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Market Access Management: Building Teams that Deliver Value to Payers

Cutting Edge Information
August 1, 2011
184 Pages - SKU: CIGQ6574220

Abstract Table of Contents Related Reports

Market access teams take center stage in the modern healthcare landscape, where product success depends on a delicate mixture of factors including positive health outcomes, competitive pricing and effective reimbursement by cost-conscious payers.

To succeed, these teams must harness resources and advance objectives across an incredible network of stakeholders - everyone from internal subfunctions to other major departments to external customers both private and public.

In short, market access groups are rising in prominence across the industry. Use this report to ramp up your own capabilities with detailed metrics showcasing real-world benchmarks and management practices across the US, EU, Canada and emerging markets:

Influence major product decisions

Create a pragmatic path to market with consistent involvement in product development and launch. Streamline planning and identify avoidable setbacks by sharing input and continually revising long-term strategies.

Win critical resources

Keep pace with market access spending, staffing and outsourcing by region and company size. Understand the latest management trends while analyzing resources dedicated to seven major market access activities.

Bolster internal and external communication

Combine strategic vision with local savvy by strengthening communication between regional and headquarters teams. See how leaders prove value with ROI measures, and learn new strategies for developing early payer relationships.

Stay up-to-date on global market trends

Tighten your grasp of the major challenges affecting market access, including austerity measures and risk-sharing agreements, as you explore executive insights into critical issues.

