Overcoming Market Access Barriers to High Value Drugs
Overcoming market access barriers to high-value drugs
How can you breakthrough the market access barriers that face high-value oncology and immunotherapy products in the EU5 and US?
Pharma faces unprecedented demands from payers, patients, HTAs and KOLs to prove value and utility for high-cost therapies in key conditions such as Cancer, Multiple Sclerosis, HIV and Rheumatoid Arthritis. Get it wrong, and you won’t achieve formulary listing, reimbursement or an optimum price. Further, there is a trend in key markets to empower local decision making, radically increasing the number of stakeholder touch points. In a time of budget constraint, how can companies up their game to meet the growing challenges?
Reasons to Purchase
In Overcoming Market Access Barriers to High-value Drugs senior industry experts from leading pharma companies address 7 key barriers and propose actionable solutions to ensure market access success. Buy the report now.
Unique insights from US and EU experts from companies such as Pfizer, Merck, UCB and Celgene
Case Study: Differentiating CIMZIA from other anti-TNF products to demonstrate value for patients beyond tender offers
Table: Impact of barriers on prescription and market share of immunology brands
Table: Impact of barriers on prescription and market share of oncology brands
Charts showing the overall impact of market access barriers on prescriptions for Melanoma, Multiple Melanoma. Non-Small Cell Lung Cancer and Renal Cell Carcinoma
Charts showing the overall impact of market access barriers on prescriptions for Psoriasis, HIV, Multiple Sclerosis, and Rheumatoid Arthritis
The challenges for overcoming market access barriers in oncology and immunology
Recommendations for overcoming market access barriers
Understand how the biosimilar market has grown in 2016 and what are the stand out developments
Investigate national trends driving adoption, pricing and reimbursement of biosimilars.
Examine how biosimilar cost savings are being reinvested in health and the positive impact this is having on payer perceptions
Gain insight into the role of patient groups whose voice is becoming increasingly heard in biosimilars discussions
Assess the current climate for price discounting and why a uniform price reduction is unlikely among EU member states
Review the ongoing arguments for switching from originator to biosimilar products and learn how they differ at the national level
Create communication strategies that challenge misinformation and instil confidence in clinicians and patients
Key Questions Answered By This Report
Value: All stakeholders want value, but what does value mean to each of them?
US/EU5: How do market access barriers differ between the US and EU5?
Cost: Brands being too expensive is the overriding market access barrier. What solutions do experts propose?
Formulary: Not achieving formulary position is a major obstacle impacting prescribing levels and market position – what do you need to do to overcome this barrier?
Localism: What practical actions can you take to understand and meet local stakeholder needs?
Staffing: What capabilities will front line staff need in the future and what are the implications for training and recruitment?
Beyond the Pill: What role can value added services play in gaining market access?
Resourcing: Future market access teams will demand greater resources; how can senior management plan to meet this demand?
Each industry expert has been carefully selected for their practical experience and detailed knowledge of current US/EU5 market access challenges./Paragraph>
Ildar Akhmetov, Consultant, Global Market Access & Pricing (I&I) at Pfizer Chetak Buaria, Global Head of Commercial Excellence, Merck KGaA
Lee Gervitz, Head of Patient Value Mission for Rheumatoid Arthritis & Women of Childbearing Age, UCB
Alex Grosvenor, Senior Principal, Global Pricing & Market Access at Precision for Value
Michael Kleinrock, Research Director at QuintilesIMS in the US
Mahendra Kumar Rai, Delivery Head - Market Access (HEOR, PRMA, RWE), Tata Consultancy Services
Nicola Redfern, Previously Director of Oncology Market Access at Baxalta and Director of Market Access and Corporate Affairs at Celgene
Chris Martin, Director at InTeg Access Limited
Andrea Passalacqua, Executive Director, Pricing and Market Access, Celgene
Anonymous: Global Market Access Manager at a leading biotechnology company
“The value story for payers and policymakers for your product [is important]. Often, companies have the challenge of not having local data available. They must determine how to work with local stakeholders to build a credible value story for their medicine.”Chetak Buaria, Global Head of Commercial Excellence, Merck KGaA
“Companies also need to design the price as an output of the health economic outcomes research (HEOR) model instead of an input, to position the product for specific patient profiles with the best efficacy results, disease awareness, and advocacy groups.”Anonymous, Global Market Access Manager at a leading biotechnology company
“To address the patient preference aspect of market access barriers, you must develop strong relationships with your patient advocacy groups so that the patients have accurate information available to them about your product from independent sources. There are highly active patient organisations involved in particular cancer types, where patients are very aware of their disease and its implications. You also need to look at what endpoints are important to patients so that they will get behind you and support, argue for, and champion the access to your product.” Nicola Redfern, Previously Director of Oncology Market Access at Baxalta and Director of Market Access and Corporate Affairs at Celgene
“You want to keep on building on the data and the value that you offer over the course of the product lifecycle. What you need to do is determine how you can work with select KOLs to build incremental data, since not everything will be available when you launch a product.”Chetak Buaria, Global Head of Commercial Excellence, Merck KGaA
Who Would Benefit from This Report?
Market access teams charged with meeting the specific information and data needs of physicians, payers, HTAs and patients
HEOR teams building evidence of value for high-cost therapies
Commercial teams needing to understand market access issues impacting prescribing and availability
MSL teams needing to demonstrate product safety and efficacy with KOLs and patient groups
Post-marketing surveillance teams analysing long-term real-world data to support ongoing use of brands
Teams monitoring competitor activity and identifying opportunity
Senior management and resource planners needing to ensure investment in the market access function and personnel
Research objectives and methodology
The evolving market access landscape
Evolving pricing and reimbursement rules
Changing customer structure
New appraisal/assessment methods
Understanding specific market access barriers
The cancer and immunology market access landscape
The immunology market access landscape – US and EU5 trends
The top three market access barriers in immunology
Top barrier 1: The medicine is too expensive
Top barrier 2: The medicine is not available on formulary
Top barrier 3: The medicine is only for certain types of patients
The cancer market access landscape - US and EU5 trends
The top three barriers for oncology medicines
Top barrier 1: The brand is too expensive
Top barrier 2: The medicine is not reimbursable
Top barrier 3: Brand is recommended for certain types of patients
Challenges to overcoming market access barriers
Restrictive pricing policies and reimbursement restrictions
Meeting payer needs
Complexity of payer environment
The lack of internal alignment with organisations
Recommendations for overcoming market access barriers
Enhance market access skills and capabilities
Improve data collection to enhance the value story
Intense engagement with patients
Treating stakeholders as partners
Placing greater priority in local access efforts
Market authorisation and regulatory approval are not assurances of patient access
Market access barriers can be used to a brand’s advantage
Build relationships that are stakeholder-centric
Continuing to update and communicate a brand’s value story
Skills training for market access teams
Innovative payment and access schemes will be the future of patient access in oncology and immunology
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