Watch Access Insights Webinar: GTN Automation Series

Leveraging Distribution Data for More Powerful Pipeline and Returns Reserves

Originally Broadcast May 29, 2019; Available Now for Replay

Please join us for the first session of our webinar series exploring the benefits, trends and winning strategies for Gross-to-Net Automation. We begin this series by reiterating best practices and exploring modern options for automating and optimizing channel distribution datasets when setting pipeline and returns accruals as part of the broader gross-to-net process.

Presenters: Melissa O’Neal, Executive Director, Product Management – Distribution and 
Shivani Patel, Solutions Principal, Industry Solutions

Moderated by: Jen Sharpe, Executive Advisor, Revenue Analytics Collaborative

During the webinar, we’ll explore the challenges Life Sciences manufacturers face when incorporating returns and pipeline inventory data into the GTN process. We’ll take a deep dive, examining how manufacturers can reduce potential misstatements of returns and pipeline liabilities due to the lack of triangulation with other channel and commercial data sets.

We’ll also review the different ways manufacturers are dealing with pipeline and returns data in their GTN process today including leading-edge automated GTN processes.

Then, we’ll walk through best practices for incorporating returns and retail data into a GTN process, including:

  • Utilizing analog data for pipeline inventory trends (wholesaler and downstream)
  • Pressure testing the accuracy of prospective demand forecasts using pipeline roll forwards
  • Validating returns accrual estimates using an audit-friendly data-based approach
  • Leveraging third-party downstream inventory data estimates during key life cycle events such as launch or loss of exclusivity

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