Value-Based Pricing

Refine Market Access Strategies and Structures to Meet Payer Needs

Value-Based Pricing


The shift from volume- to value-based pricing and reimbursement have created challenges for life science companies. This study explores trends in pricing and reimbursement, most notably value-based contracting.  The insights from this research – gleaned from more than 60 pricing teams – will empower company experts with the tools to overcome the challenges associated with pricing and reimbursement.  Additionally, the report features detailed profiles from individual pricing teams to provide a full picture of how they operate.

  • Value-based contracting is drastically changing pricing and reimbursement. To adapt, gather health economics data and other metrics that demonstrate product value to payers.
  • Utilize a wide range of internal functions to gain the most insights for pricing strategies. Involve health economics and outcomes research groups in pricing activities to adapt to value-based contracting.
  • If possible, ensure that your team has ample real-world evidence to demonstrate product effectiveness before agreeing to a value-based reimbursement arrangement.


  • Description
  • Additional information

Value-Based Pricing: Refine Market Access Strategies and Structures to Meet Payer Needs

Publication Date: December 2017
Pages: 247
Chapters: 4
Metrics: 500+
Charts/Graphics: 170+ 

 The study presents data split by geographic region: 

  • US 
  • Europe/Canada 
  • MENA 
  • Latin America 
  • APAC 

10 pricing team profiles

  • Global (3)
  • Top 50 (2)
  • Small (1)
  • US (4)
  • Top 10 (2)
  • Small (2)
  • EU & Can (2)
  • Top 50 (2)
  • MENA
  • Top 10 (1)

Overall Report Data Split

Data splits: 64 total companies

  • US: 20
  • Global: 21
  • EU & Can.: 10
  • Latin America: 2
  • MENA: 7
  • APAC: 4
  • Top 10: 21
  • Top 50: 19
  • Small: 22
  • Device: 2

Discover how successful teams demonstrate product value to payers. Value-based pricing is drastically changing pricing and reimbursement. To adapt to the shift, teams must gather data and other metrics to continue to prove value to payers. The report specifically discusses the kind of data gathered, how to approach well-informed payers, and the number of pricing studies conducted by Top 10, Top 50 and small company pricing teams each year.


Identify which teams are involved in pricing activities to adapt to value-based pricing. Pricing teams use a wide range of internal functions to gain the most insights for their pricing strategies. Value-Based Pricing examines how involving different departments helps to create dynamic product profiles that pricing teams can then use in payer negotiations. Although no two teams are alike, the report discusses the amount of resources required for a pricing team, which can help determine the level of staffing needed.


Reduce risk by vetting performance-based contracts with internal legal, compliance and finance groups. The report discusses strategies to negotiate optimal value-based contracts, from framework conception to the final agreement with the payer. Surveyed participants describe key tactics to avoid unnecessary risks during the negotiation process. Finally, the data provides timelines of contract negotiations, which is especially critical to life science teams that have little to no experience developing and implementing performance-based contracts with payers.


The following excerpt is from Chapter 3, “Value-Based Contracts and Negotiations.”

Legal and Compliance Team Involvement

Legal and compliance groups can play major roles in value-based contract negotiations. Teams within a company have different motivations for or against entering into a performance-based agreement. For example, the Company A consultant said that groups overseeing sales operations typically encourage value-based contracting. “People on the sales side think these risk-based contracts are great because they help them sell more,” he explained.