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The EPP Expert Board members read - and select - for you the ‘must’ read books, articles and whitepapers for pricing practitioners.  
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Financial Assessment of Managed Entry Agreements

EPP Pharma Pricing Thought Leadership Meeting - Spring 2018

Bertrand Tardivel, Frehel GmbH


  • Author(s): Bertrand Tardivel, Frehel GmbH
  • Uploaded on: 17/12/2017
  • Content Type: Articles

EPP Thought Leadership Series 1/2018

Edition 1/2018 : Applied Artificial Intelligence in Tender Management

In the age of big data and Machine Learning (ML), Artificial Intelligence (AI ) is a key requirement in digitally transforming some of the historically cumbersome manual processes of tender life cycle process. This article specifically uses the context of one of the subset of middle office processes – the Tender Management Lifecycle – to formulate approaches and use cases for AI to effectively and reliably improve revenue, profitability and ease of doing business.

The EPP® Thought Leadership Series provide insights from pricing leaders around the globe. When a new insight breaks, these pricing leaders already think of the unanswered questions and the story behind the story.  These people want to inspire you to act - to take the next step in your journey. With these series, we help to take the right actions.

  • Author(s): EPP Thought Leadership Series
  • Uploaded on: 17/12/2017
  • Content Type: Articles

The One Ratio Every Subscription Business Needs to Know

Companies offering subscription products need a clear view of business performance because the payoff from their decisions is more distant, but the impact is that much more immediate. The traditional metrics no longer apply.   This article is also available on

By Roger Premo , Meinrad Heuberger , Vikas Taneja , and Mark Roberge - The Boston Consulting Group - all rights reserved  

  • Author(s): Boston Consulting Group
  • Uploaded on: 17/12/2017
  • Content Type: Articles

How the internet of things is going to change the pricing of things

The number of “things” interconnected online will outnumber the human population by a three-to-one margin by 2020, according to Gartner. From doll houses to washing machines to pills, robots, and cars, these things will upload and download rich streams of data whose value could one day reach hundreds of billions of dollars.    This article is also available on

By David LangkampJust SchürmannThomas SchollmeyerRolf KilianAmadeus PetzkeJohn Pineda, and Jean-Manuel Izaret - Boston Consulting Group - The Boston Consulting Group - all rights reserved  

  • Author(s): Boston Consulting Group
  • Uploaded on: 17/12/2017
  • Content Type: Articles

The CFO's Guide to Leveraging Big Data and Revenue Growth With Digital Transformation

As digital transformation and big data become vital to every kind of business, the CFO's role in the enterprise has become that of a technology leader. Today’s CFO must wear multiple hats, leading their company’s strategic technology directions and driving performance with non-traditional methods. Finance leaders are now at the core of digital transformation and must be able to drive business change with new technologies.

By Rekha Talluri - Finance Director, Middle East and Africa at Microsoft

  • Author(s): Rekha Talluri - Finance Director, Middle East and Africa - Microsoft
  • Uploaded on: 17/12/2017
  • Content Type: Articles

Configure Price Quote (CPQ) solutions as a powerful lever to boost bottom-line performance

Sales representatives spend on average less than 40% of their time on value-adding sales activities, with a large part of their non-value-adding time spent on administrative tasks. Software solutions supporting the process of configuration, pricing and sending out quotations (CPQ process) can help significantly boost salesforce efficiency and effectiveness.

Source : PwC Management Consulting

  • Author(s): Dries Debbaut - Director Customer Consulting and Stijn Cottenie - Senior Consultant - PwC Belgium
  • Uploaded on: 17/12/2017
  • Content Type: Articles


The emergence of high-price innovative medicines, implying high costs for health care payers, is exerting strong financial pressure on health systems. Over the years, health care payers and pharmaceutical companies have explored different ways of defining payment for new products that ensures three main objectives: quick access of patients to more effective new medicines, that provides adequate incentives to R&D efforts (both in rewarding R&D and guiding efforts to areas of higher social value) and that keeps health systems financially sustainable. In some ways, the issue of fairness (in the division of social surplus generated by the new products) can be seen as a separate one, additional to these three main objectives in the context of new pharmaceutical products.

The response to this trend has been the search for new payment models between health care payers and pharmaceutical companies. The new payment models have been generally termed Managed Entry Agreements and have a wide variety of formulations. A crucial question is whether, or not, any of these, or a subset of them, will deliver a solution to the three objectives outlined. 

Source : Report of the Expert Panel on e ective ways of investing in Health (EXPH) - © European Union, 2018 - reuse is authorised provided the source is acknowledged.

  • Author(s): © European Union
  • Uploaded on: 17/02/2018
  • Content Type: Articles

Magic Quadrant for Configure, Price and Quote Application Suites

Gartner estimates that market revenue for “Configure, Price and Quote" software was approximately $878 million in 2016, with growth of 20% per year expected through 2020.

Gartners' evaluation of 11 key vendors will help application leaders choose the solution that best meets their cloud CPQ requirements.

Source : © 2018 Gartner, Inc. and/or its affiliates. All rights reserved.

Download the full report HERE

  • Author(s): Gartner ; Mark Lewis, Melissa A. Hilbert
  • Uploaded on: 15/02/2018
  • Content Type: Articles

Value-based pricing in pharmaceuticals


Value-based pricing (VBP) of pharma products has exciting potential to help improve patient outcomes – at an affordable cost. The concept of VBP has been around for some time, but healthcare stakeholders are still grappling with what it means from a practical implementation perspective.

Or hope?

We believe that, by following these three key tips below, pharma companies and payers can unlock the "value" component of VBP: 1. Keep it simple: VBP can be highly complex, so an emphasis on simplicity should help all parties more accurately measure the effectiveness of this approach. 2. Focus on appropriateness of care: Choose the right drugs for the right patients at the right time, to give a better chance of positive outcomes. 3. Keep transaction costs at reasonable levels: Both pharma companies and payers may have to invest significantly in VBP, so robust cost management can help deliver an affordable cost of treatment. In this paper, we look at the barriers to implementation and discuss pragmatic ways to achieve successful and widespread adoption.

  • Author(s):
  • Uploaded on: 08/01/2018
  • Content Type: Articles

Payment Policies to Manage Pharmaceutical Costs

This report describes six types of payment policies employed in other high-income countries to manage the cost of pharmaceuticals; reviews evidence on the impact of these policies; and discusses the potential applicability of each approach to the United States.

  • Author(s): The Pew Charitable Trusts - by Elizabeth Docteur and Ruth Lopert
  • Uploaded on: 17/08/2017
  • Content Type: Articles