result in more access to resources, greater impact on important decisions, and more productive working relationships that mutually benefit both you and your bosses
Based on the best-selling book The Extraordinary Leader, and empirical research (including over 850,000 surveys), this 2-hour workshop focuses on top behaviors and practices that differentiate extraordinary leaders.
Your success as a leader is the primary lever for your employees’ productivity and engagement -- factors that directly impact bottom-line profitability. This short introductory workshop provides insights and concrete actions you can take to create extraordinary results as a leader.
*Note: participants who complete an optional 5-minute on-line self-assessment before the workshop can actively compare their own competency results with those of thousands around the globe.
Ian Lurie is Founder, CEO and nerdiest marketing nerd at Portent, a digital marketing agency he started in the cretaceous era, aka 1995. Portent helps companies large and small rank well, spend smart and thrive online. Ian's meandering career path includes marketing copywriting, expert dungeon master, technical writing, roof consulting, bike messenger-ing, and office temp worker.
David Hanna - Director, Genotyping Sales, Americas Region, Affymetrix
Do you believe good deal negotiation is about going in guns blazing and putting someone off-base, or is it about getting to a financially tolerable endpoint in the fastest, most efficient way possible? The real goal of course is revenue - the desired outcome of the deal - and the longer it takes to negotiate, the longer you, the seller, will have to wait until you see revenue.
In any negotiation there is seller and there is buyer. Confusion comes in when the seller thinks they are buying. If these roles can be understood more clearly up front, the two parties can operate less defensively, and the negotiation becomes a more straightforward conversation about what the buyer wants and is willing to pay for. If this is already within the limits of what the seller can deliver and financially tolerate, then the parties have essentially skipped to the end and the deal can close much faster.
This session will explore how to approach seemingly complicated negotiations in a manner that doesn’t put the client in a defensive position and seeks to merely open a conversation about what the client needs. We will also discuss classic negotiation pitfalls, how best to prepare for the negotiation ahead of time, what a ‘win’ looks like for both parties.
Director, Strategic Business Development
Affymetrix, now a part of Thermo Fisher Scientific
Conducting business in the Life Sciences Industry today is both exciting and tumultuous. Advancements and discoveries in both the public and private sectors propel the field forward. However, decreased private spending coupled and a slashed NIH budget have made getting your fair share of the business even more challenging. Overcoming these challenges, increasing sales in the Life Sciences, is an art - the foundation of that art is Strategic Account Planning and management.
The ideal portfolio is packed with high-value clients who, faced with a complex buying landscape, consistently understand why your products (or services) are the best choice for them. Strategic Account Planning enables you to showcase your value in a more personalized way that also increases the effectiveness of your sales process. Improved sales with a better customer experience.
In the Strategic Account Planning session, we will explore the best practices in Strategic Account Planning for the Account Manager, their first line manager and others. The best strategic account plans:
The Strategic Account Planning session will cover a number of scenarios (new, old, existing accounts) because every team has different business goals. If you work in…
Then this is the session for you.