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

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Sponsor

Registration


ALLIANCE MEMBER
Fee End Date	Description	Amount
5/6/2024	Exclusive to Alliance Partner or Shareholder organizations	MEMBER PASS
ALLIANCE GUEST
Fee End Date	Description	Amount
5/6/2024	Only for invited guests of the Alliance	GUEST PASS
PLATINUM SPONSOR
Fee End Date	Description	Amount
5/6/2024	Exclusively for 2024 Platinum sponsors	PLATINUM PASS
SPONSOR
Fee End Date	Description	Amount
5/6/2024	*Registration code required	SPONSOR PASS
SPEAKER
Fee End Date	Description	Amount
5/6/2024	Confirmed faculty members	FACULTY PASS

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
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. Dive into either the HPA "Peer Review Website Audit Program" or the "Best Sales/Marketing Campaign Library" group for a fast-paced 30 minutes of collaboration. 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
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
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