Spotlight on MMIT Team

Carol Dunn

September 28, 2020

Carol Dunn is a hunter on the policy and restriction team at MMIT. She finds information on new-to-market drugs on insurer websites, so that health providers can utilize the information to ensure patient access. Dunn tracks down what barriers are in place to these drugs, such as step therapy, specific indications or prior authorizations. That information is then triple-checked by our teams, ending up in the hands of providers who prescribe those new drugs.

What do you do,

Carol Dunn is a hunter on the policy and restriction team at MMIT. She finds information on new-to-market drugs on insurer websites, so that health providers can utilize the information to ensure patient access. Dunn tracks down what barriers are in place to these drugs, such as step therapy, specific indications or prior authorizations. That information is then triple-checked by our teams, ending up in the hands of providers who prescribe those new drugs.

What do you do, in your own words?

I’m in the PAR department, and PAR stands for policy and restriction. It’s not a client facing role, but rather, behind the scenes. I go to the controller websites, which are where insurers like UnitedHealthcare and Aetna store their pharmacy data. The information we collect then creates policies for these medications, information like details on what’s required in order to prescribe the medications.

So I’m at the beginning of the market access puzzle. I find [the data] and I pass it on to the policy team, and they go in and assess that everything is correct. Then that information gets put into Analytics, where the providers can find the documents for what they’re looking for.

We have our team meetings every couple of weeks. Our managers will bring us up to speed on anything that’s new that we need to be aware of, like certain FDA indications that are approved for certain drugs, and not for other drugs. As they find out [new information], we find out. The main thing is sharing of information.

What’s your day to day like?

Right now, I am finding new indications for botulism drugs. That’s my project for the next couple of days. I’m looking at four different drugs right now that all came out with new indications For Botox, one of the new indications is called blepharospasm, which is spasms of the eyelids. The other is chronic sialorrhea, which is chronic drooling. I’m going to the controller websites now to look for criteria for Botox that says that insurers will cover it for these two indications.

There are more than 150 different controller sites, so normally a new project like this will take about three days.

What are some of the common challenges of your role?

My drugs, they’re brand new, they’ve just been approved by the FDA and released. And there’s hardly any information to find on them, so you really, really, really have to go hunt deep. It’s really challenging to go in there and find what you can find, because it’s hidden behind the scenes

But if it’s a medical benefit drug — these are drugs that are provider-administered, like intravenously or through injection — they have more stringent requirements and more restrictions to get the drugs. Trying to find that information is tricky. Sometimes I might not find actual criteria, but we might be able to find proof that it is a medical benefit drug, and that’s enough to create a policy to provide to the prescribers.

What’s been your biggest victory with the company so far?

[Most of my projects are] already mapped out for me. When I get assigned these drugs, there’s already a process that’s been put in place by another department that tells me where to go and what to do. And then I might go to the controller sites, but when I get there, I can’t find what I need.

But I like to dig deeper. When I can find reliable resources on my own, things that were not mapped out for me, I submit my findings to the powers-that-be. If it ends up getting approved, that gets incorporated into the official hunting process. When I’m able to find something that wasn’t provided to me, that’s like a “woo-hoo” moment for me.

What changes are you seeing in the industry that clients should be aware of?

A lot of the insurer websites are starting to batten down the hatches. Some of the nice, beautiful websites that we used to be able to use to find data, they’re locking it down. We can only get in there now with special provider portals.

Also, you might go to the website and it might say, ‘This site has formulary data,’ which means it’s where the drug lives, and it might have prior prioritization forms that are needed. But I’ll go in and open up a page, and there’s nothing there. You have to dig deep to make sure that you find it, and see if really does exist. If it doesn’t exist, you give it up.

What do you like about working at MMIT?

The management, upper level management, is just fantastic. They are all employee-driven, and employee-sensitive as far as our welfare and our safety. And they are very accessible. You can go to this director, go to the office and say hello, and sit down and just start talking.

What do you like to do outside of work?

Well, yesterday was my birthday, and I took my first social outing since March! [We] went to Great Adventure Safari Park in New Jersey and saw lions, tigers and bears…oh my!

Life outside of work has pretty much slowed down for me. I am 64 and married 43 years. At this point in my life, I am much more into being with my family and I’m looking forward to times [when] we’ll be able to get together.

