The Future of Market Access

The Future of Market Access


What does the future hold for Market Access?

The profile of Market Access (MA) departments is on the up. No longer simply existing as a ‘bolt on’ for other, more traditional activities, MA is pushing back the marketing boundaries. How is this multi-disciplined area evolving? And what must pharma companies do to stay ahead? FirstWord Dossier: The Future of Market Access examines the challenges and issues that are shaping markets and impacting the bottom line.

In this new report, 8 leading market access specialists from European and US pharmaceutical companies and consultancies share their expert insight. Find out what the future holds and how best to navigate this fast-moving landscape.

“The companies that succeed will be the ones that have nimble and dynamic structures and value propositions which are capable of evolving as market access environments progress. The players in the field [sales representatives, medical science liaisons, market access, NHS system change experts, data experts, economists] are unlikely to change but the mix needed certainly will.”Paul Catchpole, Value and Access Director, ABPI
Reasons to Purchase
Top Takeaways and Key Questions

  • Cost is not the only factor driving decisions: Yes, payers are actively looking for ways to keep control of rising costs – but what else is significantly influencing market uptake?
  • Pharma isn’t yet meeting real world evidence needs adequately: What improvements can be made in data gathering? Are the right questions being answered (or asked)? What is the single, biggest issue?
  • Multi-disciplinary strategies are a must to overcome the ‘fourth hurdle’: How best to engage with multiple stakeholders and meet the challenges posed by healthcare reform and austerity?
  • Holistic, integrated approach vs defined specialisms: When should MA planning begin? How much common ground is there? What elements do successful MA approaches share?
  • What next for HTAs?: Can (and should) Health Technology Assessment requirements be harmonised? If so, who benefits?
Experts Interviewed for This Report
  • Colin Wight, Chief Executive and Founder, GalbraithWight Ltd
  • Janice Haigh, Principal, Quintiles Advisory Services, Europe
  • Paul Catchpole, Value and Access Director, Association of the British Pharmaceutical Industry
  • Sean McGrath, Chairman and Founding Partner, Succinct Medical Communications Group and Director of Oncology, the OPEN Health Group
  • Steve Turley, Managing Director, UCB
  • Market Access Expert, European Pharma Company
  • Market Access Expert, European Specialist Pharma Company
  • Market Access Expert, US Pharma Company
About FirstWord

FirstWord is an innovative industry intelligence leader serving over 240,000 Pharma and MedTech professionals worldwide. FirstWord offers a range of products and services designed to help your company gain a competitive edge by making key business decisions with speed and confidence.

FirstWord Pharma PLUS is a personalised and comprehensive intelligence service delivering up-to-the-minute pharma news, insight, analysis and expert views of importance to your company’s success.

FirstWord Reports deliver timely, need-to-know intelligence about your products, your competitors and your markets. Covering biosimilars, market access, medical affairs, sales & marketing, technology and therapy areas, FirstWord Reports provide expert views and intelligence on the challenges facing pharma today.

1. Executive summary
2. Research objectives
3. Research methodology
4. Definitions
5. Current market
5.1 Traditional detailing replaced by key account management
5.2 Understand the needs of stakeholders and influencers.
5.3 Unsustainable healthcare expenditure a major concern
6. The US
6.1 ObamaCare increases patient access, drives down drug prices
7. Impact of healthcare reforms in the EU5
7.1 Healthcare reforms in France
7.2 Healthcare reforms in Germany
7.3 Healthcare reforms in Italy
7.4 Healthcare reforms in Spain
7.5 Healthcare reforms in the UK
7.6 Pharma response to healthcare reforms
7.7 Regulators more stringent on product licensing
7.8 Generics and biosimilars deliver cost savings and increased access
7.9 Reinvestment of ‘headroom’ essential for future innovation
8. Health technology assessment: the fourth hurdle
8.1 HTAs in the US
8.2 HTAs in Europe
8.2.1 There is no central HTA agency in Europe
8.2.2 Duplication of information leads to inefficiencies
8.2.3 Increasing layers of bureaucracy slow down market access
8.2.4 EUnetHTA working on harmonising HTA processes
8.2.5…but not sufficient incentives?
9.Pricing and reimbursement
9.1 P&R in the US
9.2 P&R in EU5
9.3 Reference pricing keeps a lid on prices
9.4 Lag phase between approval and market access
9.5 Key challenges in market access
9.5.1 Value-based medicine
9.5.2 Can RWE be used to guide treatment decisions?
9.5.3 Risk-sharing agreements help address affordability issues
9.5.4 The future: RSA vs price discount models?
9.6 The future of market access
9.6.1 Personalised medicine presents new market access challenges and opportunities
9.6.2 Affordable and sustainable solutions are required
9.6.3 Regenerative medicines require new HTA and pricing models
9.6.4 Adaptive licensing is on the cards
9.6.5 Pharmerging markets will have a greater impact on future MA strategies
10.Take home messages
10.1 Stay focused on patients
10.2 Re-evaluate the value base of specialty medicines
10.3 Market access: the earlier the better
11. Appendix
11.1 Expert biographies
11.2 Acronyms
11.3 Bibliography

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