2020 Agenda

February 24, 2020

4:00PM - 5:30PM
Registration Open

5:00PM - 6:00PM

RISE Member Reception

February 25, 2020

7:30AM – 8:30AM
Registration and Networking Breakfast

8:30AM – 8:35 AM

RISE Introductory Video / Welcome from Kevin Mowll

8:30AM – 8:40AM

Welcome Remarks

Ed Buckley, Chairman and CEO

8:45AM – 9:45AM

Keynote Address: DEFY: Strategies to Succeed No Matter What This Economy Does

Learn the marketing and sales strategies you need to get above the white noise. In this session, learn marketing and sales strategies to navigate change and succeed no matter what this economy does.

  • Gain strategies to dominate your market
  • Design a strategy that gets results
  • Leave the com

Meridith Elliott Powell, Motivational Speaker, Author, Business Growth Expert

9:45AM – 10:30AM

Changes in Medicare Shopping and the Influence of Dental, PPO, and Supplemental Benefits

George Dippel, SVP Client Services
Deft Research

10:30AM – 10:50AM
Networking Break

10:50AM – 11:30AM

Case studies: Making big leaps in sales engagement and member growth

  • Hear how plans made huge steps forward in sales channel engagement, membership growth, and member experience, through embracing strategic sales and member onboarding process changes
  • Learn how health plans are marrying updated sales processes and technology options to meet the modern need for data accessibility and interoperability
  • Recognize three simple changes that have big impact as well as how to get colleagues onboard with making changes


Brooke Ivey, EVP, Business Development
Bloom Insurance Agency

11:30AM – 12:15PM

Case Study: A Year in the Life of an Effective Marketing Team

  • Learn one successful marketing team’s timeline and deadlines for year-round marketing efforts, including materials review, lead gen deadlines, and AEP prep
  • Recognize how marketing can work effectively within CMS’s review requirements and annual guideline changes
  • Explain strategies and best practices for the use of various marketing channels throughout the year, not just AEP


Chris Hugo, Director of Marketing
HealthCare Partners, an Intermountain Healthcare Company

Scott Hopkins, Executive Vice President

12:15PM – 1:15PM
Networking Lunch


 Bonus Lunch Session  

 Existing healthcare enterprises are being disrupted, but what would a best-in-class healthcare enterprise capability look like? Presented by Kathleen Ellmore, Managing Director at Engagys, and Kevin Mowll, Chair & Executive Director at RISE, this session will review the fourth annual survey of healthcare consumer engagement practices. See how progress is being made on the foundational elements that will enable an integrated, cohesive, personalized member experience:

  • Understand how communication engagement budgets are changing, priority areas, and where opportunities exist
  • Discover how the various channels of outreach drive varying results
  • Discover how you can benchmark your plan against your peers

Kathleen Ellmore, Managing Director 

1:15PM – 2:00PM

Concurrent Sessions

Track A: Marketing

Finding Ways to Say ‘Yes’ to Marketing and Sales

  • Explain techniques to promote positive relationships between
    marketing, sales, and compliance
  • Take home tried-and-true benefits and strategies to embed compliance units/teams within the business
  • Identify ways to build marketing goal alignment and take a problem-solving approach to compliance


Naomi Irvin, Manager, Divisional Compliance – Sales, Marketing & Communications
BlueCross BlueShield North Carolina

Track B: Sales

Interactive Panel: AEP Sales Strategies, Execution, and Results

  • Find out what worked during AEP—and what didn’t—from industry experts and other session participants from plans throughout the country
  • Come prepared to share your AEP successes and lessons learned, then take home invaluable information about what proved successful for other plans
  • Explore a wide range of creative approaches to optimizing future AEP sales



Spencer Pratt, Vice President of Product 
Carrot Health 


Ed Estey, Sales Manager, Senior Markets
Harvard Pilgrim Health Care

Lou Yacovoni, Director, Medicare Sales
Geisinger Health Plan

Sarah Fernandes, Medicare Sales Manager
Health New England

Nate Purpura, Vice President of Partner Success
eHealth Insurance

2:05PM – 2:45PM

Concurrent Sessions

Track A: Marketing

Panel: Addressing Social Determinants of Health through Supplemental Benefits

  • Determine which supplemental benefits can most impact the health of your members
  • Learn ways to effectively market supplemental benefits to best reach vulnerable populations
  • Explain the new CMS guidelines on supplemental benefits to help ensure compliance


