We held our 13th Access Insights Conference recently. Although this conference was virtual for obvious health and safety reasons, it was our most successful yet. More than 500 industry professionals registered, and if I might brag a bit, I think our session content was the strongest ever.

As an industry, we are at a transition point for market access and commercialization as we shift from the world of primary care blockbuster drugs to the world of precision medicine. A year ago, we talked about how the shift to precision medicine was specifically transforming three different dimensions of market access: commercially overcoming rising access barriers, financially powering data-driven decisioning, and operationally creating a flexible infrastructure. But all of these efforts continue to be held back by fundamental challenges that Life Sciences commercial organizations have with the systems and the data strategies that underpin market access today. 

Let’s look specifically at four examples that many Life Sciences manufacturers face–which can be darn near impossible to address without access to multiple data sets from across the market access data silos: contracts and pricing, gross-to-net, channel, and patient:

  • Even rare disease categories now see competing therapies, driving innovation in contracting into commercial contracting for medical benefit products, purchase-based rebate agreements, and even value-based schemas. 
  • Manufacturers are beginning to engage with data-driven solutions for revenue leakage: dropping the old “pay and chase” model for monitoring duplicate discounts with new proactive inline processing of claim level detail; executing targeted data-driven 340B disputes; and tapping into 867 data to better identify leakage around missing reversals for products that are returned to inventory.
  • Manufacturers are shifting from just looking at applying gross-to-net systems systems to forecasting and accruals and are moving beyond to optimization and what-if decision-making for pricing actions, contracting, and access strategy.
  • The industry is entering a phase of channel transformation that is creating greater government pricing and gross-to-net uncertainty: significant volume of many buy-and bill-drugs shifting to white bagging and brown bagging; the massive increase in alternative channels such as independent specialty pharmacies, specialty-capable retail pharmacies, community specialty pharmacies, which straddle the worlds of traditional retail and traditional specialty pharmacies, in line with increases in “spec light” and “spectail” therapies; and a massive increase in direct sales and drop shipments that is straining 3PLs.

These examples are why we were excited to provide two and a half days of data-driven sessions that addressed these challenges, from exclusive ICyte Benchmark Reports,  industry insight panels, and updates that all market access professionals needs to know (like the impact of the Medicaid Best Price Rule on co-pay assistance) to focused sessions on topics such as revenue leakage, pricing and GTN visibility, and real-world use of specialty data as well as deep dives into the latest updates and plans for the unified ICyte Platform. All of the sessions were designed to help you address the transformation market access challenges.

We thank you for your time, your attention, and your feedback last week during the conference. If you registered for Access Insights and missed any sessions, on demand replays are available here for 90 days. If you missed the conference altogether, reach out to your Account Director to discuss which sessions are best for you.

From all of us at IntegriChain, we wish all a very happy Thanksgiving, a warm and meaningful holiday season, and a very happy New Year. We hope to see you next year at Access Insights in person (or online)! Stay tuned for details.

About the Author

Josh Halpern

Josh Halpern

Co-Founder & Executive Vice President, Product & Strategy

Josh Halpern drives IntegriChain’s product vision and go-to-market strategy. In the early years, Josh led the development of IntegriChain’s market leading channel and patient data aggregation solutions. Josh evolved IntegriChain into a drug commercialization services company and technology platform uniquely focused on Market Access, growing the company to more than 500 team members and 250 customers.