Quarterly Meeting Case Studies

Case I

Client Business Need: Large Pharma vaccine brand having difficulty accessing health plan decision-makers to present clinical, quality, and other value messages and overcome provider reimbursement disincentives for combination vaccine use vs. single-antigen vaccines in pediatric population.

Brand Manager Quote: “Three account managers attended a recent Managed Care Network session sponsored by our product’s marketing team. Each account manager had the opportunity to meet with key accounts. They had the opportunity to foster existing relationships as well as develop new relationships.”

Business Impact: Leveraging MCN’s payer decision-maker relationships for better field force access. A total of nine meetings and follow-up interactions resulted from the full group and break-out session at MCN.

Case II

Client Business Need: Small Pharma / Biotech oncology brand with limited number of national/regional managed markets account managers seeking to expand payer outreach, communication, market research, and demonstrate commitment to payer needs.

Marketing Manager Quote: “Based on our excellent experience with MCN last year, we are sponsoring a full group session at every MCN meeting this year and we are also proud sponsors of the inaugural edition of MCN’s PayerPulse Newsletter. The quantitative market research we received within 72 hours of our session and the outstanding strategic and content support from the MCN team makes this a very cost-effective way of communicating the value of our product, receiving timely feedback from the payers, and developing advocacy with our customers, especially with our limited field force.”

Business Impact: Quantitative market research was used to refine the product’s value message and equip limited field force to focus on clinical data (survival outcomes) of most value to payers. PayerPulse Newsletter was also used to communicate new compendia listings to over 700 payer decision-makers representing over 200 million covered lives.

Case III

Client Business Need: Large Pharma client across multiple cardiovascular / metabolic brands seeking to better understand payer reimbursement trends, unmet needs, disease management priorities, and test payer value messages in order to optimize managed markets strategic and tactical planning.

Senior Manager Quote: “We sponsor a 3 hour full group session block with at least 80 MCN advisors annually to conduct our payer market research roundtable sessions across multiple brands all in one venue. For several years in a row, we have found MCN to be the most well run payer market research group we have ever worked with. We will be back again this year for sure.”

Business Impact: Comprehensive payer market research provides essential end-user data to inform annual managed markets strategic and tactical planning across multiple brands in a very cost-effective manner.

Case IV

Client Business Need: Small Pharma / Biotech oncology brand facing payer reimbursement challenges due to lack of managed care understanding of clinical and economic benefits associated with unique drug delivery system.

National Manager, Managed Care Quote: “This is our third year with MCN. We have really appreciated the quick turn-around and comprehensive results with the web-based payer surveys. We use this data to better plan our full group sessions and identify unmet needs and barriers that we need to address in the faculty full group presentation. We also do a quick pulse check before and after the live presentation utilizing the on-site audience response technology to see if we are making any progress.”

Business Impact: Messages beginning to resonate with some of the payers as demonstrated by improvements in brand market share and some recent formulary / reimbursement wins at key health plan accounts.