Traditional sales models that rely solely on prescriber outreach or consumer advertising are no longer effective. With nearly 70% of U.S. physicians employed by Integrated Delivery Networks (IDNs), the way therapies are evaluated, approved, and accessed has fundamentally changed. For life sciences companies, understanding the key stakeholders and decision-making processes within each IDN is critical to improving patient outcomes.
A successful engagement strategy must be two-pronged:
- Top-down: Build relationships with IDN leaders and KOLs early—ideally a year before launch—using real-world data (RWD), real-world evidence (RWE), and cost-saving insights to demonstrate the therapy’s value.
- Bottom-up: Equip field teams with targeted, data-driven messaging that helps prescribers understand the therapy’s clinical benefits and competitive advantages.
To help brand teams get started, the following checklist highlights key strategic considerations for IDN commercialization:
Download the full article to explore actionable strategies for navigating today’s evolving IDN landscape and optimizing your commercialization efforts.
Author
Krista works with pharmaceutical and biotech companies to find design-effective commercialization solutions. With more than 20 years of experience in the pharmaceutical industry, Krista is an experienced sales representative and district manager, with strong…