Chapter 1: Structuring and Funding Market Access Teams: Chapter Benefits; Chapter Data; 28 charts detail market access structures and budget data:; Structure; Budget
Chapter 2: Market Access Activity-Level Spending and Processes: Chapter Benefits; Chapter Data; 56 charts explore major market access activities: pricing, health economics and outcomes research (HEOR), patient-reported outcomes (PROs), comparative effectiveness research (CER), reimbursement, account management, and government affairs.
Chapter 3: Market Access Strategy and Challenges: Chapter Benefits; Chapter Data; 18 charts detailing approaches to market access strategy and challenges:; Timeline; Strategy
Chapter 4: Market Access Group Profiles: Chapter Benefits; Chapter Data; Profiles for 10 market access groups, broken down into five major components:; Background and Structure; Market Access Resources; Activity; Market Access Strategy; Market Access Challenges; Ratings on a scale of 0 to 10, with 10 being very important, showing the importance of certain challenges.; Operational Challenges:; Market Event Challenges:
CHARTS AND GRAPHICS
Executive Summary: Figure E.1: Reporting Structure Among Companies With Dedicated Market Access Teams; Figure E.2: Predicted Change in Market Access Budgets in 2012 by Activity
Structuring and Funding Market Access Teams: Figure 1.1: Percentage of Companies with Dedicated Market Access Departments; Figure 1.2: Reporting Structure Among Companies Without Dedicated Market Access Teams; Figure 1.3: Reporting Structure Among Companies With Dedicated Market Access Teams; Figure 1.4: Percentage of Companies with Separate and Autonomous Market Access Functions; Figure 1.5: Position of Executive Leading Market Access Activities, by Region; Figure 1.6: Groups that Market Access Teams Oversee in the United States; Figure 1.7: Groups that Market Access Teams Oversee in the Europe and Canada; Figure 1.8: Groups that Market Access Teams Oversee in Emerging Markets; Figure 1.9: Market Access Budgets by Region; Figure 1.10: Market Access Budgets in the United States; Figure 1.11: Market Access Budgets in Europe; Figure 1.12: Market Access Budgets in the Emerging Markets; Figure 1.13: Overall Average Percentage of Budget Dedicated to Market Access Activities; Figure 1.14: Average Percentage of Budget Dedicated to Market Access Activities in the United States; Figure 1.15: Average Percentage of Budget Dedicated to Market Access Activities in the Europe and Canada; Figure 1.16: Average Percentage of Budget Dedicated to Market Access Activities in Emerging Markets; Figure 1.17: Overall Projected Market Access Budget Increases by Activity; Figure 1.18: Overall Projected Market Access Budget Increases by Activity in the United States; Figure 1.19: Overall Projected Market Access Budget Increases by Activity in Europe and Canada; Figure 1.20: Overall Projected Market Access Budget Increases by Activity in the Emerging Markets; Figure 1.21: Percentage of Companies Which Outsource Any Market Access Activities; Figure 1.22: Percentage of Companies Which Outsource Any Market Access Activities, by Activity; Figure 1.23: Overall Average Percentage Budgets Outsourced, by Activity; Figure 1.24: Average Percentage of Market Access Budget Outsourced in the United States, by Activity; Figure 1.25: Average Percentage of Market Access Budget Outsourced in the Europe and Canada, by Activity; Figure 1.26: Average Percentage of Market Access Budget Outsourced in Emerging Markets, by Activity; Figure 2.1: Percentage of Companies That House Pricing Under Market Access
Market Access Pricing Teams: Figure 2.2: Pricing Budgets by Company and Region; Figure 2.3: Percentage of Overall Market Access Budget Dedicated to Pricing by Company and Region; Figure 2.4: Percentage of Overall Market Access Budget Dedicated to Pricing by Company Size; Figure 2.5: Average Projected Change in Pricing Budgets in 2012; Figure 2.6: Number of FTEs Dedicated to Pricing; Figure 2.7: Percentage of Pricing Groups that Outsource Some Part of Operations; Figure 2.8: Percentage of Pricing Budget Allocated to Outsourced Activities by Company and Region; Figure 2.9: Percentage of Pricing Budget Allocated to Outsourced Activities by Company Size; Figure 2.10: Percentage of Companies that House HEOR Under Market Access
Market Access Health Economics/Outcomes Research Teams: Figure 2.11: HEOR Budgets by Company and Region; Figure 2.12: Percentage of Overall Market Access Budget Dedicated to HEOR by Company and Region; Figure 2.13: Percentage of Overall Market Access Budget Dedicated to HEOR by Company Size; Figure 2.14: Average Projected Change in HEOR Budgets in 2012; Figure 2.15: Number of FTEs Dedicated to HEOR; Figure 2.16: Percentage of HEOR Groups that Outsource Some Part of Operations; Figure 2.17: Percentage of HEOR Budget Allocated to Outsourced Activities by Company and Region; Figure 2.18: Percentage of HEOR Budget Allocated to Outsourced Activities by Company Size; Figure 2.19: Percentage of Companies that House Patient-Reported Outcomes Under Market Access
Market Access Patient-Reported Outcomes Teams: Figure 2.20: Patient-Reported Outcomes Budgets by Company and Region; Figure 2.21: Percentage of Overall Market Access Budget Dedicated to Patient-Reported Outcomes by Company and Region; Figure 2.22: Percentage of Overall Market Access Budget Dedicated to Patient-Reported Outcomes by Company Size; Figure 2.23: Average Projected Change in Patient-Reported Outcomes Budgets in 2012; Figure 2.24: Percentage of Patient-Reported Outcomes Groups that Outsource Some Part of Operations; Figure 2.25: Percentage of Patient-Reported Outcomes Budget Allocated to Outsourced Activities by Company, Region; Figure 2.26: Percentage of Patient-Reported Outcomes Budget Allocated to Outsourced Activities by Company Size; Figure 2.27: Percentage of Companies that House CER Under Market Access
