Regulatory reforms and changes in market dynamics have spurred a shift away from independent clinics to highly influential healthcare provider networks like Accountable Care Organizations (ACOs) and Integrated Delivery Networks (IDNs).
As this occurs, pharmaceutical and medical device companies are trying to access, influence and support this rising customer segment, which accounts for a fast-rising share of total pharma business.
Best Practices, LLC undertook this benchmarking field research to assist pharmaceutical and medical device companies in developing an effective strategy for serving Accountable Care Organizations and Integrated Delivery Networks in the rapidly changing U.S. healthcare marketplace.
The completed study assesses the relative impact and priority of key practices as well as the failure points that influence overall ACO/IDN service performance. Leading insights in the study will enable sales and managed markets leaders to segment and target customer groups, staff and employ different engagement instruments over product lifecycles.