Start Relationships Early to Best Meet Payer Requirements

Carson Hurt, Research Analyst
By Carson Hurt,
Research Analyst

For market access teams, forming relationships with payers is a crucial step towards building a winning product value story. According to a recent Cutting Edge Information study, the vast majority of market access teams — especially US teams — are involved in payer relationships. Ninety-four percent of surveyed US teams are assigned to build and maintain relationships with payers (Figure 1). However, beginning relationships early in the product launch window can make a big difference for teams trying to understand and meet payer requirements.

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Outsourcing Can Play a Key Role in Market Access Staffing

Carson Hurt, Research Analyst
By Carson Hurt,
Research Analyst

Outsourced staff can bring valuable expertise to market access teams and help in-house personnel manage activities during the busiest periods of a product’s lifecycle.  Small companies, especially, tend to rely on third-party vendors to fill gaps in market access staffing.  Their teams are generally smaller than large company market access teams.  As such, small teams may have many capability gaps that outsourced staffing can fill.  This is especially true for product pricing and launch sequencing.  These activities usually reach their peak near product launch, overwhelming already busy small company market access teams.  For these teams, outsourcing pricing and launch sequencing activities to third-party vendors can take pressure off of over-extended staff.

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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



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


Health Economics Spending: Prioritizing HEOR Activities at Global Groups

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

Pharmaceutical companies under increasing pressure to provide a full product story to key payers.  As such, heath economics spending is also growing.  Rising stakeholder expectations demand that HEOR groups generate more pharmacoeconomic and outcomes data for each emerging drug or medical device.  To provide these data, global HEOR teams allocate a large percentage of their annual funding to cultivating  information for government and private payers worldwide. Continue reading


The Big Three: How Payers, Patients, and Physicians are Driving the Future of Comparative Effectiveness Research

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

Over the past few months at Cutting Edge Information we have been working on collecting data for a new report on the future of comparative effectiveness research and a common theme throughout the research has been the need for stakeholder engagement that goes beyond the traditional payer-centric model.  Working with patients and physicians — along with pharmacies, regulators, and other stakeholders — is not a new phenomenon for manufacturers.  However, the emphasis on getting this engagement right is growing as companies respond to the changing healthcare marketplace in the US and in Europe. Continue reading