Clinical differentiation is no longer sufficient for commercial success.

We believe there is still an opportunity for first-in-class and best in class medicines to achieve premium pricing and commercial success. But… the margin for error is getting slimmer and slimmer.

Having a clinically differentiated medicine that addresses a significant unmet need is necessary but no longer sufficient to achieve robust patient access and accelerated market adoption. You must have an integrated development, commercial, and market access strategy with the requisite talent, capabilities, and experience to bring it to life. Failure to do so, from the earliest stages of development through the entire life cycle of a medicine, greatly reduces the probability of commercial success.

Tell-tale signs of insufficient commercial planning include: 

• Delays in payer coverage and reimbursement
• Burdensome utilization management
• Access barriers for patients at the time of launch
• Hassle factor for providers
• Unnecessary price concessions

These can be overcome by deliberate action in a few key areas:

• Establish value propositions that uniquely resonate with providers, payers, patients, and key influencers.
• Integrate market access considerations into your clinical trial strategy.
• Prioritize indications that support premium pricing at the time of launch.
• Engage payers early in the development and commercialization processes.
• Develop a detailed understanding of the patient journey.
• Understand how integrated pricing, contracting, and distribution strategies can be leveraged as part of your overall commercial approach.

Payer dynamics are becoming increasingly complex and unforgiving. Consideration of market access issues starting at the earliest stages of clinical development is critical for commercial success. To build out these areas and accelerate market adoption, reach out to us at info@a3ccess.com.