Background
Our client was developing a targeted monoclonal antibody for the treatment of gastric and gastroesophageal cancer.
As the clinical results from Phase III trials become available, challenges were identified that would likely impact pricing and lead to reimbursement restrictions.
Valid Insight supported the client by developing an objection handler, enabling affiliate market access teams as they prepare for HTA and reimbursement submissions, and interactions with local/ regional payers at the time of launch.
Valid Insight Approach
We first conducted an insight generation phase, which included an online survey for key internal stakeholders, to understand anticipated access challenges and likely payer concerns at the global level and in individual markets.
The objections were drafted, and a four-hour face-to-face workshop was conducted to prioritise and refine them and discuss a potential approach.
Based on these discussions, a concise, interactive, user-friendly objection handler was developed, with anticipated payer objections and evidence-based responses.
Results
The objection handler highlighted the likely payer concerns and how to address these with evidence-based, company-approved responses.
At the time of launch, the affiliate teams were able to use the tool to support HTA and reimbursement submissions and to optimise their interactions and pricing and reimbursement negotiations with local/ regional payers.