News and Insights

Selling to Complex, Evolving Customers

Covid-19 Accelerates the Need for a New Commercial Model

As leadership focuses on the trauma of Covid-19 across healthcare delivery and the challenges it presents, it is easy to forget that the traditional commercial model was under serious stress before the pandemic. Consolidation across delivery, changes in product decision-making, and growing limitations on access were making that model increasingly…

Design Principles for Value-Based Solutions

Hospitals and healthcare delivery systems are facing significant pressure to improve quality, reduce costs, and increase revenues.  As a result, they are putting pressure on medical device manufacturers for lower prices and better outcomes.  In addition, they’re introducing other restrictions – like reducing the number of suppliers, limiting physician access,…

What Population Health Means for Manufacturers

It’s no secret that the healthcare industry is under growing pressure to reduce the cost of care while improving quality. Linkage of payment for healthcare to the cost and quality delivered is the idea behind value-based payment frameworks, and is the driving force behind today’s rapidly changing healthcare landscape. Such…

Barriers to Realizing Biosimilars’ Potential

PM360

For quite some time, providers, public and private payers, policy-makers, pharmacy benefit managers and patients have hoped the arrival of biosimilars would usher in a new era of competitive drug prices. However, as the U.S. market prepares to welcome its second biosimilar, Celltrion’s Inflectra, the future of biosimilars in this…