Important partnership between European Pricing Platform and Vistex
European Pricing Platform is excited to announce the new partnership with Vistex as Prime Structural Partner for the Life Sciences Industry.
Brussels, Walldorf - June 6th 2019 – A Global Leader in the Go-to-Market Solutions through strategy, software, implementation, execution, and analytics ‘Vistex’ becomes part of the n°1 pricing community ‘EPP’. We are very proud to confirm Vistex who will support us in our mission to spread pricing knowledge amongst pricing and profit optimisation professionals.
Mature economies, like Europe, are likely to grow slowly for many years to come, as volumes and margins remain under pressure. However, an abundance of opportunities still exists for unlocking profit optimisation potential by paying closer attention to our pricing practices. If you are active in the Life Sciences Industry, the first thing you should do, is indicate October 14th to 16th, 2019 in your agenda. Because that’s when pricing and profit optimisation will come to a new and absolute peak with the 9th EPP Life Sciences Pricing Forum 2019 in Munich, Germany. Vistex will be present as Gold Sponsor with a keynote slot providing insights on how future pricing opportunities will evolve in the Pharma industry.
One of the main occupations of the European Pricing Platform is to keep our eyes and ears open for the pricing and profit optimisation trends, shift and issues of pricing professionals on a daily base. Vistex, as Prime Structural Partner for the Life Sciences Industry, helps us connect with these pricing professionals and their concerns. This leads to top-quality content, brought to you in innovative, interactive formats, ensuring you a maximum learning and insight-gaining opportunity.
“Vistex will become an important partner for EPP because of their proven track record, deep expertise, customer experience, and considerable pricing science methodologies know-how.” said Pol Vanaerde, EPP president. “We are pleased to have Vistex on our expert list as we can always rely on them, and look forward to working closely with them to better serve the pricing and profit optimisation community.”
"We have great success helping Life Science companies optimizing their Revenue Management processes like Price Management, Contract Management including Managed Entry Agreements especially on Outcome-based Pricing, Tender Management and Chargebacks as well as detailed Gross-to-Net Analysis. Life Science is one of our key industries that we serve and I strongly believe that the combination of SAP and Vistex provides a compelling offering. At Vistex we stand for “Vision to Execution”, which means delivering a comprehensive experience for better managing all Go-to-Market programs. With the EPP partnership, we have a great opportunity in increasing our experience and knowledge sharing with a large variety of leading pan-European pricing experts and practitioners.” said Udo Hannemann, General Manager EMEA, Vistex GmbH
About the European Pricing Platform
EPP is a ‘Not-for-Profit’ knowledge exchange focused on supporting business management, pricing, and profit optimisation professionals, and CxO-level executives across a variety of industries and sectors. Our target is to update the pricing and profit optimisation know-how of business managers. Our mission is to be the premier pricing expertise community for international decision makers in a wide range of industries. The interactive sharing, collecting, and development of pricing and profit optimisation knowledge are the key elements of our platform.
Visit: www.pricingplatform.eu and www.pricingevents.eu.
Vistex is a global enterprise software company headquartered in Chicago. The company is a pioneer in enabling organizations to better deploy their products and services through Go-to-Market programs. The software and services provided by Vistex help companies increase revenue and reduce costs with their business partners by managing trade, channel and vendor programs, pricing, performance incentives and rights and royalties. Optimized by industry and deployed on-premise or in the cloud, enterprises are empowered with unprecedented visibility into the full life cycle of program performance through strategy, software, implementation, execution and analytics services. Vistex Solutions for SAP software utilize the core SAP ERP and SAP S/4HANA environments to help maximize customer investment. For more information, visit www.vistex.com.
There’s a core contradiction at the heart of most Pharma and MedTech companies: while their mission statements talk about “transforming lives” (Roche), “saving and sustaining lives” (Baxter), “making the world healthier” (Philips), and “contributing to human welfare” (Medtronic), often the very high prices for innovative drugs, devices and therapies limit the number of patients who can benefit. The justification for high prices is often the need to have sufficient funds for R&D. The tension this causes creates political pressures to change the rules for drug and medical device pricing.
What to do?
One idea that has some promise is “delinking” pricing for the R&D from the price of the physical product: payers would pay for the R&D separately from the consumed pill or device.
How would this work?
In the pure form, a manufacturer would agree with a health care payer (government, insurance company, etc.) to provide access to a drug, device or therapy for a potentially unlimited number of patients for a fixed number of years for a fixed amount. You might think of this as Netflix Pricing for Healthcare, or Deutsche Bahn ‘Bahncard 100’, giving unlimited travel on the Germany railway network for a year. For a hybrid version, a ‘per unit’ charge would also apply to cover the manufacturing cost of each unit (with a reasonable margin on top). An analog for this might be Car Sharing, with an annual subscription plus a per-mile fee, or ‘Bahncard 50’, giving 50% off German rail travel for a year.
Let’s try an example, with traditional, fixed payment and hybrid pricing approaches.
