Multiple Sclerosis

Written By Karen Dindial

The Challenge

A global mid-sized biopharmaceutical company wanted to launch two novel therapies for multiple sclerosis (MS), each facing unique challenges:

  • A new oral therapy in Europe - Based on its pricing strategy, the potential for a perceived high cost of this therapy presented a serious risk of “sticker shock” – in particular, the “cost per pill” of this new treatment could raise objections when compared with other available medicines.

  • •A novel BTK inhibitor for relapsing multiple sclerosis (RMS) in the US – Based on numerous MS therapies currently on the market, stakeholders do not appropriately value new medicines, not recognizing that this novel mechanism of action helps address patient unmet needs that still remain.

Our Solution

  • Understood the prevalence, economic burden, and key unmet patient needs due to MS and RMS in Europe.

  • Analyzed the pricing and access trends to understand key unmet patient needs and access policy priorities.

  • Identified key access policy influencers, including KOLs, patient leaders, and government or non-government organizations.

  • Defined product value propositions.

  • Conducted competitive intelligence to understand stakeholder strengths and gaps.

  • Drafted key policy and payer messages, including a Pricing Rationale, to support pricing and coverage discussions.

  • Created risk-mitigation messaging tools.

  • Defined multi-stakeholder engagement plans, outlining opportunities for best collaborations with the client.

  • Created strategic plans to guide policy and patient advocacy engagement activities.

  • Developed operational plans and supported tactical execution.

Benefits to Client

  • Empowering Communication: Clear messages and useful communication tools to support pricing/coverage discussions with payers and policy decision-makers for multiple MS therapeutics.

  • Strategic Deliverables: Tailored plans for each therapeutic: Strategic and Operational launch plans, The Value of MS Medicine, Pricing Rationale, Messages for Policymakers, Messages for Payers, Commitment to Value-Based Care, Commitment to MS and Sustainability, Commitment to Pricing and Access, Frequently Asked Questions by Payers, Leave-Behinds for Policy Stakeholders.

  • Enhanced Engagement: Strengthened ability to effectively engage and build relationships with key external stakeholders, including payers, policymakers, and patient organizations.

Karen Dindial