EPP 16th Life Sciences
Pricing Forum 2026
Agenda
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14:00
Welcome Light Lunch & Registration
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15:00
Reimagining the Business Case Process for the Evolving Global Pricing Landscape
Adapting and transforming the pricing business case creation from a manual and cumbersome process into a streamlined presentation-driven and decision-ready experience
- Pricing governance has long been a critical capability for pharmaceutical manufacturers. However, growing cross-market interdependencies, expanding use of International Reference Pricing (IRP), and the emergence of Most Favored Nation (MFN) approaches are increasing both the strategic importance and operational complexity of pricing decisions. Organizations face growing pressure to make faster, more consistent, and better-informed decisions due to increasing concerns around net price transparency and intensified payer cost-containment measures, while balancing local and global market impacts.
- Many pricing and market access teams continue to rely on manual business case processes, spending significant effort consolidating information, aligning stakeholders, and translating analyses into governance-ready materials. Beyond process efficiency, organizations must determine what information is truly required for decision-making.
- This interactive workshop will explore how organizations can redesign pricing business case processes through standardization, automation, and AI-enabled approaches. Using practical pricing scenarios, participants will identify the information needed to support effective governance decisions, map business case content to executive-level outputs, and define the key components of a future-state business case framework.
- Participants will leave with practical insights for reducing administrative burden, improving consistency across markets, and enabling faster, more effective pricing and market access governance.
Ruven Remo Eul - Principal and Chief Commercial Officer - Marbls
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16:10
Chargebacks, SPAs and Sales Trace: Taming Complexity in Direct & Indirect Pricing
Pricing in life sciences gets messy fast — GPOs, distributors, corporate accounts, and government bodies all touching the same deal, each with their own rules. Steve Peppler breaks down how manufacturers, suppliers, and distributors can bring order to it:
- Managing jurisdiction differences without a separate process for every market
- Mapping master file data across large volumes and dozens of contracted parties
- Closing the gaps where chargeback validation and sales trace typically break down
- Practical takeaways for anyone whose pricing process spans multiple parties and borders
Steve Peppler - Vice President, Product and Business Transformation - Enable
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16:30
Coffee Break & Networking
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17:30
NAVLIN Access Studio and Ask NAVLIN Workshop
Our next generation of NAVLIN's AI-driven toolset is reshaping everything when it comes to price and access. Participate in a real, hands-on workshop and explore the latest AI tools from NAVLIN.
- Discover the ability to get questions answered quickly with Ask NAVLIN and learn how you can use your favorite AI tools with NAVLIN via MCP.
- Dive into NAVLIN Access Studio and see how price & access activities can be completely reimagined with AI, whether it's BD Assessments, PICO Planning, Indication Sequencing, MFN Analysis, or generating a Price Policy - learn how AI can perform more like a consulting assistant and not an AI chatbot.
Alan Crowther - General Manager - EVERSANAAndrew Hanhauser - Head of NAVLIN Data - EVERSANANicolas Pietrasz - Sales Director - EVERSANA
Workshop Close & Pre-Forum Welcome Drinks Reception
Registration & Welcome Coffee
Opening Remarks
Diana Coelho - Chair at EPP
Conference Chair Opening Remarks
The Price of Progress — What the new Nobel in economics teaches us about pricing, access, and the future of life sciences.
Leandro Gandos - Head of Commercial Policy - Geistlich
Built For Uncertainty: The New Operating Model for Global Pricing & Market Access
- Explores how pricing & access competencies and structure should evolve to stay resilient under MFN and HTA pressure.
- Widens the frame beyond MFN alone to the broader pattern of uncertainty hitting pricing teams (supply chain disruption and other shocks) and what that demands in terms of agility.
- Walk away with a practical view of the skills, processes, and organizational design choices that separate agile pricing functions from those caught off guard.
Ivan Grishchenko - Global Pricing Director - Novo Nordisk
How MFN and AI are Reshaping Price & Access
- Two of the most consequential impacts on price & access in our lifetime are upon us. What do they mean for professionals in everyday work?
- MFN is the most consequential price & access policy ever implemented.
- At the same time, AI is reshaping both pharma and payer execution of price & access.
- What does the future intersection of these two massive global changes mean for Price & Access Professionals?
Alan Crowther - General Manager - EVERSANA
Networking Power Time
How AI Can Optimize the Pricing and Tenders/Contracting Performance for Pharma and Life Science Companies-Real Use Case Examples:
- Focuses on unresolved industry problem on manually intensive work prone to errors and lacking efficiency in tender/contract responses including lack of harmonized data.
- Concrete example on decision, efficiency improvements through AI usage.
