Market Access. The famed gatekeeper of the pharma world, a subject of greatly understood importance, and an equal amount of mystery. 

By now most of us within this industry have learned to be able to speak at length about market access and the role it plays in the therapy and business areas we operate in, but there is still a degree to which market access remains the shrouded big sister to other pharma operations, a figure we are confident in but don’t always know enough about.

Second Opinion: We Don't Know Enough About Market Access

Where is the greatest hotbed of innovation within the pharmaceutical industry? At first glance the answer to that question seems obvious – drug discovery and clinical trials are the furnaces of innovation without which the remainder of our industry would surely collapse.

And yet our approaches to the delivery of clinical trials have struggled to adapt to the needs of modern times, struggling in areas of patient recruitment, retention, and diversity.

These challenges are of no insignificant threat to our ability to rapidly develop, test, and launch efficacious medicines to the populations that need them. An important question must therefore be asked: What is the key to delivering effective and lasting change in clinical trials?

In this issue of Second Opinion, we will delve into the challenges faced by those seeking to bring transformation in the clinical trials space, and explore why the importance of change in clinical trial approaches has soared recently, ultimately unlocking the key to delivering effective and lasting change.

Second Opinion: How Do We Bring Lasting Change to Clinical Trials?

The more we see of the industry’s approach to digital health, the more we see a need to understand the nuance of the field. To understand where a scalpel is needed versus a sledgehammer. And as always – it starts with the patient.

Second Opinion: Wristbands to websites – let’s talk digital health

Welcome to our second highly anticipated episode of the Cloudy Business Podcast series with Roshni Daswani.

As more and more businesses consider a move to the Cloud, it’s important to weigh up cost management to maximise your usage. So what key things should you be thinking about when looking for a provider?

In this fascinating episode, Roshni Daswani is joined by Paul Casey, Chief Technologist at Computacenter, to discuss Cloud cost management in more detail, as well as the controls and governance that need to be implemented.

With decades of knowledge and experience behind him, Paul is on hand to guide you through Cloud cost models and fin ops models, and the subtle differences between the two.

Is the I.T. function as we know it a business inhibitor or a business enabler? What capabilities do you need to build in your organisation to adapt to an ever evolving environment?

Whether you’re currently on the lookout for a Cloud provider, looking to re-assess your strategy or keen to find out how it all works, this is an episode you won’t want to miss.

Ep 2. Cloudy Business: Let’s Build Up Your Capability Model

What are the key outcomes you should be looking to achieve when moving to the Cloud?

In our new episode of the Cloudy Business podcast, Roshni Daswani catches up with Chris Lawrence, Cloud Delivery Architect at Portfolio BI, to discuss both the technical and project management aspects of the Cloud implementation process.

With a wealth of knowledge under his belt, Chris offers compelling advice on what you should be considering as you move towards the Cloud, including:

Your cost expectations, and the Cloud offerings you can leverage to save money over time
The concepts of hot and cold storage; what they are, how they work, and what this means for your data
Why developing and implementing a data strategy is a critical success factor in your Cloud migration
Security considerations and the position of the regulator
How to tackle your legacy applications
And much more….

Whether you’re already in the process of migrating to the Cloud or thinking of doing so, this episode will provide you with plenty of information on the ins and outs of implementation.

Ep 3. Cloudy Business: Key Outcomes when Moving to the Cloud

The way that the pharmaceutical industry interfaces with healthcare is rapidly changing. Treatment regimens are lasting longer, the burden of care is increasing, and the definition of successful treatment is becoming more nuanced. 

Given these trends, the way we interface with payers must also evolve. As the quality and complexity of care increase, there is a need to move to models which better enable healthcare systems to get the right treatments to the right people at the right time, and in doing so unchain pharma from the restraints of the traditional volume model. 

We’ll cover the reasons this is so greatly needed further down, but first consider the following: when value is defined by more than just revenue and cost, what if we could work smarter? Perhaps, in a world of abundantly accessible health data, complex health outcomes, and products that no longer fit in little white bags, we can work in a way that will deliver mutual value by giving healthcare more reliability in value per dollar spent, while giving pharma more agency in their revenue streams.

