BD&L Case Study

Evaluating a BD&L Opportunity: Delivery < 30 Days

Situation

CLIENT

Large pharma/biotech company

PRODUCT

On-market, non-retail drug distributed through limited network of specialty pharmacies and distributors, in an active competitive environment

ASK

Design and build a custom forecast model to clearly identify risks and opportunities facing product and market

Challenges

CURRENT MARKET LANDSCAPE

Challenges with promotional effectiveness and physician adoption, partly driven by complex diagnosis patterns

PRICING & ACCESS

Potentially crucial but unanswered questions regarding patient and payer acceptance, primarily due to price differential versus the generic-heavy market median

TIMING – ONE MONTH TO COMPLETE

  • Data room due-diligence
  • Primary, secondary, pricing, and payer research
  • Custom forecast model and executive presentation with a range of scenarios to support bid deliberations

Approach

EXECUTED SECONDARY MARKET RESEARCH (SMR) AND DATA ROOM DILIGENCE

Assessed market landscape, drivers of drug selection, patient flow, reaction to the target product profile (TPP), and impact of pricing and access on product acceptance

CONDUCTED IN-DEPTH PRIMARY MARKET RESEARCH (PMR)

  • Qualitative IDIs: KOLS, N=4; Practitioners, N=12; Payers, N=4
  • Quantitative Research: Practitioners, N=100; Payers, N=20

DID ANALOGUE RESEARCH INTO PRICING & UPTAKE

Identified relevant analogues to develop a perspective on pricing, and implications of the ensuing access constraints on product uptake

ESTABLISHED A BASELINE VIEW

Evaluated near-term future of the overall market, drawing on inputs from KOLs, practitioners and payers, and their positioning/projected uptake for the product opportunity

DEVELOPED VISCADIA ACE® FORECAST PLATFORM

Customized platform for the product opportunity that allowed for dynamic, comprehensive evaluation of key performance drivers, and enabled scenario comparison and contrasting

Outcomes

END DELIVERABLE

  • Synthesis of PMR findings and thought-leadership around therapy-area nuances
  • Viscadia ACE® forecast platform with a comprehensive set of output views and summaries addressing cross-functional stakeholders
  • Executive presentation clearly identifying risks and opportunities
  • Strategic plan document to support product launch

KEY HIGHLIGHTS

  • Provided all deliverables in 25 days
  • Identified payer inclination to provide coverage, but in a higher tier combined with restrictions via step edits or prior authorizations
  • Worked to create a consensus among the client’s cross functional internal stakeholders

IMPACT

  • Client acquired the asset
  • Viscadia continues to be the partner of choice for the client’s need for urgent yet comprehensive BD&L commercial assessments