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The 8 Market Access Performance Metrics You Should Be Tracking

Here Are 8 Essential KPIs Your Market Access Teams Should Be Looking At

The route to market for any given drug is rarely a straight line. There are many obstacles to overcome and expectations are high. You need to achieve the best price and broadest possible access in the shortest possible time across the greatest number of markets, all the while communicating value to payers.

There is much to do leading up to dossier submission, including getting your evidence strategy right, developing CE/BI models, payer value story, P&R strategy, and much more – work that starts years before launch.  

So it’s no surprise that some areas of market access don’t get the attention they deserve. In fact, the whole area of market access performance isn’t on the radar for 90% of market access teams. By ‘market access performance’, we mean tracking a number of key metrics to achieve the following:

  • Deliver critical insights to help track as well as shape your launch strategy.
  • Demonstrate performance of the access function in numbers.
  • Learn from past mistakes and be better prepared for future launches.
  • Make the access function more successful and improve the chances of achieving your P&R goals.

Where Market Access KPIs Fit In

You’re a global market access director and are responsible for the P&R strategy for your drug. You’re launching next year and you’ve done everything you can to dot the i’s and cross the t’s. You’re feeling nervous, but confident in the strategy you’ve put in place. Now the regulatory approvals come in thick and fast and the race is on to get your product through submission, contract negotiation and into reimbursement lists at a price that’s in line with your strategy.

But how do you know if you’ve done a good job? How well did you actually perform on your objectives? This is where KPIs (Key Performance Indicators) come in.

By not implementing KPIs you’re missing out on valuable insights that could help you understand how well you’re performing on key access metrics. You’re also losing an opportunity to further refine your strategy throughout the launch phase.

Thankfully, it is easier to track performance than you might think. In fact, you don’t need to put in any extra time or effort to track KPIs. There are tools out there to help.

But first, you need to know what to track. You might be monitoring some of them already. But it’s unlikely you’re tracking all of them.

The 8 KPIs You Should Track
 

These 8 KPIs aren’t something we dreamt up one afternoon. They are the result of a long journey, following many years of helping top brands track performance and conducting hundreds of interviews across global and country teams.

Including these KPIs for your own products will give you a more complete picture of how well your launch is going and enable you to make improvements for the future.

We split the 8 KPIs into three groups addressing the most common P&R objectives. They are: Speed-of-access, Breadth-of-access and Price Performance. The diagram below provides a visual summary:

To access the full guide, fill the form below and you will receive it by email.

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GETTING MORE OUT OF YOUR ANALOGUE ASSESSMENTS WITH NURO

GETTING MORE OUT OF YOUR ANALOGUE ASSESSMENTS WITH NURO

‘What pricing opportunities do I have when launching in a highly genericised landscape?’

‘What does differentiation look like in a crowded market place?’

‘If my clinical comparator is off label, how do I support a trial design that is acceptable to payers?’

These can be difficult questions to tackle. Often, the first place to look for answers are analogues, i.e. what other products faced a similar situation and what can we learn from them? Finding good analogues (or even no analogues!) can go a long way in better informing your market access strategy and in developing stronger business cases internally.

Below, I’ve put together some considerations and best practices we apply ourselves while conducting analogue assessments.

Create a robust set of matching criteria

Before embarking on any assessment the first step is to make a thorough list of criteria that characterise your situation. Defining criteria by ‘product/disease characteristics’ and ‘launch environment’ can often be a good place to start.

Define product/disease characteristics

Define the launch environment

The list above is not comprehensive

You may choose to apply a very broad matching criteria (e.g. products with orphan designation regardless of therapy area) or be very specific (e.g. products that are small molecule, oncology, oral-only, launched in at least two indications simultaneously, having used active comparators in pivotal trials)

Either way, this sets up the basis of your analogue search. The next step is to apply this criteria to a reference data set. To make the best business case for your assessment, use either the EMA or FDA drug databases (or both) as your starting point.

Be comprehensive and systematic in applying the criteria

It’s important to take a comprehensive approach (e.g. start with all EMA or FDA approved products) to avoid cherry-picking only those analogues you are already aware of. It’s equally important to be systematic in applying the matching criteria to ensure repeatability of the exercise and build defendable business cases.