Other than that, I really enjoy cooking. And, since the Parx casino is about 30 minutes away, we enjoy occasional trips there.

Tori Hubinger

August 24, 2020

Tori Hubinger is an account manager on the business development team at MMIT. She is responsible for identifying and sourcing new revenue by prospecting and following up with individuals who have expressed interest in learning more about MMIT’s solutions. Tori primarily partners with stakeholders in the healthcare IT, specialty pharmacy and pharmaceutical manufacturer industries to connect them with the most relevant solutions and experts.

What do you do, in your own words?

As a member of the business development team at MMIT,

Tori Hubinger is an account manager on the business development team at MMIT. She is responsible for identifying and sourcing new revenue by prospecting and following up with individuals who have expressed interest in learning more about MMIT’s solutions. Tori primarily partners with stakeholders in the healthcare IT, specialty pharmacy and pharmaceutical manufacturer industries to connect them with the most relevant solutions and experts.

What do you do, in your own words?

As a member of the business development team at MMIT, my primary focus is developing relationships with prospects and clients. When done correctly, this helps drives revenue for the business while solving key challenges within the healthcare industry. I mainly do this through email and phone outreach. I work a lot with inbound inquiries related to our marketing team’s efforts, which can range from healthcare IT companies to specialty pharmacies and even emerging pharmaceutical manufacturers.

I like to think of myself as the frontline of the business, because I’m often the first voice that our prospective clients hear after engaging with our content. Each time, my objective is to route these individuals to an account executive who can provide a high-level overview of MMIT and help them solve their unique challenges with the appropriate solution. It’s really exciting to learn more about our prospects’ needs and map them to the perfect solution. I learn something new about our industry each day, with new challenges being highlighted during nearly every interaction.

How did you join the company? What in your background brought you to MMIT?

I graduated from the Stillman School of Business at Seton Hall University in 2019 with a Bachelor of Science in business administration. While pursuing my degree, I worked part-time at a health care consulting company for two years. At that time, I realized that marketing or sales was the right career path for me, especially in the health care and pharmaceutical industry. While this position provided me with valuable learnings, I wanted to find a place where I could grow and develop my skills. Through my network, I identified an opening at MMIT on the business development team. I was thrilled when I found out that I was hired. The rest is history!

What’s your day to day like?

When I log in each morning, my first step is to search through my inbox to see which new inquiries I can follow up on and check to see if I’ve received any responses from key prospects. For each individual, I try to work on specific messaging that will resonate with them. With so many different solutions, it sometimes can be more complex than you would expect. There are so many different health care verticals that we support, and each organization seems to have a unique business challenge. Currently, I spend any spare time supporting the onboarding of our newer business development representatives, providing them with best practices and approaches that will get more positive results. It’s really great to be a part of a quickly growing team within the business.

What are some of the common challenges of your role?

One big challenge is when a client asks a question that I might not be able to answer. While I try my best to learn as much as possible each week, the reality is that I still have a lot to learn. Fortunately, we have plenty of experts, and I really appreciate that I can reach out to any one of them as needed to respond to nuanced questions. Between sales, marketing and our other subject matter experts, it’s nice to have that kind of support. Everyone at MMIT is very willing to help out when needed and the communication is amazing.

What’s been your biggest victory with a prospect, or with the company so far?

This may sound basic, but I absolutely love it when a prospect comes back and responds positively to an email that I sent months before. As a business development team, we understand that our prospects’ inboxes are dense and we don’t expect to get an immediate response. In fact, dealing with rejection is one of the only constants in this type of role. But when a prospect does take a moment to clean out their inbox and they choose to read and engage with my email, it’s extremely satisfying. We work hard on crafting the right message to each person within each segment. It’s always nice to be surprised when I get online and see a response like this. While these responses don’t always pan out and lead to them immediately becoming a client, many do, and it’s great to be able to contribute to growing revenue within MMIT.

What are some of the challenges of the industry that MMIT is in a unique position to help with?

