Managed Markets

What Managed Care really cares about is value.

Managed Care Markets define value as more than just products. To Managed Market customers, pharmaceutical value is a combination of product, pricing, programs, and people. Value means solutions—to their problems, not yours.

Now, more than ever, it is critical for pharmaceutical companies to provide comprehensive value propositions in support of their brands. These value propositions must be different for every Managed Market customer

For example, Payors—also known as HMOs, MCOs, and GPOs. Payors value solutions that help them improve quality of healthcare, minimize high costs, and improve outcomes and member/employee retention.
Or Employers. Employers value solutions that help them maximize worker productivity, minimize absenteeism (and its equally destructive cousin, “presenteeism”), and contain costs without sacrificing morale.
Or Government. Through Medicare, Medicaid, and the new Prescription Drug Plan, Government is playing an ever-increasing role in funding healthcare. They value solutions that promote responsible approaches to the management of medical conditions while minimizing unnecessary utilization.
Or PBMs. Or Long-Term Care. Or any of a dozen emerging Managed Markets. All these customers value your company or cutting-edge brand only to the extent that these provide a means to their ends.

This doesn’t mean that your brand isn’t important. It means you have to find the way to incorporate your brand’s attributes as part of a comprehensive value-based approach that is relevant and integral to the specific needs of your Managed Markets customers. It often means selling the condition before selling the solution. It always means differentiating through a combination of product, programs, and people to offset the focus on price.

Beacon gets this. Because many of our people have lived it from the Managed Markets side of the table. Contact us for a presentation of our work.

Find Out How Beacon:

raised a company’s managed markets ranking among MCO Pharmacy Directors from #23 to the top 10 in a single year
increased awareness of a company’s health management resources division by more than 20% in just 9 months

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