Benchmarking Market Access Strategies for High-Cost Drugs and Biologics

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Publication Date:
August 2018
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How to secure commercial advantage in the speciality drugs arena

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 individualised approach necessary? What is the optimum strategy for dealing with diverse formulary decision-making tools and procedures? The importance of analysing 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?


What to expect from this report

This report is packed with new ideas for overcoming barriers for niche or expensive drugs.

The expert insights show you how to evolve your commercial strategies and develop more targeted and effective ways to work with payers. By moving beyond the 'catch all' approaches for dealing with price and value questions, this report delivers practical guidance on complex market access strategies for high-cost speciality drugs and biologics.

Use Benchmarking Market Access Strategies for High-Cost Drugs and Biologics to evolve your commercial approach and get better results.

How did we do it?

  • We identified the 9 market access issues pertinent to high-cost specialty drugs
  • We explored these via an average of 27 targeted questions to each expert
  • Their responses yielded 88 unique new insights
  • Insights are supported by 107 directly quoted comments


Example insight included in Benchmarking Market Access Strategies for High-Cost Drugs and Biologics (US and EU5)

"Some of the patient-centric strategies (Table 1) for specialty medicines include enhancements to the patient pathway, initiatives to promote treatment adherence, provision of financial aid to facilitate patient access to treatment, and relevant patient support programmes. Patient-centric strategies are only successful when they are developed in line with payer objectives, informed by clinical practice, and supported by speciality pharmacies and other stakeholders. The patient voice must also be integrated into these strategies, especially for rare disease treatments. Regulatory limits and the potential impact of practices such as international reference pricing and parallel trade is another strategic consideration when designing a patient-centric strategy."

Example quote included in Benchmarking Market Access Strategies for High-Cost Drugs and Biologics (US and EU5)

"Barriers [other than pricing] include accumulating long-term data, efficacy data, and real-world data (particularly historical or data supporting unmet need). Evidence acceptance of surrogate endpoints, missing hard clinical endpoints, and early conditional approval are also issues."

The expert panel for Benchmarking Market Access Strategies for High-Cost Drugs and Biologics (US and EU5)

  • Ana Céspedes is the SVP Global Marketing & Strategy for Merck KGaA in Germany
  • José Luis Sánchez Chorro is the Senior Pricing Manager for Gilead Sciences, Spain
  • Will Dunlop is the Head of Market Access at Mundipharma International, based in UK
  • Leonard Erskine is the Senior National Account Manager at Incyte, US.
  • Dominic Jones-Phillips is a Senior Consultant at Market Access Transformation, UK,
  • Aseel Bin Sawad is the Senior Manager for Health Economics and Value Assessment at Aequor/Sanofi, US
  • Anonymous Director of Market Access
  • Anonymous Vice President of Market Access

Why buy now?

Pharma is pushed hard to be innovative, to create something different for payers rather than simply manufacturing more 'me too' drugs with marginal improvements—but all of that comes with a high cost. That in turn means that achieving commercial success is notoriously difficult. This report provides a way forward. Because traditional market access approaches simply aren't delivering consistent results, this report goes deeper, showing how others are evolving more integrated strategies to get better outcomes. Now you can learn from their success.

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