EMC Analytics is proud to announce that we were one of the two winners of Pharma CI’s Award of the Year: Most Innovative Approach to Competitive Intelligence presented at the 2016 Pharma CI Conference & Exhibition in Parsippany, NJ this week. Our entry was How to Win in the IDN Market and Not be Caught Unawares by New and Evolving Competitive Forces. The other winner was Genentech.
We won this award for our approach to researching how pharmaceutical and biotechnology companies are reorganizing themselves to sell into Integrated Delivery Networks (IDNs) in the U.S. These mega-provider groups total approximately 800 today. They influence patient access to nearly 70% of all hospitals across the country and 30% of all practicing physicians. In some areas of the healthcare market, they have become the dominant channel, such as cancer where they control over 70% of all oncologists.
EMC was contracted by a major global pharmaceutical company to assess how a range of competitors were approaching this segment of the market. A team of 9 experts were used to research how these companies are restructuring to market and sell into this new channel, specifically at the C-level of the institutions. The insights we delivered covered how these companies are facing the demands of IDNs for new support services, where there are conflicts of interests, and which companies have developed innovative best practices that can potentially give them significant competitive advantage.
Mike Ratcliffe, Managing Director of EMC Analytics Group, receiving the award from Sue Ward, Senior Director of Worldwide Competitive Intelligence, Pfizer and co-chair of the Pharma CI Conference & Exhibition.
If you would like a copy of our presentation about our entry we made at Pharma CI, please email us at firstname.lastname@example.org.