Commercial and Market Access Opportunity Assessment for an Innovative Ocular Therapy

A large biopharma company was developing a new therapy for an ophthalmological condition. This new therapy could be very important, as the company’s core product was facing LOE and it would need to replace that revenue. The new therapy offered the potential for multiple benefits over existing alternatives, including lower risk, faster recovery, easier administration, and more. The company needed to better understand the therapy’s commercial potential, with an emphasis on market access. Leaders needed to validate its US pricing potential and define the market access requirements for successful commercialization. It also needed to assess willingness to prescribe the therapy across various sites of care, physician segments, and patient populations.

We began by conducting a situation analysis to synthesize current knowledge and identify any data gaps. This process involved working sessions with the client, internal document reviews, and secondary research. Guided by the situation analysis, we then conducted in-depth primary research with a wide range of payers, healthcare providers, KOLs, and other provider access stakeholders. This enabled us to test and validate our hypotheses related to market access, as well as gain valuable strategic insights. Next, our team synthesized insights across the full range of stakeholders, generating clear guidance and recommendations regarding 1.) Price potential and coverage expectations across patient populations, 2.) Market access requirements to support successful commercialization, and 3.) The commercial and market access opportunities across prescriber segments and patient types.

Our work provided the client with a much deeper understanding of the therapy’s commercial potential and was a crucial input into its pricing and market access strategy. The client subsequently retained Blue Matter to provide additional strategic support related to this and other therapies in its portfolio.