1

Reimbursement models are now linked to health outcomes Healthcare

reform in the US changed the way physicians paid. Now 85 percent of
payments from Medicare will be tied to patient outcomes by 2016. Basically,
doctors now get a report card and their pay is dependent on performing well.
Accenture.com Retrieved on: July 10, 2016: https://www.accenture.com/t20150907T015759__w__/usen/_acnmedia/Accenture/Conversion-Assets/DotCom/Documents/Global/PDF/Strategy_7/AccenturePharmaSalesForce-Transcript-062215-Updated.pdf

In a study referenced by a report from the National Institute of Health ,

Managed Care formulary decision makers were already making HEOR a part
of their decision making process. Approximately 82% of the respondents
stated an increased use of HEOR in the future.
Http://www.ncbi.nlm.nih.gov/pmc/articles/PMC4031700/

Consolidation and the change in buyer profiles. Today, IDNs own greater
than 60 percent of physician group practices. Talk about influence, these
networks can dictate to physicians on how they treat their patients as they
provide authorized treatment algorithms and protocols. Some protocols are
set to increase outcomes and some are made to increase the networks bottom
line.
Accenture.com Retrieved on: July 10, 2016:
https://www.accenture.com/t20150907T015759__w__/usen/_acnmedia/Accenture/ConversionAssets/DotCom/Documents/Global/PDF/Strategy_7/AccenturePharmaSalesForce-Transcript-062215-Updated.pdf

Decreasing access due to the emergence of digital assets and technologies.

Medical and healthcare professionals now more than ever access the therapy
information, previously supplied by sales reps, from a variety of sources:
virtual medical conferences, online peer-to-peer engagements, and a plethora
of cloud based medical reference resources. These digital technologies are
important as they provide new and more thorough information in a
convenient way.

10

Decreasing access due to the emergence of digital assets and technologies.

Medical and healthcare professionals increasingly access information from a
variety of non-rep sources: virtual medical conferences, online peer-to-peer
engagements, and a plethora of cloud based medical reference resources.
These digital technologies make it easy for a HCP to access new and robust
info in a convenient way.
As you can see in this INFOGRAPHIC based on an industry survey completed
by ePharma. There have been drastic increases from 2014 to 2016 in
consumption of pharma organizations digital / social media resources. In the
same survey, 70% respondents said the preferred to receive information via
digital means. We can only assume this was a small study as the (N) value was
not provided but we believe directionally these stats align with what we have
heard in recent market research.

Accenture.com Retrieved on: July 10, 2016:

https://www.accenture.com/t20150907T015759__w__/usen/_acnmedia/Accenture/Conversion-Assets
/DotCom/Documents/Global/PDF/Strategy_7/Accenture-PharmaSalesForceTranscript-062215-Updated.pdf

11

http://www.forbes.com/sites/kimberlywhitler/2015/09/06/the-new-world-ofhealthcare-marketing-a-framework-for-adaptation/#192362a85bbd

11

12

13

14

15

16

17

18

19

20

21

22

23

24

25

26

27

28

29

30

Capgemini consultants was used by one of our legacy companies (APT

Pharma) back in 2013 to identify areas that should be focused on to engage in
our new consolidated market.
As you can see in the highlighted sections. Having systems in place will allow
for increased effectiveness, shared strategy and the ability to gather market
analytics.

31

32

33

34

No matter where you are in life you will encounter change. I think St.
Ignatiuss call for patience provides a very appropriate perspective.
As our organization passes through the storms of change we must find
comfort in transition, embrace the complicated and all the time stay active and
work to better our understanding, improve our organizational health and stay
focused on serving the patients that our products were made for.

35

36

37

38