- In the traditional pricing approach, each pill has a price. In the US this can easily top $50,000 per month for novel cancer therapies, limiting the number of patients who can benefit without breaking the healthcare budget.
- In pure ‘Netflix’ fixed pricing, the manufacturer might agree to a fixed payment (let’s stay $100 million) for 5 years of access to all the patients in the country that meet certain criteria.
- And for ‘car sharing’ hybrid pricing, perhaps the fixed price would be $50 million for 5 years, but with the price per month of treatment dropping to $5,000 to cover the cost of the pill manufacture (often gross margins for new products are very high).
What are the advantages of Delinked prices?
Why would governments and other payers go for this? For the payer this gives them a much better handle on the costs, eliminating or reducing the risk of a successful product blowing their limited healthcare budget. Crucially it enables them to make the product available to a much larger number of patients.
But what about the manufacturer? I’d argue this scheme would help them to get back ‘on-side’ with the public about the cost of healthcare (averting more brute-force price controls for example). They’d make strong profits from successful R&D efforts (and can still make great profits from successful blockbuster products), but those products would be much easier to distribute widely at low (or zero) incremental cost. This delinking would also enable companies to focus on R&D: manufacturing of the actual products could in some cases be spun off to contract manufacturers (think Apple and Foxconn). The need for expensive marketing and sales efforts significantly diminishes. And finally, they would be much closer to living up to their mission statements!
Of course there are substantial barriers and risks: waste can be a problem if the consumable is free or very low price; therapies treating more than one disease will be a challenge (as they are today), and controls over distribution will be needed. And it will only work for products with high R&D costs and low consumable cost.
Delinking in action
The ‘Netflix’ approach is being used in Australia for Hepatitis C treatments from Gilead, AbbVie, Bristol Myers Squibb and Merck: in 2015 they signed a A$1B for a 5 year “all the medicine they can use” contract (Louisiana is negotiating a similar deal). Australia has been able to treat 7x the number of patients that would have otherwise been possible.
I believe this has huge promise for therapies that have high R&D and much lower manufacturing costs, which can benefit relatively large populations. And while there are clearly challenges, these appear much more tractable than those associated with risk-sharing schemes that have been trailed for several years but never seem to take-off.
Finding a win-win for high pharma and MedTech prices is becoming urgent: delinked pricing seems to offer one attractive option that’s worth exploring.
By Ian Tidswell
Success in the Medical Technology industry requires constant innovation. But capturing a fair share of the value (pricing) from that innovation throughout the product lifecycle is especially challenging given multiple market access hurdles, constrained healthcare budgets and diverse stakeholders to please.
The infographic below outlines the 6 steps to creating and capturing value in MedTech, from offer design through market access and reimbursement approval to new product transitions. For each step it highlights some of the key concepts and tools.
These steps will be discussed in detail during the MedTech Pricing and Market Access Strategy and Tactics training. Covering both industry-wide challenges and your specific improvement opportunities, you'll leave with an understanding of how leading companies are achieving success with pricing, and the confidence to tackle all your pricing challenges.
Cube Revenue Management (http://www.cuberm.com/), an enterprise pricing software company with Fortune 500 customers and thousands of users in 20 countries across Europe, announced today its new Business Advisory Board consisting of distinguished members of the worldwide pricing community.
Cube Revenue Management is happy to announce the official launch of its Business Advisory Board consisting of two distinguished members of the worldwide pricing community, namely:
- Ray J. Almeida Jr.: Ray is currently Vice President, Renal Therapies Group Sales Operations at Fresenius Medical Care North America. Prior to joining Fresenius, Ray spent more than 20 years in various leadership positions at Boston Scientific Corporation where he pioneered the Contracting Operations and Sales Analytics function.
- Nico Bacharidis: Nico has been working for Pfizer for over 13 years, most recently as the Country Lead in Pfizer Essential Health in Switzerland. He brings a broad range of experiences and a strong network within the pharmaceutical industry and has a strong track record of driving commercial innovation, building and leading high-performing teams and implementing change.
Most large companies in many industries, from life sciences, to technology and retail, face everyday many of the challenges that Ray and Nico successfully addressed throughout their career such as identifying the optimal price per customer and efficiently managing the sales process including Tenders, Quotation, and Contract Compliance.
CEO, Costas Economopoulos : “We feel both honoured and privileged to be working closely with two distinguished professionals like Ray and Nico. We are committed to use their vast knowledge, especially concerning the tendering and pricing processes of large organizations of the Life Sciences, to further develop our offering to the benefit of our customers in this important market.”
About Cube Revenue Management
Cube Revenue Management (www.cuberm.com) offers an enterprise software suite including an intuitive Tender Management and CPQ (Configure Price Quote) system and integrated price guidance through sophisticated machine-learning models, which helps companies to create and evaluate tender proposals, efficiently manage sales quotes, and identify optimum pricing. The company already has a successful track record including Fortune 500 enterprise customers and a user base of thousands of sales people in more than 20 countries across Europe.