1. PARIOFORMA
Globally, over 60% of pharmaceutical industry growth can be attributed to specialty care brands.
These are high-priced, specialized, often biopharmaceutical molecules that have limited patient
and prescriber populations, high annual treatment costs, and restrictions on access, use, and
reimbursement.
They are dominating pipelines, and their sales are
forecasted to grow at twice the rate of traditional SPECIALTY PHARMACEUTICAL
products for the next five years. By 2013, global SALES GROWTH, 1999-2008
revenue from specialty products will exceed $160
billion. But with such rapid growth comes unique
challenges…
 The specialty market place is very different to primary care
markets – characterized by a tight KOL universe, small patient
numbers, and high barriers to entry (high development cost,
intensity of competition, threat of substitution).
 In addition, manufacturers of niche specialist products face
unique informational and evidentiary demands to
demonstrate comparative value.
 Of all factors contributing to product success, payer access is
considered the most critical – therefore, the sooner Market
Access is at the table, the more likely successful pricing and
reimbursement strategies are to be realized.
 With the high cost of many specialty products the stakes on
Market Access are extremely high.
Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom
www.parioforma.com

2. PARIOFORMA
Case Study:
Pre-launch pricing and reimbursement strategy for an oncology product.
 Product: For use in advanced metastatic cancer. CZ – BI and CE are
important and no
 Indication: Initial indication 2nd line with potential experience in
for future launch in 1st at a higher dose. developing risk
sharing strategies
 Issue: To understand how this may affect payers’ PL – cost per NL – product
patient is needs to
decisions when assessing the product and in paramount for demonstrate that it
drugs administered provides more
negotiations on price. The client wanted to gain under special "health" than
therapeutic comparators at a
payer insights on the future of managing price and
Country
programmes reasonable cost
access in oncology and how best to support this new
product during its review for reimbursement,
funding and listing. Insights
 Response: The Parioforma team conducted a multi- PT – price BE – risk sharing
country review, engaging with payers to: negotiations are not official but
based on BI and common practice
◦ Establish the relative importance of the uncertainties relating to this cost per QALY for all Class 1 drugs
product and their expected impact on pricing and access;
◦ Evaluate the capacity of alternative access programs to mitigate FI – different
these uncertainties. funding and pricing
mechanisms for IV
Some country insights from this study are highlighted in the chart. and oral drugs
Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom
www.parioforma.com

3. PARIOFORMA
Our Services:
We specialise in qualitative & semi-quantitative directional pricing research - from broad
payer assessments for early stage assets to detailed country planning and payer engagement
for pre-launch and marketed products.
 Every buying system has multiple purchase decision makers, each with different value perceptions and influence.
 We have developed a strong network of payers and payer influencers at national, regional and local level across
more than 40 markets worldwide.
We can help you understand:
 The approval and decision-making environment related to coverage, pricing , and reimbursement on a country-by-
country basis (including emerging markets);
 General characteristics of healthcare delivery systems including common barriers and recommendations to
facilitate market entry;
 Best practices for developing an access strategy;
 Methods for communicating value propositions to hospitals in individual markets.
With a network of over payer 500 specialists worldwide - our scope is global and we have the
resources and experience to tailor our services to meet your needs…
 For further information, or to discuss your Market Access requirements, contact us now on +44 (0) 207 225 3538
or email Charles Rowlands at: charles.rowlands@parioforma.com
Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom
www.parioforma.com