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HIGHLIGHTS FROM EXL PHARMA’S 2ND PHARMACEUTICAL MANAGED
MARKETS INSIGHT AND MARKETING
February 9-10, 2010Philadelphia, PA
The Providers Perspective
Provider’s Concerns
Quality of Care Patients Access to Drugs Compliance/Costs of Readmits or
unnecessary ER visits Free up Capacity Reduce Denials Getting Paid
What can you do?
Keep us informed of expensive drugs and how do we get paid.
ExampleCoverage for Drug X in Local Market
Hospital Physician
Inpatient Clinic OfficeBilling
Codes
Emblem
HMO Yes No Yes J1234
PPO Yes No Yes J1234
Medicaid Yes No Yes J1234
Medicare Yes No Yes J1234
Convince the Medical Directors of Health Plans
Instead of just paying for one drug among a whole class of drugs, focus on patient-centered care
Help to finance for “Off-label” use if justified
Streamline Charity Care Guidelines
Bottom-line: Everyone Wins
Patients – gain access to drugs for individualized treatment
Insurers - May pay more for drugs which will more than off-set by avoiding unnecessary ER visits, readmits and patient compliance.
Hospitals – Provide quality care to patients & actually get paid
And YOU?
More Sales
KEYS TO DEVELOPING A MEDICAL/VALUE MANAGED CARE
STRATEGY TO ACHIEVE COMPETITIVE ADVANTAGE
10
The Evidence Continuum
APPLICATION OF EVIDENCE-BASED MEDICINE
Population Based Local & CustomizedEVIDENCE GENERATION EVIDENCE TRANSLATION EVIDENCE APPLICATION
Safety EfficacyTolerability
Proof of Concept
CONTROLLED CLINICAL STUDIES
Effectiveness
REAL WORLD STUDIES
Efficiency
Best Value ? Process
Improvement & Quality of Care
Initiatives
Risk / Benefit ? Real World Benefits ?
Practical Clinical TrialsQuasi Experimental StudiesObservational StudiesEconomic / Cost / Utility Studies Systematic Reviews
Population Management ProgramsQuality of Care InitiativesPoint of Care Decision SupportConsumer-Centric / Directed Care
Placebo ComparatorAgent Comparators
Rigor Generalizability
Supporting the Evidence Continuum
Evidence Application:
Customized Solutions to support
Preferred & AppropriateUtilization of
Portfolio
Evidence Generation:
Safety, Efficacy & Real World
Effectiveness Research to support
product value proposition
Evidence Translation:
Development of Customer Centric “Toolbox” to support
Access , Coverage & Process
of Care Activities
Evidence Gap:• Unmet Medical Needs / Value Perception • Market & Customer Insights • Coverage & Reimbursement Decision Making
Adapting to an Evolving Customer Environment
Evolving Customer
NeedsClinically Effective, Safe, and Tolerable
1. Cost Effective2. Improves Quality
3. Easy to Adopt
Evolving Customer
Needs
Traditional Customer
Needs1. Clinically Effective, Safe,
and Tolerable2. Cost Effective
3. Improves Quality4. Easy to Adopt
Ability to Lead
Transformation
Broad Business Acumen
Evidence-Based
Medicine
Evidence-Based
Medicine
Customized Solutions Approach
Population- Based
Evidence- Based
Local and Plan Level-
Based
Measurement-Based
A P P L Y
Identify and treat
appropriate patients
Promote evidence-
based best practices
Improve patient
outcome and quality
of life
Manage total cost of
care
T O
D E L I V E R V A L U E
Redefining the Value Equation
What is it? • Efficacy • Safety • Tolerability • Clinical trials
Who else thinks it’s valuable?• Thought leader support• Patient organization support• Healthcare provider advocacy• Quality organization support
What’s in it for me? • Outcomes • Cost effectiveness • Cost offsets • Quality improvement
How much will it cost? • Discounts • Rebates
• Proves real-world, customer- and patient-centric value
• Historically underutilized• Changes the value
equation
Optimizing the New Customer Engagement Model
Align internal resources and customer needs with
real-world field experience and feedback
Outcomes Data+
Customer Solutions
Payers
Patients
Providers
EBM
Evidence Translation Toolbox
Knowledge TransferPopulation Health
Support Point of Care
Support
•Publications•Monographs•Slide Presentations•Dossiers•Compendia•EB Synthesis•CME programs•Advocacy Meetings•Product Information
•Budget Impact Models•Cost Effect. Models•Formulary Mgmt Tools•Benefit Design Tools•Risk Prediction Tools•Pt Identification Tools•Population Profiling•Predictive Models•Benchmarking Data
• Guideline Translations• Discharge Protocols• Transition of Care Tools• Pt Compliance Support• Self Care Tools• Case Mgmt Tools• ePrescribing Support• Pt Education Support• Medical Home • Information Portals
SummaryGenerate
evidence that is RELEVANT
Translate and provide solutions
that are VALUABLE
Communicate in ways that are
MEANINGFUL and ACTIONABLE
HEALTH CARE CHALLENGES—ARE THERE SOLUTIONS
WE CAN TRUST?