One shift that I see a lot on the health care side is the change in enrollment for health plans, especially with the impact of COVID-19. Lives are drastically shifting from one line of business to another. These trends are critical for consultants, manufacturers and healthcare IT organizations to understand by geography, line of business and specific plans. With the complexity in how health insurance is structured in the U.S. market, these major market events can drastically shift business objectives and impact the bottom line for thousands of organizations. For pharma, when you pair enrollment shifts with increasing patient access complexities, this creates a dynamic marketplace. As an example, we are already seeing covered lives shift from commercial channels into state Medicaid plans, due to rising unemployment levels. MMIT is uniquely positioned to help clients see these shifts in real-time and provide them with the tools to employ strategies to reduce risk and be successful.

What does MMIT do, in your own words?

MMIT helps smooth access to therapies for patients and makes it easier for patients to get on the therapies they need. We help organize that information in easy-to-use software for our clients. Between sophisticated technology and a team of dedicated employees, we do this faster and better than anyone else in the industry.

For friends and family who aren’t in our industry, I usually describe MMIT in the following way. When you go to the doctor and you’re trying to figure out what type of drug you need, your doctor typically looks at how these therapies are covered by your health insurance plan. While it would be nice if the decision was as simple as receiving the most effective treatment, it often is much more complicated than that. It’s important for health care companies to understand policies and restrictions that might make it harder to get on certain treatments. MMIT helps simplify that process by providing transparency into any obstacles a patient or prescriber might face ahead of time to reduce denials or unexpected bills for patients.

What’s your favorite part of your job?

I really love my team and the environment in which I work. Everyone supports each other and we communicate very freely. These people are my colleagues and also my friends. It’s my business development family!

What do you like to do outside of work?

My family has a beach house at the Jersey Shore, so I love spending time there whenever possible. Now that we are working remotely, I find myself much more productive, especially when I can work from the beach house. I also really enjoy travelling anywhere and everywhere. One of my favorite countries to visit is Austria, and I take advantage of every chance I get to travel to Europe. I really like to cook and I love food. One positive of being able to work from home is that I can experiment with new recipes and enjoy the final product!

Jim Scacco

July 27, 2020

Jim Scacco is the vice president of services at MMIT. He is responsible for product implementation and client support for the organization’s health plan, specialty pharmacy and electronic prescribing businesses. Scacco oversees several of MMIT’s key solutions, such as Formulary Navigator, specialty pharmacy surveys and electronic prescribing data tools.

What do you do, in your own words?

My team and I are responsible for partnering with our clients in key business areas and ensuring they not only understand how to use our tools,

Jim Scacco is the vice president of services at MMIT. He is responsible for product implementation and client support for the organization’s health plan, specialty pharmacy and electronic prescribing businesses. Scacco oversees several of MMIT’s key solutions, such as Formulary Navigator, specialty pharmacy surveys and electronic prescribing data tools.

What do you do, in your own words?

My team and I are responsible for partnering with our clients in key business areas and ensuring they not only understand how to use our tools, but also understand how to leverage them throughout their organization to gain the most value. We are often asked to play a subject matter expert role and act as an industry knowledge source for our payer partners. I also work with the product and technology teams to help them understand client needs and evolve the MMIT tools to better support our client base.

How did you join the company? What in your background brought you to health care?

Earlier in my career, I worked with several members of the leadership team at MMIT, where we were successful in growing and transforming another company to become an industry leader. Back in 2012, those individuals contacted me regarding a new endeavor with a small company called Managed Market Insights and Technology. At that time, they needed someone to help lead and transform the technology group, which seemed like an exciting opportunity. Prior to this, I had led IT organizations for large insurance companies for much of my career, so I had a solid health care foundation at the time. Coming to MMIT to help grow and transform this company seemed like a natural fit.

I led the technology group at MMIT for several years but found myself enjoying the customer interaction part of my position. This led me to move into my current role, where I am tasked with providing an infrastructure that enables high-level support and services to our client base while also identifying ways to evolve our products to continue to lead the industry.

What’s your day to day like?

Every day is a bit different and is dependent on our client needs and industry trends. The one constant is our focus on providing superior support and services for roughly 100 clients, all of which have unique business challenges. During times of new regulatory changes, I spend time researching and understanding those changes and their effect on our customers. Then I engage key stakeholders within our existing and prospective clients to partner on unique ways of solving nuanced business needs. These discussions often focus on new business processes, federal and state regulations and approaches to the ever-changing formulary landscape. From an internal standpoint, I partner with our sales and product leaders to provide insights around industry trends and how this connects to customer needs.

What are some of the larger projects you’re working on?

