Pharma-Payer Partnerships in Emerging Markets

  • ID: 4421378
  • Report
  • 72 pages
  • Datamonitor Healthcare
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Payer partnerships are becoming widespread as emerging markets become wealthier, but access challenges remain. Partnerships with proven success include “strategic philanthropy,” patient access programs, tiered pricing, and service support models. Many of the most successful strategies are hybrids of two or more “pure” partnership archetypes.

This analysis is a survey of recent industry experience with payer partnerships in emerging markets, using case studies and real-world exemplars to illustrate best practice. While there is no “one size fits all” approach to partnering in emerging markets, the author has considered in each case how best to address payer needs that cannot be served by the routine course of business.

This analysis covers self-pay markets, partially reimbursed, and reimbursed emerging markets. Pharmaceutical companies that can overcome payer resistance, and take a proactive approach, can reap significant rewards from innovative partnerships in challenging, high-growth markets.
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1 EXECUTIVE SUMMARY
  • Partnerships with payers facilitate access in emerging markets
  • Partnerships with payers take many forms, depending on funding source
  • Customization is key for successful partnerships in self-pay markets
  • Even in reimbursed emerging markets, paying for outcomes is rare
  • The most successful partnerships are driven at the local level
2 THE PHARMA-PAYER PARTNERSHIPS LANDSCAPE
  • Payer partnerships are unlocking emerging-market opportunities
  • The market structure shapes the partnership
  • Bibliography
3 PARTNERSHIPS IN SELF-PAY EMERGING MARKETS
  • Self-pay markets: summary of partnership options
  • Donation partnerships
  • Tiered pricing
  • Continuous treatment programs
  • Complementary health insurance
  • Bibliography
4 PARTNERSHIPS IN REIMBURSED EMERGING MARKETS
  • Service support can boost access in reimbursed markets
  • Real-world evidence is gaining traction in emerging markets
  • Risk sharing in reimbursed emerging markets
  • Technology transfer in emerging markets
  • Bibliography
5 CRITICAL SUCCESS FACTORS FOR PARTNERSHIPS IN EMERGING MARKETS
  • Aligning partnerships with local goals and capabilities is key
  • Assessing risk-reward in partnering options
6 APPENDIX
  • About the author
  • Methodology
List of Figures
Figure 1: Payer partnership options in emerging markets
Figure 2: Donation/tiered pricing archetype
Figure 3: Novartis access differentiated strategy
Figure 4: Continuous treatment program archetype
Figure 5: Discount card archetype (variant of CTP model)
Figure 6: Complementary insurance partnership archetype
Figure 7: Stakeholder map of Turkey
Figure 8: Outcomes-based risk sharing archetype
Figure 9: Stakeholder map of Mexico
Figure 10: Technology transfer archetype (Brazilian Partnerships for Productive Development model)
Figure 11: Requirements for emerging-market payer partnerships

List of Tables
Table 1: Risk-benefit matrix: partnerships in self-pay markets
Table 2: Case study 1: The Max Foundation
Table 3: Case study 2: Novartis Philippines and Roche Egypt
Table 4: Case study 3: Sanofi’s emerging-market partnerships
Table 5: Case study 4: PAPs in Argentina
Table 6: Case study 5: Complementary insurance programs in China
Table 7: Case study 6: Payer support programs in Latin America
Table 8: Case study 7: Risk sharing in three Latin American markets
Table 9: Case study 8: Technology transfer programs in Brazil
Table 10: Options for payer partnerships by market archetype
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