In a highly dynamic and evolving global healthcare environment, demonstrating the value of your product is key to ensuring patient access and commercial success. We support Pharmaceutical and Medtech companies with their global market access and pricing strategies.
How we can help with market access strategy:
We address key business questions through a variety of research approaches to devise and implement a robust market access and pricing strategy for your product, maximising its commercial potential.
1) Understanding the global market landscape
To build a successful international market access strategy it is crucial to understand the global market landscape that the intervention is likely to face at launch and beyond.
Using both primary and desk research methodologies, we build a complete picture of the opportunities and challenges for a treatment in its key launch markets. To provide further insights and validation, we recommend conducting interviews with relevant payer and clinician stakeholders, making use of our extensive global network of experts.
We recommend market research, including landscape analysis, competitor analysis, price benchmarking, analogue assessment, opportunity assessment, stakeholder mapping, patient journey analysis and decision trend analysis. In this case study, we conducted a review of HTA decisions in key markets for a gene therapy to inform the market access strategy we recommended to our client.
The findings from such research can be used to inform market access and pricing strategy, evidence generation strategy, value proposition development, objection handler development and a range of other activities.
2) Market access, reimbursement and pricing strategy
Pre-launch strategy is key to the success of any drug, medical device or treatment. Each product will face different challenges and opportunities determined by the disease area, the current and future market and payer stakeholder landscape, competitor market access and pricing strategy, development costs, and its expected value to healthcare systems and patients.
We help leading Pharmaceutical and Medtech companies develop and implement strategies to ensure life-changing treatments reach patients across the world.
Ultimately, any strategy must work for payers and clinicians in the real world. Asking for their perspective is an essential step in ensuring that a market access strategy is fit-for-purpose. It is also a crucial step in identifying key areas of weakness for further research and objection handling. We collaborate with our extensive network of external payers and clinical experts across global markets, who are on hand to share their perspectives.
To discuss your strategy with our experts, get in touch using the form below.
3) Global value communication for market access
A clear global value narrative provides local market access teams with consistent, impactful, evidence-based messages that they can adapt to meet the specific needs of local markets, for example in payer negotiations or submissions to HTA agencies.
We work with global and regional market access teams in leading Pharmaceutical and Medtech companies to create, test and validate value stories that resonate with payers across Europe and Internationally.
Our approach is rigorously evidence-based and validated by our network of global payers and key opinion leaders (KOLs). Our resulting deliverables, reports and dossiers are engaging and accessible. These include:
Discover our expertise in global market access strategy, pricing and value communication.
To discuss your strategy with our experts, get in touch using the form below.
Typical questions addressed by our global market access and pricing consultants:
As a leading global market access consultancy, here are some of the questions we can address for your new drug, device, or treatment:
- What is the commercial potential of the product?
- How does the patient journey differ by patient segment, market or country? How will this change in the future, leading up to anticipated launch?
- What positioning strategy will maximise success?
- How can the product’s competitive position be strengthened?
- Who are the key stakeholders and decision-makers for the product? What is the reimbursement decision-making process? Are any key changes expected in the future, and how can we prepare?
- What is the optimal supporting clinical package, trial design, endpoint and outcome measure(s)?
- What will be the optimal price and market access strategy for my brand?
- How can the product be priced competitively? How can innovative pricing strategies be utilised to optimise market access? How can I validate my preferred pricing strategy?
- What will be the impact of patented, generic or biosimilar competitors on access? How can this be mitigated?
Pricing analysis and testing
A competitive pricing strategy is key to commercial success and optimal market positioning.