In taking this approach, what you normally get is a ‘funnel’ that starts with a very large dataset and ends with a manageable shortlist of analogues for you to deep-dive into. For instance, let’s imagine you’re looking for examples of non-orphan biologic products in selected therapy areas that achieved an ASMR III or higher having submitted only placebo controlled pivotal studies. Your analogue selection funnel might look something like this:

Be aware of the limitations: think directional insights

It’s tempting to look to analogues to answer all your questions. More often than not they’re there to shine light on some, often critical, aspects and to reduce that cloud of uncertainty surrounding your business objectives. After all, you’re bringing a new product to market with characteristics that are unique to it. But despite their limitations, analogues can be a source of great insights that support a better understanding of your product’s price and access opportunities. The exercise also gives you valuable arguments in situations such as when leadership expects a price you know will be difficult to achieve or perhaps in convincing the clinical team about the importance of ‘hard endpoints’ in payer negotiations.

Having done several projects where finding analogues have generated critical insights, we recently launched a digital solution called Nuro that helps identify analogues for your products rapidly. The hypothetical funnel I created above, for instance, can be built and relevant analogues identified in a matter of minutes using Nuro.

About the author

Ahmed Edathodu
Founding Director at Access Infinity

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Project Manager

About us

Access Infinity is a boutique Pricing and Market Access consultancy based in London, with an office in Hyderabad, India and partners in the US. We have two business verticals:

  • Consulting – delivering exceptional consultancy projects to the leading companies in Pharma
  • Digital Tools – paving the way for innovative digital tools through cloud-based apps that enable our clients to strategically track the launch of new drugs

The role

We are seeking mid-level Project Manager to join our fast-growing Digital Solutions team, to handle multiple internal and client projects. You will be working across our portfolio of digital tools;

• Global Market Access KPI tracker that enables monitoring and dashboarding of key reimbursement metrics at global, regional and country level

• A project management solution enabling teams to track real world evidence projects and timelines

• A data platform that enables users to analyse analogues and carry out competitive benchmarking out of the box

Responsibilities

  • Responsible for on-time, on-budget project delivery – in line with internal KPIs and targets
  • Work with stakeholders and external partners for accurate scoping of projects
  • Work with Business Analysts, UX Designers and Product Owners to create and maintain project documentation
  • Work closely with stakeholders and Program Manager to prioritize projects, schedule and orchestrate projects
  • Work closely with Program Manager to effectively plan and manage engineering resources
  • Proactively manage tasks and resources, in line with project scope and delivery schedule
  • Support the definition, implementation and governance of delivery processes
  • Implement innovative ways of working throughout the project lifecycle
  • Experience of Set-up, planning and scheduling projects within Jira or Azure DevOps
  • Drive client communications around project status and performance
  • Status Reports, Project health (time and money) reports and end of project wrap up reports
  • Work closely with team to analyse technical issues and facilitate team to come up with solutions

Competencies:

  • Overall 6-10 years of experience with Project Management experience of 3-5 years
  • Project Management experience on .Net platform or Java platform – hands-on experience must
  • Fair knowledge of MS SQL Server or other RDBMS platform – hands-on experience must
  • Good knowledge of waterfall SDLC processes and related documentation
  • Working knowledge of Agile processes and ceremonies – Agile experience is a plus
  • Excellent Oral and Written English communication skills
  • PMP, Prince II (or equivalent) or CSM qualification is desirable
  • Quality assurance testing understanding / experience is an advantage
  • Experience working on creation / maintenance of a software product is an advantage
  • Experience of creating functional and technical specifications with the UX and development teams
  • Must be a team player willing to get hands dirty

To apply, please send your CV and cover letter detailing relevant experience to [email protected]

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Analyst/Senior Analyst (Pricing & Reimbursement)

What we can offer:

A leadership team with more than half a century of the highest-level pricing and market access experience means that Access Infinity is a great place to develop your skills in the field as part of our innovative and growing team.