Market Access Comparative Effectiveness Research Teams: Figure 2.28: CER Budgets by Company and Region; Figure 2.29: Percentage of Overall Market Access Budget Dedicated to CER by Company and Region; Figure 2.30: Percentage of Overall Market Access Budget Dedicated to CER by Company Size; Figure 2.31: Average Projected Change in CER Budgets in 2012; Figure 2.32: Percentage of CER Groups that Outsource Some Part of Operations; Figure 2.33: Percentage of CER Budget Allocated to Outsourced Activities by Company and Region; Figure 2.34: Percentage of CER Budget Allocated to Outsourced Activities by Company Size; Figure 2.35: Percentage of Companies That House Reimbursement Under Market Access; Figure 2.36: Reimbursement Budgets by Company and Region; Figure 2.37: Percentage of Overall Market Access Budget Dedicated to Reimbursement by Company and; Region; Figure 2.38: Percentage of Overall Market Access Budget Dedicated to Reimbursement by Company Size; Figure 2.39: Average Projected Change in Reimbursement Budgets in 2012; Figure 2.40: Number of FTEs Dedicated to Reimbursement; Figure 2.41: Percentage of Reimbursement Groups that Outsource Some Part of Operations; Figure 2.42: Percentage of Reimbursement Budget Allocated to Outsourced Activities by Company and Region; Figure 2.43: Percentage of Reimbursement Budget Allocated to Outsourced Activities by Company Size; Figure 2.44: Percentage of Companies that House Account Management Under Market Access; Figure 2.45: Account Management Budgets by Company and Region; Figure 2.46: Percentage of Overall Market Access Budget Dedicated to Account Management by Company; and Region; Figure 2.47: Percentage of Overall Market Access Budget Dedicated to Account Management by Company; Size; Figure 2.48: Average Projected Change in Account Management Budgets in 2012; Figure 2.49: Number of FTEs Dedicated to Account Management; Figure 2.50: Percentage of Account Management Groups that Outsource Some Part of Operations; Figure 2.51: Percentage of Companies that House Government Affairs Under Market Access
Market Access Government Affairs Teams: Figure 2.52: Government Affairs Budgets by Company and Region; Figure 2.53: Percentage of Overall Market Access Budget Dedicated to Government Affairs by Company and; Region; Figure 2.54: Percentage of Overall Market Access Budget Dedicated to Government Affairs by Company Size; Figure 2.55: Average Projected Change in Government Affairs Budgets in 2012; Figure 2.56: Number of FTEs Dedicated to Government Affairs; Figure 2.57: Percentage of Government Affairs Groups that Outsource Some Part of Operations; Market Access Strategy and Challenges; Figure 3.1: Earliest Involvement of Market Access Teams by Region
Strategic Team Involvement: Figure 3.2: Latest Involvement of Market Access Teams by Region; Figure 3.3: Involvement of Market Access Teams by Phase: Relationship-Building Teams; Figure 3.4: Involvement of Market Access Teams by Phase: Strategic Leaders; Figure 3.5: Involvement of Market Access Teams by Phase: Outcomes-Based Teams; Figure 3.6: Involvement of Market Access Teams by Phase 2; Figure 3.7: Involvement of Market Access Teams During Phase 3; Figure 3.8: Involvement of Market Access Teams During Registration & Launch; Figure 3.9: Involvement of Market Access Teams During 1st Year on Market; Figure 3.10: Involvement of Market Access Teams During 2nd Year on Market; Figure 3.11: Involvement of Market Access Teams During 3rd Year on Market and Beyond; Figure 3.12: Strategic Reevaluations of Market Access Plans
Strategy Reevaluations: Figure 3.13: Scheduled Frequency of Market Access Strategy Reevaluation; Figure 3.14: Market Events That Require Market Access Strategy Reevaluation: Overall; Figure 3.15: Market Events that Require Market Access Strategy Reevaluation: US Teams; Figure 3.16: Market Events that Require Market Access Strategy Reevaluation: EU/Canada Teams; Figure 3.17: Market Events that Require Market Access Strategy Reevaluation: Emerging Markets Teams; Figure 3.18: Operational Challenges Ranked on a Scale of 1 to 10
Overcoming Internal and External Challenges: Figure 3.19: Market Challenges Ranked on a Scale of 1 to 10
Market Access Group Profiles: Figure 4.1: Background and Structure: Company 1; Figure 4.2: Market Access Resources: Company 1; Figure 4.3: Market Access Strategy: Company 1; Figure 4.4: Ratings of Challenges: Company 1; Figure 4.5: Background and Structure: Company 2; Figure 4.6: Market Access Resources: Company 1; Figure 4.7: Market Access Strategy: Company 7; Figure 4.8: Ratings of Challenges: Company 8; Figure 4.9: Background and Structure: Company 5; Figure 4.10: Market Access Resources: Company 5; Figure 4.11: Market Access Strategy: Company 5; Figure 4.12: Ratings of Challenges: Company 5; Figure 4.13: Background and Structure: Company 7; Figure 4.14: Market Access Resources: Company 7; Figure 4.15: Market Access Strategy: Company 7; Figure 4.16: Ratings of Challenges: Company 7; Figure 4.17: Background and Structure: Company 10; Figure 4.18: Market Access Resources: Company 10; Figure 4.19: Market Access Strategy: Company 10; Figure 4.20: Ratings of Challenges: Company 10; Figure 4.21: Background and Structure: Company 13; Figure 4.22: Market Access Resources: Company 13; Figure 4.23: Market Access Strategy: Company 13; Figure 4.24: Ratings of Challenges: Company 13; Figure 4.25: Background and Structure: Company 14; Figure 4.26: Market Access Resources: Company 14; Figure 4.27: Market Access Strategy: Company 14; Figure 4.28: Ratings of Challenges: Company 14; Figure 4.29: Background and Structure: Company 15; Figure 4.30: Market Access Resources: Company 15; Figure 4.31: Market Access Strategy: Company 15; Figure 4.32: Ratings of Challenges: Company 15; Figure 4.33: Background and Structure: Company 16; Figure 4.34: Market Access Resources & Strategy: Company 16; Figure 4.35: Ratings of Challenges: Company 16; Figure 4.36: Background and Structure: Company 17; Figure 4.37: Market Access Resources: Company 17; Figure 4.38: Market Access Strategy: Company 17; Figure 4.37: Ratings of Challenges: Company 17

Market Access Management: Building Teams that Deliver Value to Payers

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