Every year there are regulatory changes or new offerings in the Medicare and Medicaid businesses. These changes result in enhancements to our products and processes. An example of this is our current project to support regulatory changes for 2021 Medicare offerings. Once product enhancements are completed, we work with our clients to ensure they understand how to efficiently leverage those enhancements to meet government filing and regulatory needs. Another large project is the addition of medical formulary management to our Formulary Navigator tool. There seems to be a growing trend in the industry to have more formality and processes around managing medical drug lists. Partnering with clients and gaining their feedback is paramount to the success of this new offering. Finally, in our electronic prescribing business unit, we are migrating our electronic provider client base to the latest version of our data feeds so they can gain more value from recent enhancements.

What are some of the common challenges of your role?

Understanding, reacting to and communicating the ever-changing federal and state requirements for formulary management and publishing is a challenge for the industry. States are defining more complex and differing requirements at a more rapid pace than in prior years. At the federal level, CMS is requiring more overall management and options, which translates to more formulary oversight and offerings from payers. All this regulatory change requires us to be more diligent in synthesizing these trends, while also being very agile in addressing it so we can meet our payer client needs. Mergers and acquisitions in the health plan space is another challenge. The formulary landscape is constantly changing, especially after a merger or acquisition. Understanding new priorities and being able to react and provide efficient solutions to changing requirements is always a challenge. Creating flexible products that meet a variety of client needs and constantly learning about industry trends and changes has helped us greatly through these challenges.

What’s a common issue you help clients with?

As I said before, one of the most common issues we see with clients is their ability to understand the ever-changing regulatory environment. Most payers have groups that research new legal regulatory requirements, but many times that information does not filter down to the individuals doing the actual formulary management in a way that translates into process changes. In general, payers may be hesitant to directly meet with competing payers and discuss approaches to new requirements, so each company is challenged with coming up with their own solutions to problems. We regularly discuss challenges and solutions with our clients, and as such, can act as a knowledge base hub. Having these discussions allows us to fully understand new regulatory and industry trend requirements from a broad perspective, and provide software solutions, knowledge and processes changes resulting in optimal value to our clients.

What does MMIT do, in your own words?

MMIT is a complex and growing company with several different products geared toward satisfying our client’s needs. At its root, I think our mission statement really gets to the core of what we do: MMIT smooths access to therapies. If you look at our offerings, and the general driving focus of all our teams, this is what we are trying to accomplish through several industry verticals. In the payer vertical, this means helping health plans efficiently manage formularies, satisfy claims and communicate with members and healthcare providers so individuals can get access to the therapies they need.

What do you like to do outside of work?

Spending time with my family, first and foremost. I have two daughters, one in college and one who just graduated. Although we have been states apart for a few years due to college, we try and find as much time as possible to be together. The beach is our favorite place, and we spend a lot of time “down the shore” in New Jersey all year round. When I am not with the family, I also enjoy boating and saltwater fishing. There is never a bad day on the water!

by Brooke McDonald

Linda Dordevic

June 18, 2020

Linda Dordevic is senior manager of the market research panel at MMIT. Following her career in medical event planning, Dordevic joined Zitter Health Insights in 2005 to help build the company’s market research panel. Zitter became a division of MMIT in 2019. Dordevic manages the panel recruitment team in addition to building the active panelist community of health plan and integrated delivery network (IDN) advisors.

Tell us more about what you do.

I manage our panel team,

Linda Dordevic is senior manager of the market research panel at MMIT. Following her career in medical event planning, Dordevic joined Zitter Health Insights in 2005 to help build the company’s market research panel. Zitter became a division of MMIT in 2019. Dordevic manages the panel recruitment team in addition to building the active panelist community of health plan and integrated delivery network (IDN) advisors.

Tell us more about what you do.

I manage our panel team, and my role is focused on building our market research panel of payers and integrated delivery network (IDN) executives. I coordinate our market research studies by segmenting our network, whether this involves health plan pharmacy and therapeutics (P&T) members, IDN executives, patients, physicians, nurses or pharmacists, to deliver the highest quality output for our clients. This involves partnering with our product team to ensure that our surveys are clear and concise to make the most out of participants’ time and establishing a fair honorarium model that makes people feel good about participating. I place a tangible emphasis on building relationships with our market research panel and making sure that each participant is treated as our colleague — a trusted ally and a partner.

