What is an integrated delivery network (IDN)?
An integrated delivery network (IDN) is a large healthcare conglomerate that operates a network of healthcare facilities such as hospitals and clinics. IDNs have long been fixtures in the market access landscape and are known for their ability to deliver quality, coordinated patient care.
How does pharma partner with IDNs?
For pharma, partnering with IDNs can be very beneficial. IDNs have much to offer, including helping improve contract terms, aiding in increasing market share, streamlining communication, and making patient outcomes better overall. Manufacturers are changing their IDN commercial strategies to go beyond financial incentives. Manufacturers can focus on engaging IDNs in the clinical trials process, working with IDNs to improve patient education and support, and operationalize care and make it more efficient.
Each IDN will have its own priorities, so in addition to monitoring coverage, manufacturers should be familiar with their IDN customers’ unique characteristics, features, and business models to tailor their partnerships to the IDNs’ specific needs.
For manufacturers, a one-size-fits-all approach to IDN engagement shouldn’t be the norm, because there are external factors that have positioned IDNs to keep growing in both size and scope. Manufacturers need a true strategic partnership with IDNs that includes robust customer data.
