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.
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
Presentation: 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. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.
Presentation: Growth Strategies Case Studies: Product Design
Sword and Presbyterian shared how they partnered to address MSK complaints, reduce utilization and improve engagement. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.
Presentation: Growth Strategies Case Studies: Network and Access Initiatives
Community Health Options shares how their plan addressed access issues by introducing virtual care options and improved outcomes with wellness initiatives. Shared at the Sales and Marketing Value Visit on May 8, 2024 in Scottsdale, AZ.
Presentation: Alliance Members Summaries of Growth Plans
Health Plan Alliance members share summaries of their plans for growth for the next 24 months. Shared at the Sales and Marketing Value Visit on May 7, 2024 in Scottsdale, AZ.
Presentation: Designing Tomorrow's Products
Nancy Wise, President, and Katie Poole, Director, Strategic Consulting with Spring Street Exchange focus on evolving market needs and interests, analyze the competitive landscape and devise strategies for differentiation in this interactive workshop. Shared at the Sales and Marketing Value Visit on May 7, 2024 in Scottsdale, AZ.
Presentation: Stand Out: Defining, Proving and Delivering on Your Differentiation
David Schultz, President & CEO of Media Logic, defines the differentiators regional plans offer that set them apart. Explore what matters to consumers and discuss potential areas of opportunity for your plan to help. Shared at the Sales and Marketing Value Visit on May 7, 2024 in Scottsdale, AZ.
Presentation: Case Study: Sick Care to Health Care: Redefining the Regional Payer Value Proposition Using Lessons Learned from John Hancock
Vitality presents a case study showcasing how their tools can enhance the member experience, improve benefit design, and encourage sustainable healthy habit formation in your membership. Shared at the Sales and Marketing Value Visit on May 7, 2024 in Scottsdale, AZ
Presentation: Commercial Markets Enrollment Trends and Commercial Markets Outlook
Rick Koven, Consultant with Koven Consulting and Coaching, shares Commercial market enrollment trends and top areas of concern and opportunity in the Commercial market for Health Plan Alliance members. Shared at the Sales and Marketing Value Visit on May 7, 2024 in Scottsdale, AZ.
Presentation: Defining, Proving, and Delivering on Your Differentiation
Nick Kraft, Senior Vice President & Chief Growth Officer, and Patti Scott, Vice President Commercial Growth with CDPHP share strategies for disrupting the market, competing against the BUCAs, and the differentiators regional plans can offer. Shared at the Sales & Marketing Value Visit on May 7, 2024 in Scottsdale, AZ.
SelectHealth Marketing Materials 2024
SelectHealth shares their 2024 commercial member marketing samples as part of the Sales and Marketing Value Visit marketing materials swap in Scottsdale, AZ.
Attendees
Below is a list of all delegates registered to date for this event
- Thomas Lundquist
- ALLIANCE GUEST
- Chief Executive Officer at HealthNEXT
- 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
- 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)
- Shawna Dandridge
- ALLIANCE MEMBER
- VP Program Services at Health Plan Alliance
- 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.
- Elizabeth Hargett
- ALLIANCE MEMBER
- Sales Director at Western Health Advantage
- 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 Marketing 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
- Brian Fehlhaber
- PLATINUM SPONSOR
- Senior Vice President 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
- Dennis Bolin
- SPEAKER
- Consultant at Health Plan Alliance
- Evelyn Chojnacki
- SPEAKER
- Senior 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
- David Schultz
- SPEAKER
- Founder & CEO at Media Logic
- Ian Smith
- SPEAKER
- Actuarial Director at Optum Advisory
- Nancy Wise
- SPEAKER
- President at Spring Street Exchange
- Tom Cohen
- SPONSOR
- Executive Vice President at Softheon
- Matt Dziedzic
- SPONSOR
- TriZetto Head of Markets at Cognizant
- 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
- Craig Mullen
- SPONSOR
- VP, Health Plan Market at bswift
- Tom Policelli
- SPONSOR
- CEO at PayMedix
- Kristin Rodriguez
- SPONSOR
- Chief Product Officer at Vitality Group
- Michael Rosenfeld
- SPONSOR
- VP, Business Development at Vatica Health
- Brett Shrewsbury
- SPONSOR
- Chief Commercial Officer at Meru Health
- Tim Tonkinson
- SPONSOR
- VP, Channel Sales at Valenz Health
- Matt Weaver
- SPONSOR
- Sales Executive at Gradient AI
- Jeffrey Zimman
- SPONSOR
- Co-Founder at BrainHQ - Posit Science Corporation
Speakers
- Dennis Bolin
Consultant at Health Plan Alliance
click here for full people profile
- Heather Bouffard
VP, Marketing, Communications & Product at Community Health Options
click here for full people profile
- Donna Briggs
Senior Director, Commercial Group Sales and Growth at Sentara Health Plans (Optima)
click here for full people profile
- Brian Brown
Vice President Sales and Marketing at Presbyterian Health Plan
click here for full people profile
- Scott Burton
Market President, Commercial at Providence Health Plan
click here for full people profile
- Lisa Buswell
Director, Client Strategy at Sentara Health Plans (Optima)
click here for full people profile
- Evelyn Chojnacki
Senior Director, Health Plan Product Strategy at Sword Health
click here for full people profile
- Lindsay Dixon
Director of Commercial Sales at Prominence Health Plan
click here for full people profile
- Jeff Fox
Operating Partner at Chicago Pacific Founders
click here for full people profile
- Matt Gibson
Head of Behavorial Insurance Market Enablement at John Hancock
click here for full people profile
- Tal Gilbert
General Manager of Vitality Health International at Vitality Group
click here for full people profile
- Nathan Hoffmann
Director Marketing Analytics and Research at SelectHealth
click here for full people profile
- Rick Koven
Koven Consulting and Coaching at Health Plan Alliance
click here for full people profile
- Nick Kraft
SVP, Chief Growth Officer at Capital District Physicians' Health Plan (CDPHP)
click here for full people profile
- Jeremy Kush
Senior Consulting Actuary at Milliman
click here for full people profile
- Tanya Little
Chief Commercial Officer at Vitality Group
click here for full people profile
- Meredith Maurer
Director, Large Group Key Accounts at Health Alliance Plan (HAP)
click here for full people profile
- Matt Mraz
Senior Consulting Actuary at Milliman
click here for full people profile
- Katie Poole
Director, Strategic Consulting at Spring Street Exchange
click here for full people profile
- Linda Rowe
Medicare Sales Manager at Geisinger Health Plan
click here for full people profile
- David Schultz
Founder & CEO at Media Logic
click here for full people profile
- Patti Scott
Vice President, Commercial Growth at Capital District Physicians' Health Plan (CDPHP)
click here for full people profile
- Ian Smith
Actuarial Director at Optum Advisory
click here for full people profile
- Andrew Weintraub
VP of Sales & Retention at Health Alliance Medical Plans
click here for full people profile
- Nancy Wise
President at Spring Street Exchange
click here for full people profile