Panel Summary:
The challenges of commercialization are abundant. Now more than ever, the right partner and understanding the patient journey are pivotal to commercialization success and ensuring patient access to therapy.
During this panel, EVERSANA, EVOKE and UpScriptHealth experts discuss the launch and later pivot in strategy of a novel therapy. Speed to therapy initiation is crucial for patients of this indication to avoid isolation due to symptoms; however, diagnosis takes an average of 5 years and 5+ providers. There is also difficulty often associated with Rx approval.
EVOKE had four full-time employees that spent 15 years working towards obtaining therapy approval but did not participate in pre-commercialization activities due to limited resources. Upon partnering, EVERSANA and EVOKE had to work swiftly to establish pricing, distribution, and commercial strategies and a field team within 75 days and amid a global pandemic. The product went to market with a single pharmacy and full-service hub.
Several triggers occurred the year following launch, including lengthy speed to onboarding, constrained market access and retail leakage that resulted in a prolonged patient journey and high abandonment. These elements constituted the need for a strategy adjustment.
After convening to identify the next best action, together the team launched a pilot program featuring a new hub lite and national dispensing pharmacy in six geographies. With signs of great success and keeping the patient’s best interest top of mind, the pilot was formally implemented across all geographies resulting in 37% improvement in prescriptions at the top of the funnel, 56% improvement in dispensing, and 80% improvement in net revenue.
With the later introduction of UpScriptHealth, and their “Digital Front Door” approach, the patient journey was significantly expedited by reducing long wait times for specialists. Access to quality providers was improved for patients who were unhappy with the care they had been receiving or were constrained geographically. Additionally, affordability was further enabled, and patient preference was considered.
Panelists:
- Danny Williams, President, Channel Management, EVERSANA
- George Patrick, Chief Operating Officer, UpScriptHealth
- Chris Quesenberry, Chief Commercial Officer, EVOKE
- Jon Haas, Senior Vice President, Strategic Accounts, Patient Services, EVERSANA
- Paul Maurer, Principal, Specialty Consulting, EVERSANA
Watch the full recording of the presentation and Q&A session now.
Author
Chris leads the EVERSANA and Evoke partnership in the launch and commercialization of GIMOTI®, a treatment for adult patients with diabetic gastroparesis. He brings more than 30 years of experience in building and executing…
Jon Haas has been in the pharmaceutical industry for over 35 years, and is well versed in patient/provider support programs, market access solutions, specialty pharmacy and distribution. Jon has developed numerous HUB support programs,…
Paul has 30 years of life science and pharmacy benefit management experience, with a rich background in market access, business development, account management, sales management, marketing and training. In his tenure at Merck, Paul…
With more than two decades of account management, business development, and sales experience, Danny is well suited to lead the channel services team at EVERSANA. He has partnered with clients to develop solutions to…