1<!DOCTYPE html>
2
3Anonymous
4/bestp
5/bestp/domrep.nsf
6D11C36F3D3B45100652583EB00405DAE
8
9
10
11
12
13
140
15
16
17/bestp/domrep.nsf/insights/pull-through?opendocument
18
19opendocument
2018.234.51.17
21
22
23www.best-in-class.com
24/bestp/domrep.nsf
25Main






> Our Expertise > Pull Through

Pull Through

In today’s highly competitive healthcare marketplace, regulatory and formulary approvals alone don’t ensure a new product’s commercial success. Increasingly, biopharma and medical device companies have to master the skills and winning practices of market “Pull Through.”

Most Pull Through programs are based on formal agreements between pharmaceutical companies and managed care accounts that specify product utilization targets, messaging themes, and support programs. Pull Through itself is an integrated process aimed at moving market share and increasing sales for a certain product in a specific time frame, often in response to a specific challenge or opportunity. And in a growing number of therapeutic areas, a company’s products will be stunted or stalled without effective and proactive Pull Through from sales.

Through our longstanding support of the world’s leading biopharma manufacturers, Best Practices Pull Through consulting group has developed a core set of winning strategies and best practices which enable sales and commercial leaders to:

  • Recognize the importance of Managed Care to product sales
  • Secure favored positions on key payer formularies
  • Maximize competitive advantage from formulary wins by ensuring that the sales force and account management teams have the necessary awareness, skills, tools and training to “Pull Through” demand for favored products and thereby increase sales
  • Employee pull-through preparedness
  • Target the right customers for Pull Through excellence
  • Gain buy-in for an integrated Pull Through approach from pivotal stakeholders
  • Win staff and resources
  • Measure Pull Through effectiveness
  • Incorporate benefits, discounts and other innovative tactics to fuel greater Pull Through
  • Understand and blunt competitor Pull Through tactics

With an extensive library of field sales and market access research, analysis and findings, Best Practices offers valuable services, research and tools to biopharma leaders striving to maximize product sales through a best-in-class Pull Through system.


Scott Sagester

Scott Sagester

Vice President of Sales

Phone:(919) 767-9160

Schedule a Meeting