Access Journey: A Call for Change in Prescription Drug Commercialization Decision-Making

Ed Schoonveld

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Until recently, commercial success for a prescription drug mainly involved getting the drug on payer formulary and creating pull-through with sales force efforts toward physicians. The rapidly rising cost of healthcare, new emerging pharmaceutical technologies with breakthrough potential, public concerns over drug pricing, and a gradual shift from fee-for-service to value-based payment models are transforming the pharmaceutical market.

Many pharma companies are aware of these trends and a need for change. However, from experience, it has been proven hard to change actual decision-making in large organizations with vastly differing functional objectives and complex trade-offs. With an understanding of the issues and a structured approach to drive trade-off analyses and consensus-building within the pharma organization, success in the age of value and affordability is possible.

Read this whitepaper to learn more. ( /-/media/pdfs/a-call-for-change-in-prescription-drug-commercialization-decision-making.pdf?la=en )

About the Experts

Ed Schoonveld is a Principal at ZS in New York, N.Y., and is the leader of ZS’s Market Access and Pricing practice. Ed is one of the leading experts in global pharmaceutical pricing and market access. He has unparalleled experience, having served as head of global market access and pricing functions at Wyeth, Lilly and BMS, and as a consulting leader at Cambridge/IMS and a number of other organizations. He is the author of "The Price of Global Health," a groundbreaking book on global drug pricing. Ed holds an M.S. degree from the Delft University of Technology in the Netherlands and an M.B.A. from the Anderson School of Management at the University of California at Los Angeles.