  • We have a strong training and development programme with 20+ learning modules to give you the best start to your global market access career. These include subject matter training in market access and pricing as well as transferable skills such as project management and presentation writing
  • You will learn the best practices in project management from true leaders in the industry, in a friendly and fun environment
  • Support will always be available from the senior team in an accessible, flat company structure
  • Development opportunities and performance/promotion reviews to accelerate your development
  • We believe in rewarding high performance and offer a generous compensation package

About you:

We seek experienced candidates having a thorough insights in global pharma pricing, reimbursement, and cost of therapy to fill this position. An understanding of market regulation for pharmaceuticals, indication-based reimbursement, health technology assessment process in major markets is an advantage.

What we are looking for:

Key Responsibilities

  • Collect and track pharma pricing data from databases around the world.
  • Collect and track changes in the market regulation for pharmaceuticals across various markets around the world.
  • Secure access to sources and look for alternative sources for pricing & reimbursement.
  • Data gathering via primary and secondary research and data analysis in support of client projects.
  • Timely data update, data collection process optimization & process automation.
  • Pricing & Reimbursement reports, including data pulling, standardization & calculations
  • Updating, pricing & reimbursement information required to keep update and maintenance of NURO tool
  • Performing COT (cost of treatment) calculations based on secondary research and robust assumptions.

Competencies:

  • 2-4 years’ experience in pricing and market access domain (global pharma pricing & reimbursement)
  • Payer Management Expertise (Pricing) – Understands specific price setting mechanisms in key markets. Demonstrates knowledge of drivers for price and access for payer stakeholders.
  • Pricing & Contracting (Pricing) – Employs specific tools (pricing and contracting, price optimization models, etc.) to generate and analyze pricing and reimbursement insight.
  • Good level of understanding in MS Excel, knowledge of Excel VBA programming will be a value addition.
  • Detailed oriented, rapid response kind of attitude.
  • Excellent in stakeholder communication with strong inter-personal skills
  • A positive attitude, multi-tasking ability and taking ownership of assigned tasks
  • Education (minimum): Undergraduate degree in a relevant scientific discipline plus graduate degree (Masters)

Please email your CV and cover letter along to [email protected] with the Role you are applying for as the subject

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Associate consultant – APAC Pricing & Market Access

What we can offer:

A leadership team with more than half a century of the highest-level pricing and market access experience means that Access Infinity is a great place to develop your skills in the field as part of our innovative and growing team.

  • We have a strong training and development programme with 20+ learning modules to give you the best start to your global market access career. These include subject matter training in market access and pricing as well as transferable skills such as project management and presentation writing
  • You will learn the best practices in project management from true leaders in the industry, in a friendly and fun environment
  • Support will always be available from the senior team in an accessible, flat company structure
  • Development opportunities and performance/promotion reviews to accelerate your development
  • We believe in rewarding high performance and offer a generous compensation package

About you:

Associate Consultant is responsible for organising and analysing our data sets to develop insights that can be transformed into client facing deliverables under the supervision of a Pricing & Market Access Lead. Associate Consultants need to be comfortable with large sets of data and ensure deliverables are always on time and meet the high standards expected by our clients.

What we are looking for:

Key Responsibilities:

  • Work closely within a multidisciplinary team and the project lead, ensuring a consistently high quality of research and reporting.
  • Support all stages of project work for strategic and operational pricing, market access due diligence and price & revenue analytics.
  • Support the creation of client-ready reports, presentations, and other client deliverables withing the platform space.
  • Conduct secondary research and work independently to assure correct and relevant information and analysis are provided.
  • Manages data collection, processing, quality assurance and client delivery.
  • Liaise with clients regarding data and technical queries and support services independently.
  • Performing qualitative (scientific, clinical, commercial) and quantitative analyses
  • Organise and analyse data sets to develop insights that can be transformed into client facing deliverables.

