#FutureReadyHealthcare
Indegene maximizes market positioning, for a US pharma manufacturer, within a competitive market landscape
Challenges
The customer was preparing to launch a new product in a competitive landscape and was looking to
Maximize positioning in a competitive market landscape
Understand volume and access contribution, and selectively contract to improve access and utilization management (UM)
Form a strategy to attain formulary access for the new product
Develop a net price strategy to create contract guidelines and assess gross-to-net
The Solution
We approached the analysis of third-party formulary access and utilization data by segmenting payers according to their willingness to manage products and the size of the opportunity
We targeted critical payers (80-90% segment volume) in major segments, and assessed absolute and relative performance based on metrics like market share and rejection rate. The data analytics was then used to create contract guidelines for each channel, segment, and subsegment
We then utilized contract guidelines to develop a five-year gross-to-net model using channel and payer mix for commercial and government payers, including discounts.
Outcomes
The client was able to plan better by setting differential net price guidelines by payer channel and type and size of the opportunity. They were able to identify key payer accounts with both value and the ability to control product access in a competitive market. The net price guidance enabled the client to achieve target access at better than expected gross to net impact
