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Value Visit: Sales & Marketing 2024

Event Date: 5/6/2024 - 5/9/2024

Event Overview

Exceeding your strategic growth targets and strengthening your market position

Growth in our commercial and individual products is the number one priority for us as marketing and sales executives, but we know it isn’t about just the raw numbers. Strategic growth is what drives us. At the 2024 Sales & Marketing Value Visit, we will learn how to achieve strategic growth through innovation, differentiation, deep understanding of our markets and customers, and making tough decisions about entering and dropping some products and market segments.



Event highlights

  • Build and strengthen your network among your marketing and sales peers 
  • Deepen your understanding of the shifting dynamics within commercial and individual market segments
  • Learn about vendors who have successfully assisted Alliance members in addressing pressing challenges
  • Define your focus on strategies with the highest likelihood of success by learning from your peers
  • Determine successful methods to reach consumers to achieve growth goals
  • Explore how your brand can be strengthened and provide a competitive advantage


Who should attend

The Sales and Marketing Value Visit is perfect for Alliance health plan managers, directors, and senior leaders responsible for their organization's sales and marketing, product development, or digital transformation.

 


 

Enjoy beautiful Scottsdale, AZ

From the stirring beauty of our lush Sonoran Desert to our luxury resorts, chef-driven restaurants and exciting activities and attractions, Scottsdale is bursting at the seams with the makings of a memorable getaway. While you're here, enjoy aquariums, architectural wonders, botanical gardens, wine tasting rooms and award-winning museums.

 


 

Thank you to our event sponsors


Platinum


Gold


Silver


Bronze


Sponsor

 

Venue

Scottsdale Marriott at McDowell Mountains
16770 North Perimeter Dr
Scottsdale, AZ 85260
480.502.3836


The hotel room block expires on April 15, 2024
Our room rate is $209 plus taxes/fees and daily resort fee of $20. This rate may be available three days prior and three days after our meeting dates, depending on the hotel's availability. You should call the reservations department at 408.502.3836 and ask for the Health Plan Alliance (Vizient) room rate or click here to book online. Should you call after the deadline, you will not be guaranteed to receive our group room rate or the hotel may be sold out. Please note that the group block could sell out before this date.


DRESS
Business casual attire is appropriate for the meeting.  Remember that the hotel meeting room temperatures vary, so we recommend that you layer clothing to be comfortable in case the room becomes either hot or cold.

GROUND TRANSPORTATION
Rideshare from the Phoenix Sky Harbor International airport is approximately $66, distance from the hotel is 22 miles.  Alternate transportation Transtyle 888.948.6131, fee $65 one-way - reservation required (from the Marriott website).

PHOENIX CITY WEATHER
View the latest weather forecast.
Agenda
05/06/2024 6:00 PM - 8:00 PM
Catching Up With Your Colleagues and Meeting New Ones Reception
Join us for drinks and appetizers/fajita station/dessert (for some it can be a meal, depends on your appetite).

05/07/2024 7:30 AM - 8:30 AM
Breakfast
Alicante Patio - Ballroom level

05/07/2024 8:30 AM - 8:45 AM
Getting started


05/07/2024 8:45 AM - 10:15 AM
So, What's Your Plan for Strategic Growth?
- Alliance Members' enrollment trends - 16 Alliance Executives share their challenges - Participants share one-page summary of growth plans Speaker: Rick Koven, Consultant; Koven Consulting and Coaching

05/07/2024 10:30 AM - 12:00 PM
From Sick Care to Health Care: Redefining the Regional payer value proposition using lessons learned from John Hancock
Citing many parallels with regional health plans, a John Hancock executive shares the transformational journey they started in 2015 to re-imagine their customers’ experience and change the perception (and reality!) that their products only help at the time of death. We will discuss “How can health plan leaders move their relationships with employers and individual consumers from transactional to relational and keep the focus on increasing customer lifetime value. Speakers: Matt Gibson, Head of Behavioral Insurance Market Enablement; John Hancock Tanya Little, Chief Commercial Officer; Vitality

05/07/2024 12:00 PM - 1:00 PM
Networking Lunch
Alicante Patio - Ballroom level

05/07/2024 1:00 PM - 3:00 PM
Workshop: Designing Tomorrow’s Products
In this session, set 3 – 5 years in the future, participants will select among 4 break-out groups representing commercial market segments, focusing on evolving market needs and interests, analyzing the competitive landscape, and devising strategies for differentiation. The 4 market segments are: A fully-insured small group A fully-insured large group A self-funded/ASO group An individual (on or off the exchange) Speakers: Katie Poole, Director; Strategic Consulting Nancy Wise, President; Spring Street Exchange

