Three Successful Late-Stage Lifecycle Management Tactics

Ryan McGuire, lifecycle management tactics expert
By Ryan McGuire,
Research Team Leader

When a drug first hits the market, lifecycle management (LCM) teams have a host of weapons in their arsenal to increase market share.  As that same drug approaches patent expiry, the choices become more limited. But all hope is not lost! Here are three late-stage pharma lifecycle management tactics highlighted in our new report with a track-record of success:

  • Pediatric exclusivity
  • Strategic pricing
  • Medical publications

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Product Pricing in Emerging Markets

In today’s global market, life science companies worldwide face challenges such as increased austerity measures, unfamiliar emerging markets payers and governments, greater emphasis on health economics and regulatory reforms.

To address these challenges, many companies are turning to integrated teams that include health economics, comparative effectiveness research and market access alongside pricing functions.  The added focus to develop a presence in emerging markets creates new pricing challenges, especially when facing an unfamiliar market with unique regulatory and access issues. Continue reading


Pricing Troubles in India: Compulsory Licensing on the Subcontinent

Fresh news out of India this week is likely to add to pharmaceutical companies’ concerns about pricing and sales in emerging markets.  Despite indications in February that compulsory licensing may be coming to an end, on March 18, BDR Pharmaceuticals applied for a compulsory license on dasatinib, an oncology product sold by Bristol-Myers Squibb.  If granted, the compulsory license would severely undermine BMS’s sales in India by allowing BDR to sell a generic product for much lower prices. Continue reading


Global Pressures = Pricing Challenges

Over the past few years, political, social and economic upheavals worldwide have thrust change on the life sciences landscape — and forced pricing teams to work overtime.  Today, these teams must deal with a series of events and trends that each have some effect on business operations, like increased focus on comparative effectiveness and the implementation of the US health reform. Continue reading


I want THAT price: Understanding the Rationale Behind International Price Referencing

Growing up, siblings have an unspoken rule that  if one received something or was allowed to do something that another wasn’t, instantly, life became “unfair” for the other party.  The smaller the age differential between the siblings, the more unfair the perceived slight.  Ultimately, any attempt toward corrective actions was conceived in “the name of fairness.”  The same rules apply to pharma, especially with respect to global market access considerations.  The difference is that companies are looking beyond markets of similar size and structure.  Continue reading


If Pricing Goes Wrong, the Whole Launch Goes Wrong

As the year comes to a close, Cutting Edge Information is taking a look at the best and worst brand launches in the US over the past year. The line between a massively successful launch and a potentially disastrous one is razor thin. With that a mind, we’ve put together a few recommendations for brand managers to stay on the right side of that line. Continue reading


HEOR Valuable from Lab to Launch

In this harsh reimbursement environment, payers are looking beyond a drug’s efficacy and to its cost-effectiveness when approving drugs for their formularies.  To adapt to new payer demands, pharma companies are incorporating health economics and outcomes research (HEOR) early in clinical development, gathering valuable data they use when submitting their products for reimbursement.  Right now, payers are in the driver’s seat when it comes to reimbursement discussions.  Pharma companies must consider both the medical and economic value of drugs as early as possible during development to present a convincing case—which is where HEOR teams come in. Continue reading


Understand Payer Groups’ Needs to Secure Reimbursement

Before US managed markets teams approach payers, they need to understand the different payer groups. All groups — Medicare and Medicaid, insurance companies, specialty pharmacies, hospitals, etc. — share the same fundamental function: to sift through the many treatment options for their clients and decide which ones to approve. However, each payer group must factor in different considerations. Continue reading


Health Outcomes Liaisons Are an Important Communication Channel with Payers

As payer relationships become more important than ever, many companies are working hard to build and support teams that can communicate pharmacoeconomic benefits to payers. The members on these teams, often called outcomes liaisons or health outcomes liaisons (HOLs), meet with payers and provide detailed information on how products will help patients and how they will affect the budget of managed care organizations. Notably, many budget effects are positive. A product that can decrease the number of side effects, for instance, or reduce the number of days a patient is in the hospital, will likely save far more than it costs. Continue reading


Will European Price Control Pressures Affect U.S. Pharmaceutical Pricing?


By Jeremy Spivey,
Senior Research Analyst

Various European Union countries have put an array of price control tools in place in recent years. For instance, one of the earliest and highest profile is the United Kingdom’s National Institute for Health and Clinical Excellence (NICE). The agency has sought to dampen prices and drug marketing efforts since 1999. But now that much of Europe is facing strong financial undercurrents, even formerly strong payers are tightening their belts considerably. Germany’s new AMNOG legislation is particularly onerous, as it has turned pricing in that country on its head. Amidst this change, the United States has become an ever more critical market for existing and new drug treatments. But how long will the United States remain such a promising market? Continue reading