Overview:

Maximize Revenue and Map the New Pricing Landscape

Set the optimal price for your product, ensure market success — and maximize profit. As market access and reimbursement grow ever more important, pricing decisions separate the winners from the rest in the global marketplace. Discover how leading life sciences companies find and justify prices in light of heightened pressures from government payers and stringent economic policies. Explore in-depth benchmarks and insights, culled from over 30 pharmaceutical, biotechnology, and medical device firms, to build an elite pricing team that can adapt and thrive in today's uncertain pricing landscape.

Eliminate guesswork in your pricing decisions using detailed metrics and battle-tested strategies:

Win resources and stakeholder support

Empower pricing groups with staffing and spending benchmarks from companies of varying sizes and across all phases of development. Understand other functions' involvement in pricing to strengthen coordination and build consensus at each lifecycle stage.

Learn groundbreaking techniques to maximize ROI

Analyze your product pipeline to funnel resources to your company's most innovative and crucial products. Prove the value of your team by communicating novel ROI measures.

Navigate the currents of change

Explore eight major global trends and strategies, including risk-sharing agreements and comparative effectiveness research, and their effect on pricing — is your team prepared? Top executives share their perspectives, assessing each trend for benefits and drawbacks. And CEI analysts provide actionable recommendations to prepare your team for the future.

Master global launch sequencing

Perfect your timing in global launch sequences. Learn which countries your competitors target first — and which they avoid — as you weigh your brand's launch sequence.

Chapter 1: Pricing Team Structure and Resources

Chapter Benefits:

    * Prioritize your products and balance resources to get the prices you want.
    * Stabilize resource support.
    * Set your budget and win resources.
    * Track ROI through combination of tangible and intangible metrics.
    * Get the most out of vendors - identify what skills you have and what you need.
    * Use structure to perfect communication and coordination.

29 data charts focused on the following:

Structure

    * Prevalence of pricing teams, by company type
    * Age of pricing teams at selected companies
    * Structural approaches to the division of pricing activities by company type
    * Executive level in charge of pricing activities
      Function with final responsibility for pricing
    * Size of pricing teams at Top 25 companies, Top 50 and small pharma companies, and medical device companies
      Number of separate pricing teams at companies that decentralize pricing responsibility
    * Average geographic division of pricing personnel focus
    * FTE support by phase: level of innovation vs. anticipated revenues
    * Departments/functions that contribute to funding for pricing activities at Top 25, Top 50, small pharma and medical device companies
    * Average ratings of company success in pricing

Resources

    * Rationale behind prioritization of pricing resources
    * Average number of funding sources for pricing activities by company type
    * Prevalence of dedicated pricing budgets by company type
    * Spending on pricing activities by Top 25, Top 50, small and medical device companies
    * Average percentage of pricing spending change by company type
    * Average monetary support by phase at companies that prioritize resources by level of innovation
    * Average percentage of spending allocated toward outsourced activities
    * Prevalence of vendor use for specific pricing activities

Chapter 2: Pricing Activities

Chapter Benefits:

    * Successfully navigate challenges and relationships with internal and external customers.
    * Get everyone (BD, HEOR, Finance, Sales, etc.) involved in product pricing at the right time of product timeline.
    * Address the needs of a range of internal customers and stakeholders, and master information flow.


23 charts focused on pricing activities:

    * Involvement in lifecycle entry and exit of the following functions:

    * Pricing
    * Brand team
    * Marketing
    * Reimbursement
    * Health Economics and Outcomes Research (HEOR)
    * Market Access
    * Business Development
    * Market Research/Competitive Intelligence
    * New Product Planning
    * Medical Affairs
    * Lifecycle Management
    * Clinical/Research and Development
    * Sales

    * Departments/functions that support pricing initiatives at pharmaceutical companies and at medical device companies
    * Length of average pricing study by company
    * Cost of average pricing study by company
    * Overview of pricing study cost and time by company
    * Timeline of price updates for pharmaceutical products and medical devices
    * Focus of pricing research at pharmaceutical companies and at medical device companies

Chapter 3: The Effects of Global Currents of Change on Pricing

Chapter Benefits:

    * Get up to speed with the latest global trends and prepare your team: what do these trends mean for you?
    * Understand the pros and cons of each trend.
    * Get advice from your peers on these new areas.

17 charts focused on industry perspectives on current global trends:

    * Average ratings of company success in pricing
    * Outlook on trends affecting pricing
    * Average outlook on trends affecting pricing by company type
    * Industry vs. consultant perspectives on trends
    * Average outlook on trends: growing experience with risk-sharing agreements
    * Types of risk-sharing agreements in order of cost and complexity
    * Average outlook on trends:

    * Europe's austerity economic policies
    * Government-specific price cuts
    * Focus on comparative effectiveness
    * Parallel trade in developed markets and emerging markets
    * UK's move toward value-based pricing

    * Same loss of innovative premium adjusted for competitor's positive CER study

Chapter 4: Global Launch Sequencing

Chapter Benefits:

    * Implement careful launch sequencing
    * Discover which countries your competitors are targeting - and which they avoid
    * Improve decision making for global launch sequences by weighing benefits and concerns for any given country

9 Charts focused on launch sequences:

    * Overview of global launch sequencing
    * Global launch sequencing: first launch, second launch and final launch
    * Global launch sequencing: countries avoided
    * Examples of global launch sequences for Top 25, Top 50, small pharmaceutical and medical device companies

Chapter 5: The Future of Pricing

Chapter Benefits:

    * Learn where things stand and where they're headed - how prepared is your team today?
    * Understand the impact of CER on Health Technology Assessments.