Resources

A persistent challenge for life sciences manufacturers is growing access and affordability obstacles, exacerbated by hard-to-enter formularies and rigorous utilization management (UM) practices. Payers are tightening the screws year over year with new cost containment strategies. Where there used to be hoops, they are now on fire, making it more difficult than ever to ensure reimbursement at the pharmacy

Editor’s Note: In today’s tough macroeconomic and regulatory environment, there is no question that the pharmaceutical industry faces headwinds. Biotech companies in particular that face many of the same market challenges as more established players yet are still relying on investor capital to fund their operations are in a particularly precarious position. While being conservative with finances is prudent in a sluggish economy, it’s not a strategy that positions life sciences organizations for long term, sustained growth

In 2018, after launching Bonjesta® (doxylamine succinate and pyridoxine hydrochloride), Duchesnay USA utilized a combination of retail and specialty pharmacies to support patient access to the medication. This channel strategy experienced challenges, particularly around patient experience and prescription coverage rates. In 2022, the Duchesnay team engaged Phil Inc looking for ways to address their patient experience and access challenges: Shipping time: Patients experienced delays to therapy after paying their out of pocket expenses

The stakes are high for life science companies when establishing the “best fit” drug distribution and channel strategy for a brand across the lifecycle, particularly since strong market access is no longer a guarantee to ensure a high percentage of covered dispenses at the pharmacy. Many manufacturers know that a critical input into maximizing gross-to-net is the pharmacy network. A robust, and varied national network of pharmacies that combine retail, chain and specialty pharmacies is the best way to maximize plan contract coverage and reimbursement rates

Editor’s Note: As the Biotech industry faces unprecedented levels of uncertainty in the midst of a trying macroeconomic environment, it’s more critical than ever for commercial stage innovators to deploy effective go-to-market strategies that generate sustainable brand growth. Sustainable growth strategies are those that maximize adoption (amongst patients & HCPs) while also protecting gross-to-net by avoiding free good overutilization. Such strategies can extend cash runways, provide a positive story for investors, and can even position biotechs for a successful acquisition