05/07/2024 3:15 PM - 4:30 PM
Discussion and Case Study: Defining, Proving, and Delivering on Your Differentiation
A challenge we all share: competing against the BUCAs. It is easy to say that we, as regional plans with strong relationships with providers, offer compelling differentiators. But how are those defined, how are they proven and how are they articulated? All in ways relevant to the market. These are a few of the questions addressed in this discussion. Speakers: David Schultz, President & CEO; Media Logic Nick Kraft, SVP Chief Growth Officer Patti Scott, VP Commercial Growth; Captial District Physicians Health Plan

05/07/2024 4:30 PM - 5:00 PM
Collaboration Lab
An interactive brainstorming session where you'll get to shape potential HPA peer-learning projects. We'll explore a potential "Peer Review Website Audit Program" and a "Best Marketing Campaign Library" in a lightning fast 30 minute brainstorming session. Your ideas will directly influence the structure and direction of these projects, enhancing our capabilities and providing valuable resources. Be part of the driving force behind these exciting initiatives and share your expertise.

05/07/2024 5:00 PM - 6:00 PM
Your Own Time


05/07/2024 6:00 PM - 8:00 PM
Dinner: Tommy Bahama Restaurant
We will meet in the lobby at 5:45pm to take a bus to dinner.

05/08/2024 7:30 AM - 8:30 AM
Breakfast
Alicante Patio - Ballroom level

05/08/2024 8:30 AM - 10:00 AM
Research: Product Design and Impact on Premium Pricing
Milliman consultants share their expertise, experience and extensive analysis linking the various product levers with impact on premium pricing. Speakers: Jeremy Kush, Consulting Actuary; Milliman Matt Mraz, Consulting Actuary; Milliman

05/08/2024 10:15 AM - 11:15 AM
Growth Strategies Case Studies: Network and Access Initiatives
Speakers: Heather Bouffard, Chief Marketing Officer; Community Health Options Brian Brown, Vice President Sales and Marketing; Presbyterian Health Plan

05/08/2024 11:15 AM - 12:00 PM
Growth Strategies Case Studies: Market Penetration and Expansion Initiatives
Speakers: Lindsay Dixon, Director, Commercial Sales; Prominence Health Plan Scott Burton, Market President, Commercial; Providence Health Plan Meredith Maurer, Director, Large Group Key Accounts; Health Alliance Plan (HAP)

05/08/2024 12:00 PM - 1:00 PM
Networking Lunch
Alicante Patio - Ballroom level

05/08/2024 1:00 PM - 2:15 PM
Growth Strategies Case Studies:  Product Design
Speakers: Brian Brown, Vice President Sales and Marketing; Presbyterian Health Plan Evelyn Chojnacki, Director, Health Plan Product Strategy; Sword Health Lisa Buswell, Director, Large Group Strategy and Retention Donna Briggs, Sr. Director, Commercial Group Sales and Growth; Sentara Health Plans (Optima)

05/08/2024 2:30 PM - 3:15 PM
Growth Strategies Case Studies: Data and Analytics
Speakers: Nate Hoffman, Director Market Intelligence and Customer Research; SelectHealth Ian Smith, Actuarial Director; Optum Advisory

05/08/2024 3:30 PM - 4:30 PM
Growth Strategies Case Studies: Sales and Channel Initiatives
Speakers: Linda Rowe, Medicare Sales Manager; Geisinger Health Plan Andrew Weintraub, Vice President of Sales and Retention; Health Alliance Medical Plan Jeff Fox, Operating Partner; Chicago Pacific Founders

05/08/2024 4:30 PM - 6:00 PM
Your Own Time


05/08/2024 6:00 PM - 8:00 PM
Dinner: Culinary Drop Out
We will meet in the lobby at 5:45pm to take a bus to dinner.

05/09/2024 8:00 AM - 10:00 AM
Breakfast and Marketing Materials Share, Swap and Steal