Kaushal Kishore - Global Pricing, Contracts and Tender Lead - Fresenius Kabi
From Product Pricing to Intelligence Pricing
- When products become connected, every therapy, device, and patient interaction generates data. Combined with rapidly advancing AI capabilities, the question is no longer whether that data has value, but who captures and monetizes it.
- Discover how leading life sciences organizations are moving beyond products and services to monetize insights, outcomes, and decision support for providers, payers, and healthcare systems.
- Understand the strategic choices, capabilities, and governance required to build a sustainable data monetization model without compromising trust or access.
Maarten Moreels - Partner Commercial Strategy & Pricing - EY-ParthenonThomas Aerts - Director Commercial Strategy & Pricing - EY-Parthenon
Turning MFN Into Momentum: The Swiss–Mena Model And The Door It Opens
- MENA's real commercial upside: the growth trajectory and access windows worth a closer look in the MFN era
- The Swiss-MENA bridge Labatec built before MFN existed — early lessons on strategic launch sequencing and where that logic still needs testing
- What it takes to build a MENA strategy: the commercial, regulatory, and pricing realities behind a well-run operation
Alexandra Hoos - Market Access Lead - Labatec Pharma
Networking Lunch
Pick Your Problem: Peer-Led Deep Dives on the Challenges Keeping You Awake
Choose the table that matches your most pressing challenge.
When AI Sits on Both Sides of the Negotiation: What's Left for the Pricing Professional?
Facilitated by Kaushal Kishore, Fresenius Kabi
MedTech Commodity Pricing Under Inflation — What Contracts, Clauses, and Creative Models Actually Work
Facilitated by Omar Bringas, Former Sonova
Price That Proves Itself: Designing Contracts Where Value Comes First
Facilitated by Leandro Gandos Brito, Conference Chair
Holding the Line Together: Governing Global Price Decisions Between HQ and Local Markets
Facilitated by Monitor Deloitte
Growth Markets as Early-Launch Markets: Opportunities and Risks
Facilitated by Alexandra Hoos, Labatec Pharma
Choosing the right analogues: a practical method for launch sequencing.
Facilitated by Marco Raddi, Chiesi
Pricing for 2032: how do you plan early-pipeline assets when yesterday is not today?
Facilitated by Antoon Boussu, Novo Nordisk
What Did We Really Earn? Understanding Margin Before It Is Too Late
Most Life Sciences companies know what they invoiced. Far fewer have an early, complete view of what they actually earned. The net outcome is shaped by access and reimbursement conditions, contracts, rebates, tenders, volume and mix, regulatory change and international pricing exposure, including MFN. This session explores how organizations are gaining earlier visibility into what is shaping margin, anticipating potential exposure, and bringing Pricing, Market Access, Finance and Commercial together to make better-informed trade-offs before the outcome is locked in. Because margin visibility tells you the score. Understanding what drives it helps you improve the outcome.
Alejandra Garitonandia Puig - Manager Global Industry and Life Sciences Industry Principal - Vistex
Geopolitical Chaos, Budget Freezes, and Supply Chain Shocks: How Are Pricing Teams Actually Coping?
- Panellists share their real pricing war-room set-ups: who is in the room, how often, what triggers a scenario review?
- The Middle East conflict, Ukraine, and oil prices: how global instability is changing commercial strategy at the country level.
- Learn with senior leaders what decisions did they get wrong in the last 18 months, and what would they do differently?
Karan Suri - Senior Director of Global Pricing - World CourierSilvia Antonelli - Senior Director Price Reimbursement and Access - Eli LillyDaniela Campos - Senior Global Strategic Access & Pricing - Boehringer IngelheimModerator: Leandro Gandos - Head of Commercial Policy - Geistlich
Networking Break
Your next-level move in tendering: How AI Agents are advancing tender strategy and operations
Nico Bacharidis - Chief Commercial Officer - Cube RMCostas Economopoulos - CEO - Cube RM
AI in Tendering: The Early Movers Playbook
- Learnings after having invested massively in AI capabilities: tender price prediction, tender automation...
- Evolution of the tendering landscape: how non price criteria are evolving, R&O for the industry.
- Any other topic of interest regarding tendering landscape.
Karolina Bieniek - Tender Innovation Lead - SanofiNicolas Tricca - Digital Tender Head - Sanofi
Building an Agile, Resilient Pricing Function for MedTech in the Age of AI
- Explore proven capabilities from more mature industries and treat AI as an accelerant for good foundations, not a substitute for them.
- Build concrete processes, close specific capability gaps (pricing, sales, marketing), and agree and explore the skills that will support an agile pricing function.
Omar Bringas - Global Director Growth Initiatives - Former Sonova
End of Day 1
Join fellow Life Sciences Pricing Forum participants for an evening of networking and conversation at Restaurant LaSalle.
Approximately a 10-minute walk from the Sheraton Zurich Hotel.
