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Market access

Develop a strong and distinctive market access strategy

For more than 30 years, Alcimed has been supporting its clients in their market access strategies throughout the world, helping them to register and market a new product or service.

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What is market access? What is market access strategy?

Market access is the process of registering and marketing new products, particularly drugs or medical devices in the healthcare sector. This step aims at defining the purchase price and the reimbursement level of the products concerned.

A market access strategy consists of defining the best market access scenario for its product, taking into account the expectations of the various market players (health authorities, public authorities, insurers, etc.) and the existing offers on the market.

 

Pharma Market access Agency Consulting firm Experts Specialists

How our team can help you define your market access strategy?

Introducing a new product or a new service to a market and making it accessible to as many people as possible is a multi-dimensional adventure! To build a market access strategy, once the market study has been carried out and the value proposition defined, we help our clients in:

  • Defining innovative business models
  • Assessing market potential
  • Analyzing regulatory changes (new regulations, reimbursement, HTA, health economics, …)
  • Mapping and analyzing key players (decision-makers, influencers,…)
  • Developing innovative collaborative models (public/private, insurers,…).

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Examples of market access strategies conducted by our team: zoom on some clients cases

Our team supported a leader in medical devices to prepare the launch in Europe of its innovative digital surgery platform. Our client wanted to understand how to launch its platform in each of the countries taking part of this launch (stakeholders to target, launch sequence, purchasing and integration methods, etc.). By mapping the key stakeholders involved in the purchase and integration of such robotic solutions (in and around the hospital), and by analyzing their levels of influence, Alcimed enabled its client to develop its go-to-market strategy and to train the sales and marketing teams in each European country.
We assisted a leading pharmaceutical company in the field of CAR-T therapies in preparing the launch of its new treatment and in defining its market access strategy in the United States, Canada and Europe. CAR-Ts are highly personalized technologies that require a high level of specialization to be delivered to patients, and therefore not all healthcare centers are ready to administer them. In this context, and in order to define the market access strategy for its new treatment, we helped our client to:

  1. Understand and identify which centers would have the capacity to bring CAR-Ts to market.
  2. Analyze the bottlenecks for approval in the in-scope markets.
  3. Consequently, define the actions to be implemented to ensure access to its new CAR-T therapy.

After an investigation conducted in more than 200 healthcare centers in the United States, Canada and Europe, our analysis brought us to recommend to our client the next key steps to be taken in order to develop the skills of each center and to promote rapid access to their new treatment.
Our team explored the hydrogen supply market to help a leading railway company challenge and finalize the business model of its project to create hydrogen-powered bicycles around railway stations. To do so, we first deciphered the strategies and pricing positions of major hydrogen players on the market (energy, transport, logistics, last mile mobility, etc.), before building several possible scenarios, which we then tested in the field with potential users of our client's bikes. In the end, we validated a scenario with our client and therefore retained a differentiating and viable economic model!
One of our customers, a leading player in medical devices, wanted to enter the Chinese market and needed a better understanding of the Chinese market specifications and market potential in order to develop a clear growth strategy and assess the resources needed to achieve its development ambition in the area. Our team first conducted a detailed analysis of the competition. Then we explored the current practices, needs and expectations of potential buyers and users of syringes, before deciphering the regulations and the impact of local cultural specificities on the market access of our client’s products. We then assessed the market potential and projected potential market shares for our client. This exploration work allowed us to recommend to our client the best strategy to undertake to establish itself in China and become a future leader in this new market.

Founded in 1993, Alcimed is an innovation and new business consulting firm, specializing in innovation driven sectors: life sciences (healthcare, biotech, agrifood), energy, environment, mobility, chemicals, materials, cosmetics, aeronautics, space and defence.

Our purpose? Helping both private and public decision-makers explore and develop their uncharted territories: new technologies, new offers, new geographies, possible futures, and new ways to innovate.

Located across eight offices around the world (France, Europe, Singapore and the United States), our team is made up of 220 highly-qualified, multicultural and passionate explorers, with a blended science/technology and business culture.

Our dream? To build a team of 1,000 explorers, to design tomorrow's world hand in hand with our clients.

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