Documents
5/8/2024

Presentation: Growth Strategies Case Studies: Product Design Guarantee Products
Lisa Buswell, Director, Large Group Client Strategy & Retention and Donna Briggs, Senior Director, Commercial Group Sales & Growth with Sentara Health Plans share their large group ASO Strategies and their Mid-Market Strategies in this Product Design Case Study. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Strategic Growth: Data and Analytics
Ian Smith, Actuarial Director, Optum Advisory Services shares how to use data and analytics to drive clinical, operational and financial performance in this Data and Analytics case study. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Enhancing Option 2-50: Association Health Plans
Prominence Health Plan shares how they leverage Association Health Plans, or AHPs, to allow many Small Group employers to enroll as one entity, enabling Small Groups to purchase coverage traditionally only available to Large Groups and improving her plan's market penetration. Shared at the Sales & Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Growth Strategies Case Studies: Data and Analytics
SelectHealth details how its shift from a vendor-contracted prospecting solution to an internal prospecting solution allowed them more flexibility and control over attracting different risk profiles, created cost savings, and substantially increased leads in different lines of business. Shared at the Sales & Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Washington Market Expansion
Providence Health Plan describes how it used data to precisely identify a successful new target for geographic expansion. Shared at the Salees & Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Value Based Strategies for Employers
Brian Brown, Vice President Sales and Marketing, with Presbyterian Health Plan shares the benefits of a value-based care model. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Brand Strategies That Play Inside the Box
Geisinger Health Plan shares their brand strategies in this Sales and Channel Initiatives case study. Learn how to keep your branding relevant and on message. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Large Group Sales Incentive Credits: Selling in a Profit-Improvement Environment
Andrew Weintraub, Vice President of Sales and Retention with Heath Alliance Medical Plan presents their strategies for driving large group sales in a profit-improvement environment in this Sales and Channel Initiatives case study. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Making Life Easy for Brokers
Jeff Fox, Operating Partner at Chicago Pacific Founders, shares advice for enhancing the broker experience and navigating the Medicare Advantage final rule's impact on broker compensation in this Sales and Channel Initiatives case study. Learn how to accurately pay commissions, simplify the broker portal experience, and understand what the new final rule means for your plan's broker payments. This was shared at the Sales & Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

5/8/2024

Presentation: Health Alliance Plan 2024 Expansion Strategies
Health Alliance Plan outlines its strategic levers of expansion, tips for building a product that keeps member experience at the center, pricing strategies, and more tactics that make HAP so successful across distinct geographic markets in their home state of Michigan. Shared at the Sales & Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.