Through desk research, data analysis, and payer validation, we provide the insights you need on the market landscape to develop a fair and competitive pricing model and prepare for payer negotiations. We offer:
- Competitor pricing analysis and price benchmarking across global markets
- Analogue product pricing analysis and strategic recommendations
- Price threshold testing/benchmarking with payers
- Testing of value-based pricing strategies with payers (e.g. discounts or other mechanisms to reach reimbursement recommendations such as portfolio pricing, outcomes-based agreements, etc)
- Economically justifiable price (EJP) modelling to inform commercial strategy
- Price/volume modelling to illustrate the relationship between price and volume of sales and support strategic decision-making during market changes (e.g. a new competitor entering the market)
- Price negotiation training and role plays to prepare for payer negotiations and competitor product launches
- Competitor pricing analysis and price benchmarking across global markets
- Analogue product pricing analysis and strategic recommendations
- Price threshold testing/benchmarking with payers
- Testing of value-based pricing strategies with payers (e.g. discounts or other mechanisms to reach reimbursement recommendations such as portfolio pricing, outcomes-based agreements, etc)
- Economically justifiable price (EJP) modelling to inform commercial strategy
- Price/volume modelling to illustrate the relationship between price and volume of sales and support strategic decision-making during market changes (e.g. a new competitor entering the market)
- Price negotiation training and role plays to prepare for payer negotiations and competitor product launches
Price testing methodologies
We use rigorous testing methodologies to benchmark pricing, including:
Van Westendorp exercise
Most applicable when there is high uncertainty around product value and potential price.
Typically used in research for products in very early phase development.
Indicates price sensitivity amongst target payers in the therapeutic area.
Gabor–Granger exercise
Most applicable when product profiles are defined, and pricing benchmarks are available to guide potential price estimates.
Suited to products with proposed target product profiles (TPPs) and directional expectations on price and market position.
Indicates a likely upper and lower band for pricing potential.
We are market leaders in:
- Global pricing and market access strategy
- Market opportunity assessment and landscape analysis
- Stakeholder mapping
- Reimbursement and HTA decision trend analysis
- Value communication strategy
- Global value proposition development and testing
- Global value dossiers
- Clinical development strategy and planning
- Commercial analysis and strategy
Market access strategy to support launch in key international markets
We develop global pricing and market access strategies that recognise the specific requirements of key launch markets. Utilising our broad network of global payers and KOLs, we work with our clients to develop a global approach that meets the needs of local stakeholders across all key launch markets, including:
Featured Case Studies
View Case StudyDelivering on global market access strategy, evidence generation and communication objectives
View Case StudyModelling pricing and market dynamics in a competitive therapeutic landscape across the EU4 and UK markets
View Case StudyChallenging European policy proposals with an evidence-driven submission on behalf of a cross-industry consortium
View Case StudyExploring the US market landscape and developing strategy for a digital health technology
View Case StudyGaining global payer insights to inform clinical trial design, price and market access strategy
View Case StudyExploring funding and reimbursement routes for digital health technologies across EU4, UK and US
View Case StudyResearching market access pathways, reimbursement requirements and implications of orphan drug designation for a rare disease product
View Case StudyReviewing HTA decisions in key markets across the globe
View Case StudyGaining European payer insights with an advisory board
View Case StudyConducting market research into the UK private healthcare market to inform market access and pricing strategy
View Case StudyReinvigorating value messaging in preparation for the launch of a competitor product – A Competitor Mindset Workshop
Why choose Mtech Access?
- We have experience and capabilities spanning global markets including:
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- Europe
- LATAM
- US and Canada
- Australasia
- Asia
- We work with an extensive network of stakeholders to deliver primary research
- We also have access to a broad network of in-country market access experts to support market-specific needs
- We’ll be by your side from phase 1 through to post-launch, guiding you through each stage of your global market access journey
- We have an interactive global value dossier platform to house your GVDs, enable efficient updates and ensure your affiliates always have the latest evidence to hand
Global market access-related articles
Challenges for orphan medicines entering the European market – Part 1: Disease knowledge and awareness
In this four-part series, we will explore the various challenges facing orphan medicines entering the European market and offer solutions to help improve patient access. In Part 1, we will explore challenges linked to disease knowledge and awareness…
What is willingness to pay? – Comparing price testing methodologies
Heather Wellam (Senior Consultant – Market Access, Mtech Access) explores the concept of ‘willingness to pay’ (WTP). Read on to explore 4 factors that impact WTP and compare 5 methodologies for price testing with payers….
Navigating US payer evidence needs to optimise market access
How can you optimise your chances of preferential access in the US with the right evidence? Join Clare Foy (Director – Global Market Access, Mtech Access) as she interviews colleagues Nicole Lodowski (Managing Director, Petauri Evidence) and Bob Nordyke (Senior Advisor, Petauri Evidence) about US payer evidence challenges…
