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 the multitude of ways to approach them at a granular level.
We interviewed 8 experienced market access specialists in the US and Europe to find out how their teams are overcoming obstacles to achieving commercial value for speciality drugs.
- Going beyond proving effectiveness: How can value be adequately demonstrated? Are surrogate endpoints part of the answer? What should a value proposition strategy look like? New ideas for building an effective value dossier.
- Is a truly individualized approach necessary? What is the optimum strategy for dealing with diverse formulary decision-making tools and procedures? The importance of analyzing payer background. How to retain patient focus within your commercial arguments.
- New ideas on evidence generation: What do payers want to see? What data sets are needed; who should collate data; how must it be presented?
- Timing is crucial: When should your preparations begin? When is the best time to get involved in the drug development process? At what stage should payers be engaged? When should new approaches such as strategic partnerships, risk-sharing and patent-centric strategies be introduced?