What factors determine a Key Account Manager (KAM) team's size and structure? At what stage in a product's lifecycle are KAMs assigned and how many brands should a typical KAM support? What personal attributes and knowledge are seen as essential to successfully fulfilling a KAM role? What […]
The Future of Key Account Management in Pharma
While the Key Account Management (KAM) role will continue to prioritise the development of long-term, sustainable partnerships between pharmaceutical vendors and healthcare providers, the evolution of these relationships, and the techniques and policies which drive practice, are set for radical […]
Indication-level Pricing: Payer Insights
Advocates argue that indication-level pricing can bring new products on stream and results in wider patient access to new therapies. That's a good thing, right? Maybe, but for indication-level pricing to work payers would have to overcome a range of practical and costly administrative, data […]
Real-World Data Capabilities: Benchmarking Pharma Companies (2019)
The impact of real-world data (RWD) is growing but few companies are fully exploiting its potential across all clinical and commercial areas. While most companies are focusing their RWD efforts towards meeting the evidence requirements of payers, RWD is also being used to define clinical research […]
Success in Managed Markets: Payer Insights
US expenditure (per capita) on prescription drugs is at an all time high and showing no signs of reversing - so, it's understandable that payers are totally focused on value. But when 'value' means different things to payers and manufacturers sitting on opposite sides of the negotiating table, how […]
Real World Data and Evidence: Payer Insights
It's sink or swim time. Advancements in drug data collection methodologies and deeper understanding of what can be achieved has finally opened the floodgates on real world data (RWD). Information is coming onstream thick and fast and pharma can either become disoriented or use it to drive forward […]
KAM Metrics: Measuring Success (2019)
KAM teams are still evolving but they're also concerned about their future. They need appropriate measures to demonstrate their true value because without them, it's impossible to understand the real impact of their specialist skills. It's widely agreed that both quantitative and qualitative tools […]
Biomarkers and Companion diagnostics: Payer Insights
The investment decisions made by the biggest players in core disease areas drive market trends—so it's crucial to understand where the big money is going and why. And as advancements in technology as well as business forces are inspiring fresh thinking in R&D, data, systems and commercial […]
Paying for Digital Health: Payer Insights (2019)
How and where can digital health technology improve patient outcomes and save payers money? Across the digital health field there are hundreds of applications available but how many really meet a clinical need, lead to a positive and provable outcome, and can practically fit into a physician's […]
Biosimilars: U.S. Market Analysis, Insights and Forecast, 2019-2026
The U.S. Biosimilars Market will gain momentum from the increasing government support to adopt biosimilars in the healthcare sectors. According to a report by Fortune Business Insights, titled, "Biosimilars: U.S. Market Analysis, Insights and Forecast, 2019-2026," the U.S. biosimilars market is […]
Biosimilars: US Payer Insights (2019)
How do payers view the trends in the sluggish US biosimilar market and what initiatives do they want from pharma? Originator companies are fiercely defending their brands which has slowed new product introductions and limited clinicians' ability to build prescribing confidence with biosimilar […]
Review of Influence: The Institute for Clinical and Economic Review
The ICER's novel and inclusive work on the value of drugs, using its own value framework and assessing the affordability, and even going so far as setting the value-based price benchmark of new drugs, has given payers powerful negotiating tools. The impact on pricing is being felt while drug […]
Innovative Drugs: Mapping the Pricing and Reimbursement Landscape
Health Technology Assessment (HTA) reviews are shaping the competitive landscape for innovative drugs in non-US markets. Between January 2016 and June 2018, 95 innovative medicines were approved in the U.S. – but only 67 have launched in a major market elsewhere. Understanding which companies and […]
Orphan Drugs: European Payer Perspectives
European payers are concerned about orphan drugs citing unjustified high prices and a lack of evidence of utility and value. Pharma has a trust issue with payers, so how can the industry get back on track and gain European payer support for the expanding orphan drug sector? Payers may have concerns […]
Do Payers Really Want Pay-for-Performance?
