Challenging post-launch market access is one of the biggest contributors to missed forecasts in recent pharmaceutical launches.

Manufacturers launching new therapies are grappling with a variety of strategic choices under the market access umbrella. They’re dealing with optimization of initial coverage, rebate strategy, and affordability programs to mitigate patient out-of-pocket costs. They are also contending with reduction of utilization management burden on providers and patients.

The Triangle Insights Market Access Accelerator

Triangle Insights Group has an answer to the confusion that manufacturers are feeling. 

Through our Market Access Accelerator, manufacturers can proactively evaluate access strategies and craft data-driven solutions ahead of launch. This approach helps them account for the increasing complexity of market access dynamics. It also accelerates value by informing gross-to-net preservation while also optimizing quality of access. 

More specifically, the Market Access Accelerator enables manufacturers to leverage deep access insights to better understand drivers of payer coverage and policy decision-making. This process generates optimized quality of access insights to inform launch planning and avoiding year one missed expectations. 

Case Study: A Novel Oncology Therapeutic Launch

As a recent case study, our team leveraged the Market Access Accelerator to inform the launch of a novel oncology therapeutic. The client team was seeking to inform launch strategy and KPIs, and evaluate resourcing for rebates, relative to other access spend (e.g., patient affordability). 

The team selected relevant analogs to evaluate payer decision-making and quality of access. Components of the analog evaluation included key strategies and market positioning that may impact payer decision-making. 

The specific components included:

• Analog evidence package in the context of the market landscape and current standard of care. 
• Analog pricing strategy (list, net) relative to competitors. 
• Relevant coding.
• Distribution and care setting dynamics. 
• Patient services offerings (e.g., affordability support). 
• Policy considerations. 

The team then evaluated payer behaviors (by plan and account) and other commercial outcomes to understand how strategies and tactics influenced coverage, quality of access, and overall commercial performance.

Ultimately, the impact of strategic market access choices was evaluated on time to access and quality of access to inform the appropriate investment by account type (rebates), as well as potential considerations for meaningful launch KPIs. 

The client was able to inform launch planning at the account level, avoid overspend without ROI, and optimize launch strategy and commercial expectations in year-one. 

Looking to Launch?

If your organization is developing an asset and looking to optimize your market access strategy, reach out to Triangle Insights Group to avoid the common launch pitfalls. 

Contact us to explore the utility of the Market Access Accelerator and how we can strengthen your market access commercialization strategy.