The Ever Changing Landscape
Increased price pressures Fewer new unique Chemical entities being
brought to the FDA Fewer new Pharmaceutical products being
approved Risk Evaluation Mitigation Programs (REMs) Increased pressures to demonstrate health
outcomes Medication Adherence and Persistency Patient non-adherence causing costs to rise Politicians desiring to practice medicine Patient satisfaction/Customer service growing
more uneasy
Stake Holders searching For solutions
Government Healthcare Reform
Non-Government Collaborations The California Pay For Performance Program
The California Healthcare Foundation (CHCF) The National Committee for Quality Assurance (NCQA) The Pacific Business Group on Health (PBGH) The California Association of Physician Groups (CAPG)
Managed Care Organizations Pharmaceutical Manufacturers National Organizations
Evidence-based clinical practice guidelines Value-based Benefit Designs
Employers Patients Health Care Providers
Searching for Solutions
California’s Pay-For-Performance Program Non-governmental physician incentive
program Improve quality of care and health outcomes 8 Health Plans 200 Medical Groups 35,000 Physicians caring for 11.5 Million HMO
Members Single performance-based set of measures Public report card Aggregation of data from multiple payers for
calculating scores
Source: The California Pay for Performance Program, The Second Chapter, Measurement Years 2006-2009
Searching for Solutions
Patient-Centered Medical Homes Goal: “Relieve the looming crisis in primary care,
improve clinical quality and patient experience, and moderate cost increases.”
Coalition Major Employers Consumer Groups Patient Quality Organizations Health Plans Labor Unions Hospitals Physicians
Source: www.pcpcc.net/content/pcmh-vision-reality
Searching for Solutions
PCMH continued Pilots in 44 States & District of Columbia
Commercial Medicare Medicaid VA/DOD LTC
Searching for Solutions Education Health Coaches Electronic Health Records Patient phone calls Automated Telephone Self Management Support Programs Stakeholder Alignments Health Insurance for everyone Removing soda pop from schools Make healthy foods available at a cheaper price Single Payer Health Care Government/Elected Officials Taxes on Soda Pop
Searching for Solutions
Put the healthcare dollar in the consumers hands
Allow market forces to drive the delivery of Healthcare
Real incentives to the consumer of healthcare
Strategic Legislation Malpractice Insurance Reform Worker’s Compensation*** Reform Welfare System***
Searching for Solutions Things to Consider:
Government’s track record of Program implementation & sustainability
“If you put the federal government in charge of the Sahara Desert, in 5 years there would be a shortage of sand.” Morgan Friedman
The best of America comes when “These are that tries men’s souls” Thomas Paine
“What we obtain too cheap, we esteem too lightly” Thomas Paine
The Wizard is Fraud!! The entrepreneurial spirit is alive and well in America When incentives are appropriately aligned America’s
citizens will rally and find ways to succeed ‘Rome was not built in a day and it did not fall in a day’
There is no magic quick fix solution When we are sick we take sick days to
heal ourselves or we go to the appropriate Physician—the Government doesn’t treat fevers
Still have any questions? For additional information on ExL Pharma’s Pharmaceutical
Managed Markets Insight and Marketing Conferences, please visit www.exlpharma.com
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