Situation
Our client had two very effective, but expensive cancer treatments with unexplained and extreme regional differences in uptake.
Market expansion depended on understanding the basis of these differences.
IMS approach
We conducted a market access survey designed to explain the variation in each region.
Outcome
Based on survey results IMS Oncology experts developed a new computer based tool, which was given to hospitals to provide support in the documentation and development of medical and economic—rationale supporting their claims that the highly effective but expensive treatments were necessary for their patients.
Successful implementation of this program included devising special training programs for the sales force.