Five Reasons You Can’t Ignore Payers During Pipeline Development
Could previously launched drugs that significantly missed sales expectations have met a different fate if their manufacturers had accounted for payer perspectives in their early stage development strategy? Let’s start with some stats. About half of the drugs launched in the last 15 years underperformed analysts’ sales estimates by more than 20% Only one-fifth of […]
For Manufacturers and Pharmacists, Patient Access Is a Team Sport
Getting a life-saving therapy into the hands of a patient who needs it is much easier said than done. While overcoming the numerous hurdles to adequate access typically falls to manufacturers, there are many stakeholders involved in this effort, from providers to payers to patients themselves. Pharmacists, too, play a key role in helping patients […]
The Push to Cover More Health Management Tools: A Shift From Acute Medicine to Health Management
Today’s healthcare world is seeing a shift from acute medicine to health management. A contributing factor to this has been the COVID-19 pandemic. A recent report shows that 66% of respondents with chronic conditions were more interested in taking a proactive approach to health than prior to the pandemic. People are taking a more vested […]
Product Launch Success: Getting It Right In Rare Disease
As we wrote in our last article, “To Ace Your Product Launch, Don’t Fail At Market Access,” launching a drug into a crowded market without understanding the market access landscape is like failing to study for a make-or-break final. Yet while inadequate patient access to a life-saving treatment is much graver than a disappointing grade, […]
To Ace Your Product Launch, Don’t Fail At Market Access
Imagine that it’s senior year of high school, and you show up to chemistry class completely unprepared for the midterm exam—a midterm that’s worth half of your grade. Instead of studying the periodic table, you spent the previous evening rehearsing your choir solo. And while extracurriculars are important, messing up a few lyrics during the […]
How Commercial Leaders Can Boost Sales Force Effectiveness
Two years of adapting to the constraints of a global pandemic has resulted in major changes to pharma companies’ commercial strategies. Now, as pandemic-related changes have started to become permanent fixtures, sales leaders are asking themselves key questions amid the shifting commercial landscape: How does my strategy need to evolve? How will it affect my […]
Market Access Speed Is the Next Critical Differentiator for Pharma Manufacturers
This article was originally published in PharmExec. Over the past decade, the life sciences industry has undergone transformative change that has disrupted everything from early drug discovery to post-launch treatment monitoring. Driven by the proliferation of real-world data (RWD) and technology like AI and machine learning, these innovations are changing our understanding of drug value […]
How Pharma Companies Can Navigate the Medical Exception Process at Launch
There are many challenges that manufacturers face when launching a new drug: Will physicians prescribe the drug? Will they have any legal issues? Will patients request the drug? How should they market and distribute it? The list goes on and on, but one of the most critical questions to answer is this: Will patients be […]
Why Pharma Companies Need a Strategy to Track Market Access in Real-Time
With payer coverage decisions around pharmaceuticals changing rapidly, simply being covered is no longer enough for getting patients on therapy quickly. Today, increasing market complexity and outsize payer influence have resulted in numerous hurdles to ensuring adequate access, from prior authorizations to step therapy to label restrictions. To succeed at launch amid these higher stakes […]
The Power of Partnerships: Why Pharma Needs to Redefine its Role With IDNs
John Griggs co-authored this article with Dinesh Kabaleeswaran. This article was originally published on Drug Channels. Large healthcare conglomerates, or integrated delivery networks (IDNs), have long been fixtures in the market access landscape—a dynamic that has gone unchanged despite the disruption caused by COVID-19. While M&A activity slowed down during 2020, IDNs are seeing a bout […]