Global Market Access Strategies

Global Market Access Strategies


This study provides executives with best practices and timelines for payer relationship management.  It examines the importance of third-party perspectives in building these relationships and how payer engagement impacts product pricing and launch sequences.  Benchmarks compare year-over-year payer relationship management budgets and product pricing activities. Data were compiled from global, US and country-level teams at Top 10, Top 50 and small pharmaceutical companies.

  • Monitor competitor product milestones to ensure that product strategies remain on point and comprehensive.
  • Put pieces of the launch puzzle into motion at least 24 months (2 years) before launch.
  • Demonstrate product value at a local level, as governments put downward pressure on product prices.
  • Description
  • Additional information

Report Details

This global market access report provides a comprehensive view of pharmaceutical market access teams. Benchmarks and metrics cover global market access staffing, budgets, outsourcing, structure and more. Use findings to see how companies meet payer requirements, deliver relevant data to payers, demonstrate product value at the local level, monitor competitor products, and put pieces in place for the launch puzzle.

Altogether, the report’s metrics and best practices recommend the following to help improve your company’s global market access strategy:

  • Nurture payer relationships before, during and after launch to ensure and retain global market access.
  • Dedicate unique market access strategies to each product to bring key advantages to the launch.
  • Look to health economics experts to overcome internal clients’ lack of HEOR knowledge.
  • Start core market access activities approximately 18 months before product launch.
  • Be aware of the growth and importance of population health management.

Data have been split by team region:

  • Global
  • United States
  • Emerging Markets
  • Canada
  • Europe

Data have also been split by company size:

  • Top 10
  • Top 50
  • Small
Report Features

Strengthen payer relationship management: Payer relationship management remains the centerpiece of most pharmaceutical market access teams. Drug companies must support these relationships with valuable health economics and pricing research. This study includes insights and data on how market access teams develop and deliver relevant and useful data to enhance payer relationships.

Reasons to Buy

Develop a launch plan at least 24 months before launch: A successful product launch requires a well-established launch sequencing strategy and the expertise of many in-house functions. However, market access teams often provide a foundation for launch sequencing preparations by connecting with local regulatory authorities, payers and physicians, well ahead of product launch. The data in this study provide launch decision details, timelines and other metrics to help market access teams implement and plan successful launches and launch sequences.

Target Audience

Demonstrate product value at a local level: Pharmaceutical companies must demonstrate the value of products in each individual market by combining market access expertise with health economics, patient-reported outcomes and regulatory affairs. This study provides market access teams with a successful strategy for cross-functional coordination that allows them to develop, distribute and support product value stories.

Chapter Example

Surveyed companies initiate payer relationship activities no later than an average of five months prior to product launch (Figure 3.3). Additionally, all surveyed teams envision beginning payer relationship activities about 10 months before product launch. However, the reality is that most surveyed teams begin payer relationship activities anywhere between two and four months later than anticipated.

Figure 3.3 compares average ideal and actual payer relationship start times, by company size.

· On average, surveyed groups at Top 10 companies report a 2.6-month differential between when they would like to launch payer relationship activities and when these activities actually take place.

· Companies that fall outside the Top 10 report an even larger gap between their average ideal and actual start times. Surveyed groups at Top 50 and small pharmaceutical companies begin payer relationship activities an average of 4.4 and 3 months after their ideal start times, respectively. For groups at Top 50 companies, an average of 4.4 months between ideal and actual start times means that payer relationship activities may not begin until products are only an average of 5.6 months away from launch.

Timing setbacks arise for a number of reasons, including changes to the anticipated product approval timelines and adjusted payer requests for outcomes data. However, the sooner that life science teams initiate their conversations with payers, the more flexibility they have when preparing for product launch.