Client Challenge
Our client tasked us with developing a global strategic guidance to facilitate national market access for their asset across different indications, supported by comprehensive intelligence documents. These guidance documents include data on disease, treatment landscapes, competitors’ HTA and pricing information, as well as upcoming changes, trends, and timelines. The asset will have to navigate multiple indication extensions in a highly dynamic environment characterised by rapidly changing pricing, market access, political, and competitive factors.
Ultimately, Kintiga is assigned to merge strategic guidance for separate indications into a unified strategy that encompasses all current and future indications.
Kintiga approach
- Strategic key questions: Defining central aspects across various dimensions, such as market characteristics and value drivers that need to be addressed by the strategic guidance.
- Affiliate perspective: Putting ourselves in the shoes of the affiliate recipients to evaluate what actually adds strategic value instead of simple descriptive information, which might be available anyhow.
- Increase specificity: The right balance between an overarching view and specific archetypes should provide concrete strategic support and at the same time be applicable more generally.
- Thorough research: The basis of sound strategic recommendations is comprehensive research on the specific indication/ market and its likely future development.
- Leverage patient and KOL perspectives: To allow for adequate messaging and market positioning, views of patients and healthcare professionals need to be carefully considered.
- Understanding interdependencies: Scenario planning and engaging in extensive “wargaming” is key to comprehend how specific market access decisions in one indication are affecting the positioning in all other markets.
Result
By developing comprehensive global strategic guidelines, we enabled our client to navigate the complexities of global market access across several indications with confidence. The intelligence documents provided a robust foundation of data on disease, treatment landscapes, and competitors, ensuring well-informed decision-making. Our strategic guidance, tailored to address the dynamic and competitive market environments, reduced the high density of information and allowed for seamless integration of multiple indication extensions. This unified strategy not only streamlined the market access approach across various indications but also empowered affiliate teams with specific, actionable insights, ultimately enhancing the asset’s market positioning and adaptability to future changes.
