With increased incidences of reimbursement rejections by payers and a growing usage of pricing and reimbursement tools market access is becoming increasingly restricted…

1. PARIOFORMA
 Market Access for Medical Devices and Diagnostics is hampered by national differences in coding
as well as globally diverse coverage and payment mechanisms.
 Furthermore, great variations exist in the DRG systems in the countries that have implemented
these classification methods - depending on each country’s health system structure, payment
methods and availability of information.
 Such factors can have a resultant impact on sales.
The role of medical devices in healthcare is essential – but the $300 billion medical device industry is
highly regulated and market access is becoming increasingly restricted…
 The process for gaining reimbursement is now characterized by a health technology assessment (HTA) approach
whereby payer organizations evaluate new technologies on the basis of their clinical value, cost-effectiveness and
other health economic factors.
 Manufacturers now face unique
informational and evidentiary
demands to demonstrate
comparative value.
 Payer access is most critical –
therefore, the sooner Market
Access is at the table, the more
likely successful reimbursement
and coverage strategies are to be
realized.
Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom
www.parioforma.com

2. Case Study:
A global medical device manufacturer contacted us to undertake a pre-launch PARIOFORMA
environment mapping exercise in Hungary and other selected emerging markets.
Key findings:
 Changing decision-makers – physician power
is eroding.
 Multiple buyers – all with different priorities
and differing views about your device, adding
complexity to the purchasing process.
 Rise of new influencers – payer organisations
and health technology assessment agencies
are becoming gatekeepers.
 Pricing pressure – intense pressure to
contain costs and work within pre-defined
budgets.
 Stakeholder fragmentation – a broadened
range of market access stakeholders.
 Emerging markets are complex and evolving
environments – political and economic
transition has resulted in many changes in
the healthcare environment of these
countries.
Parioforma Ltd – 55 Princes Gate – London SW7 2PN – United Kingdom
www.parioforma.com

3. Plan ahead and start early in the product lifecycle:
 Every market is different – environment mapping is key to helping manufacturers understand the
complex reimbursement, coverage and decision making landscape. PARIOFORMA
 Studies need not be in-depth, early directional work can guide strategy development, help build
early value messages and save time and money by ensuring that any future large global study
asks the right questions and is not overly complicated.
We can help you:
We specialise in environment mapping - quickly and affordably - in particular, payer research. With a
network of over 500 payer 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