Learn how a shift from volume to value implies new roles for life sciences companies in the healthcare ecosystem. Find out more at http://bit.ly/1TVCZuq.

1. Next Generation Business
Models and Strategies
by Jeff Elton and Anne O’Riordan
HEALTHCARE
DISRUPTED
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Copyright © 2016 Accenture All rights reserved.
A new economic reality,
market shifts and the digital
revolution change the definition
of what ‘health care’ actually
is and how it will be delivered
and experienced.

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Copyright © 2016 Accenture All rights reserved.
The shift from volume to value implies new roles in
the healthcare ecosystem value chain.
FROM…
Volume Drivers
… To
Value Drivers
$
Revenue
Market Share
Gross Margin
Sales &
Marketing
Regulatory
Medical
Affairs
Increased Patient Value
Increased Provider Value
Increased Payer Value
Medical
Evidence
System
Value
Analytics
Insights &
Actions

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Copyright © 2016 Accenture All rights reserved.
Purchasing
The new value-based healthcare paradigm will come
from digitally enabled patient services.
Today
Value propositions focus
on clinical attributes of
products versus
competitors’ and physician
prescribers.
Emerging
Value propositions focus
on delivering outcomes-
based health & therapy
management services
enabled through connected
devices, sensors, services,
social engagement, and
broadly ‘aware’ solutions.
Physicians +Life
Sciences
Products
Life
Sciences
Products
Patients
Physicians Government
Payers
Health
System

5. Copyright © 2016 Accenture All rights reserved. 5
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To thrive in this new environment, there are strategic
choices no healthcare company can avoid.
Senior leaders will need to:
Clarify their company’s
market positioning
regarding patient outcomes
and value to the
healthcare system.
Define the
differentiating
capabilities
necessary to deliver on
those goals.
Create a
high-performance
enterprise
of partners, collaborators
and talent.

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Copyright © 2016 Accenture All rights reserved.
Introducing four emerging business models to drive
the shift from ‘volume to value’:
Around-the-Patient
Innovators
Economics tied to
improving patient and
health systems achieved
by integrating therapeutics,
devices and services with
clinical management
processes.
Lean
Innovators
Combine the best practices
of efficient manufacturing
and lean supply chain with
M&A expertise, challenging
existing cost structures and
operating models.
New Health
Digitals
Economics grounded in
digital with global scale and
ecosystems of apps,
technologies, devices and
the cloud who are
changing how and where
patient care is delivered.
Value
Innovators
Product-centric, focused on
specialty therapeutics and
the patient journey, using
services leveraging
analytics and to improve
outcomes.
Learn More

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Copyright © 2016 Accenture All rights reserved.
Is your organization
built for collaboration
and competition?
More Info Buy Now

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Copyright © 2016 Accenture All rights reserved.
Anne O'Riordan is the Global Industry Senior Managing Director of Accenture Life
Sciences. Based in China since 2007, she has worked throughout Europe, the
United States, and Asia for the past 25 years, helping pharmaceutical, medical
technology, and consumer health companies rethink, reshape, and restructure their
businesses to deliver better patient outcomes. Before moving to Asia, O’Riordan
was based in London for nine years, where she led Accenture’s European Health
and Life Sciences practice.
About the Authors
Jeff Elton, Ph.D., is a Managing Director in Accenture Strategy, and Global
Lead of Accenture Predictive Health Intelligence and Accenture Intelligent
Patient Solutions, which is focused on advancing real-world analytics and the next
generation of business models for healthcare organizations and companies.
Currently a board member of the Massachusetts Biotechnology Council, Elton has
more than 25 years of experience as a global executive and consultant in the
healthcare and life sciences field.