Optimizing the utilization of Health Outcomes data has become increasingly important to the success of pharmaceutical and biotechnology companies. This study explores how U.S. biopharma organizations optimize and utilize Health Outcomes data both internally and externally. The study compares survey responses from 2009 and 2011 on questions around the utilization of Health Outcomes data. Some of the questions addressed in this report are which functional groups review Health Outcomes data, how HO data is used internally by different groups and how organizations use HO data externally. Executives and managers involved in utilizing Health Outcomes data can use this study to compare their procedures and tactics with leading organizations.
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Health Outcomes Report Summary
1. Best Practices in Utilizing Health
Outcomes Data
Best Practices, LLC Benchmarking Report
2. Table of Contents Page
INTRODUCTION 5
SUMMARY OF KEY INSIGHTS 7
KEY FINDINGS 8
UNIVERSE OF LEARNING 10
HEALTH OUTCOMES REPORTING STRUCTURE 13
• Structure of Health Outcomes Function 14
• Health Outcomes Leadership Growing in Seniority 15
• More HO Groups Report to S&M than in 2009 16
UTILIZING HEALTH OUTCOME DATA 17
• Most Common Decisions Made By Health Outcomes 18
• About 60 Percent Use Health Outcomes Data for Unsolicited and Proactive Requests 19
• How Companies Provide HO Data When They Offer Unsolicited and Proactive 20
• Health Outcomes Data Used Most Often with Managed Care Account
Managers and Medical Science Liaisons 21
• Almost All Companies Use Prospective Health Outcomes Data for
Promotional Purposes 22
• Variance Exists in Corporate Usage of Prospective Health Outcomes Data 23
• Retrospective Use of HO Data Remains Cautious 24
• Companies More Likely to Use Retrospective Health Outcomes Data
Off-Label than in 2009 25
• Managed Care Account Managers Are Provided Data Most Often for
On-Label Purposes 26
• Health Outcomes Data Used More Often With Sales Reps Than in 2009,
Typically On-Label When Utilized 27
3. Table of Contents Page
•Medical Science Liaisons Receive a Mix of Health Outcomes Data, More
so Than Others 28
• Brand Teams Receive Data Frequently for On-Label Purposes, and
Off-Label Has Risen As Well 29
• Sales Training Receives Health Outcomes Data On-Label, But Less
Frequently Than Other Groups 30
• About 50% Avoid Health Outcomes Data for Off-Label Purposes 31
• Health Outcomes Data Is Used in a Limited Manner with Other Groups 32
HEALTH OUTCOME DATA REVIEW PROCESS 33
• Medical, Legal and Commercial Reviews Are the Groups that Often
Examine Health Outcomes Data 34
• Medical, Legal and Regulatory Consistently Sit on Health Outcomes Review Committee 35
• Health Outcomes Data Reviewed Most Often at Brand Level 36
HEALTH OUTCOME DATA OVERVIEW 37
• Tiered Classifications Not Being Implemented By Health Outcomes Groups 38
• Most Companies See a High Level of Risk With Health Outcomes Data
For Off-Label Promotion 39
• Utilization of Health Outcome Data 40-41
• Strategic Planning A Critical Output From Internal Health Outcomes Data
Usage 42
• Treatment Guidelines Top Use of Health Outcomes Data with Physicians 43
• Reimbursement and Drug Formulary Inclusion Most Used Activities with
Health Outcomes Data Usage 44
4. Table of Contents Page
•Patients Not Seen As a Vital When It Comes to Health Outcomes Data 45
• Process Flow for using Health Outcomes Data for Promotional/ Commercial Purposes 46
HEALTH OUTCOME DATA BEST PRACTICES INSIGHTS 47
• Major Initiatives 48
• Best Practices for Utilizing Health Outcome 49
• Primary Elements in Health Outcomes Piece 50
ABOUT BEST PRACTICES, LLC 51