What is your day to day like?

Due to the nature of my role and market research panels in general, each day can look very different. My day-to-day is directly related to the number of projects that we are supporting at any given time throughout the year. As major market events unfold in the industry, we need the flexibility to shift our resources rather quickly. One day I might be focused on filling positions for an open study. The next, I could be working with our product and technology teams to rebuild our honorarium systems and workflows. We are always trying to figure out ways to have a better relationship with our active panelists. One of the things I like about this role is the agility of the team and the company, which keeps my life interesting.

What are some of the larger projects you are working on?

Right now, I am coordinating the HITRUST (Health Information Trust Alliance) certification for the company to ensure that our security framework is bulletproof. HITRUST is a huge project for the company as it’s really critical that we have the right systems and processes established so that we can support products like our Patient Satisfaction Survey, where we deal with various patient data attributes. Through this process, I am learning a great deal about the importance of meeting healthcare information security regulations and how that connects to the insights we deliver to our clients.

What are some of the common challenges of your role?

When working with our advisors and panelists, who are often very senior within health plans and IDNs, we are essentially competing for the time they have to spend on their day jobs, as well as with other market research firms that are looking for similar insights from these individuals. To me, that is the biggest challenge and that is why I am so dedicated to the panel and ensuring that each experience that they have with our company is 100% positive. We are very protective of our panel and we strive for perfection in every communication to establish and reinforce trust with our panel team. We define trust as consistency in our panelist workflows, delivering on what we say we are going to deliver on and ensuring that everyone feels totally comfortable in the exchange of insights and key market research findings. Today, they might be working for a health plan but tomorrow they might be working at a health system, and the next they could be in pharma. This is a tight-knit and well-connected industry, so we put a lot of time and investment into maximizing each engagement with every person. Transparency is at the core of what we do.

Can you describe how the Zitter panel has evolved over the past 18 months as part of MMIT?

It has really evolved in a great way as we became one company with MMIT, mainly because of our access to a more comprehensive network of health plans, PBMs, specialty pharmacies and IDN decision-makers. We have a new world of contacts at our fingertips and a marketing engine that helps us engage with a broader universe of individuals. Prior to joining MMIT, we did not have a ton of marketing support to drive growth in the panel. It’s been an exciting time for us, as we have new tools to deploy and new ways of hitting increasingly aggressive growth targets with a solid infrastructure that instilled confidence in our team. Between in-person conference support, direct mail campaigns and innovative digital engagement strategies, we have been able to evolve what our market research panel means to the business.

What is your favorite part of your job?

The people. I am very much a people person and I like working with my team internally as well as our panelists. I have been working with some of the same advisors as I was when I started back in 2005, which is unique. We have really been able to build somewhat of an extended family with the panel across the country. I really enjoy the camaraderie that has been established specifically with our P&T committee, because we have been together for 15 years and it’s good to see the dedication from that committee to our products and the company. Also, the support that I have had over the years from all of my managers is outstanding and the trust we have built is so important to me.

What do you like to do outside of work?

I like to spend time with my family and do projects around the house, like gardening. I love to see live music which is, sadly, not really a thing this year. I love travelling to see friends and family in California, which is where I am from originally, as well as Sonoma which is where my parents live. I am really hanging on to the one last show that has not been cancelled, which is the Sea.Hear.Now festival in Asbury Park, New Jersey in September. I’m really hoping I can maintain some sense of normalcy with all of the craziness occurring in the world and attend the concert for some good live music on the beach!

by Brooke McDonald

Stu Allen

May 21, 2020

Stu Allen is a vice president of product and pharma services at MMIT. He currently works in the business performance group and has been with MMIT since 2013. Day to day, Allen focuses on driving efficiencies throughout the organization related to key corporate initiatives and enhancing MMIT’s solutions to meet the needs of an evolving healthcare industry.

Q: Tell us more about what you do.

A: While I’ve had many roles at MMIT,

Stu Allen is a vice president of product and pharma services at MMIT. He currently works in the business performance group and has been with MMIT since 2013. Day to day, Allen focuses on driving efficiencies throughout the organization related to key corporate initiatives and enhancing MMIT’s solutions to meet the needs of an evolving healthcare industry.

Q: Tell us more about what you do.

