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When not hosting the show, Stacey is co-president of Aventria Health Group, a marketing agency and consultancy. Aventria specializes in helping pharmaceutical, employer, pharmacy, and health system clients improve patient outcomes by creating and leveraging collaborations with other health care organizations. For more than 20 years, Stacey has innovated better-coordinated health solutions benefiting all stakeholders and, most of all, the patient.

Dave is a 30-year veteran of managed-markets marketing. After working in consumer marketing with AT&T and health care publishing with Elsevier, Dave made the move to medical advertising and communications at KI Lipton, Inc. Subsequently, he became a cofounder of Pinnacle Health Communications. Dave is an accomplished strategist, providing innovative customer marketing, access, quality, and health intervention solutions for large clients and has directed the development of numerous industry-leading campaigns in primary care and specialty markets.\xa0He has supported clients in disease areas that include oncology (Bristol Myers Squibb [BMS], Novartis, Eisai), virology (BMS, Merck & Co.), pharmacy (American Pharmacists Association, Merck, Novartis), and blood disorders (Novo Nordisk), to name a few. Dave has helped more than 15 clients achieve top rankings in their respective categories. He is also an active member of the Pharmacy Quality Alliance.

00:30 Collaborating with \u201clarge organized customer groups\u201d aka IDNs and health care stakeholders.
01:36 Pharmaceutical companies working with IDNs.
04:58 \u201cHistorically, Pharma trained ... their representatives on the brand; secondly ... on [their] selling skills.\u201d
05:17 \u201cWhat they don\u2019t do well ... is training them on understanding customer objectives and needs.\u201d
05:56 \u201cWhat a customer wants to buy is impact.\u201d
07:57 \u201cIt\u2019s basically Pharma meeting on a level playing field with peers.\u201d
08:42 The more stakeholders take on risk, the more they will demand seeing outcomes from Pharma.
09:09 \u201cPharma can\u2019t ... prove its value in the absence of having collaborative relationships.\u201d
09:30 One of the most important roles that Pharma can play.
10:42 The barrier with market share.
13:13 Enabling a brand to be successful.
13:39 Solving the customer's problems.
13:50 Creating a near-term and a long-term plan.
16:00 How Pharma can be a collaborative partner throughout the entire patient journey.
16:58 Pharma\u2019s barrier in not striving for the ideal.
22:39 Barriers in pharma collaboration with IDNs.
24:28 \u201cConsider these plans a living document.\u201d
24:45 \u201cIt\u2019s a commitment to invest the time, invest the energy.\u201d
27:24 \u201cThe much more valuable brands are [the ones] that build upon their successes.\u201d
29:44 \u201cHow can we work together to find a solution that is approvable?\u201d
31:03 How Aventria might be able to help mitigate some of these challenges.