Competencies:

  • Understanding of different healthcare settings and pricing and reimbursement of medicines in major EU markets, US and Japan
  • Comfortable working with large volumes of technical pricing and market access data, performing analysis to generate insight and identifying anomalies.
  • Able to manipulate data in Excel and produce engaging Word and PowerPoint documents
  • Any other knowledge of biopharma pricing, reimbursement, and commercialisation a plus
  • Must have around 2-year relevant experience in global market access consulting
  • Excellent IT skills e.g., Word, PowerPoint, Excel, and web-based applications
  • Excellent time management and organizational skills
  • Able to manage multiple tasks simultaneously
  • An understanding of pharmaceutical pricing and reimbursement systems in target geography
  • Education (minimum): Undergraduate degree in a relevant scientific discipline plus graduate degree (Masters) in relevant discipline (including health economics, epidemiology, health services research, public health, or business management)
  • Demonstrated knowledge of pricing and reimbursement content, issues, and methodologies
  • Demonstrated excellence in clarity and completeness in oral, written and presentation and communication skills

Please email your CV and cover letter along to [email protected] with the Role you are applying for as the subject

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Java Fullstack Web Developer

What we can offer:

A leadership team with more than half a century of the highest-level pricing and Market Access experience means that Access Infinity is a great place to develop your skills in the field as part of our innovative and growing team.

  • We have a strong training and development programme with 20+ learning modules to give you the best start to your global market access career. These include subject matter training in market access and pricing as well as transferable skills such as project management and presentation writing
  • You will learn the best practices in project management from true leaders in the industry, in a friendly and fun environment
  • Support will always be available from the senior team in an accessible, flat company structure
  • Development opportunities and performance/promotion reviews to accelerate your development
  • We believe in rewarding high performance and offer a generous compensation package

About you:

We seek experienced Java Fullstack developers to join our fast-growing Digital Solutions team to work on new feature development, enhancements and bug-fixes for our suite of digital products that support Market Access teams for our Pharma customers. We are looking for people who have a proactive, solution-oriented approach, are great at managing their time and strong communicators.

What we are looking for:

Key Responsibilities:

  • Design, develop, and maintain both new and existing code, ranging from server-side code using Java, Spring boot, Hibernate and client-side development using Angular 9+, HTML5, CSS3 and Bootstrap4
  • Convert approved UI/UX design wireframes into functioning code (UI, Services and DB Layers)
  • Able to write and optimize SQL queries and stored procedures for large datasets
  • Continuous Integration with Azure Devops/Jenkins.
  • Strong technical analysis and debugging skills.
  • Keep up-to-date on best practices and new technologies.
  • Building reusable/extensible code for future use.
  • Optimizing web pages for maximum speed and scalability.
  • Have experience with Agile development methodology

Technical Skillset:

  • Java, Spring boot, Hibernate
  • Angular, JavaScript, jQuery, TypeScript, HTML, CSS, D3.js or similar Charting library
  • PostgreSQL, MS SQL Server
  • SQL, T-SQL, Stored procedures

Qualifications:

  • 3-5 years’ experience as a Full-stack web developer using Java and Angular
  • Experience in developing and consuming backend Restful services.
  • Proficiency in Jasmine/Karma/Junit and test-driven development.
  • Experience developing web applications using Agile (Scrum) SDLC.
  • Superb communication and inter-personal skills.
  • Strong documentation skills required

Please email your CV and cover letter along to [email protected] with the Role you are applying for as the subject

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Join us

.NET Fullstack Web Developer

What we can offer:

A leadership team with more than half a century of the highest-level pricing and Market Access experience means that Access Infinity is a great place to develop your skills in the field as part of our innovative and growing team.

  • We have a strong training and development programme with 20+ learning modules to give you the best start to your global market access career. These include subject matter training in market access and pricing as well as transferable skills such as project management and presentation writing
  • You will learn the best practices in project management from true leaders in the industry, in a friendly and fun environment
  • Support will always be available from the senior team in an accessible, flat company structure
  • Development opportunities and performance/promotion reviews to accelerate your development
  • We believe in rewarding high performance and offer a generous compensation package

About you:

We seek experienced .NET Fullstack developers to join our fast-growing Digital Solutions team to work on new feature development, enhancements and bug-fixes for our suite of digital products that support Market Access teams for our Pharma customers. We are looking for people who have a proactive, solution-oriented approach, are great at managing their time and strong communicators.

