Market Access

Providing Access To Your Product

Do you want to excel at launch?

Did you know that less than 10% of all pharmaceutical product launches excel and reach their envisioned targets?

The development of new technologies in healthcare provision, like precision medicine or the focus on genetic therapy and orphan drug development, has imposed an immense pressure on healthcare budgets. As a result, cost-containment measures are increasingly under way in almost all markets, rising the bars for quality standards, and requiring ever-growing evidence on efficacy, safety and cost-saving effects of medicinal products, thus playing the ball back to the pharmaceutical industry.

On the other hand, patients and patient groups exert increasing influence on the timely delivery of innovative healthcare solutions and their access to them.

Manufacturers need to understand these dynamics and be well prepared when launching their product. An effective market access strategy therefore has to focus on:

An outstanding launch strategy preparation, starting even years before placing a product on the market, is paramount in order to manage the demanding stakeholder requirements and to ensure patient access to your product.

Take advantage of our years-long experience in product launches, in order to excel at your product launch.

Prelaunch / launch / postlaunch

As launch engagement has transitioned from focusing on pure product characteristics to more patient-centric and economic outcomes, manufacturers need to broaden their value proposition and engagement further and invest in:

the understanding of local health systems, their gaps, care pathways, payer priorities, and adopt launch preparations accordingly
facilitating care pathways by simplifying patient journeys and funneling patients
partnering with health authorities and associations in order to get insights into patient care pathways, standard of care, and unmet medical needs
refining the product strategy by shaping the value story, by facilitating early access, by designing patient support programs (PSP) and by the right positioning, while undertaking risk assessments in the form of scenario-creation and wargaming
refining the communication strategy across key stakeholders, and educating them about the value of your innovation
developing an integrated evidence-generation strategy to provide continuous and highly relevant data.

Launch sequence planning

We partner with global, regional and local teams to stimulate outstanding launch plans, in order to achieve excellent launches.

As markets are interconnected and as they keep converting by constantly changing the regulatory, pricing and reimbursement environment, manufacturers need to assess the situation with care when choosing the first-to-launch markets.

A wrong launch-sequence decision may ultimately result in a financial disaster when preset objectives are far from being achieved.

At Squares we continuously monitor the global, regional and local market access relevant situation.

We are therefore happy to offer our expertise to facilitate a sound, safe and foremost excellent launch-sequence plan for your product.

Value demonstration & Toolkit

With cost-containment measures being implemented by healthcare decision makers in Europe and around the globe, it has never been more important to demonstrate the value of your product.

The right Value Demonstration Strategy will ensure that the requirements from key stakeholders are met. We can support you with the following tools:

Payer Value Proposition (PVP)
Global Value Dossier (GVD)
Objection handlers
Slides and presentations.

Pricing & Reimbursement strategy

Go-to-market strategies rely heavily on a successful market access, product pricing and reimbursement. Any obstacle in one of these three areas could compromise access to critical target populations, or in countries with single-payer systems, to entire markets.

When it comes to pharmaceutical pricing strategies, and even though international price referencing is used across many nations as a price control measure, pressure has been exerted on manufacturers to integrate innovative pricing models, like Volume-based discounts, indication-specific pricing, mortgage models, Netflix-models and pay-for-performance schemes, into their product value proposition.

The scale of reimbursement, which rarely reaches 100% of the agreed price, is often subject to negotiation with HTA-bodies. We can help you plan and implement:

Pricing strategy
International Reference Pricing Analysis
Reimbursement strategy development
Pricing & reimbursement and HTA dossier submission
Innovative pricing model development
Innovative contracting.

Global Value Dossier and Value Proposition

Across markets, key stakeholders have a different perception of value and often require specific evidence generation to influence their decision.

The art of creating a successful value proposition lies in a compelling and flexible story, which flows into a Global Value Dossier (GVD).

The GVD helps establish the product value proposition with stakeholders who decide upon product access, reimbursement and funding.

Landscape and situation analysis

It is essential to understand the environment in which we operate. This is true for manufacturers, who aim to identify market access opportunities or potential barriers, as it is for payers, government officials and HTA-bodies alike, who wish to understand current treatment developments and future trends.

At Squares we can provide insight into the following areas of interest:

Disease market
Market economy
Technology implementation and evolution
Competition
Current R&D trends and pipelines
Supplier market
Regulatory environments
Political environments
Pricing, reimbursement and HTA landscape.