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Pharmaceutical Industry Struggling to Better Serve Provider Networks Such as Accountable Care Organizations (ACOs)

CHAPEL HILL, N.C., April 17, 2015 /PRNewswire/ -- Healthcare reform and broad-based market evolution have accelerated the creation of many new forms of provider networks, such as Integrated Delivery Networks (IDNs) and Accountable Care Organizations (ACOs). The rapid evolution of these networks challenges biopharma and medical device companies to adapt their access, pricing and service delivery systems to reflect the rising influence of these networks.

To help the pharma sector adapt to meet this need, Best Practices, LLC conducted a customized research project to assess the relative impact of key practices and failure points that influence ACO/IDN interactions. The new report produced by this research delivers insights on how sales leaders segment and target customer groups, staff and develop sales executives, and employ different engagement instruments over product lifecycles to serve the ACO/IDN marketplace.

It's clear pharma needs to adjust its commercial operations to reflect the needs of provider networks. Nearly half of the large companies and a quarter of the small/medium companies in the study predict that within the next two years, more than 60% of their business will flow from ACOs and IDNs.

The study, "Reshaping Commercial Models to Serve ACOs, IDNs & Emerging Provider Networks," reviews:
  • Internal coordination across the different functions serving the ACO/IDN marketplace
  • How organizations are adjusting and utilizing their staffing to best serve ACOs/IDNs
  • How companies are altering their sales models to meet the needs of provider networks
  • How companies are organizing their commercial models to better serve ACOs/IDNs
  • The current and expected impact of ACOs/IDNs on pharma companies' operations
  • How health outcomes activities can influence ACO/IDN relationships and lessons learned regarding the use of ACO/IDN specialists

The study includes benchmark metrics on these topics:
  • Resource deployment
  • Change management activities
  • Sales force structure
  • Coordination and knowledge sharing
  • Customer targeting and segmentation
  • Understanding care delivery models
  • Identifying decision makers
  • Strategies to improve performance
  • Employing health outcomes
  • Lessons learned and trends

Best Practices, LLC engaged 36 leaders at 31 pharma and medical device companies through a benchmarking survey. Analysts also conducted in-depth executive interviews to develop qualitative findings and insights.

The data in this study will assist sales and managed markets leaders in developing an effective strategy for serving provider networks.

To learn more about this report, download a complimentary report excerpt at

For related research, visit our Best Practices, LLC Web site at


Best Practices, LLC is a leading benchmarking and advisory services firm serving pharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and most of the top 50 pharmaceutical companies. The firm conducts primary research and uses its comprehensive benchmarking tools and executives interviews to form the basis for our Benchmarking Reports and advisory services utilized by top executives.

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