What we are looking for:

Key Responsibilities:

  • Design, develop, and maintain both new and existing code, ranging from server-side code using .NET, C# and WebAPI and client-side development using Angular 9+, HTML5, CSS3 and Bootstrap4
  • Convert approved UI/UX design wireframes into functioning code (UI, Services and DB Layers)
  • Able to write and optimize SQL queries and stored procedures for large datasets
  • Continuous Integration with Azure Devops/Jenkins.
  • Strong technical analysis and debugging skills.
  • Keep up-to-date on best practices and new technologies.
  • Building reusable/extensible code for future use.
  • Optimizing web pages for maximum speed and scalability.
  • Have experience with Agile development methodology

Technical Skillset:

  • .NET core, C#, ADO.NET, MVC, WebAPI
  • Angular, Bootstrap, JavaScript, jQuery, TypeScript, HTML, CSS, D3.js or similar Charting library
  • PostgreSQL, MS SQL Server
  • SQL, T-SQL, Stored procedures

Qualifications:

  • 3-5 years’ experience as a Full-stack web developer using .NET and Angular
  • Experience in developing and consuming backend Restful services.
  • Proficiency in Jasmine/Karma/Nunit and test-driven development.
  • Experience developing web applications using Agile (Scrum) SDLC.
  • Superb communication and inter-personal skills.
  • Strong documentation skills required

Please email your CV and cover letter along to [email protected] with the Role you are applying for as the subject

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Join us

Senior Business/System Analyst

What we can offer:

A leadership team with more than half a century of the highest-level pricing and market access experience means that Access Infinity is a great place to develop your skills in the field as part of our innovative and growing team.

  • We have a strong training and development programme with 20+ learning modules to give you the best start to your global market access career. These include subject matter training in market access and pricing as well as transferable skills such as project management and presentation writing
  • You will learn the best practices in project management from true leaders in the industry, in a friendly and fun environment
  • Support will always be available from the senior team in an accessible, flat company structure
  • Development opportunities and performance/promotion reviews to accelerate your development
  • We believe in rewarding high performance and offer a generous compensation package

About you:

We seek an experienced Business Analyst to join our fast-growing Digital Solutions team to work across our portfolio of digital products that support Market Access teams for our Pharma customers. We are looking for people who have a proactive, solution-oriented approach, are great at managing their time and strong communicators.

What we are looking for:

Key Responsibilities

  • Elicit and document requirements from customer and internal SMEs
  • Work closely with all stakeholders in prioritization of requirements and project scoping
  • Create and manage user stories in Azure DevOps tool
  • Act as the business SME to the development team during the product development and testing process
  • Be able to assist with business development activities, conduct competitor research, create proposals and SOWs
  • Implement effective ways of working throughout the project lifecycle
  • Drive client communications around project status and performance
  • Assist in related project management activities

Competencies:

  • 3-4 years’ experience as a Business Analyst
  • Good to have Pharma industry experience
  • Excellent in stakeholder communication with strong inter-personal skills
  • Understanding and practical experience of both waterfall and agile methodologies
  • Experience creating requisite project documentation in the form of BRD, FSD, Functional/Data flows, UX sketching, Acceptance criteria, etc
  • Well versed with MS Word, Excel, Powerpoint, Visio, Azure DevOps/Jira
  • A high level understanding of technology e.g. Cloud, Web, Database, Analytics, Security etc.
  • A positive attitude, multi-tasking ability and taking ownership of assigned tasks

Please email your CV and cover letter along to [email protected] with the Role you are applying for as the subject

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Angular Senior Developer

What we can offer:

A leadership team with more than half a century of the highest-level pricing and Market Access experience means that Access Infinity is a great place to develop your skills in the field as part of our innovative and growing team.