Karen Fitzgerald, Director of Marketing and Communications 

Health Plan of San Mateo 




Laura Aiello, Director Business Development and Strategic Partnerships 



Michael Parker, Chief Operating Officer 


Track B: Sales

Progressive Persona Profiling

  • How benefits evolved in 2020 and how market enrollment shifted during AEP.
  • How Progressive Persona Profiling creates powerful messaging to motivate your audience.
  • How combining data analytics with progressive persona profiling can inform successful marketing and sales strategies

Boni Peluso, Associate Creative Director
KERN Health

Spencer Pratt, Vice President of Product
Carrot Health

Tim Hinds, Senior Strategic Marketer, Health Insurance Acquisition and Higher Education Enrollment
KERN Health


2:45PM – 3:05PM
Networking Break

3:05PM – 3:45PM

Concurrent Sessions

Track A: Marketing

Member Onboarding, Engagement, and Retention

  • Discover creative approaches to new member onboarding
  • Discuss innovative strategies for member retention during OEP
  • Explain how to simplify member enrollment and mitigate the onboarding learning curve


Kristin Ward, Principal Strategic Advisor
Blue Cross and Blue Shield of North Carolina

Christina Jaromin, Sr Marketing Communications Specialist
Blue Cross and Blue Shield of North Carolina

Ed Buckley, Chairman and CEO

Track B: Sales

Panel: Call Center Sales Strategies

  • Identify creative strategies for call center success from health plan sales leaders
  • Learn which best practices to implement now that can help optimize sales
  • Discuss an effective plan for internal and external call center resources and incentives

Whitney Adkins, SVP, Operations
Bloom Insurance Agency

Chris Javor, Manager, Medicare Sales  

Todd Rau, Director of Medicare Markets  
IU Health 

Shannon Drotning, Director of Medicare and Individual Sales 

3:50PM – 4:30PM

Concurrent Sessions

Track A: Marketing

Case Study: Maximize Your Age-in Strategy

  • Discover creative approaches to improve your age-in strategy
  • Investigate what your organization’s current approach might be leaving on the table
  • Recognize ways to work with community partners to help reach age-ins


Steve Selinsky, Vice President of Business Development

Victor Merolla, Washington Producer Sales Manager
Providence Health Plan


Track B: Sales

Case Study: Enhance Your Distribution Model with Market-driven Retail Locations

  • Discover innovative ways to employ retail locations in your communities
  • Compare and contrast the effectiveness of different distribution models during AEP
  • Describe ways to customize your retail strategy according to market-specific drivers


Andrew Napierala, Sales Manager, Medicare & Individual Products, Consumer Markets
BlueCross BlueShield of Western New York

4:30PM – 5:10PM

Developing the Best Balance for Omni-channel Member Acquisition Success

  • Tap into data analytics and predictive modeling at the local (i.e. county) level to identify the top potential member prospects most likely to respond and enroll to lower cost per lead, increase conversion rates and lower cost per member acquisition
  • Balance the cost of large-scale communication campaigns with the market’s growing desire for personalized messaging—delivered through the preferred channel
  • Develop marketing and testing strategies centered around a holistic approach to a prospective member’s omni-channel journey rather than a sole emphasis on acquisition

Rick Berman, Director of Business Development

Jeff Dougherty, Product Lead   
Path Interactive 

Merry Beth Ward, Head of Marketing 
Clover Health  


5:10PM – 5:15PM

Closing Remarks

Ed Buckley, Chairman and CEO

5:15PM – 6:15PM
Networking Cocktail Reception

February 26, 2020

7:30AM – 8:30AM
Networking Breakfast

8:30AM – 8:40AM

Opening Remarks

Brooke Ivey, EVP, Business Development

Bloom Insurance Agency 

8:30AM – 9:05AM

Special Presentation: Tapping into Behavioral Science to Enrich the Member Journey

  • Dive deep into the application of behavioral science as it relates to engaging members
  • Tap into case examples of programs that have proven to change behavior and motivated members to be an active participant in the healthcare system  
  • Use behavioral decision-making to identify gaps in member knowledge and evaluate interventions


Matt Wallaert, Chief Behavioral Officer
Clover Health

9:05AM – 9:45AM

Don't Outspend. Outsmart Your Competition: Digital Marketing Strategies for Regional Health Plans

  • Learn how to maximize the performance of your digital marketing tactics
  • Consider effective launch strategies for new plans looking to compete against ever-present national plans
  • Recognize the appropriate times to educate vs sell to prospective member audiences and which data points to obsess on as well as which ones to ignore


