April 21, 2016

Path to Compelling Payer Value Propositions Subject of New Report

East Norriton, Penn., April 21, 2016. Effective payer value propositions are among the most pressing issues for biopharmaceutical companies across the board from large-tier to startup. A new study finds that commercial executives are less than satisfied with current company processes for developing these propositions. TGaS® Advisors, a benchmarking and advisory services firm for commercial organizations, undertook the 2016 Landscape Study to help companies learn to navigate this challenge. “Creating Compelling Payer Value Propositions,” a TGaS Insights Report developed from the study, also provides a roadmap to help manage these issues and optimize the process. The work is based on in-depth qualitative and quantitative interviews with 12 senior executives at 10 large and mid-tier life sciences companies.

Although strong payer value propositions are considered mandatory, the study shows that companies are struggling to develop and integrate activities to create them early enough in the clinical development process. One major challenge is that value proposition development lives “between the silos.” Ownership is unclear and responsibilities are seen as diffuse. One respondent noted that “how the value proposition is developed is highly dependent upon the people, especially the attitude and market access aptitude of marketing personnel and senior leadership on both commercial and research sides of the company.” The report outlines a strategy for creating and gaining alignment across diverse organizations and helping leaders navigate such issues as buy-in strategies and support.

“Creating Compelling Payer Value Propositions” is an executive report spearheaded by Anna McClafferty, TGaS Senior Vice President, Commercial Operations. It is issued by TGaS Insights, a service providing commercial leaders with fact-based support for managing the forces shaping this sector.


About TGaS® Advisors

TGaS Advisors is the leading benchmarking and advisory services firm for commercial organizations in the life sciences industry. With a roster of top 50, emerging and precommercial life sciences companies, TGaS provides robust comparative intelligence and collaborative network membership services. The team includes more than 50 experienced professionals, most with senior-level experience in the life sciences and related industries.