This document provides information about two upcoming workshops organized by Medicinman on digital transformation in the pharmaceutical industry. The first workshop titled "DigiStorm2017" will be held on December 19th in Mumbai. It will focus on how digital technology can be integrated into business models and how pharmaceutical marketers can adopt a multichannel approach using customer data. Several industry leaders will speak on these topics. The second workshop "How to Create a Winning Sales Organization" will be held the following day, December 20th in Mumbai. It will cover strategies for structuring an effective sales force, understanding customer segmentation, measuring sales performance, hiring and developing sales talent, and the role of sales managers. Both workshops aim to help

1. SANJIV
NAVANGUL
Managing Director-
Janssen Pharma
HARIRAM K
Former MD,
Galderma India
ANAND RAO
SVP, Head Digital
Technology, Axis
Bank
KEYNOTE SPEAKERS
SALIL KALLIANPUR
Partner & Co-Founder,
The Digital Transforma-
tion Lab
DEEP BHANDARI
Advisor, UCB India
WORKSHOP LEADERS
in partnership with
PRESENTSMEDICINMAN
DigiStorm2017
How to Create a Winning Sales
Organization 19th
& 20th
December, Mumbai
&

2. GURPINDER SINGH
Head, Digital & MCM,
GSK
SHASHIN BODAWALA
Director Business Excellence,
Go-to-Market & International
Business, Boehringer Ingelheim
KIRAN PAI
Head, Digital Marketing,
Cipla
SUDIP CHAKRABORTY
Country Head, Neurology
& Operations, UCB India
INDERJIT SOOD
VP, Zydus Cadila
PANKAJ AGRAWAL
National Manager, Sales,
Pricing and Access, UCB
India
SHIVA NATARAJAN
Respiratory BU Head,
GSK Pharma India
AMLESH RANJAN
Deputy Director,
Superspecialty, Sanofi
KRISHNA SINGH
CMD, GlobalSpace
Technologies
RITIKA KAPUR
Brand Manager, Marcom
& Digital, Qi Spine Clinic
VIJAY CHARLU
Marketing & Sales,
Indoco Remedies
ARSHIYA ZAHEER
APAC Regional Medical
Lead MCM, Pfizer
MANISH BAJAJ
VP, India Business,
Dr. Reddy’s Labs
SATYA MAHESH K.
SFE, Business Analytics,
Cipla
RAJESH TIWARI
Head, ER and HRBP,
Novartis
N. SURESH BABU
Head Strategic Initiatives,
Sanofi India
SPEAKERS/MODERATORS/PANEL MEMBERS
How to Create a Winning Sales OrganizationDigiStorm2017 &
19th
& 20th
December, Mumbai

3. SNAPSHOT DigiStorm2017
19 December 2017, Mumbai
Courtyard Marriott, Mumbai
REGISTER HERE
medicinman.net/register2017
or
simply make payment to:
Bank: HDFC BANK
Branch: 102, Chawla Regency, Mosque Road,
Bangalore - 560005
Account Name: MEDICINMAN PRIVATE LIMITED
Account No: 50200021794640
IFSC Code: HDFC0000714
GSTIN: 29AAKCM5650R2ZI
and send details to anupsoans@gmail.com
REASONS TO ATTEND
Understand the need for an integrated
multichannel strategy to be adopted in
the business model
Discover how you can make your
multichannel marketing smarter using
customer data you already have
See how to define ROI by replacing
“measurement plans”with“engagement
plans”.
Explore the unique considerations for
building integrated plans and content in
multichannel marketing
Learn about the new skills required for
a marketing professional in the new
hyperconnected world.
WHO SHOULD ATTEND
This boot camp is designed for professionals
from pharmaceutical biotechnology
organizations with the following
responsibilities:
Marketing
Brand Management
Product Management
Digital Marketing
eMarketing/Digital Marketing
Multichannel/Channel Marketing
Multichannel Analytics
Integrated Marketing
Social Media
Digital Media
Marketing Innovation
Interactive Services
Customer Experience
Customer Engagement
Global Marketing
Mobile Marketing
If you are interested in understanding how
digital can be adopted into your business
models, used to better engage your customers
andtaketheindustry-doctorrelationshiptothe
next orbit, this is the workshop for you.
DIGISTORM is a great opportunity where you
can shake hands with, interact and learn from
industry colleagues, industry experts and also
from experts from other industries who have
successfully adopted digital technology.
SALIL KALLIANPUR
Workshop Leader
@salilkallianpur
VENUE
Courtyard Marriott, Mumbai
(Opp. Carnival Cinemas, Andheri-Kurla Road)
Fee Matrix - Early Bird Discounts till 13th
Dcember 2017
Delegate type DigiStorm2017
How to Create
a Winning
Sales Organi-
sation
workshop*
Both events
Pharma delegates
- individual
₹ 14,500/-
₹ 9,950/-
plus 18% GST
₹ 14,500/-
₹ 9,950/-
plus 18% GST
₹ 25,000/-
₹ 17,000/-
plus 18% GST
Pharma delegates
- group (5+ from
same company)
₹ 8,500/-
plus 18% GST
₹ 8,500/-
plus 18% GST
₹ 17,000/-
plus 18% GST
Service provider
registrations
(only five seats
available)
₹ 25,000/-
₹ 20,000/-
plus 18% GST
₹ 25,000/-
₹ 20,000/-
plus 18% GST
₹ 40,000/-
₹ 30,000/-
plus 18% GST

