Payer Engagement: Benchmarking team structure and activity

Maximum Purchase:
1 unit
Publication Date:
August 2018
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Benchmark your payer engagement team's performance against the industry's best!

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 and market drivers influencing team size and structure? What are the emerging challenges teams will face and how will it impact them?

Payer Engagement: Benchmarking team structure and activity is a comprehensive survey of 100 payer engagement professionals in the US and Western Europe which reveals the changing face of payer engagement activity and identifies the team activities, structure and engagement strategies that are being successfully employed by leading companies.

Payer engagement professionals answer key questions

  • How many people responsible for payer engagement at your company in your country support each brand at any one time?
  • What factors does your company currently use to determine the number of staff required for engagement with payers and how might this change in the coming years?
  • How much time does each member of staff responsible for payer engagement spend actively engaging with payers in a typical month?
  • Over the next two years, how much do you expect your payer engagement strategies and techniques to change?
  • Sales? KAM? MSL? What experience provides the best background for transitioning to a payer engagement role?
  • What proportion of the market access budget is currently allocated to payer engagement and is this expected to increase, decrease or stay the same?

Informed by leading companies

Payer engagement managers in the US and Western Europe contributed to the report. Among the leading companies taking part were:


With this survey you will able to...

  • Benchmark your own payer engagement activities and identify new ways to improve performance
  • Evaluate the optimum time to engage payers in a product's lifecycle
  • Appreciate the importance managers give to real world evidence, competition, value added services, contracting and companion diagnostics in payer engagement
  • Know which engagement strategies and tactics are currently preferred and how these may change in the coming years
  • Identify what experts see as the ideal attributes for success in payer engagement
  • Know what experience and background is ideal for a payer engagement role.

Insights from the Survey

  • Companies typically begin payer engagement before the launch year in both the US and Western Europe, with close to a third starting engagement at Phase III. Earlier engagement – preclinical – is conducted by a very small minority of companies. More than half of respondents believe that engagement with payers will increase from Phase III onwards in the next two years.
  • A host of factors drive the number of staff required for payer engagement in the US and Western Europe. Competition is a factor more often used in the US than in Western Europe, and the number of budget holders is more often used in Western Europe than in the US. Similarly, competition is more often given no rank in Western Europe and the number of budget holders given no rank in the US. In the next two years, demand for real-world evidence and health outcomes analyses is expected to drive the number of staff required for payer engagement, alongside a host of other factors.
  • Market access roles are ranked highly for providing the best background for transitioning to a payer engagement role in both the US and Western Europe. Experience in health economics and outcomes research or health outcomes liaison is also seen as important in Western Europe. Key account managers from within the pharma industry are seen as being well placed for payer engagement roles in the US.

About the Survey

Your purchase gives you access to unique data and analysis that can be employed practically in your team planning and development:

  • Data Report: Clear, concise and easy to read tables and charts presented as MS PowerPoint slides with expert views on key findings
  • Data Tabulations: Full survey data provided in MS Excel

About the Survey

  • Interview methodology: Data collected via a 15-minute internet-based questionnaire
  • Survey conducted: July 2018
  • Screening criteria: Respondents were screened to ensure that they are responsible for directly or indirectly engaging with payers
  • Sample distribution: A total of 100 US-/Western European-based payer engagement managers who work for leading pharmaceutical companies