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.

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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

Top Reasons to Buy this Global Market Access Strategies Report

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.
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.

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.

You may also be interested in our market access library as well as our individual market access research reports.


The following excerpt is from Chapter 2, Calibrate Spending and Outsourcing to Meet Market Needs.

Companies consider a number of key variables when setting budgets for market access functions. Health economic team reporting structures can have a significant impact on market access budgets. HEOR teams at many companies now report into — and are funded by — medical affairs teams. On one hand, this structure can reduce the direct budgetary burden on market access teams when it comes to funding these activities. On the other hand, it can also limit their scope of influence in how research is being guided.

Another major budget factor is the expected reach of payer engagement teams. Payer engagement teams at companies with highly specialized products may have fewer external stakeholders they can talk to than teams with blockbuster products. Specialty products also require managed markets account managers be able to communicate complex economic and pharmacological concepts to payers. Typically, field forces with these specialized skills come at a premium in terms of salary and benefits.

Total Market Access Budgets Increasing for Most Companies 

For surveyed Top 10 company teams, overall market access spending averages around $9 million per year (Figure 2.1). These large teams are typically supporting much larger product portfolios. As a result, large portfolios require proportionally larger investments in outcomes research and payer engagement.

Figure 2.1 (figure not shown) shows that there is a much smaller difference between Top 50 and small pharmaceutical company teams. Overall, surveyed Top 50 teams averaged $1.9 million in spending in 2015. By comparison, surveyed small companies reported $2.1 million in market access spending that year. These findings demonstrate the significant drop in spending that occurs as product portfolios decrease in size.

Examples of Companies that Have Participated in this Study: