Global market access teams in Pharma and Medtech are tasked with ensuring local affiliates always have access to the latest product evidence and value narratives. But as we know, different markets have different needs and requirements. Local affiliates may need to reference different published literature or economic models in their value presentations, making it a challenge for global teams to ensure that the right source materials are being used at the local level.

So, how can global teams efficiently manage and share these resources, ensuring consistency and alignment of messaging across all markets?

In this webinar, Sophie Streeton (Associate Director – Global Market Access) and Andrew Spencer (Director – Digital) will explore how a centralised platform can solve this challenge, helping global teams easily manage and share global value dossiers (GVDs), presentations, and other critical market access materials. We’ll explore ways to:

• Centralise materials for multiple products and markets – Streamline content management across various products and geographies, all in one place
• Ensure affiliates have up-to-date evidence – Ensure your local teams always have the latest GVDs and supporting materials at their fingertips
• Connect global and local evidence – Easily link market-specific data to your centralised global resources, enabling informed decision-making at every level
• Understand material usage – Leverage dynamic reporting to see which resources are most valuable to local teams

The webinar will include an interview with Tim Styche (Market Access & Health Outcomes Director, Smith+Nephew), who will share his real-world experiences with our Global Value Platform. Tim will discuss how the platform has enabled his team to ensure approved global materials are readily accessible to local teams, boosting productivity and streamlining market access efforts.

We will also provide a brief demo showcasing how our platform can deliver on these benefits – and how it’s designed to help teams like yours succeed in managing and sharing resources more effectively.

Register now to join us live at 1.00pm (BST)/2.00pm (CEST)/8.00am (EDT) on Wednesday 21st May or to access the recording later!

Please do register, even if you can’t attend on the day, as all registrants will receive the recording after the event.

The webinar is free and open to all market access, evidence strategy, HEOR, and value communication teams in Pharma and Medtech companies. Some colleagues from other organisations may attend at the discretion of Petauri Evidence.

In our first live Q&A in early April , we explored the evolving landscape of stakeholder engagement, the stability of clinical networks amidst administrative changes, and the crucial role of Health Innovation Networks (HINs) in new product access. We emphasised the importance of balancing immediate cost savings with long-term value and prevention, and the necessity of continually testing access strategies and co-designing outcomes with key clinical and management leads.

Since then, several critical developments have emerged. The new Revenue Finance and Contracting Guidance for 2025/26 has introduced stringent financial planning requirements, including a 2% efficiency mandate and a shift towards needs-based allocations for acute and mental health services. These changes aim to ensure financial sustainability and effective resource allocation across ICBs.

Additionally, the cost reduction targets for ICBs have been clarified, with specific reductions varying by region. For instance, the Buckinghamshire, Oxfordshire & Berkshire West (BOB) ICB must reduce its running costs by 35%, aligning with the new national average cost per head of population. This effort includes addressing areas of duplication and reducing non-patient-facing roles to streamline operations and improve efficiency.

We have also seen the abolition of the unpopular elective payment limit and the introduction of new Best Practice Tariffs (BPTs) to encourage outpatient procedures where clinically appropriate. These measures are part of a broader strategy to enhance service delivery and prepare for future challenges.

On Thursday 15th May, Katie and Phil explored these changes with NHS leaders Richard Smale and Gail Fortes Mayer.

This webinar was not be recorded to enable our speakers to share their views openly in these changing times and facilitate a live, active discussion. We will be producing a short written summary of the key discussion points. To request a copy of this, please email evidence@petauri.com.

Background:

On 13^th March, UK Prime Minister Sir Keir Starmer announced the abolition of NHS England (NHSE) to “cut bureaucracy” and bring management of the health service “back into democratic control”. The day before, Sir Jim Mackey, interim CEO of NHSE, announced a significant restructuring of ICBs, mandating a 50% reduction in their costs. This will lead to the merger of several ICBs and a substantial reduction in leadership roles. The restructuring is expected to have significant repercussions for the Pharmaceutical and Medtech industries. Learn more about the announcement and our initial thoughts on the implications for industry here. In response, we are hosting a series of NHS Whispers specials to gain early perspectives and direct insights on what this means for the NHS and industry, from those responding to these changes and driving decision-making in the NHS.

Session 1 discussion highlights:

Our host Phil Richardson has provided the following summary of the key points from the discussion in our first session:

1) Stakeholder Engagement:

Identifying and engaging the right stakeholders is crucial. The restructuring of NHS England means that roles and responsibilities of stakeholders are changing, and it is essential to stay updated on these changes to maintain effective engagement. Clinical connections are unlikely to change however there could be a change in management and oversight

2) Clinical Networks:

The future of clinical networks, such as cancer alliances and specialist commissioning groups, is a key focus. While administrative roles might change, the clinical networks themselves are likely to remain intact due to their value. This stability is important for market access strategies.

3) Specialised Commissioning:

There is a possibility of redefining what constitutes specialist commissioning, with some services potentially being managed at a larger scale. The balance of service group delegation may change with scale being more important for some than local commissioning. The discussed the need to stay close to lead clinicians involved in SpecCom.

4) New Product Access:

Health innovation networks and research partnerships play a crucial role in connecting with industry and ensuring that new products and innovations are mature enough for market access. Maintaining strong relationships with these networks is essential for successful market access. They are part of a team of teams, so are useful connectors and allies.

5) Cost vs. Value:

There is a current focus on immediate cost savings rather than long-term value and prevention. Market access directors need to balance the need for short-term financial stability with the long-term goals of prevention and digital transformation. There is a need for value propositions that address both aspects (more than may be needed). Demonstrating cost out will be essential.

6) Access Strategy:

Access strategy needs continual testing, both brand and above brand. Key relationship are needed with clinical and management leads in transformation, partnerships and innovation as co-design of immediate and long term outcomes will be the new norm.

7) Don’t Panic:

This is an evolving situation. Work still needs to get done. Take a calm approach to the change and try to avoid being caught up in the media and political frenzy. Close-in trusted advice is likely to be more useful during the change.

These sessions are conducted live under ‘Chatham House Rules’, to enable our speakers to share their views openly in these changing times and facilitate a live, active discussion. We will be taking questions directly from you in the sessions. To enable this active discussion, the webinars will not be recorded, so please attend live with your questions!

What questions will you put forward? The sessions will be shaped by the questions we receive in advance and on the day, by the live audience. We anticipate, this could include:

• How will the abolition of NHSE affect market access in England?
• What does the restructuring on ICBs mean for Pharma market access?
• How quickly can we expect to see changes on the ground?
• What will this mean for the future of ICBs?
• What will this mean for specialised commissioning and the devolution of specialised services to ICBs?
• Where and how will this change decision-making?
• How should Pharma and Medtech be adapting their strategies?

In this Global Whispers webinar, we explore what global market access teams need to know about market access and payer engagement in the US. We  explore how and why value messaging, pricing, and launch strategies are developed differently for the US market, compared to other key launch markets, and what this means for global teams preparing for US launch or taking a US-developed proposition internationally.

To do this, we were delighted to welcome guest speakers from the Petauri Advisors and ACE team; an in-house team of former US access decision makers, with experience across all areas of US healthcare, including Medicare, Medicaid, and Commercial.

Rory, Dan, and Shana together offer a broad, yet deep, view of the US market, from both the payer and industry perspective.

We explore:

• What you need to know about the nuances of launching in the US market
• What US payers need to hear about your product
• How to craft value messaging that resonates with the US market
• Key differences between the US and other global markets with regard to access, customer engagement, and pricing strategies
• What these differences mean for global and local teams
• Opportunities and challenges when launching new medicines/medical devices/diagnostics in the US

Listen to the podcast:

This episode is also available as a podcast. Listen below or search ‘Pharma Market Access Insights  – from Petauri Evidence’ on Spotify, Apple Podcasts or Google Podcasts.

More about our speakers

Rory Davies – Vice President of Value and Access, Petauri Advisors, with extensive past experience in Chief Clinical roles at Cigna, Flipt, and WellDyne

Rory has over 20 years of healthcare experience, most of which has been spent overseeing formulary decisions for health plans. As the Chief Pharmacy Officer at Cigna Healthcare, he and his team were responsible for nearly $10 billion in annual medical and pharmacy spend and helped secure $750 million in savings by deploying traditional and non-traditional tools to reduce costs and improve member experience. Rory led the integration of medical and pharmacy data to demonstrate the value of medicine within the Cigna population, and he aligned the value assessment committees of Cigna and ESI post-acquisition. Rory earned his Doctor of Pharmacy at the University of Utah and resides in Chattanooga, Tennessee.