4. How to Create a Winning Sales OrganizationDigiStorm2017
19th
20th
December, Mumbai
08:45-09:00 – Welcome Introduction – Anup Soans
SESSION 1
09:00-10:30 – Theme: Can pharma afford to ignore digital
technology and multichannel customer engagement?
Keynote address followed by panel discussion:
Speaker: Sanjiv Navangul – Managing Director, Janssen
India Ltd. (Pharma perspective)
Speaker: Anand Rao – SVP Head Digital Technology, Axis
Bank (non-pharma perspetive)
Outcomes from the session:
1. How digital technology can be integrated into a
business model
2. What should be the key things to keep in mind
when developing a digital strategy
3. What are the common mistakes that business lead-
ers make when planning a digital strategy
Panelists – Sanjiv Navangul; Anand Rao; Manish Bajaj;
K. Hariram
Moderated by – Shashin Bodawala
10:30-11:00 – Networking tea/coffee
SESSION 2
11:00 – 12:30 – Theme: Pharma Marketing in a Digital
World
Presentation followed by panel discussion
Speaker: Shiva Natarajan – Respiratory Business Unit
Head, GSK Pharma India
Panelists – Shiva Natarajan; N. Suresh Babu; Shashin
Bodawala; Krishna Singh
Moderated by – Salil Kallianpur
Outcomes from the session:
1. Marketers must use customer data cleverly to create
engagement opportunities
2. “What is the ROI”– how do you define ROI here,
what parameters can be measured to define suc-
cess
3. What are the key challenges for pharma marketers
to‘go-digital’and how to overcome them
12:30 – 13:30 – Break for lunch
SESSION 3
13:30 – 15:00 – Theme: The role of content and channels –
An integrated multi-channel strategy for pharma marketing
Presentation followed by panel discussion
Speaker: Gurpinder Singh, Head – Digital MCM, GSK
Pharma India
Outcomes from the session:
1. “Content is king”– how do we know what is the
best content to create? Is content best created or
curated?
2. “If content is king, distribution is queen”– under-
standing channel preferences of customers and
tailor-making content
3. Must a digital strategy be multi-channel? If so, what
is the role of integration?
Panelists – Kiran Pai; Gurpinder Singh; Ritika Kapur
Moderated by – Arshiya Zaheer
15:00-15:30 – Networking tea/coffee
SESSION 4
15:30 – 16:30 – Theme: What does a pharma professional
look like in the‘new world’– the future of jobs new skill
sets in a hyper-connected world
Presentation followed by panel discussion
Speakers - Deep Bhandari Amlesh Ranjan
Outcomes from the session:
1. What does the“new”pharma professional look like?
2. The role of technology in LD for sales/marketing
teams
3. The role of technology for self development
16:30 – Thank you and closing comments – Anup Soans
2017 Awards
DigiStorm2017 will be followed by
Platinum Partners
SCHEDULE DigiStorm2017
19 December 2017, Mumbai
Courtyard Marriott, Mumbai

