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

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
  

• 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

• 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.