Traditional sales models that rely solely on prescriber outreach or consumer advertising are no longer effective. With nearly 70% of U.S. physicians employed by Integrated Delivery Networks (IDNs), the way therapies are evaluated, approved, and accessed has fundamentally changed. For life sciences companies, understanding the key stakeholders and decision-making processes within each IDN is critical to improving patient outcomes.
A successful engagement strategy must be two-pronged:
- Top-down: Build relationships with IDN leaders and KOLs early—ideally a year before launch—using real-world data (RWD), real-world evidence (RWE), and cost-saving insights to demonstrate the therapy’s value.
- Bottom-up: Equip field teams with targeted, data-driven messaging that helps prescribers understand the therapy’s clinical benefits and competitive advantages.
To help brand teams get started, the following checklist highlights key strategic considerations for IDN commercialization:
Download the full article to explore actionable strategies for navigating today’s evolving IDN landscape and optimizing your commercialization efforts.
Author
As President of EVERSANA, Greg is responsible for accelerating the company’s growth and ensuring the success of all client commercialization efforts. With more than 25 years of executive leadership, Greg understands all facets of…
Krista works with pharmaceutical and biotech companies to find design-effective commercialization solutions. With more than 20 years of experience in the pharmaceutical industry, Krista is an experienced sales representative and district manager, with strong…
Faruk is a life sciences professional with extensive experience addressing a broad range of strategic issues, including corporate development, portfolio planning, and launch excellence.