A: While I’ve had many roles at MMIT, I am currently part of the business performance group. The goal of this team is to acutely focus on specific challenges or top initiatives for the company and drive change throughout the organization. As an individual, I am tasked with leading two of these initiatives and taking them from where they are today to a state of completeness, as defined by our leadership team and, more importantly, our clients. My main objective is to make the business more efficient wherever the help is needed.

Q: What’s your day-to-day like?

A: [It’s] a delicate balance between intensive focus on the “needle-moving” initiatives with the “whirlwind” of day-to-day items that come up, which can often be distracting. With my role in the business performance group, I work with multiple departments to facilitate solutions to core business challenges and deliver on those top priorities as soon as possible. This sounds simple, but many of these initiatives involve constant improvement and require sophisticated processes to be put in place so that we can hit key milestones in each area. For some of these efforts, the objective might be to stabilize the process so that ultimately I can transition responsibility to another individual or team and move on to the next thing. Of course, to do this well, I need to ensure that the successor is set up for success. In terms of the whirlwind aspect of my role, you’ll also see me helping to troubleshoot specific client issues, which is only natural given my experience with our products and data.

Q: What are some of the larger projects you’re working on?

A: I’m specifically working on our client configured fields (CFF) deliverables and overhauling the process and end-state for our clients. This involves streamlining what would otherwise be an extremely complicated process, given the nature of how patient access is evolving. The second initiative involves similar objectives in terms of the simplification and sustainability of our promotional offerings. For this, my personal objective is to ensure that our promotional offerings are stable and that the processes and tools we use to configure those platforms are bulletproof.

Q: What are some of the common challenges of your role?

A: Any time you have a company that is growing at the rate we are growing, knowledge transfer is really the biggest challenge. There are a lot of things that have been a challenge to get out of my head and into a scalable process or engine that percolates these learnings across the business. There’s a certain level of institutional knowledge, meaning that someone has probably solved a similar challenge in the past. The tough part is identifying similarities in these issues and being able to apply them effectively in a constantly changing world, where they may not look identical.

Q: What’s been your biggest victory with a client, or with the company so far?

A: This may date me a bit, but my biggest victory tracks back to 2015, when I was tasked with converting our entire pharmaceutical manufacturer client base from our legacy platforms to new applications and data deliverables. This was no simple task, and 2015 marked a major milestone for the multi-year initiative. For those familiar with Analytics and FormTrak, this was before these brands even existed. With the help of our team, I supported the conversion of 100% of our clients, and I thoroughly enjoyed the entire process. I was able to talk to each and every one of our client stakeholders and familiarize myself with their nuanced business needs. These relationships amplified my ability to enhance upstream processes and technology to meet the needs of these clients. By the end of this two-year effort, we implemented a more user-friendly support interface and built client relationships that would feed MMIT with the insights needed to reinforce the product strategies we still use today.

Q: What does MMIT do, in your own words?

A: I believe that our vision statement says it all: MMIT smooths access to therapies. When I first heard this from our executive team during our company gathering, it deeply resonated with me and I thought it was a great way to articulate the broader objective of our business. I have evolved significantly at MMIT, and so has the company. I can set my anchor on this vision for the company and say that I work for a company that uses data, technology and insights to streamline access to drugs for the patients who need them.

Q: What’s your favorite part of your job?

A: I love solving problems, and this maps into my first true career interest, which was math. It’s not often that you can find a place where you are both able to solve a problem and see the tangible results. That’s one of the things that I like about MMIT. It would be much harder to have a significant impact as an individual at a larger company and although MMIT continues to grow, I still feel like I can move the needle in my role.

One of the other aspects that I really enjoy about the business is that we are very adaptable to change. We don’t stick to bad processes simply because that’s the way we’ve always done them. Instead, we are constantly evaluating the needs of the market and how we fit in, which makes us much more agile than the average healthcare technology organization.

Q: What do you like to do outside of work?

A: My wife gave birth to our third child less than two months ago so my current answer might be a bit jaded — SLEEP! I would say that 90% of my time outside of work is spent with my family and, as anyone with kids knows, they take up a lot of time! The other 10% is spent working out, whether it is playing tennis, running or going to the beach. I am also a big fan of the local sports teams. We will see what this summer holds with all things considered but I really hope to get the family down to the beach and ocean as much as possible!

by Brooke McDonald