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Formulary

Will price wars destroy the possibility of a Patient Sales Force & Patient-centricity?

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Summary: after a decade or more of having the Biopharma industry wrestle to embrace Patient-centricity, and with it the opportunity to create patient demand and loyalty for more expensive, branded treatments, a chasm is growing which could derail it all. As always, a true issue for marketers can often be the culmination of many discussions, news, interviews, charts and stats. This week an issue that has always been part of the negative dynamic between Biopharma manufacturers, Payers and patients has risen from what seemed like an endless family squabble to a seismic shift in reality that impacts everything we as marketers do — yet is out of our control. Price.  And if price is ALL that matters, then what a…

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3 Ingredients to create a Patient Sales Force

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This is such an important topic that I will provide three case studies in three separate posts. This one will focus on MS Atrium/Aubagio for MS. Summary: Once again, healthcare tidal forces come into play: The rise of consumerism with the commensurate shifting of cost burden and care to patients Doctor’s lack of time & potential lack of Rx control (only 39% left in private practice, the rest now part of the Master Hospital Network) The proliferation information on the Internet (Dr Google is rising and Apple Kit is here!) Those and several other trends create ingredients for the rising of the Patient Sales Force — those you empower to ask for treatment and get your Brand. Let’s review what…

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