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QuintilesIMS Blog

Fresh ideas and insights from our experts around the globe

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Brazilians flock to pharmacies: How healthcare companies can bolster sales by embracing this shifting shopper trend
John Doyle
One of the biggest themes to emerge from our recent survey on value is the demand for proof. Payers and providers want detailed evidenced about the efficacy a treatment before determining whether they will prescribe and pay for it. Historically, the industry has relied on evidence of value generated in clinical trials that simulate the performance of the product in the real world, allowing scientists to draw conclusions about their application. Such pivotal clinical research is still a vital component of the drug verification process, but it is no longer enough. Now market stakeholders expect that evidence to reach beyond traditional clinical trials, to include information about real world results. That adds complexity to the value definition process.  In the real world, patients...
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DeanSummerfield
The healthcare industry today has a problem when it comes to value. Not only do they not agree with each other about how to define the value of treatment options – they are surprisingly wrong about how their peers define value for themselves. Clearly the best definition of value in healthcare would be whether something delivers a better health outcome. But when it comes to how individual stakeholders define value for themselves, the definition gets complicated. In a recent Quintiles survey , we gave stakeholders seven definitions of value, and asked them which ones they thought were most important to other stakeholders. And in almost every case, they were wrong.  Biopharma puts ‘addressing unmet medical need’ and ‘being more efficacious than current options’ at the top of their...
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John Doyle
Macroeconomic pressure and austerity measures across the healthcare industry are shining a spotlight on the issue of value, and payers willingness to pay for new healthcare treatments. These economic pressures have moved to the forefront of this conversation, and biopharma companies need to start thinking about how they will impact individual products and therapeutic categories in the near and long term. Every therapeutic area faces unique risks, competition, and desirability for innovation, and all of these factors affect the economic feasibility of a treatment. This balance of risks and benefits determine an organization’s willingness to pursue a path of research. When you compare the hyper-competition in prevalent conditions like diabetes, to the relatively low competition for...
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DeanSummerfield
In an evidence-based world, data is key to decision-making, but that data only has value if the source of the data is trusted. Unfortunately, healthcare industry stakeholders have an unhealthy distrust of their peers. In our recent survey , we explored how much trust industry stakeholders place on the data biopharma provides to them. The results were disheartening.  We found that 84% of US payers, more than half of EU payers, and all providers surveyed are not confident about biopharma’s claims about value. They also questioned the completeness and transparency of biopharma’s claims, and the reliability of the information biopharma provides to support their claims about value.  This is a real problem. In establishing trust to substantiate claims about value, the completeness and...
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John Doyle
Across the healthcare community, most stakeholders believe that payers will wield the most influence going forward, according to our recent survey on defining value. And it makes sense: Payers decide which treatments they will reimburse, and that decision determines whether a treatment will have value in the marketplace.   Payers are becoming more sophisticated in their evidentiary requirements coverage and reimbursement policy. They aren’t content to pay for a treatment simply because it’s received regulatory approval. They want real world data proving the value of that treatment in a format that is tailored to their system and relevant to the target population.  They are also beginning to shift some of the risk and payments to providers and patients, under value-based...
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DeanSummerfield
Ten years ago, if a drug delivered efficacy to the patient who was taking it, it had value. But in the past couple of years, defining value for a healthcare treatment has become far more complex, with different stakeholders disagreeing over what value means and how it should be measured. Determining the value of any product, in any industry, is always a balancing act. With every purchase we’re looking for that tradeoff between quality and cost, and that’s true in healthcare as well. When governments, payers, provider systems, and individual patients look at healthcare, they are trying to ascertain whether the treatment delivers the balance of value and cost they desire.  The problem is that the balance changes depending on who’s making the tradeoff.  In a recent Quintiles...
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John Doyle
When we talk about value in the healthcare system, we have to think about all the related facets of value – the clinical, economic, humanistic, and social aspects. Each of these elements plays an important role in delivering a balanced value proposition for a treatment. The challenge however, is that different stakeholder groups measure and prioritize these aspects of value in different ways, putting greater weight on those attributes that drive the greatest benefit to them individually, rather the industry as a whole.  According to the recent Quintiles survey on value, US and EU payers say the most important aspect of value is effectiveness -- how does a new agent compare to the standard of care? While providers are more focused on quality of life for their patients, and biopharma...
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John Doyle
The growing emphasis in healthcare on economic value is not just impacting how biopharma prices and commercializes its products. It’s impacting their entire discovery and development process. In the past, if biopharma’s brought a treatment to market treatment that promised even incremental improvements over existing competitors, it won the value seal of approval. But today, that’s barely the first step.  To be successful in this economy, treatments have to deliver the value triple aim – improve population outcomes and enhance patient quality of life while also lowering healthcare costs. And that triple aim must be fortified with verifiable proof of each component of that value proposition. Drug developers who want to thrive in a value-based healthcare system have to be ready to...
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BrianKelly
A systems-oriented approach to healthcare isn’t about giving away proprietary information. It’s about creating a more collaborative environment that engages stakeholders to focus on the end goal – getting better treatments to patients.  When healthcare stakeholders operate in isolation – which is their current favorite business model — they make choices that benefit themselves, often at the expense of the broader industry. Where collaborative groups might successfully pursue cost-cutting measures or goals to improve overall care, individual entities are more likely to focus on shifting costs to other stakeholders or fighting to restrict, rather than improve, the variety of healthcare treatment options. This may deliver short term benefits to them, but in the long term it erodes the...
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Kamali Chance
For many biopharmaceutical companies it has been difficult to navigate the ever changing regulatory landscape for the development of biosimilars. Because biosimilars are a relatively new area in the marketplace, the rules that govern it have been evolving alongside product development. In Europe, the European Medicines Agency (EMA) has reviewed and approved a number of biosimilar products over the past several years, and throughout that process they’ve learned valuable lessons about what works and what doesn’t. Based on that knowledge, last year they began reviewing and modifying some of the biosimilar guidance documents. These include a draft guidance published in the summer of 2013 for updating the nonclinical and clinical considerations for biosimilar products in the EU This...
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