Focus Supplement 3 - Summer 2017 - 18

2017 WINNERS

LTEN Board President
Mary Myers and Carole
Gins of IC Axon, winner
of the Learning Content
award.

LEARNING CONTENT:
IC Axon

harged with helping AstraZeneca
introduce a new therapeutic area
to a new sales force, IC Axon worked
with the AstraZeneca project team to
develop a video training program that
was ultimately used for the 120 new
representatives and the entire home
office organization. e video helped
to generate interest and excitement
while simplifying a complex
mechanism so learners confidently
understood the new product offering.
IC Axon and AstraZeneca
developed a cast of characters based
on their role in the immuno-oncology

C

story (such as the good guy T-cell and
bad guy tumor cell). e video was
evaluated by a training project
manager over a three-month period
for the overall training program,
which included pre- and postassessments, onboarding, home study
and live workshops.
"Because this is a new therapeutic
area, we had to align on the evolving
vision that AstraZeneca had for their
new business unit," said Carole Gins,
president and CEO of IC Axon. "By
doing so, it helped give the video a
larger reach outside of sales training

into the entire AstraZeneca
organization. Another challenge is
that everyone was new to this
therapeutic area, so there were
ongoing discussions about the level of
detail and the method being used to
demonstrate the new information.
With so many stakeholders it at first
seemed challenging to create
something that would take all
perspectives into account, but by
allowing everyone to be heard, the
final product is a piece that has been
endorsed across all business units and
levels of leadership." ■

INDUSTRY PARTNERSHIP:
BI Worldwide

hen Novartis determined
healthcare providers were
unaware of a new drug's capabilities, it
decided to accelerate adoption by
launching a segmented educational
marketing campaign. Its plan was to
focus on tailored messages to each of
the six healthcare provider job roles,
helping to differentiate its brand,
enhance consultative selling skills and
ensuring an understanding of
financial factors faced by customers.
What made that mission truly unique
was to design, develop and deliver the
required training to more than 1,200
salespeople in less than 90 days.
at's where BI Worldwide came

W

18

in, aer winning the contract to lead
the initiative from a learning
perspective, focusing particularly on
educating sales teams, identifying any
gaps and offering intervention and
remediation to fill them.
Working closely together, BI
Worldwide and Novartis blueprinted a
process to meet the performance
standards and define the value
proposition for each of the healthcare
provider groups. Using a simulation of
the patient and physician journey,
accompanied by a certification, BI
Worldwide and Novartis developed a
behavioral performance objective that
allowed sales professionals to present

Natalie Hurley of
BI Worldwide,
winners of the
Industry
Partnership
award.

a concise, accurate sales presentation.
"Involving the client in designing
the learning program and the
performance success criteria is an
imperative for successful training,"
said John Weir, practice leader for BI
Worldwide. "e inclusion of realworld healthcare providers
significantly enhanced the
engagement of the salesforce in their
own learning and performance." ■

FOCUS | LTEN Excellence Awards 2017 | www.L-TEN.org


http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Supplement 3 - Summer 2017

LTEN Focus on Training Magazine
Table of Contents
From the President: The Power of Recognition
Meet the 2017 LTEN Members of the Year
All-Star Team Award Winners
Emerging Leader Award Winners
Practitioner Innovation Award Winner
Provider Innovation Award Winners
Learning Content Award Winner
Industry Partnership Award Winner
46th LTEN Annual Conference Overview
LTEN 2017 Poster Session
3rd Annual Excellence Awards Ceremony
All-Star Team Award Finalists
Emerging Leader Award Finalists
Practitioner Innovation Award Finalists
Provider Innovation Award Finalists
Learning Content Award Finalists
Industry Partnership Award Finalists
Annual Excellence Awards: Thank Yous
Ad Index
LTEN Focus on Training Contacts
Focus Supplement 3 - Summer 2017 - Intro
Focus Supplement 3 - Summer 2017 - LTEN Focus on Training Magazine
Focus Supplement 3 - Summer 2017 - Cover2
Focus Supplement 3 - Summer 2017 - Table of Contents
Focus Supplement 3 - Summer 2017 - From the President: The Power of Recognition
Focus Supplement 3 - Summer 2017 - 5
Focus Supplement 3 - Summer 2017 - Meet the 2017 LTEN Members of the Year
Focus Supplement 3 - Summer 2017 - 7
Focus Supplement 3 - Summer 2017 - 8
Focus Supplement 3 - Summer 2017 - 9
Focus Supplement 3 - Summer 2017 - All-Star Team Award Winners
Focus Supplement 3 - Summer 2017 - 11
Focus Supplement 3 - Summer 2017 - Emerging Leader Award Winners
Focus Supplement 3 - Summer 2017 - 13
Focus Supplement 3 - Summer 2017 - Practitioner Innovation Award Winner
Focus Supplement 3 - Summer 2017 - 15
Focus Supplement 3 - Summer 2017 - Provider Innovation Award Winners
Focus Supplement 3 - Summer 2017 - 17
Focus Supplement 3 - Summer 2017 - Industry Partnership Award Winner
Focus Supplement 3 - Summer 2017 - 19
Focus Supplement 3 - Summer 2017 - 20
Focus Supplement 3 - Summer 2017 - 21
Focus Supplement 3 - Summer 2017 - 46th LTEN Annual Conference Overview
Focus Supplement 3 - Summer 2017 - 23
Focus Supplement 3 - Summer 2017 - LTEN 2017 Poster Session
Focus Supplement 3 - Summer 2017 - 25
Focus Supplement 3 - Summer 2017 - 3rd Annual Excellence Awards Ceremony
Focus Supplement 3 - Summer 2017 - 27
Focus Supplement 3 - Summer 2017 - All-Star Team Award Finalists
Focus Supplement 3 - Summer 2017 - 29
Focus Supplement 3 - Summer 2017 - Emerging Leader Award Finalists
Focus Supplement 3 - Summer 2017 - Practitioner Innovation Award Finalists
Focus Supplement 3 - Summer 2017 - 32
Focus Supplement 3 - Summer 2017 - 33
Focus Supplement 3 - Summer 2017 - Provider Innovation Award Finalists
Focus Supplement 3 - Summer 2017 - 35
Focus Supplement 3 - Summer 2017 - Learning Content Award Finalists
Focus Supplement 3 - Summer 2017 - 37
Focus Supplement 3 - Summer 2017 - Industry Partnership Award Finalists
Focus Supplement 3 - Summer 2017 - 39
Focus Supplement 3 - Summer 2017 - 40
Focus Supplement 3 - Summer 2017 - Annual Excellence Awards: Thank Yous
Focus Supplement 3 - Summer 2017 - Ad Index
Focus Supplement 3 - Summer 2017 - LTEN Focus on Training Contacts
Focus Supplement 3 - Summer 2017 - Cover4
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