Five Steps to GTN Implementation Success

In a recent webinar, Nav Devaraj, Director of SaaS Applications Implementations, and Tori Wilkinson, Payer Implementation Manager, had an in-depth discussion on the five best practices for Gross-to-Net (GTN) implementation success. Over the years, they’ve done numerous GTN implementations for pharmaceutical manufacturers of all sizes. No matter the size of the organization, or the scope of the project, they’ve consistently seen success with the following five best practices they use in every new implementation:

#1: Develop Implementation Timeline

This may sound very simple, but a project plan has so many factors involved, and each must be accounted for. There are certain factors that influence timeline length and effectiveness.

Implementation timelines may vary by customer based upon:

  • Data Source Systems: Some questions you’ll want to consider include: Where is the data coming from? Who owns the data? Who will you be working with to get that data?
  • GTN Methodologies (OOBM): When a new customer signs up for our GTN system, it comes with out-of-the-box methodologies that are based on industry best practices. We review this with the individual customer to let them know how we review each GTN line item, which we can adjust based on the customer’s individual needs.
  • Launch Customer vs. Commercial Customer: Launch customer’s timeline is based on their first product launch and when their product will be approved or shipped for the first time. A commercial customer already has product(s) in the pipeline, so we need to build in time to factor change management into their timeline
  • Product / Contracts / GTN Lines: To get a 360 view of your current pipeline, we discuss NDCs, brands, contracts, and which GTN line items each customer is using.
  • Customer’s Cross-Functional Team: Once we get to know a customer, we work with many different departments that are a part of the project plan, or key players from each department. We need to make sure that everyone is readily available to take part in the project and workshops leading up to implementation.
  • Customer Expectations: Besides adhering to the customer timeline, we also need to make sure that we meet customer expectations within the timeline. 

#2: Address Implementation Pitfalls

After the timeline is developed, it’s important to identify and address potential barriers in implementation that could potentially disrupt the timeline. Common implementation pitfalls may include:

  • Making sure customer understands their role and responsibilities as it aligns with IntegriChain’s role and responsibilities.
  • Clarity of future state GTN process, whether changing from a process they’re currently using, or launching for the first time and bringing them up to speed on the processes.
  • Timing of engagement of cross-functional teams and team members that will work with them through to steady state.
  • Ensure the ownership of GTN data contracts and pricing within the organization.

#3: Execute Project Accelerators

Are there ways we can help accelerate the implementation while having it run more smoothly for both the customer and the IntegriChain team? We’ve defined some product accelerators that if put in place, will not only meet our expectations but exceed them and improve upon our existing processes.

  • Strong GTN Project Responsibility assignment matrix: not only for the IntegriChain project team but for key team members for the customer as well.
  • Implementing GTN Accruals and Forecasting in parallel to leverage the economies of scale.
  • Proactively workshop common project pitfalls to mitigate risk.
  • Strong Project Managers in place with subject matter expertise to help a project run smoothly.

#4: Capture Data Source and Ownership

It’s important to review data source inventory early and often with the customer. Depending on the customer, it could be a solely GTN project, or a multi-segment project. This helps us:

  • Determine who is responsible for the data (Customer or IntegriChain)
  • Document data delivery timeline
  • Document data delivery format expectations

#5: Understand Cross-Functional Dependencies

No matter which customer we’re working with, or what type of team, we want to make sure that IntegriChain drives the customer’s GTN cross-functional team understanding. By putting this as an important step in the cross-functional process, the customer is better aware of what their key responsibilities are along the way along with a key understanding of what IntegriChain drives.

Here are some ways IntegriChain works with cross-functional teams:

  • Uses subject matter expertise to help drive product readiness and roadmap
  • Product Engineering and implementation are working hand in hand, working on behalf of the customer to develop the methodology library
  • GTN Advisory for subject matter expertise on GTN line items the customer may be using

If you’re a pre-commercial manufacturer launching a new product in the next 24 months and are interested in the benefits of having GTN implementation success in place on day one, reach out to us. Our team would love to talk you through it.

Want to learn more?

Watch the full webinar replay

About the Author

Nav Devaraj

Nav Devaraj

Director, Implementations - SaaS Applications

About the Author

Victoria Wilkinson

Victoria Wilkinson

Project Manager