Justin Stauffer, VP, Integrated Marketing

9:45AM – 10:15AM

Capture Convert and Protect Today’s Modern Senior and Medicare

  • Learn how network distribution, drug pricing and overall cost transparency lead to increased enrollments
  • Provide a more satisfying consumer experience by managing your processes from a consumer perspective
  • Deliver results that drive continuous forward momentum necessary to protect your brand


Tori Call, Vice President Enterprise Accounts

Jesse Hendon, Medicare Sales Lead
Oscar Health

10:15AM – 10:35AM
Networking Break

10:35AM – 11:10AM

The 2020 Elections and the Future of Medicare Advantage

  • Take an in-depth look at the potential impact of the 2020 Presidential and Congressional elections on Medicare and Medicare Advantage
  • Understand how the courts’ decisions on the constitutionality of the Affordable Care Act may impact Medicare Advantage
  • Explore how the vision and direction of the Centers for Medicare & Medicaid Services (CMS) could be influenced by the election results


Hank Osowski, Managing Partner
Strategic Health Group

12:30PM – 1:30PM
Networking Lunch

11:10AM – 11:50AM

Improving Direct Mail Efficacy

  • Explore a quantitative, time-saving approach to test direct mail
  • Gain insight into which format, plan design, and creative approach is optimal for age-in and AEP campaigns
  • Identify best practices for when and how to test direct mail—and validate results afterward


Nicole Williams, Director-Business Development
RRD Healthcare Solutions

Steve Arsenijevic, Direct Mail Strategist
RRD Healthcare Solutions

11:50AM – 12:30PM

Use SEP Effectively to Level-Up AEP Results

  • Find out ways to engage and strengthen various sales channels throughout SEP
  • Recognize best practices and ideal timelines for both year-round sales training and AEP preparations
  • Explain how sales can creatively build crucial relationships during SEP


Kristy Croom Tucker, Director of Member Experience & Acquisition
BayCare Health Plans

Derrick Taveras, Managing Partner
Engagent Health

Austin Ifedirah, Managing Partner
Engagent Health

1:30PM – 2:10PM

Concurrent Sessions

Track A: Marketing Innovations

Medical Providers: Health Plans’ Most Forgotten Customer

  • Discover why—and how—to build relationships with providers and make their work easier
  • Find out how to make financial incentives compelling and achievable for physicians to help ensure buy-in
  • Identify ways to improve physician engagement and involvement to increase member enrollment and reduce switching


William Jay Justice, Director of Marketing/Sales
Vantage Health Plan

Track B: Sales Innovations

Panel: Innovative Approaches to Agent Training

  • Discuss best practices and strategies for training across sales channels
  • Explore how to streamline agent training while keeping the personal touch
  • Consider techniques such as on-the-job shadowing of agents to improve conversions and boost sales


Ann Booth, Marketing Manager, Medicare Advantage
Blue Cross and Blue Shield of Louisiana

Jameson Keller, Vice President of Strategic Development

Stefanie Cao, Medicare Sales Manager

3:00PM – 3:40PM

Concurrent Sessions

Track A: Marketing Innovations

Generate Referrals to Increase Sales and Lower Marketing Costs

  • Lower the cost of acquisition through a successful referral campaign
  • Hear which tools to use to increase your referrals year-round.
  • Gain expert perspectives on how to best train staff to generate referrals


Larry Baca, Vice President, Sales & Marketing
Inter Valley Health Plan

Track B: Sales Innovations

Strategic Data Acquisition During Sales/Marketing Process Drives Prospect and Member Experience

  • Identify opportunities to capture additional member and prospect information to inform a seamless sales process
  • Learn how—and why—to compliantly capture crucial information obtained during the sales process
  • Discover how to Improve member experience through innovative, customized approaches to onboarding


Archie Dey, Director of Consumer Insights
SCAN Health Plan

3:00PM – 3:40PM

Enable Growth with Automated Competitive analysis, Underwriting, CMS PBP Submissions, Doc Generation (ANOC, EOC, SB, Kits, Highlight sheets)

  • Leverage source of truth for plan & benefit information to achieve improved accuracy, consistency & efficiency  
  • Accommodate last minute changes and generate CMS PBP output and documents with the push of a button 
  • Faster speed-to-market with 75% reduction in time and eff­ort required to build Medicare / Medicare Advantage products 

Mohammed Vaid, CEO and Chief Solution Architect
Simplify Healthcare

3:40PM – 3:45PM

Closing Remarks

Brooke Ivey, EVP, Business Development

Bloom Insurance Agency