Dan Vanderpoel – Executive Vice President, Strategic Payer Marketing; Head, Client Solutions, Petauri; and former Manager, Trade Relations at Humana

With over 20 years of vast and diverse market access experience, Dan has honed his expertise through a variety of leadership roles at various payer and pharmaceutical services organizations. At Humana, Dan served on the company’s Formulary Strategy Team and P&T Committee, with sole responsibility for negotiation, implementation, and management of all Medicare rebate agreements. Dan made the transition to pharmaceutical service providers at The Hobart Group, in 2012. Most recently, Dan served as SVP, Managing Director at Precision Value and Health, where he navigated the complexities of value and access on behalf of hundreds of clients, contributing to the company’s continued growth and success.

Shana Gunderson Hua – Vice President of Value and Access, Petauri Advisors; and former Medical Affairs Executive Director at Genentech

As the Medical Affairs Executive Director at Genentech, Shana led high-impact medical and market access engagements with organized customers such as national payers, PBMs, and health systems. Prior to her tenure at Genentech, Shana was the AVP of Pharmaceutical Strategy and Contracting at Cigna and Express Scripts (now Evernorth). She spearheaded all medical rebate contract negotiations across medical benefit products, including complex treatments like cell and gene therapy, biosimilars, and medical value-based agreements. Shana also founded Innovative Pharmacy Solutions LLC, where she was at the forefront of oncology market access innovation.

The Global Whispers webinar series

This webinar is part of our Global Whispers series where we explore global market access trends and challenges facing the Pharmaceutical and Medtech industries and offer insights into key launch markets.

Our previous webinars are available on demand:

• ‘Navigating US payer evidence needs to optimise market access’ with Petauri colleagues Nicole Lodowski and Bob Nordyke
• ‘De-mystifying the NHS – What you need to know about the NHS as a market for your health technology’ with guest speaker Dr Faris Al-Ramadani (PCN Clinical Director and GP Partner in the NHS and HealthTech and Venture Capital Consultant)
• ‘Market access and reimbursement in Canada – changes at CADTH’ with guest speaker Don Husereau (Adjunct Professor of Medicine, The University of Ottawa)
• ‘Setting your product up for success – commercialisation strategy for the US market’ with guest speaker Janice MacLennan (Pharma and Medtech brand strategist and founder of NMBLR)
• ‘Market Access in Italy: Exploring the potential impact of the AIFA reforms’ with guest speaker Prof. Fabrizio Gianfrate (Professor of HEOR and Ex-Payer)
•  ‘Artificial intelligence (AI) in clinical trials: Implications for evidence synthesis and market access’ with guest speaker George Magrath (CEO, Lexitas)
• ‘Market access in the German-speaking markets’ with guest speaker Dr Stefan Walzer (CEO, President & Founder at MArS Market Access & Pricing Strategy GmbH)
•  ‘Market access for digital therapies and digital medicines’ with guest speaker Shefali Shah (Global VP, Market Value and Commercial Effectiveness – MindMaze)
• ‘A global market access journey: What it takes to bring a cannabinoid pharmaceutical to market’ with guest speaker Michael Sassano (CEO – SOMAÍ Pharmaceuticals)

Learn more about our expertise in:

In this Global Whispers webinar, we explore the evolving evidence needs for US payers. Nicole and Bob share unique perspectives around their extensive experience of driving evidence strategies for US pharmaceutical and medical device launches. Additionally, Nicole and Bob share a ‘sneak peek’ of exclusive insights from a recent Petauri US payer insights survey conducted to better understand the evidence landscape from the US payers’ perspective.

