Market access

Our team supported a leader in medical devices to prepare the launch in Europe of its innovative digital surgery platform. Our client wanted to understand how to launch its platform in each of the countries taking part of this launch (stakeholders to target, launch sequence, purchasing and integration methods, etc.).

By mapping the key stakeholders involved in the purchase and integration of such robotic solutions (in and around the hospital), and by analyzing their levels of influence, Alcimed enabled its client to develop its go-to-market strategy and to train the sales and marketing teams in each European country.

We assisted a leading pharmaceutical company in the field of CAR-T therapies in preparing the launch of its new treatment and in defining its market access strategy in the United States, Canada and Europe. CAR-Ts are highly personalized technologies that require a high level of specialization to be delivered to patients, and therefore not all healthcare centers are ready to administer them. In this context, and in order to define the market access strategy for its new treatment, we helped our client to:

1. Understand and identify which centers would have the capacity to bring CAR-Ts to market.
2. Analyze the bottlenecks for approval in the in-scope markets.
3. Consequently, define the actions to be implemented to ensure access to its new CAR-T therapy.

After an investigation conducted in more than 200 healthcare centers in the United States, Canada and Europe, our analysis brought us to recommend to our client the next key steps to be taken in order to develop the skills of each center and to promote rapid access to their new treatment.

Our team explored the hydrogen supply market to help a leading railway company challenge and finalize the business model of its project to create hydrogen-powered bicycles around railway stations.

To do so, we first deciphered the strategies and pricing positions of major hydrogen players on the market (energy, transport, logistics, last mile mobility, etc.), before building several possible scenarios, which we then tested in the field with potential users of our client’s bikes.

In the end, we validated a scenario with our client and therefore retained a differentiating and viable economic model!

One of our customers, a leading player in medical devices, wanted to enter the Chinese market and needed a better understanding of the Chinese market specifications and market potential in order to develop a clear growth strategy and assess the resources needed to achieve its development ambition in the area.

Our team first conducted a detailed analysis of the competition. Then we explored the current practices, needs and expectations of potential buyers and users of syringes, before deciphering the regulations and the impact of local cultural specificities on the market access of our client’s products. We then assessed the market potential and projected potential market shares for our client.

This exploration work allowed us to recommend to our client the best strategy to undertake to establish itself in China and become a future leader in this new market.

Our team supported an in-vitro diagnostic company in defining the best strategy to secure market access for their product in key European countries.

We first deciphered the expected positioning of the technology (level of awareness and use of the product, perceived value, unmet needs, future place of the technology, etc.), and then analyzed the possible reimbursement pathways for the product (existing pathways, prerequisites to enter them, timelines, alternative short-term options). Finally, based on these elements, our team defined the market access strategy for our client: value proposition for each application, applicable reimbursement pathways, market readiness per applications, actions needed and timeline).

With this project, our client got a market access roadmap for each country and application, with recommendations on the positioning of the technology as well as on the reimbursement pathways in each country.

We supported a pharma player in achieving their market access strategy through the understanding of payers’ expectations, requirements and receptivity to gene therapies targeting rare diseases in the USA and in 5 European countries.

At first, our team deciphered the Pricing & Reimbursement (P&R) organizations, processes and country-dependent specificities for expensive gene therapies in the next 5-10 years. In a second phase, we analyzed payers’ expectations/requirements on types of evidence for a gene therapy and their receptivity to innovative funding models. Finally, our team completed the payers’ landscape with a case study from an already-marketed gene therapy.

In the end, we gave our client recommendations on how to achieve market access of a gene therapy in the US and EU5 and on how payers’ expectations and country-dependent specificities should be taken into consideration in the design of clinical studies.