Attendees

Below is a list of all delegates registered to date for this event

  • Jason Alford
  • ALLIANCE MEMBER
  • Vice President, Sales & Business Development at Health First Health Plans
  • Lily Arias
  • ALLIANCE MEMBER
  • Tactical Operations Specialist at Alliant Health Plans
  • Keri Bloomer
  • ALLIANCE MEMBER
  • Director of Operations at Health Plan Alliance
  • Toni Bonde
  • ALLIANCE MEMBER
  • Chief Operating Officer at CCHP
  • Jason Bortnem
  • ALLIANCE MEMBER
  • Sales Manager - Group and Ancillary Products at Avera Health Plans
  • Heather Bouffard
  • ALLIANCE MEMBER
  • VP, Marketing, Communications & Product at Community Health Options
  • Jessica Boykins
  • ALLIANCE MEMBER
  • Customer Experience Specialist at Health Plan Alliance
  • John Braden
  • ALLIANCE MEMBER
  • Director of Underwriting at Network Health
  • Donna Briggs
  • ALLIANCE MEMBER
  • Senior Director, Commercial Group Sales and Growth at Sentara Health Plans (Optima)
  • Kathryn Brisson
  • ALLIANCE MEMBER
  • Medicare Stars Program Manager at Capital District Physicians' Health Plan (CDPHP)
  • Brian Brown
  • ALLIANCE MEMBER
  • Vice President Sales and Marketing at Presbyterian Health Plan
  • Scott Burton
  • ALLIANCE MEMBER
  • Market President, Commercial at Providence Health Plan
  • Lisa Buswell
  • ALLIANCE MEMBER
  • Director, Client Strategy at Sentara Health Plans (Optima)
  • Andrea Dillon
  • ALLIANCE MEMBER
  • Insurance Product Manager at Avera Health Plans
  • Lindsay Dixon
  • ALLIANCE MEMBER
  • Director of Commercial Sales at Prominence Health Plan
  • April Dos Santos
  • ALLIANCE MEMBER
  • Plan Development Specialist at Alliant Health Plans
  • John Dunn
  • ALLIANCE MEMBER
  • Director - Sales & Marketing at HealthTeam Advantage
  • Valeria Fraire
  • ALLIANCE MEMBER
  • Manager— Business Development at Alliant Health Plans
  • Nicole Fultz
  • ALLIANCE MEMBER
  • Director, CX and Communications at Health Plan Alliance
  • Jaime Gonzalez
  • ALLIANCE MEMBER
  • Chief Business Development Officer at Health Plan Alliance
  • Shane Greene
  • ALLIANCE MEMBER
  • Senior Director of Health Plan Quality Operations at Care N' Care Insurance Company, Inc.
  • Rick Heron
  • ALLIANCE MEMBER
  • Chief Experience Officer at Western Health Advantage
  • Nate Hoffmann
  • ALLIANCE MEMBER
  • Director Market Intelligence and Customer Research at SelectHealth
  • Nathan Hoffmann
  • ALLIANCE MEMBER
  • Director Marketing Analytics and Research at SelectHealth
  • Kyle Ingraham
  • ALLIANCE MEMBER
  • Manager, Medicare & Individual Sales at Health Alliance Plan (HAP)
  • Nick Kraft
  • ALLIANCE MEMBER
  • SVP, Chief Growth Officer at Capital District Physicians' Health Plan (CDPHP)
  • Joe Lastinger
  • ALLIANCE MEMBER
  • President at Health Plan Alliance
  • Michele Lehuta
  • ALLIANCE MEMBER
  • Government Programs Director at Western Health Advantage
  • Liz Lopez Cepero
  • ALLIANCE MEMBER
  • Chief Growth Officer at Baylor Scott & White Health Plan
  • Meredith Maurer
  • ALLIANCE MEMBER
  • Director, Large Group Key Accounts at Health Alliance Plan (HAP)
  • Kelly McEver
  • ALLIANCE MEMBER
  • Senior Manager, Sales and Marketing at CommunityCare
  • Jonathan Moody
  • ALLIANCE MEMBER
  • Director of ACA Products and Government Affairs at Quartz Health Solutions
  • Lee Pritchett
  • ALLIANCE MEMBER
  • Manager, Medicare Marketing & Communications at HealthTeam Advantage
  • Linda Rowe
  • ALLIANCE MEMBER
  • Medicare Sales Manager at Geisinger Health Plan
  • Patti Scott
  • ALLIANCE MEMBER
  • Vice President, Commercial Growth at Capital District Physicians' Health Plan (CDPHP)
  • Michelle Skelly
  • ALLIANCE MEMBER
  • Director of Marketing and Communications at Alliant Health Plans
  • Bart Stead
  • ALLIANCE MEMBER
  • Vice President of Sales at Cox HealthPlans
  • Yuri Sung
  • ALLIANCE MEMBER
  • Senior Specialist, Programming at Health Plan Alliance
  • Linsey Tennyson
  • ALLIANCE MEMBER
  • Sr. Director, Employer Products at Quartz Health Solutions
  • Jules Vasquez
  • ALLIANCE MEMBER
  • Director, Stars & Accreditation at Health First Health Plans
  • Andrew Weintraub
  • ALLIANCE MEMBER
  • VP of Sales & Retention at Health Alliance Medical Plans
  • Mallory Willett
  • ALLIANCE MEMBER
  • Senior Analyst, Business Intelligence at Health Plan Alliance
  • Helen Yu
  • ALLIANCE MEMBER
  • Sales Director at CCHP
  • Randy Baker
  • PLATINUM SPONSOR
  • Vice President, Sales at Summit Re
  • David Gallegos
  • PLATINUM SPONSOR
  • SVP Consulting Services at Optum Advisory
  • Mike Holthaus
  • PLATINUM SPONSOR
  • Sr Vice President, Employer Stop Loss at Summit Re
  • Andrew Howard
  • PLATINUM SPONSOR
  • National Sales Director at First Health Network
  • Sheryl Zarozny
  • PLATINUM SPONSOR
  • Vice President Advisory at Optum Advisory
  • Evelyn Chojnacki
  • SPEAKER
  • Director, Health Plan Product Strategy at Sword Health
  • Jeff Fox
  • SPEAKER
  • Operating Partner at Chicago Pacific Founders
  • Matt Gibson
  • SPEAKER
  • Head of Behavorial Insurance Market Enablement at John Hancock
  • Tal Gilbert
  • SPEAKER
  • General Manager of Vitality Health International at Vitality Group
  • Rick Koven
  • SPEAKER
  • Koven Consulting and Coaching at Health Plan Alliance
  • Jeremy Kush
  • SPEAKER
  • Senior Consulting Actuary at Milliman
  • Tanya Little
  • SPEAKER
  • Chief Commercial Officer at Vitality Group
  • Matt Mraz
  • SPEAKER
  • Senior Consulting Actuary at Milliman
  • Katie Poole
  • SPEAKER
  • Director, Strategic Consulting at Spring Street Exchange
  • Ian Smith
  • SPEAKER
  • Actuarial Director at Optum Advisory
  • Nancy Wise
  • SPEAKER
  • President at Spring Street Exchange
  • Tom Cohen
  • SPONSOR
  • Executive Vice President at Softheon
  • Alicia Kutil
  • SPONSOR
  • Director, Health Plan Partnerships at Kaia Health
  • Zain Mahmood
  • SPONSOR
  • Director of Sales & Distribution at HealthSherpa
  • Eddie Maria
  • SPONSOR
  • Head of Sales at Birdsong Hearing Benefits, LLC
  • Jake Mead
  • SPONSOR
  • Vice President of Sales at NationsBenefits
  • Jeffrey Zimman
  • SPONSOR
  • Co-Founder at BrainHQ - Posit Science Corporation
Speakers