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Optimizing Product Commercialization in Today’s IDN Environment

The healthcare landscape is undergoing a significant transformation with the rise of Integrated Delivery Networks (IDNs), now employing nearly 70% of U.S. physicians. As IDNs become more prevalent, they bring numerous advantages, such as enhanced physician collaboration across specialties, increased operational efficiencies and improved patient care outcomes.

IDNs not only centralize their purchasing efforts but also develop and control their own drug formularies. Consequently, the traditional methods of launching new therapies, such as relying on field teams and media advertising, are no longer sufficient. Today’s strategies must be multi-faceted, addressing the opportunities and challenges presented by the IDN model.

Brand teams now face a complex decision-making process involving multiple stakeholders beyond just prescribers. Field teams must engage with a diverse range of stakeholders within IDN systems, necessitating a comprehensive approach that extends beyond simple brand promotion. They must ensure that prescribers are well-informed about new medications and existing therapies, supporting them in making informed decisions that enhance patient care and streamline healthcare delivery.

In this new article, Greg Skalicky, Krista Pinto and Faruk Abdullah explore actionable recommendations for pharma brand teams to optimize their engagement strategies within the evolving IDN landscape and discuss how EVERSANA’s commercialization model covers all the bases for successful IDN engagement. Download the full article to learn more about navigating the complex IDN landscape.


As President of EVERSANA, Greg is responsible for accelerating the company’s growth and ensuring the success of all client commercialization efforts. With more than 25 years of executive leadership, Greg understands all facets of…

Krista Pinto
President, Deployment Solutions

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…

Faruk Abdullah
President, Professional Services and Chief Business Officer

Faruk is a life sciences professional with extensive experience addressing a broad range of strategic issues, including corporate development, portfolio planning, and launch excellence.