  • We have a strong training and development programme with 20+ learning modules to give you the best start to your global market access career. These include subject matter training in market access and pricing as well as transferable skills such as project management and presentation writing
  • You will learn the best practices in project management from true leaders in the industry, in a friendly and fun environment
  • Support will always be available from the senior team in an accessible, flat company structure
  • Development opportunities and performance/promotion reviews to accelerate your development
  • We believe in rewarding high performance and offer a generous compensation package

About you:

We seek experienced Angular developers to join our fast-growing Digital Solutions team to work on new feature development, enhancements and bug-fixes for our suite of digital products that support Market Access teams for our Pharma customers. We are looking for people who have a proactive, solution-oriented approach, are great at managing their time and strong communicators.

What we are looking for:

Key Responsibilities:

  • Design, develop, and maintain both new and existing code, using Angular 9+, TypeScript, JavaScript, HTML5, and CSS3, Bootstrap4
  • Translate UI/UX design into functioning front-end code using HTML, CSS and Angular
  • Be able to develop and integrate visualization/charting components built using D3.js
  • Experience with integrating with RESTful web-services and APIs
  • Experience with building web-services with .NET / Node.js is a plus
  • Able to write SQL queries
  • Continuous Integration with Azure Devops/Jenkins.
  • Keep up-to-date on best practices and new technologies.
  • Building reusable/extensible code for future use.
  • Optimizing web pages for maximum speed and scalability.
  • Designing and developing user interfaces using Angular best practices.
  • Have an interest in, understanding of, or experience with Agile development methodology

Technical Skillset:

  • Angular 9+, Bootstrap, TypeScript
  • JavaScript, jQuery, HTML, CSS
  • D3.js or similar Charting library
  • Integrating with RESTful APIs and webservices
  • Experience with.NET/ Node.js is a big plus
  • Experience with PostgreSQL, MS SQL Server
  • Experience with SQL, T-SQL, Stored procedures

Qualifications:

  • 3-5 years’ experience as a Full-stack web developer using Angular and .NET/Node.js
  • Experience in developing and consuming backend Restful services.
  • Proficiency in Jasmine/Karma and test-driven development.
  • Experience with Agile and Waterfall methodologies.
  • Superb communication and inter-personal skills.
  • Strong documentation skills required.

Please email your CV and cover letter along to [email protected] with the Role you are applying for as the subject

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Event

World EPA Congress 2022

See our Founding Director’s talk

“Showcasing the success of your brand through market access KPIs”

The Market Access function works incredibly hard to get the price & reimbursement strategy right for each brand. However, often struggles to measure its own successes and showcase them to the wider organisation.

Perhaps you are unsure about why it is important to measure Market Access KPIs, or maybe you don’t know which KPIs to measure?

Join Ahmed at the EPA congress where he will guide you through measuring Market Access successes easily and, more importantly, well.

Ahmed Edathodu

Ahmed Edathodu is a Founding Director at Access Infinity. Having worked in senior positions within market access in Big Pharma and strategy consulting companies, Ahmed co-founded Access Infinity and has been instrumental in developing its global pricing and reimbursement practice. Prior to starting Access Infinity, he worked at Janssen Pharmaceuticals (Johnson and Johnson’s Pharmaceutical arm) where he supported the EMEA team in launching Rezolsta as well as and market access strategy planning for Janssen’s full HIV portfolio.

In consulting, Ahmed has worked extensively in developing market access strategies for over 100 products in 12+ years covering all major geographies and with a focus on European and APAC markets. He also leads the product thinking behind AI’s digital products NURO and Access Hub. Ahmed holds an MPhil in Bioscience Enterprise from the University of Cambridge and an MSc in Biochemical Engineering.

  

Let’s meet in person

The World EPA Congress 2022 is a great opportunity to share ideas. Block some time for a product demo or chat with our P&MA experts. We look forward to seeing you in Amsterdam.

Meet us at Booth 20.

About Access Infinity

Access Infinity is the world leader of digital transformation in the Pharma Industry. We are a trusted provider of digital platforms and consulting services to leading pharma companies

Our products and services

Consulting

The critical support you need to develop a successful value assessment and launch strategy.

Digital products

Our cloud-based apps for rapid business intelligence, KPI tracking, access and evidence planning.

We look forward to meeting you

The World EPA Congress 2022 is a great opportunity to share ideas. Block some time for a product demo or chat with our P&MA experts. We look forward to seeing you in Amsterdam.