Serving ACOs, IDNs & Emerging Provider Networks: Key Services and Understanding Care Delivery Models

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STUDY OVERVIEW

Recent regulatory reforms and broad-based market evolution have accelerated the development of influential provider networks like Integrated Delivery Networks (IDNs) and Accountable Care Organizations (ACOs). With a considerable share of business flowing through these emerging networks, biopharmaceutical organizations are trying to access, influence and support this rising customer segment.

Best Practices, LLC recently undertook a study to identify the most effective ACO/IDN services provided by best-in-class companies. The study also reviews how biopharmaceutical companies seek a better understanding of care delivery models and identify key decision makers in ACOs/IDNs.

This study has small/medium company and large company segments.

KEY TOPICS

• Key services and activities
• Understanding care delivery models
• Identifying decision makers
  

SAMPLE KEY METRICS

• Areas where ACO/IDN Specialists have had the greatest positive impact
• Importance of the types of data and materials used by ACO/IDN specialists in the field
• Effective ACO/IDN services at each phase of the product lifecycle
• Effectiveness of different approaches for understanding an ACO/IDN care delivery model
• ACO/IDN Segmentation - Criteria used to adjust strategies for ACOs/IDNs
• ACO customer classification
• Portfolio diversity impact on access to ACOs & IDNs
• Effectiveness of each approach in identifying the key decision makers in ACOs/IDNs
• Frequency of access to ACO/IDN stakeholders

SAMPLE KEY FINDINGS

• Bio-pharma company perspective drives different access approaches across cost, value and portfolio: Large companies find product cost and portfolio scope are significantly more important for gaining access to ACO/IDN customers than the value of products. In accessing ACOs and IDNs, product value is relatively more important for smaller companies.

METHODOLOGY

This study 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.

Industries Profiled:
Pharmaceutical; Medical Device; Biotech; Health Care; Chemical; Diagnostic


Companies Profiled:
Teva Pharmaceutical Industries Ltd; Biotronik; Pfizer; Dexcom; Medtronic; CooperSurgical; Genentech; CardioDX; AstraZeneca; Mist Pharmaceuticals; Amgen; GSMS; GlaxoSmithKline ; S3; Novo Nordisk; Astellas; Endo Pharmaceuticals; Mylan; B.Braun; MedImmune; Stryker Neurovascular; Auxilium; Galderma; Purdue Pharma; Centurion; Vivus; Orthofix; Greer Laboratories; Biocon; Myriad; Smith & Nephew

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