Creating Effective Medical Affairs and Market Access Teams in Medical Devices: Staffing, Investment, and External Engagement

STUDY OVERVIEW

As the competitive medical device industry is expected to witness massive growth in the coming years, it is important to develop resilient Medical Affairs and Market Access teams to improve external engagement efforts and ability to differentiate its treatments. But while medical device product portfolios grow, many device manufacturers still face resource constraints that undermine the ability of emerging Medical Affairs and Market Access teams to effectively support in-line products.

Best Practices, LLC undertook this research to capture crucial staffing, resourcing, and operational performance benchmarks for Medical Affairs and Market Access teams within medical device companies. This research will help Medical Affairs and Market Access leaders determine how to build and steer their teams to ensure they effectively differentiate their products in the competitive medical device sector.

KEY TOPICS

• Executive Summary
• Medical Affairs Staffing and Investment
• Market Access Staffing and Investment
• External Engagement and Education

• I. Medical Affairs Staffing and Investment
• Total number of FTEs devoted to the Medical Affairs function
• Percentage of total FTEs devoted to each of the listed medical responsibilities – Total benchmark class
• Percentage of total FTEs devoted to each of the listed medical responsibilities – Large companies segment vs. Mid-small companies segment
• Total investment (in USD million) devoted to entire Medical Affairs division
• Percentage of medical budget that is not devoted to costs tied directly to employees such as salaries, travel & expenses, and incentives/bonuses
• Percentage of medical budget that is devoted to each of the listed Medical Affairs-related activities – Total benchmark class
• Percentage of medical budget that is devoted to each of the listed Medical Affairs-related activities – Large companies segment vs. Mid-small companies segment
• Budget and staffing allocation to each of the listed Medical Affairs-related activities
• Structure of the Medical Affairs function – Total benchmark class
• Structure of the Medical Affairs function – Large companies segment vs. Mid-small companies segment
• Reporting of the Medical Affairs function – Total benchmark class
• Reporting of the Medical Affairs function – Large companies segment vs. Mid-small companies segment

• Total number of FTEs devoted to the Market Access function
• Total investment (in USD million) devoted to entire Market Access / Managed Markets division
• Percentage of Market Access / Managed Markets budget that is not devoted to costs tied directly to employees such as salaries, travel & expenses, and incentives/bonuses
• Structure of the Market Access function
• Reporting of the Market Access function

• Percentage of payer presentations involving MSLs in the meetings; Average number of MSLs involved in each payer presentation
• Number of medical education events supported by benchmark organizations each year; Average number of FTEs devoted to managing/supporting each medical education event
• Total number of programs supported by medical education organizations in the last fiscal year
• Average number of programs conducted by one medical education FTE in the last fiscal year
• Percentage of medical education programs supported by vendors
• Average number of medical and scientific congresses (virtual or in-person) attended by one MSL at benchmark organizations
• Average number of scientific publications published in a year
• Number of payer meetings held by one Market Access associate or representative
  

• Market Access Budgets: Market Access Budgets Can Support Projects and Other Non-Personal Expenses: Market Access groups on average devote nearly half of their budget to non-personal costs, meaning there is an opportunity to conduct projects and initiatives on the Market Access side which other groups may not have enough budget headroom for.

Best Practices, LLC engaged 13 leaders from 11 leading medical device companies in this research through a benchmarking survey. Over 85% of participants serve at the director level or above.

Industries Profiled:
Medical Device; Diagnostic; Manufacturing; Health Care; Pharmaceutical; Science


Companies Profiled:
Aerin Medical; Baxter Healthcare; CDx Diagnostics; CMR Surgical; Hill-Rom; GE Healthcare; iRhythm Technologies; Inc.; MEDICEM; Tandem Diabetes Care; Teleflex; Thermo Fisher

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