CASE - Market Expansion: working towards state-of-the-art Oncology management in Emerging Markets

Client Need

The launch of an innovative oncology drug requiring specific diagnostics and careful patient selection poses significant challenges in developing markets, where the healthcare system is not always able to provide and coordinate the required resources to ensure patient safety and optimal product utilization. As a consequence, not only could the product be subject to logistical challenges, but also local Payers could take such deficiencies into account already when assessing the drug's reimbursability and pricing.

Real-life effectiveness will be estimated much lower than clinical trial efficacy and the potential of the product will not be valued; with the result that patients will likely have no access to the innovative treatment.

The Client needed to:

  1. Identify gaps in the delivery of care and estimate their impact on the patient journey of the drug,
  2. Leverage relationships with stakeholders to improve the management of the system,
  3. Devise joint innovative initiatives to cover the gaps.


We assessed the patient journey for the drug across hospitals in different institutions, both private and public, to identify gaps in reimbursement (incl. reimbursement of concomitant drugs, diagnostics and visits), access to resources and services, costs, waiting lists and capacity of resources. We leveraged epidemiology, literature and primary research data to quantify the size of each roadblock, its impact on the cost of the disease and the repercussion on the final QALY gained with the treatment.

We selected and prioritized the areas of intervention, devising innovative strategies to reduce existing gaps, either through care management initiatives, commercial offerings and value added services. We liaised with stakeholders at different levels (physicians, hospital managers, payers, administrators) in order to integrate and further refine the proposed initiatives, to provide the client with a final "road to implementation".


  • 1000 Clinical Records analysed, 50 Hospitals and 100 stakeholders involved
  • The program helped the client list the product on the formularies of 2 major institutions
  • The program helped ensure a faster uptake (+50% in the first year)
  • Influenced the decision to change the organizational structure of the Institutional Affairs department

Designed and developed by: Brand039