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25DB




Products & Services Managed Care Managed Care Organizations and Winning Practices

Serving ACOs, IDNs & Emerging Provider Networks: Resources and Sales Model Evolution

ID: 5340


Features:

14 Info Graphics

14 Data Graphics

120 Metrics

2 Narratives


Pages/Slides: 39


Published: 2015


Delivery Format: Online PDF Document


 

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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Non-members: Click here to review a complimentary excerpt from "Serving ACOs, IDNs & Emerging Provider Networks: Resources and Sales Model Evolution"


STUDY OVERVIEW

One impact of the Affordable Care Act on the U.S. healthcare industry has been the rapid development of influential provider networks like Accountable Care Organizations (ACOs) and Integrated Delivery Networks (IDNs). These groups are playing a bigger role in the payer sector and are accounting for a fast-rising share of total pharma business. Consequently, the Managed Markets function has also grown in importance, with pharmaceutical organizations adjusting their sales model and the type and level of staffing to better work with ACOs and IDNs.

Best Practices, LLC undertook this benchmarking field study to assist biopharmaceutical companies in staffing and serving Accountable Care Organizations and Integrated Delivery Networks in the fast-changing U.S. healthcare marketplace. The study provides Sales and Managed Markets leaders with benchmarks for current staffing and a review of effective sales models for serving ACOs/IDNs.

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


KEY TOPICS

  • Resource Deployment
  • Sales Force Structure
  • Building Commercial Capabilities
SAMPLE KEY METRICS
  • Types of field-based resources deployed to support ACOs/IDNs
  • Number of FTEs employed in ACO/IDN specialist roles
  • ACO/IDN specialist distribution
  • Targeting and servicing ACOs/IDNs- large companies
  • Targeting and servicing ACOs/IDNs- small/medium companies
  • Clients served
  • Educational background
  • Preparation & training provided to KAMs supporting ACO/IDN clients
  • Best uses of clinical sales specialists (highly-skilled personnel)

SAMPLE KEY FINDINGS
  • Rapid market changes will require allocation of dedicated FTEs that are structured and trained to serve networks.
  • Three-quarters of the larger companies are providing special training to Key Account Managers (KAMs) to prepare them to serve the ACO/IDN segment.

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

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.