Second Opinion: Intelligent contracting – choosing value over volume

From cutting edge innovative pricing and decentralised clinical trials to the fundamentals of transformation principles and strategic partnerships, we have covered some incredibly fascinating topics on this podcast in 2022. But what does 2023 hold for the pharma and life sciences industry?
In our new episode of the Second Opinion podcast, Shrinivas Anikhindi catches up with Jalilah Gibson and Nick Reynolds, both Associate Partners here at PEN, to explore how the dominant trends of 2022 around cost of care, availability of data and the influence of patients are only strengthening as we enter a new year.
In this insightful episode, we delve into exactly what you should be preparing for in 2023, both opportunities and pitfalls, including:
·   	Finding new ways to support healthcare systems with growing and diversifying patient populations.
·   	Increased patient choice and the need to provide greater value.
·   	Moving towards hyper segmentation – viewing patients as nuanced individuals and understanding what they truly want.
·   	Building data literacy in your organisation at a time of data inundation.
·   	Moving to adaptive planning - using the right measurement and  the right questions to make the right decisions at the right time
And much more…
Don't run the risk of being caught unawares about critical upcoming trends as we enter a fresh new year: listen to this episode to make sure your organisation hits the ground running in 2023.

More Data, Fewer Patients: Life Sciences Trends in 2023

Almost two-thirds of spending on application software will be redirected towards cloud technologies in three years’ time so there’s no time to lose in getting up to speed on this fast-evolving opportunity.

In our new episode of the Cloudy Business podcast, Roshni Daswani is joined by Keith Thomas from fellow Wavestone Company, Coeus Consulting to demystify the cloud and reveal how to make it work for you.

With a wealth of first-hand experience supporting clients with moving to the cloud, Keith offers fascinating insights into what you should consider on your journey. During their discussion, Roshni and Keith delve into:

 - Lessons learned in the last decade working in the cloud
 - Change in the costing approach to cloud
 - Benefits of moving to the cloud beyond cost saving
 - Skills and capabilities needed for successful cloud migration

And much more…

Whether you’re already in the process of migrating to the cloud or thinking of doing so, this episode will provide you with plenty of food for thought.

If you’d like to listen to this podcast through an app, you can do so via Spotify, Apple, and Soundcloud.

Ep 4. Cloudy Business: Demystifying The Cloud & The Opportunities It Offers

Welcome back to Second Opinion. In this month’s episode, we’re deep diving into healthcare tenders, with a focus on those who have cracked the formula.

With this in mind, Shrinivas Anikhindi sat down with Nico Bacharidis from CubeRM, along with PEN’s very own Monique Biryiana, to explore how the tendering process works. We took a closer look at what it is that CubeRM does differently, and what this means for the future of healthcare.

As the healthcare and pharma industry continues to grow, tendering is becoming increasingly common. In fact, it accounts for 30% of global revenue in pharma and 70% of global revenue in MedTech.

Tendering works as a form of structured procurement, allowing large institutional buyers such as government's health regions, big hospital groups and insurance companies to open up opportunities for external suppliers to bid on goods and services. But not every organisation will follow the same process; there are a variety of tender types that require different strategies and capabilities.

Listen to the episode, and join the conversation on our LinkedIn page.

Second Opinion

A Tender Approach to Healthcare: with Nico Bacharidis

Hosted by Jalilah Gibson and Caz Hanrahan, our new XLR8 podcast series delves into answering your most common pain points and questions as you progress through your digital transformation journey in the pharma world.

We’ll be bringing you real-life stories and experiences from distinguished guests who have delivered customer and business value through the use of digital, starting by designing around the customer.

In our first episode, Jalilah and Caz are joined by Andrew Peryer, former Head of Digital for Established Medicines at Kyowa Kirin. Andrew is a highly experienced senior leader with a demonstrated history of working in pharma marketing and business development. He’s passionate about applying technology, customer-first thinking and data to healthcare problems through collaborative network models.

In this episode, Andrew will explore:

- Embracing a customer-first mindset
- Transitioning from a product provider for your customer to a trusted partner
- Understanding how experiences beyond our industry shape customer expectations
- Overcoming challenges in reshaping your go-to-market strategy
- Implementing an iterative approach in your digital transformation
- Strategic prioritisation and investment strategies for success

Listen to the full episode to accelerate your digital journey from theory to delivery.

If you have any questions/or comments feel free to reach out to Jalilah or Caz via their LinkedIn here: 

Jalilah - https://www.linkedin.com/in/jalilah/

Caz - https://www.linkedin.com/in/catherine-caz-hanrahan-27455122/. 

Thank you

XLR8 - Episode 1: Digital First with Andrew Peryer

Hello and welcome to Wavestone Podcasts – a space where we share our unique points of view on everything from patient support to customer experience.

One of our core principles at Wavestone is to prioritise innovation, taking a market leading approach to the way we deliver lasting positive change in the industries where we operate.

Follow us here to keep in touch with our latest insights and hot takes. From our Rise of the Customer series, where Neil Sharp speaks to leaders in a range of industries from banks to football clubs, to Second Opinion, where I break down the latest leading trends in Life Sciences innovation.

Whatever it is, we’re here to understand, explore and inspire.

Second Opinion: We Don't Know Enough About Market Access

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