They explore:

• The evolving payer evidence landscape in the US
• Preferences for clinical and economic evidence by US payers
• Key differences between the US and other global markets with regard to evidence, HEOR, and market access
• Opportunities and challenges when launching new medicines/medical devices/diagnostics in the US
• Innovative perspectives on evidence planning and strategy for the US market
• US payers’ perspectives, with exclusive insights from Petauri Evidence’s 2024 US payer survey

More about our speakers

Nicole Lodowski (Managing Director, Petauri Evidence)

Nicole brings nearly 15 years of experience in the biopharmaceutical industry, including roles spanning both manufacturer and strategic consultancy organisations. Her leadership in building and developing US-based market access and HEOR teams within global consulting organisations has equipped her with a comprehensive understanding of evidence generation strategy globally across diverse functions and stakeholders. As Managing Director, Nicole leads a world-class team of technical and strategic experts dedicated to delivering innovative solutions for clients that are built on a foundation of robust evidence. Prior to Petauri, Nicole held leadership positions within market access and HEOR strategic consultancies. She earned her Master of Public Health (MPH), with a concentration on International and Community Public Health at New York University.

Bob Nordyke (Senior Advisor, Petauri Evidence)

Bob, a seasoned leader and expert in health economics in the pharmaceutical industry, brings over 25 years of invaluable experience to Petauri. Before joining Petauri Evidence, Bob held prominent research positions across the industry. He served as the Global Payer Lead in oncology and later as the Therapeutic Area Head for inflammation within Amgen’s Global Health Economics group. Additionally, Bob served as the Vice President at Angion Biomedica, spearheading global value strategies, evidence generation, and business development for treatments targeting rare diseases. Bob’s leadership extends to founding the health economics practices at several leading market access consultancies. Most recently, Bob served as Vice President of Research at the National Pharmaceutical Council, leading impactful economics, pricing, and value assessment initiatives. Bob has also shared his expertise as a Lecturer at the USC Sol Price School of Public Policy and as an Adjunct Professor at the UCLA Fielding School of Public Health. He holds a BS in Engineering from Rose-Hulman Institute of Technology, an MS in Engineering from the University of Texas, Austin, and a PhD in Public Policy Analysis (Health Policy) from the Pardee RAND Graduate School.

More about Petauri

The Petauri Evidence Team collaborate with pioneering clients to assist them in unlocking access potential through purposeful evidence, driving value beyond traditional HEOR offerings and deliverables. Working closely with Mtech Access and other business units within the Petauri platform, Petauri Evidence provide clients with a truly collaborative and cross-functional approach to evidence generation throughout the product lifecycle, with access as the guiding principle.

The Global Whispers webinar series

This webinar is part of our Global Whispers series where we explore global market access trends and challenges facing the Pharmaceutical and Medtech industries and offer insights into key launch markets.

Our previous webinars are available on demand:

• June 2024: ‘De-mystifying the NHS – What you need to know about the NHS as a market for your health technology’ with guest speaker Dr Faris Al-Ramadani (PCN Clinical Director and GP Partner in the NHS and HealthTech and Venture Capital Consultant)
• March 2024: ‘Market access and reimbursement in Canada – changes at CADTH’ with guest speaker Don Husereau (Adjunct Professor of Medicine, The University of Ottawa)
• January 2024: ‘Setting your product up for success – commercialisation strategy for the US market’ with guest speaker Janice MacLennan (Pharma and Medtech brand strategist and founder of NMBLR)
• October 2023: ‘Market Access in Italy: Exploring the potential impact of the AIFA reforms’ with guest speaker Prof. Fabrizio Gianfrate (Professor of HEOR and Ex-Payer)
• August 2023: ‘Artificial intelligence (AI) in clinical trials: Implications for evidence synthesis and market access’ with guest speaker George Magrath (CEO, Lexitas)
• July 2023: ‘Market access in the German-speaking markets’ with guest speaker Dr Stefan Walzer (CEO, President & Founder at MArS Market Access & Pricing Strategy GmbH)
• June 2023: ‘Market access for digital therapies and digital medicines’ with guest speaker Shefali Shah (Global VP, Market Value and Commercial Effectiveness – MindMaze)
• May 2023: ‘A global market access journey: What it takes to bring a cannabinoid pharmaceutical to market’ with guest speaker Michael Sassano (CEO – SOMAÍ Pharmaceuticals)

Learn more about our expertise in:

Watch the recording:

During the webinar, the panellists explored:

• The evidence required for health economic modelling, with a focus on partitioned survival modelling for oncology
• Challenges posed by immature data or single-arm studies
• How RWD can fill the gap
• What RWD look like in practice
• How RWD and RWE can support the HTA process
• How RWD can be used to generate external control arms
• Using RWD in an HTA submission – the assessor’s perspective

The Mtech Access Team were delighted to be presenting this webinar alongside colleagues from Arcturis and Delta Hat.

