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  • Writer's pictureAventria Health Group

Helping Pharmaceutical Brands Collaborate With IDNs Using Care Plans

Pharmaceutical market access vice presidents, executive directors, market access marketing, and brand leads:

Interested in collaborating with integrated delivery networks (IDNs)? Below is a collection of Aventria’s blog perspectives on how pharma brand teams can access and work together with IDNs to help drive patient outcomes.

What’s more important than data and value-based purchasing in health care? Learn the key to unlocking innovative strategies that improves both patient outcomes and brand performance.

If your electronic health record (EHR) integrations have not met objectives, think about the approach and if it met the parameters discussed in this blog. Success can be achieved, confidently, if the right plan is deployed with the right tools.


Brand, payer marketing, market access, and managed markets teams have realized the growing importance of health systems/IDNs. Are you perplexed by less-than-stellar brand performance in this important segment? You may ask yourself, “Are my account managers prepared for successful selling to health systems/IDNs?”

While health systems/IDNs vary in their ability to deliver value-based care, pharmaceutical manufacturer efforts can be weakened by treating all systems equally.

Now that you’ve concluded your brand’s business plans and finalized budgets, did senior management express confidence in your health system/IDN strategy and performance?

“My IDN KAM [key account management] team is suboptimal …” We’ve heard this. Often. Commonly even. “My IDN KAM team exceeded expectations!” We’ve heard this, too. Not often, though. And in one case, by the same pharma client, 16 months later.

So how is it possible for Pharma to create return on investment from an EHR strategy? A couple surmountable challenges may be limiting your strategic success when collaborating with IDNs or other provider organizations via an EHR integrative solution.

The short answer is yes. But it takes a special blend of strategy and effective key account management. A recent incident sums up a key challenge Pharma has when attempting to work with health systems.

To learn more about how Aventria can help you collaborate with IDNs, please reach out to:

Dave Dierk, Co-President, 30-year sales and marketing thought leader in pharmaceutical diagnostics, biomedical, long-term care, managed care, employer, and pharmacy communications, at dave.dierk@aventriahealth.com.


Paul G. Pochtar, RPh, 25+ years of experience in leading the successful commercialization of both primary care and specialty pharmaceuticals throughout their life cycle, including several landmark oncology products and other specialty therapeutics, at ppochtar@pinnaclehc.com.

Making a difference in patient care by helping patients, providers, and payers collaborate on shared priorities

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