When it comes to payment for performance (P4P), it's notoriously difficult to know exactly what payers want to see. Useful face-to-face payer discussions about P4P requirements are few and far between—but you don't want to develop a complex proposal, only to discover that no one is interested. This […]
Payer Engagement: Benchmarking Team Structure and Activity
Winning payer support to secure reimbursement and optimum pricing is a battle payer engagement teams' face daily. But in the face of ever changing payer demands for evidence and data, how does your payer engagement team shape up? Are they appropriately experienced and resourced? What are the payer […]
Benchmarking Market Access Strategies for High-Cost Drugs and Biologics
What is the secret of commercial success for high cost specialty drugs? More specifically, what do the companies that overcome affordability and value demonstration issues do differently? There are lots of strategies that are generating results. This report explores the key issues — and delves into […]
Blockchain: Transformational Change for Pharma?
Rapidly developing Blockchain technology can deliver transparent, secure and reliable data sharing. It also has the prospect of streamlining business processes, saving on costs and building trusted relationships with stakeholders. But what are the risks to healthcare inherent with blockchain […]
HTA in Europe: Key Success Factors for Positive HTA Recommendations
Via FirstWord Securing a HTA approval in Europe makes sound commercial sense but it's proving easier said than done. Negative or restrictive HTA recommendations are on the increase, and market access professionals are scratching their heads wondering what can realistically be done to ease the […]
Paying for Digital Health: Payer Insights
Digital technology is revolutionizing health care from advanced electronic medical records and telemedicine to emerging technologies such as smart pills/inhalers and 3D dose printing. Great stuff, but payers are only interested in value. Where there is evidence that digital technology delivers […]
Benchmarking Pharma’s MSL Capabilities
Are you convinced your MSL teams are keeping up with evolving market practice? The best medical science liaison (MSL) teams have made significant changes to adapt to a whole new world. The pharma companies getting the best results from their MSLs have been busy: widening their remit, embracing […]
Biosimilars: US Payer Perspectives
Biosimilars may be a roaring success in Europe but the picture in the U.S. couldn't be more different. Once hailed as a solution to stem the tide of soaring drug spending, in the cold light of day, the U.S. biosimilars market has failed to meet expectations. Payers are frustrated. Can the cycle of […]
KAM Metrics: Driving Efficiency, Measuring Success
The maturing key account management (KAM) model has transformed the way customer-facing teams operate: the challenge now is to use metrics that reflect the diversity of these sophisticated relationships and drive them forward. But what works for one contact or KAM may not be appropriate for the […]
Biosimilars: E.U. Payer Perspectives
Biosimilars: EU Payer Perspectives gives the inside track on the biosimilars market today, offering new information to help you stay ahead. For this report, we've spoken directly to 10 high-profile payer decision-makers and reimbursement influencers across Europe. These are the people who define […]
MSL Teams: Field Force Size and Structure
Medical Science Liaison (MSL) personnel play an ever crucial and widening role in communicating the value and science of increasingly complex therapies to opinion leaders and stakeholder groups. The challenge for senior management is to ensure their MSL teams are optimally provided for in terms of […]
Market Access Impact: Type 2 Diabetes Mellitus (Injectables) (US) 2017
Market barriers affect a staggering 39 percent of prescriptions for injectable treatments for Type 2 Diabetes Mellitus in the U.S. According to the diabetologists and primary care physicians we surveyed, that’s a problem with no single solution. Many of them experience as many as 2 different […]
Market Access Impact: Type 2 Diabetes Mellitus (Orals) (US) 2017
Market barriers affect a staggering 37 percent of prescriptions for oral treatments for Type 2 Diabetes Mellitus in the U.S. According to the diabetologists and primary care physicians we surveyed, that’s a problem with no single solution. Many of them experience as many as 2 different barriers with […]
Market Access Impact: Rheumatoid Arthritis (US) 2017
Who wins and loses when brands struggle with cost barriers and limited market access? Market barriers affect just over 20 percent of rheumatoid arthritis (RA) prescriptions in the U.S. High costs and limited formulary access are preventing rheumatologists we surveyed from prescribing some brands. […]
Pricing and Reimbursement in Oncology: Payer views
As payer and stakeholder anger mounts, when will the oncology drug price bubble burst? Global cancer drug prices have increased by 10 percent every year between 1995 and 2013. That level of price inflation is not sustainable or winning pharma any friends. In this expert report, U.S. and E.U. payers […]
The ROI of Orphan Drugs: Ensuring Optimal Returns
Orphan drugs are at the forefront of medical science and offer a chance for the pharma industry to make a real difference to people's lives; there's also the lure of potentially lucrative commercial benefits for those that succeed. But finding the right balance between return on investment (ROI) and […]