Since 2014 until very recently, Jo has held senior commissioning roles at Devon ICS or CCG, leaving to take up a consulting role and join our network of NHS Associates a few months’ ago. Jo shares her own experiences of planning for winter and gives us a unique insight into what those in NHS commissioning roles are looking for from industry partners.

In this webinar, Jo and Karen discuss:

• How ICBs and Directors of Commissioning prepare for winter pressures
• The current key areas of focus at Place and ICB level
• Specific challenges and pressures facing the NHS now and in the run up to winter
• Immediate and long-term impact of (expected) new government policies
• How industry can best support the NHS as it plans for winter and beyond
• How your field teams can engage with NHS commissioners over the next few months

Listen to the podcast:

This episode is also available as a podcast. Listen below or search ‘Pharma Market Access Insights  – from Mtech Access’ on Spotify, Apple Podcasts or Google Podcasts.

This webinar forms part of our monthly NHS Whispers series, in which we have in-depth, comprehensive conversations with senior colleagues from the NHS. We explore what their immediate priorities are, what they see as the greatest challenges currently faced by the NHS, and how the NHS might respond to these challenges.

Recent webinars in the NHS Whispers series, now available on demand, include:

• July 2024: ‘De-mystifying the NHS – What you need to know about the NHS as a market for your health technology’, with guest speaker Dr Faris Al-Ramadani (Former PCN Clinical Director and GP Partner and HealthTech and Venture Capital Consultant)
• May 2024: ‘NHS primary care panel – the GP Contract and Operational Planning Guidance’, a panel discussion featuring leaders from across primary care
• February 2024: ‘How does funding flow in NHSE Regions?’, with guest speaker Richard Smale (Interim Director of System Co-ordination, NHS England – South West)
• January 2024: ‘NHS policy for 2024/25: strategy and engagement in a world of uncertainty’, a panel discussion featuring leaders from across the NHS
• December 2023: ‘Specialised commissioning in the NHS – how to plan for 2024’, with guest speaker Malcolm Qualie (former Medicines Lead for Specialised Services, NHS England)
• November 2023: ‘Integrated care in NHS Wales – what can England learn from its neighbour?’, with guest speaker Paul Mears (CEO, Cwm Taf Morgannwg University Health Board)
• October 2023: ‘Unmet need in NHS primary care – How can industry best support PCN leaders?’, with guest speaker Dr Farzana Hussain (GP Principal, The Project Surgery and PCN policy influencer)
• September 2023: ‘Population health management: a community effort across health and life sciences’, with guest speaker Dr Mark Davies (Global Chief Health Officer, IBM)

The NHS in England is complex and ever changing. Recent years have seen the introduction of new structures, new decision-makers and new priorities. If you’ve fallen out of the loop of what’s happening with the NHS, this webinar is here to help.

After de-ciphering some of the new(er) NHS terminologies and structures, we discuss:

• The key steps for introducing a new health technology to the NHS
• Who to speak to, when and where
• What to include in your value proposition to appeal to NHS decision-makers
• How to best meet key stakeholders’ needs
• The challenges of bringing a new technology to the NHS in England

This webinar is for you, if you:

• Work in a global role in an international Medical Devices or Pharmaceutical company and are keen to understand the challenges faced by your UK affiliates
• Are focused on the UK market and are looking to understand more about routes into the NHS
• Are launching in the UK for the first time

We hope this will prompt conversations between global and local teams. We are offering Global and Local teams the opportunity to book a de-brief session, facilitated by our experts, to explore the implications for global / affiliate collaboration and launch. Email info@mtechaccess.co.uk to learn more about this offer.

Listen to the podcast:

This episode is also available as a podcast. Listen below or search ‘Pharma Market Access Insights  – from Mtech Access’ on Spotify, Apple Podcasts or Google Podcasts.

Past NHS Whispers and Global Whispers webinars: