Ryan Schuler is a vice president of sales and business development at MMIT. With a background in specialty pharmacy and data analytics, he runs go-to-market (GTM) sales for MMIT’s specialty pharmacy, hubs and health care IT partnerships. His main goals are to continue developing MMIT’s offerings and make them more actionable for his GTM verticals.
Who are your primary clients at MMIT?
We work with specialty pharmacy organizations, hub services, and health care IT partners. We look to develop partnerships with each of these groups to allow them to make their sales, operations and software goals more attainable for themselves as well as their patients and customers.
How do such large data sets open up access for clients?
When a patient gets prescribed, let’s say, an oncology medication because they have cancer, it either goes to a hub first, or it goes directly to a specialty pharmacy. And [the prescriber] immediately needs to do a benefit verification. They would normally have to call the payer, look for benefit information online and figure out if the product needs prior authorization. If it does, then they need to know those requirements. As an organization, we’ve traditionally looked at a high-level view, and now we’re making this data something that’s going to move a patient’s journey a lot more quickly. Our software also allows our health care IT partners to enhance their offerings by leveraging our payer, financial assistance and coverage data.
And where do health care IT clients come in?
Health care in general is a fragmented and antiquated space, and everybody’s trying to be more cost conscious and patient centric, which involves knowing what’s on formulary and what’s not on formulary. [IT clients] use our data in combination with their own software. We aim to find partners that would leverage our various offerings to improve their offerings. As more and more organizations look to get a fuller view of the patient journey, we aim to help bring the access understanding to that journey and show how it can be made actionable.
What are some trends you’re seeing in the industry now?
There is a big emphasis on the usage of data and analytics to help move innovation forward. Other industries are saturated with usage of data, AI and machine learning, whereas health care is really just starting to see the benefits of these things. With the pandemic keeping everyone a lot more isolated, there has been a more accelerated shift to adopt technology. The need to keep costs down, enhance patient outcomes and experience, and reduce the fragmented nature of the health care continuum is at an all-time high. All areas of the industry are looking to upgrade in these areas.
Which departments do you work with in MMIT the most?
I work with our marketing team, building a lot of the go-to-market stuff for each of these verticals. I work with the product team because there’s additional data sources that we need to be able to make that patient-level action a reality. We also work with finance to create pricing models and API modeling around how we scale the business for our IT partnerships. We have to work together to engage our customers and speak to the specificity of what we offer.
What’s been one of your biggest successes at the company?
I see success as when we start to make our ideas a reality while also investing in the success of our partners. It’s also closing some of those deals where we hadn’t traditionally looked at that business model. We made MMIT’s policy and restrictions data more actionable for specialty pharmacy and hubs, and we’d never really sold that data into these spaces before.
What do you like about working at MMIT?
There’s an ability to think differently about the business and have an environment that gives me the support, the buy-in and the autonomy to figure all of this out. That’s been the big draw to MMIT. We have great leadership that can see the vision we are trying to create as we continue to broaden our reach in the access space. Making all of this a reality has been very exciting.
What does MMIT do in your own words?
MMIT allows the health care continuum to understand market access in a comprehensive and streamlined way to ultimately advance care in a positive direction.
What do you like to do when you’re not working?
Pre-pandemic I used to travel a lot and I’m looking forward to picking that up again when all of this settles down. I am a big foodie, and living in NYC allows for plenty of opportunities to try all different foods. I also try and stay active doing a lot of outdoor and team sport related activities.
by Lisa Gillespie