Welcome & Networking
Day 2 Welcome Insights
Leandro Gandos - Head of Commercial Policy - Geistlich
Rethinking Your Launch Sequencing: How to Rebuild Your Global Go-To-Market Logic
- Re-think the traditional sequencing model, as it no longer fully protects price architecture under MFN and IRP pressure.
- Navigate the new sequencing trade-offs: speed vs. price protection, access vs. reference risk, and early-launch markets vs. strategically important markets.
- Make launch decisions today for a future pricing and policy landscape that remains highly unpredictable.
Daniela Campos - Senior Global Strategic Access & Pricing - Boehringer Ingelheim
Building Real-Time Commercial Intelligence When Market Volatility Demands Faster Decisions – A Case Study With AAH
Generic drug prices move like commodities. Rebate terms shift constantly. Customer negotiations are growing more complex. We'll walk through a real case where AAH, a major pharmaceutical wholesaler, moved from spreadsheet-based pricing to unified commercial intelligence that enabled faster negotiations, better pricing decisions, and 12% volume growth even in a margin-pressured market. We’ll explore:
- Why unified pricing visibility matters more now than ever and what you're missing if pricing lives across disconnected systems.
- How modernizing pricing infrastructure delivered £2M in margin recovery and 35x ROI in a business managing over 18,000 pricing agreements.
Ranjit Gill - CIO - AAHAJ Kruijer - Strategic Account Executive - Enable
PHARMA PRICING IN THE GULF & LEVANT: READY FOR WHAT'S NEXT?
Rethinking Value and Policy Amid Structural Uncertainty
- Between evolving external referencing and emerging HTA frameworks, what remains of commercial flexibility; and how does the conversation shift from list price toward value demonstration and real-world relevance?
- Harmonization and procurement reform read well on paper: what happens when policy intent meets operational reality?
- As regional pricing reform accelerates, how are organizations building the capability and confidence to keep pace?
Ayman Semaan - Market Access & Pricing Lead - Biologix
Networking Break
Price & Access in an AI-Driven World: Is Your Function Ready or Just Talking About It?
- Panellists reveal where they honestly sit on the AI maturity curve — and what the gap between aspiration and reality looks like.
- The generational problem: tech-native junior staff can prompt, but can they judge? Senior staff can judge, but can they prompt?
Antoon Boussu - Global Pricing Lead - Novo NordiskMarco Raddi - Global Pricing Sr. Analyst - Chiesi
Mind the Gap: From Agreed Price to Realised Price
Every price in life sciences is now a chain of commitments: a list price, a confidential net, a tender bid, a rebate tier, an outcome guarantee. Value leaks at every hand-off between the teams who set, quote and contract those commitments, and those leaks now have global consequences.
In this session, you’ll learn:
- Why your realised European net price into a figure you may have to defend to US regulators
- Where value leaks between pricing, quoting, tendering and contracting, and why the gaps grow with managed entry and outcome-based agreements
- Five principles for a connected price
Nick Boyer - Senior Director Strategic Consulting - Conga
ROI - Reframing the Economics of Patient Adherence in Cardiometabolic Care
- The €125 billion question: how non-adherence in chronic cardiometabolic conditions contributes to a substantial and often under-recognized burden for patients, healthcare systems and society across Europe, and what data reveals about where costs accrue.
- From pill burden to pricing strategy: how single-pill combinations may simplify treatment for multimorbid patients, and the challenges of assessing value beyond the individual components of treatment.
- Broadening the payer perspective: exploring how real-world adherence evidence can enrich discussions around cost-effectiveness, budget impact, ROI, and the cost of inaction.
Parlato Gianfranco - Global Head of Value Access, Pricing & Policy, Cardio Metabolic & Venous Diseases - Servier
Networking Lunch
Mastering Global End to End Pricing in a more Transparent World: adapting launch price strategies and global pricing corridors
- Learn how to build data-backed simulation models that will support in assessing different launch price strategies
- How to set up resilient pricing guardrails that allow for sufficient flexibility while protecting margins
- Gain a tactical framework for evaluating pricing deviations without triggering a cascading wave of price changes
Marc Abels - Partner, LSHC Leader - Monitor DeloitteDimitri David - Director Strategy & Data - Pricing & Market Access in LSHC - Monitor Deloitte
The Skills Gap Nobody Talks About: Why Your Pricing Strategy Fails Without Soft Skills
- Understand why storytelling, stakeholder influence, and change management are now core pricing competencies, not optional extras.
- The generational problem in pricing teams: senior experience without digital fluency meets digital fluency without business judgment, and how to bridge the gap deliberately.
- Build the internal capability to get C-suite buy-in for pricing decisions that are technically correct but commercially invisible without the right narrative.
Silvia Antonelli - Senior Director Price Reimbursement and Access - Eli Lilly
Closing Remarks
End of Forum