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Case Study: EVERSANA COMPLETE Commercialization in Action

Agility: A Commercial Model Redesign

the situation

The Situation

In traditional models, life sciences organizations have been bound by headcount, technology, infrastructure, data decisions, and investments that are not set up to flex as needed.

Our team is trained to proactively monitor market conditions, the commercial readiness of the program, and course-correct in an agile manner to meaningfully benefit our partnerships.

During the execution of a  client’s commercial launch, we recognized the constraints of applying a specialty pharmacy model to a retail asset.

the solution

The Solution

We worked with our partner team to design a strategy to change the dispensing model.

We created a cross-functional team that included experts from our patient services, pharmacy, legal, finance, marketing, revenue management and technology teams to make sure that we identified and addressed all operational issues with the transition, financial implications to the gross-to-net calculations related to the direct and indirect remuneration (DIR) fees, communication requirements for patients and physicians and legal/compliance risks.

the results

The Results

The EVERSANA COMPLETE Commercialization team worked collaboratively to pilot the change in 6 of 27 markets with meaningful success for 3 months before a national rollout.

The transition was seamless with no impact on patients and physicians. We were able to initiate and complete the transition in 4.5 months.


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