Asset Strategy and Investment / Branding and Positioning / Commercial Strategy / Insight Generation / Lifecycle Management / Market Access Strategy / Market Landscapes / Patient Journeys / Pricing / Value Story Development / Workshops and Brainstorming /

Case Study: Evolving manufacturer strategies to engage with US hospital systems on a local level

Problem

The client sought to gain a comprehensive understanding of its key organized customers (e.g., Integrated Delivery Networks (IDNs), physician groups) to help inform its Go-to-Market strategy in light of the changing US healthcare landscape

Solution

  • Performed secondary research to understand the different organizational structures and key roles
  • Conducted primary research with C- & D-suite respondents from key organized customers across 16 US markets
    • Research focused on key unmet needs, openness to partnership, and perceived dynamics of the US healthcare provider systems
    • We were able to derivce Insights into structure, current initiatives, payor relationships, and pharma interactions pertaining to individual customers
  • Facilitated a series of cross-functional workshops to deliver market-specific insights and recommendations. Participants included marketing, field sales, and medical/clinical personnel.

Outcome

  • Created actionable sales and marketing strategies for each analyzed market
  • Provided final report with comprehensive view of US healthcare system dynamics:
    • Exploration of customers’ unmet needs/points of pain (specifically regarding electronic health records, quality, population health management) and their future goals
    • Potential for pharma-exchange opportunities to address unmet needs and future goals