5. SNAPSHOT How to Create a Winning Sales Organization
20 December 2017, Mumbai
Courtyard Marriott, Mumbai
REGISTER HERE
medicinman.net/register2017
or
simply make payment to:
Bank: HDFC BANK
Branch: 102, Chawla Regency, Mosque Road,
Bangalore - 560005
Account Name: MEDICINMAN PRIVATE LIMITED
Account No: 50200021794640
IFSC Code: HDFC0000714
GSTIN: 29AAKCM5650R2ZI
and send details to anupsoans@gmail.com
WHAT YOU WILL LEARN
1. The Role of Sales Force
Understanding strategic sales force role Busi-
ness Model
Go-To-Market Strategies – A competitive advan-
tage
Strategic approach to Sales Force Sizing
Structure
Role Taking, Role Making and Role Shaping
Role‘pollution’and strategic impact on
results
2. Understanding Territories and Deployment
Understanding Customer Value Proposition and
Interactions
Sales Force Operational Excellence:
Understanding Customers – Strategic Approach
to Segmentation and Targeting
Customer Value Proposition
Business/Account Planning Process
Sales Force Performance Measurement – KPIs
A Strategic Approach to CRM / CLM and Digita-
lization
Managing Sales Performance
3. Building A Winning Sales Force
Hiring High Potential Sales Talent
Understanding Sales Competencies
Assessing and Developing Competencies
Behavioral Event Selection Process
On-Boarding and Developing Sales Talent
Building High Performance Culture
Sales Force Motivation
Incentives, Rewards and Recognition
Career Pathways
Managing Performance
4. Sales Manager Excellence
What Makes an Excellent Sales Manager How
to Select One
Developing a Great Sales Manager
Understanding Competencies
Understanding the Role of Sales Managers
Management Vs Leavvvdership
Understanding Sales Force Excellence
Drivers
Sales Manager as a Driver of Change
Understanding Coaching and Team Develop-
ment
Managing Performance
Aligning strategy with sales is the most critical
part of execution because it involves multiple
factors:
Coherent Strategies
Right Sales Profile and People-Hiring, On-
boarding, Training and Development
Sustainable Right Behaviours
High Performance Culture, Reward,
Recognition and Incentives Programs
DEEP BHANDARI
Workshop Leader
@Deep0
VENUE
Courtyard Marriott, Mumbai
(Opp. Carnival Cinemas, Andheri-Kurla Road)
Fee Matrix - Early Bird Discounts till 13th
Dcember 2017
Delegate type DigiStorm2017
How to Create
a Winning
Sales Organi-
sation
workshop*
Both events
Pharma delegates
- individual
₹ 14,500/-
₹ 9,950/-
plus 18% GST
₹ 14,500/-
₹ 9,950/-
plus 18% GST
₹ 25,000/-
₹ 17,000/-
plus 18% GST
Pharma delegates
- group (5+ from
same company)
₹ 8,500/-
plus 18% GST
₹ 8,500/-
plus 18% GST
₹ 17,000/-
plus 18% GST
Service provider
registrations
(only five seats
available)
₹ 25,000/-
₹ 20,000/-
plus 18% GST
₹ 25,000/-
₹ 20,000/-
plus 18% GST
₹ 40,000/-
₹ 30,000/-
plus 18% GST

6. How to Create a Winning Sales OrganizationDigiStorm2017
19th
20th
December, Mumbai
08:45-09:00 – Welcome Introduction – Anup Soans
09:00-09:15 – Keynote: Setting the context – K. Hariram
SESSION 1
09:15-10:30 – Theme: The Role of Sales Force
Speaker: Deep Bhandari – Advisor, UCB India
Key learning outcomes:
1. Understanding strategic sales force role Business
Model
2. Go-To-Market Strategies – A competitive advantage
3. Strategic approach to Sales Force Sizing Structure
i. Role Taking, Role Making and Role Shaping
ii. Role‘pollution’ impact on results
10:30-11:00 – Networking tea/coffee
SESSION 2
11:00 – 12:30 – Theme: Understanding Territories and
Deployment
Speakers: Deep Bhandari, Amlesh Ranjan, Pankaj Agar-
wal
Outcomes from the session:
3. Understanding Customer Value Proposition and
Interactions
4. Sales Force Operational Excellence
5. Understanding Customers – Strategic Approach to
Segmentation and Targeting
6. Customer Value Proposition
7. Business/Account budgeting Planning Process
8. Sales Force Performance Measurement – KPIs
9. A Strategic Approach to CRM / CLM and Digitaliza-
tion
10. Managing Sales Performance
12:30 – 13:00 – Panel discussion
Moderator: Pankaj Agarwal
Panel Members: Sudip Chakraborty, Satya Mahesh and
Amlesh Ranjan
13:00 – 14:00 – Break for lunch
14:00 – 14:15 – Energizer: Anup Soans
SESSION 3
14:15 – 15:00 – Theme: Building A Winning Sales Force
Speaker: Deep Bhandari – Advisor, UCB India
Outcomes from the session:
1. Hiring High Potential Sales Talent
2. Understanding Sales Competencies
3. Assessing and Developing Competencies
4. Behavioural Event Selection Process
i. On-Boarding and Developing Sales Talent
ii. Building High Performance Culture
5. Sales Force Motivation
6. Incentives, Rewards and Recognition
i. Career Pathways
ii. Managing Performance
15:00-15:30 – Networking tea/coffee
SESSION 4
15:30 – 16:15 – Theme: Sales Manager Excellence
Speakers - Deep Bhandari Rajesh Tiwari
Outcomes from the session:
1. What Makes an Excellent Sales Manager How to
Select One
i. Developing a Great Sales Manager
ii. Understanding Competencies
iii. Understanding the Role of Sales Managers
iv. Management Vs Leadership
v. Understanding Sales Force Excellence Drivers
2. Sales Manager as a Driver of Change
3. Understanding Coaching and Team Development
4. Managing Performance
16:15 – 16:45 – Panel discussion
Moderator: Pankaj Agarwal
Panel Members: Sudip Chakraborty, Satya Mahesh
16:45 – 17:00 – Closing remarks: K. Hariram
SCHEDULE How to Create a Winning Sales Organization
20 December 2017, Mumbai
Courtyard Marriott, Mumbai

7. How to Create a Winning Sales OrganizationDigiStorm2017
19th
20th
December, Mumbai
2017 Awards Night
Platinum Partners
VENUE
Courtyard Marriott, Mumbai
(Opp. Carnival Cinemas, Andheri-Kurla Road)
DATE TIME
19th
December 2017
4:30PM onwards
WEBSITE
digipharmax.com