How We Work

Consultative

Consultative

We bring an objective perspective informed by the breadth and depth of our experience.  We have been on the client, agency, and regulatory side allowing us to evaluate business issues through a multi-faceted lens.

Pragmatic

Pragmatic

We understand the needs of the sales, marketing, strategy, regulatory, and clinical development teams because we have been in these roles ourselves. We think like the team and are committed to creating pragmatic solutions that produce actionable outcomes.

Hands On

Hands On

We have an inverted pyramid structure – clients work directly with us rather than a pool of junior associates.  You have our complete and undivided attention.  Whatever has to get done gets done.

Recent Engagements

Clinical Impact of Molecular Diagnostic

Objective

Evaluate the clinical impact of a new molecular diagnostic for use in interstitial lung disease.

Methodology

Choice model based on array of sensitivity and specificity levels to gauge minimum and optimal performance necessary to drive a change in diagnostic behavior and reduce the number of invasive diagnostics.
Approved for IRB.

Outcome

Threshold sensitivity and specificity levels identified as well as pros and cons of two-state versus three-state classifier.
Presented at ATS 2015.
Company is moving forward with development plan.

Commercial Diligence Prior to Asset Acquisition

Objective

Define value proposition for new drug to be used to treat acute HE in hospitalized patients.

Challenges

Term sheet had to be submitted within 10 business days.

Methodology

Interwoven and iterative qualitative and quantitative research initiated and completed within 14 days

Multiple facets explored in tandem: patient pathway, efficacy and health economic endpoint exploration (ICU/LOS), pricing, formulary/restriction.

Outcome

Characterized value proposition and use cases; company moving forward with acquisition.

Hospital Chart Audit for FXa Anticoagulant Reversal Drug

Objective

Identify rate of life-threatening or uncontrolled bleeds at major hospitals characterized by patient factors, bleed site, and treating physician specialty.

Challenges

Secondary data sources not useful; thousands of ICD-10 codes for life-threatening bleeding events.
No analog drugs to guide market sizing or frequency of admissions.

Methodology

Customized algorithm specific to anti-coagulant-related bleeding events that could be executed across hospital EMRs.
Designed data collection tool that could be completed by hospital pharmacists who were proficient in designing searches for their EMRs; hospital and patient-level data.
Write Visual Basic for Applications (VBA) program to aggregate data and automate analytics.
Recruit a panel of hospital pharmacists to participate in longitudinal research (monthly and quarterly).

Outcome

Since 2016, findings have been continuously integrated into corporate forecast, announced on earnings calls and input into manufacturing planning.

Patient Journey in Diagnosis of Idiopathic Pulmonary Fibrosis

Objective

Characterize the patient journey of interstitial lung disease as they seek diagnosis.

Methodology

In collaboration with the Pulmonary Fibrosis Foundation (PFF), research conducted with members of the PFF and Inspire Online Community to explore their diagnostic pathway including testing, misdiagnosis, unnecessary treatment, referral patterns, and timeline.

Outcome

Documented significant delays in diagnosis and diagnostic errors.
Presented at PFF annual meeting 2015.
Call to action put forth at the annul PFF meeting with agreement to prioritize development of improved testing options.

Market Size and Launch Forecast  in Orphan Drug Market

Objective

Estimate the market size and develop a forecast for new drug to treat periodic paralysis (PP).

Challenge

No ICD-10 code for PP, market had never been sized, no drugs indicated for treatment.
Treating physicians concentrated in small number of academic medical centers.
Patients not organized into advocacy groups.

Methodology

Integrated analysis including observational data analysis, primary market research with treating physicians, and patient pathway research with patients.

Outcome

Developed revenue forecast model designed in alignment with PP patient health states.  Dynamic, Excel-based model linked to sales force performance reporting system.  Product launched successfully; base case targets exceeded.

Novel Approach to Branding in the Toxin Market

Objective

Ideate and optimize words, phrases, and language to leverage the strengths of a highly developed and sophisticated market while effectively differentiating the brand.

Methodology

Developed a novel research methodology incorporating the principles of Centrality Versus Distinctiveness as presented in HBR 2015 (Dawar et al).
Executed with patients and physicians.

Outcome

Identified central message elements currently used across the category that are motivating and should be maintained.
Resulted in significant cost and resource savings, as research revealed that re-branding the class would not drive share of new drug.
Identified distinct messages/descriptors that should be used to maximize differentiation of brand and motivate use.

Competitive Positioning in Multiple Sclerosis (US and EU)

Objective

Track market positioning and impact of new biologic to evaluate impact on launch strategy in future MS market.

Challenge

Six competitive products ahead in pipeline, dominant pharma company launched rising blockbuster in 2018 potentially disrupting intended treatment pathway for target patient population and dampening success of launch.

Methodology

US and EU survey fielded with MS Centers of Excellence and community neurologists.

Outcome

Hypothesis that competitive launch would impact later line treatments, but not intended position for client’s product, was rejected.
Client initiated scenario planning to prepare for various trajectories of launch and pipeline products in market.

Who We Are

Outcomes Insights brings market research and analytics into a consulting framework.