Your Challenges

Value-based Innovation

Strategic decisions

To benefit from the move to value-based health care, organizations need to adjust their value propositions and forge powerful partnerships:

UNDERSTAND WHAT DRIVES VALUE AND BEHAVIOR FOR KEY STAKEHOLDERS

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Why is action needed?

  • Within disrupting health care systems, an in-depth understanding of what value means from the perspectives of a broadening spectrum of stakeholders is driving commercial success
  • Increasingly, there will be financial incentives for HCP’s to collaborate within integrated delivery networks, contain costs while meeting performance standards based on quality of care
  • Informing early-stage development decision making is crucial for shaping solutions that contribute to more effective and efficient health care

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What will be value to the patients, providers, and payers in 5-10 years?

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How we can help

  • Explore what value will look like for stakeholders in, for example, 5-10 years from now and how it will be rewarded
  • Provide a comprehensive framework to map patient journeys, and highlight stakeholders’ aspirations, wants, unmet needs
  • Leverage qualitative and quantitative insights and identify the most attractive market opportunities, levers to activate, and behaviors to drive

PRIORITIZE TARGET MARKET OPPORTUNITIES

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Why is action needed?

  • Regardless of the products or services your company may envision offering, figuring out the target segments for which differential value relative to competitors can be provided has a vital role to play in securing long-term success
  • To benefit from the move to value-based health care, organizations need to revisit the way markets are defined and segmented in light of a better understanding of root causes of diseases, evolving expectations of customers, technology enablers and shifting basis for competition

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What sets of customers should you invest in?

 

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How we can help

  • Research the characteristics and needs of the specific patient groups for whom differential individual and economic outcomes can be delivered
  • Explore potential areas for adding value at each step in the patient journey (e.g. precision diagnosis, therapeutic decision-support algorithm, monitoring…)
  • Align cross-functional teams on a strategic segmentation frame, the attractiveness and the priorities of target segments
  • Anticipate the assets, capabilities and ecosystem that are required to create and implement offerings that match the needs in the market

DEVELOP VALUE BASED SOLUTIONS

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Why is action needed?

  • Most influential pharma customers demand for holistic solutions that deliver the best outcomes at sustainable costs
  • Harnessing technologies such as advanced imaging, molecular diagnostics, artificial intelligence, internet of things, analytics, 3D printing and nanotechnology hold the potential to supplement the core product and deliver unique benefits to customers
  • Further improvement in collaboration between your R&D, Medical and Commercial organizations is critical to create market-driven frames of reference for product development to focus on value beyond the relative efficacy and safety benefits

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Can you offer outcomes, not just product?

 

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How we can help

  • Simulate the strategic fit of products in early stage of development and formulate a value-improvement strategy
  • Drive design of integrated solutions to facilitate the move to more effective, accessible and affordable patient-centered collaborative care
  • Facilitate an aspirational description of how the solution is delivering value to customers to guide a market-oriented definition of the “Target Product Profile” and how research and trials need to be shaped
  • Implement effective cross-functional working practice

CRAFT VALUE PROPOSITIONS THAT RESONATE WITH STAKEHOLDERS’ ESSENTIAL NEEDS

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Why is action needed?

  • Market access with optimal pricing and reimbursement is increasingly determined by the outcomes delivered by the solution to the patient and society overall
  • With growing focus on cost containment, payers are increasingly shifting financial risk on patients, physicians, health care providers and manufacturers
  • Healthcare purchase decision-making, now involving a broader set of stakeholders beyond clinicians, continues to consolidate, concentrating leverage among a smaller number of increasingly powerful buyers

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Can you demonstrate meaningful benefits to stakeholders?

 

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How we can help

  • Describe how value is delivered through value propositions backed by compelling evidence and tailored to the specific needs of the different customer types
  • Provide tools to enable in-depth value-focused conversations with health authorities, payers and providers
  • Explore outcomes-dependent risk sharing agreement with payers and providers
  • Develop monitoring mechanism to track the impact of market shaping activities on the perception of the solution

ESTABLISH PARTNERSHIPS TO DELIVER HEALTH OUTCOMES

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Why is action needed?

  • As health care systems are moving toward  value-based  pricing, pharmaceutical and device companies compensation will  be increasingly dependent on effective outcomes gained  from an optimal use of their technologies in real setting
  • Developing and implementing holistic solutions to deliver health outcomes will require forging true partnerships with other key stakeholders in the systems of care

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Can you orchestrate or facilitate the emergence of a disruptive health-care ecosystem?

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How we can help

  • Translate your strategy into collaboration requirements
  • Develop a framework for partnerships that generate value to the different parties (activity mapping, roles, interactions, value and risk bearing-based compensation mechanisms)
  • Forge true partnerships with the best stakeholders to co-develop holistic solutions that deliver superior health outcomes and support the propagation of innovation

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