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EPP Life Sciences Executive Briefing

March 31, 2016

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EPP Life Sciences Briefing

An exclusive invitation-only event

• A unique opportunity to find and discuss best practices and how these might apply to your current or future pricing organisation.

• Promoting dialogue between senior managers and industry pricing and profit optimisation experts on emerging pricing and commercial topics.

• Topics discussed will drive the 6th EPP Life Sciences Forum 2016 (September 20-21, 2016) and various industry activities.

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Warm Welcome from Our Moderator

Neil GrubertIndependent Global Market Access Consultant

• 26 years’ experience tracking the global prescription drug and self-medication markets.

• Spearheaded the development of Decision Resources Group’s international market access business, most recently as Vice President of Global Market Access Insights.

• Author of more than 150 reports on market access in 20 countries.

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Please, no ring tones

During the presentations:

ASK QUESTIONS FOR BETTER INSIGHTS

After the presentations:

DISCUSS/SHARE YOUR OWN EXPERIENCES

Margethe Vestager

Respect the EPP code of conduct

Pharma faces a perfect storm—high-profile criticism in the runup to an election

European politicians want greater international cooperation on pricing

Organisation of market access varies enormously

Source: Have You Optimized Your Market Access Efforts?

Level 1 Level 2 Level 3

What market access

includes

Health economics and

outcomes research

(HEOR)

HEOR integrated with pricing

and reimbursement

HEOR, healthcare systems

intelligence and monitoring,

tendering and innovative

contracting, scenario modelling,

real-world data generation, health

policy and patient advocacy

How market access is

structured

Under regulatory or

corporate affairs, with a

strong focus on technical

aspects

Under marketing, with a focus

on therapeutic area

Under the broader umbrella of

commercial operations (possibly as

an independent unit), with a

marketing focus

When market access

is involved in the

product life cycle

Phase III, but especially

pre-launch and in the

commercialisation phase

Phase IIb and III Target selection and pre-clinical

identification

Where the main

responsibilities lie

Mainly global Global with regional support

and facilitating the

development of local

capabilities

Fully fledged global, regional and

local market access organisation

with clear division of responsibilities

Who implements the

market access

strategy at local level

Sales reps, sometimes

accompanied by marketing

or medical team members

Account managers (sales reps

with enhanced market access

knowledge/skills)

Market access account manager in

collaboration with other functions

(integrated approach)

• A 2011 survey by Executive Insight found that big pharma companies were generally much more

sophisticated than mid-sized pharma or biotech companies with regard to the organisation of market access.

Status observed in biotech and mid-sized pharma companies Status observed in big pharma companies

Better internal organisation of market access remains a high priority

6,8

10,8

14,9

18,9

23,4

23,4

29,7

36,5

40,5

47,3

0 10 20 30 40 50

Other

More support from senior management

Assistance in dealing with payers

Assistance with differing regional access needs

Better internal communication across businessfunctions

Improving internal skill sets

Better sources of data

Better operational integration between departments

Clearer external guidelines by payers

Earlier implementation of your market accessstrategy

Solutions to Internal Market Access Challenges

Based on a 2015 survey of 133 pharma, biotech, medtech and diagnostics executives in the US and Europe.

Source: Quintiles-sponsored survey conducted by the Economist Intelligence Unit.

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Programme for the Day

08:30-09:00 Welcome09:00-09:15 Opening Comments | Neil Grubert09:15-10:00 Darwin’s Medicine: the Evolution of the

Life Sciences Industry and the Implications for Market Access and Pricing Capabilities | Prof. Brian D. Smith

10:00-10:30 Time to Reflect 10:30-10:45 Coffee Break

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Programme for the Day

10:45-12:00 Shaping Up for the Future: A Vision of the Future of Strategic Pricing & Profit Optimisation Capabilities | Prof. Dr Florian Turk

12:00-12:15 Coffee Break12:15-12:45 What Keeps Us Awake at Night? |

Alan Crowther12:45-13:00 Closing Remarks from Our Moderator

Programme organised by EPP in collaboration with the Founding Partner for Life Sciences activities,Alliance Life Sciences