Managing Time and Cost of Health Technology Assessments

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Data Product Team Leader

As pharmaceutical companies continue to work to prove the value of their products to payers around the world, they are encountering health technology assessments (HTAs) in many markets around the world. These HTAs require companies to submit value dossiers that follow specific guidelines — often including health economics and comparative effectiveness work.  Our research has shown that different HTAs consume varying amounts of raw resources in terms of working hours and budgetary expenditure.  However, most companies’ proportions of timing and spending following similar patterns across regions and company types.  Continue reading



Shape Up Your Key Account Management Team Engagement Strategies

Victoria Cavicchi, pharmaceutical social media researcher
By Victoria Cavicchi,
Senior Research Analyst

The role of pharma key account management (KAM) is growing.  Throughout the life sciences industry, KAMs act as the voice of the company for major commercial accounts – including physician networks, hospital systems and even payer organizations.  Because a large part of the key account management team role is working directly with these accounts, KAMs may also need to coordinate their visits and discussion topics with other outward-facing teams across the organizations.  In fact, many companies would prefer that KAMs act in a strategic role to shape the organization’s account communication. Continue reading



Building Better Payer Relationships in 2016: Three New Year’s Resolutions for Pharmaceutical Companies

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Senior Research Analyst

It’s January, so right now it feels like everyone around us has made resolutions to get more exercise, eat better, or otherwise improve their lives. In that spirit, let’s take a look at what companies can do to improve their payer relationships in 2016. According to The Wall Street Journal, drug prices are on the rise, so the value propositions of health economics groups will be increasingly important when working with payers. Continue reading



Understanding the Potential Impact of Comparative Effectiveness Research in the US Payer Marketplace

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Senior Research Analyst

The Institute for Clinical and Economic Review (ICER) announced in July that they are going to be producing reports on new drugs from a comparative effectiveness standpoint.  Quotes supporting ICER”s work from the Chief Medical Office of Express Scripts, Steve Miller MD, have raised questions within the industry about how the new influx of independent comparative effectiveness research will shape key decision-making processes on the payer side. Continue reading


Effectively Supporting Market Access with a Global Approach to Health Economics Research

Jacob Presson, pharmaceutical market access researcher
By Jacob Presson,
Senior Research Analyst

In an increasingly competitive and cost-sensitive payer environment for pharmaceutical products, many market access and health economics groups are looking for ways to develop a comprehensive pharmacoeconomic message for new products as well as to support existing products.  As our research on these groups continues, one common thread that many successful groups share is a centralized health economics group that develops a broad set of data for country- or region-level groups to then localize and adapt to individual payers and/or PBMs. Continue reading


How Companies Decide on Patient-Reported Outcomes Delivery Mechanisms

Victoria Cavicchi, pharmaceutical social media researcher
By Victoria Cavicchi,
Research Analyst

Patient-reported outcomes continue to be a growing interested for clinical trial sponsors.  To efficiently implement PRO instruments, companies must first determine which patient-reported outcomes delivery mechanisms best serve the trials.  For example, if an instrument is difficult to read, a patient may skip multiple sections.  If patients are asked to keep a paper diary, they may transcribe numbers incorrectly.  Or, if patients are asked to use digital technology—including iPads and other tablets—to report their information, some users may be unfamiliar with the technology or may experience some user error. Continue reading