How Pharma Can Sharpen its Focus on Value-Based Partnerships

Posted by Nitin Jain on Fri, Apr 19, 2019

Ganesh Vedarajan and Joe Stevens co-authored this blog post with Nitin Jain.

Eastman Kodak Co. was in its heyday just a few decades ago before making a fatal flaw: The film manufacturer failed to adapt its business model to the surrounding forces. The company was too focused on manufacturing to see that digital technology was advancing the camera industry by improving the “outcome” for consumers. Pharmaceutical manufacturers face a similar challenge today: The business model is focused on manufacturing drugs, but patients are asking for better outcomes.


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Putting Agile Launch Into Practice

Posted by Ben Hohn on Wed, Mar 27, 2019

Judith Kulich, Mike Kelly, Christina Corridon, Mary Ann Godwin and Kapila Viges co-wrote this blog post with Ben Hohn.

Most large pharma and biotechnology companies have historically relied on a singular "best practice model" for preparing for launch. Highly structured and rigid launch readiness models made sense in a world where similarities between launches were significant. As pipelines and portfolios have evolved dramatically—now reflecting launches in specialty, rare disease, combination therapies, personalized medicine, and follow-on indications instead of mass-market blockbusters—a rigid, one-size-fits-all model for launch excellence isn’t sufficiently relevant for each launch. A new launch excellence model that’s more agile, flexible and reflective of the varied launches that a company faces should be the goal.


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What It’ll Take to Follow in Gottlieb’s Footsteps: Protect, Innovate and Scale

Posted by Pratap Khedkar on Thu, Mar 21, 2019

Matt Furlow co-wrote this blog post with Pratap Khedkar.

Scott Gottlieb’s nearly two-year stint as commissioner of the FDA is coming to an end, and with the ink on his resignation letter barely dry, Norman Sharpless was appointed acting head. Gottlieb is a tough act for the former director of the National Cancer Institute to follow, even temporarily. Gottlieb brought welcome change to the agency and excelled across three ideal FDA leader focus areas—to protect, innovate and scale up—when historically, the agency’s focus had been heavily skewed to protect, was slow to innovate and was cautious to scale up.


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How to Survive in Pharma's Payer-Empowered World

Posted by Ed Schoonveld on Fri, Feb 15, 2019

This blog post was originally published on ZS's pricing and access blog, The Price of Global Health.

Until recently, commercial success for a prescription drug mainly involved getting the drug on payer formulary and creating pull-through with sales force efforts toward physicians. Success was defined as securing full, unrestricted access and building significant share through share of voice. The rapidly rising cost of healthcare, new emerging pharmaceutical technologies with breakthrough potential, public concerns over drug pricing, and a gradual shift from fee-for-service to value-based payment models are transforming the pharmaceutical market. Today’s market is much more complicated, as public and private payer management is more restrictive, medical communities are more willing to engage in value vs. cost trade-offs, and providers are taking a more holistic and integrated healthcare delivery focus.


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DNA-Based Data Is a Hot Commodity, and Pharma Is Buying

Posted by ZS Editors on Wed, Aug 01, 2018

As the pharmaceutical industry continues along the path to precision medicine, drug discovery efforts are just one aspect of the business that increasingly will be fueled by data. A flurry of deals, including GlaxoSmithKline’s $300-million, four-year investment in 23andMe, gives us a window into how pharma companies are forming partnerships and striking deals to tap into stores of data to identify new R&D targets and fill clinical trials.


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