Oliver Capel’s Post

🌟 Episode 3: Value-Based Pricing 🌟 Welcome back to our Market Access series! After a refreshing summer break, we are diving into Value-Based Pricing (VBP). This strategic approach sets prices based on the perceived value to the customer. In healthcare, VBP incentivizes investment in transformative medicines that address unmet needs and deliver significant clinical value. 📊 Key Points: 📌 Definition: VBP captures the maximum willingness to pay while ensuring a fair ROI. 📌 Application: Used across industries, from software to consulting, by measuring and demonstrating value. 📌 Pharma Focus: Considers unmet need, clinical, patient, healthcare system, and societal value. 📌 Levers: value proposition, differentiation, segmentation, and negotiation. Despite challenges like external referencing and price controls, understanding and navigating these can help pharma companies deliver and capture significant value. Don’t forget to subscribe to my channel for more insights and updates. Until then, stay curious and tuned! #MarketAccess #ValueBasedPricing #HealthcareInnovation #Pharma #HealthcareSystems #HTA

🔹 Creating impact through purpose-driven solution:My Journey in Pricing Strategy 🔹 One of the most pivotal phases of my career was my time at Sanofi, where I led global pricing initiatives with a purpose-driven approach. I’ve seen firsthand that the toughest challenges often lead to the most impactful outcomes. 🌍 💼 Embrace Complexity in Pricing Strategy: Leading these global pricing projects proved that real-world challenges don’t come with easy answers. Partnering with Simon Kucher, we developed a pricing model that balanced patient affordability with sustainable growth for life-saving medications. Through detailed insights from top endocrinologists and cardiologists, we crafted a solution that significantly reduced out-of-pocket costs for patients in need. This experience reinforced my belief that purpose-driven solutions are achievable, even in the most complex, competitive markets. 📊 Adapt and Innovate with Data: Leveraging tools like Smart and Repricing, I implemented data-driven methodologies that guided Sanofi’s pricing decisions. Using competitive analysis from Sanisphere and IQVIA, I led price-volume assessments of tender proposals that optimized profitability without sacrificing market competitiveness. Each analysis sharpened my ability to approach financial challenges strategically and innovatively. 🤝 Collaboration Is Key: The success of these projects wouldn’t have been possible without a dedicated team and the power of collaboration. Organizing and leading quarterly Trade & Pricing Committee meetings, I worked with cross-functional teams to align strategic goals and adapt to market changes. Together, we achieved sustainable pricing solutions that strengthened both our mission and our bottom line. If there’s one takeaway from my time at Sanofi, it’s this: with the right mindset—innovation, collaboration, and a purpose-driven approach—complex challenges become stepping stones to lasting, positive change. 🚀 #leadership #pricingstrategy #growth #finance #motivation #dataanalytics #teamwork #pharmaceuticals

Anton Yarovoy, MBA presenting on “The Wizard of CX” here at #PharmaCX In this session, we followed the yellow brick road of HCP stakeholder experience, their needs, and how to personalize and improve engagement for each person on their journey. Another great talk from a PanAgora Pharma Hall of Famer! 👏

Recognizing the role of systematic errors of thinking (biases like FOMO) in guiding human behavior helps identify the approaches that create salient brand positioning across industries and retool them for your challenge context.

In the dynamic world of pharmaceuticals, building a strong brand goes beyond simply creating awareness. It requires a strategic approach that nurtures brand advocacy among key stakeholders - from healthcare professionals to patients and payers. Let's explore how we can create brands that truly resonate and make a difference in the healthcare industry. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐌𝐞𝐬𝐬𝐚𝐠𝐢𝐧𝐠 📣: Craft messages that connect with healthcare professionals, patients, and payers. Align the brand with their needs, concerns, and aspirations. 𝐂𝐨𝐦𝐩𝐞𝐥𝐥𝐢𝐧𝐠 𝐒𝐭𝐨𝐫𝐲𝐭𝐞𝐥𝐥𝐢𝐧𝐠 📖: Share powerful narratives that humanize the brand. Emotionally engage the audience by showcasing patient stories or scientific breakthroughs. 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩-𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐈𝐧𝐢𝐭𝐢𝐚𝐭𝐢𝐯𝐞𝐬 🤝: Foster ongoing dialogue and collaboration to build trust and loyalty. Position the brand as a knowledgeable resource through thought leadership initiatives. How do you think the evolution of digital marketing strategies is impacting brand building in the pharma industry? Share your thoughts and experiences below! 👇 #BrandBuilding #PharmaMarketing #Storytelling #RelationshipBuilding #Branding #MarketingStrategy

Just yesterday, I had an insightful discussion with a colleague in the pharma industry about the increasing importance of Reputation Management. In a world where competition is intensifying across sectors, safeguarding and enhancing one's reputation has become vital. Healthcare professionals (HCPs) are no exception. HCPs are now more focused than ever on building online credibility and patient trust, recognizing that this not only enhances their practice but also positively impacts their professional image. This is where I believe pharma can step in. By offering personalized, scientifically robust content and digital support, pharma companies can help HCPs manage and improve their online presence. In doing so, pharma marketers can build stronger, more authentic relationships with doctors—ultimately elevating the standing of both the HCP and the pharma brand within the healthcare community. It’s time to look beyond the traditional. #pharmamarketing #reputationmanagement #HCPs #voiceofmorphosis #uaepharma #saudipharma

Brand Planning: Patient Insights are Everything 🩺 In a recent poll, over 80% of commercial partners said obtaining patient feedback is crucial for their 2025 brand planning goals. 🎯 Each patient’s experience is personal. At Savvy, we work closely with our partners to develop patient insights that meet their exact needs, ensuring the highest level of quality. Our core areas of expertise include: Expedited recruitment: Access to over 400 therapeutic areas. Verified patients: Ensuring the right patient fit. Mixed-method insights: Qualitative and quantitative data. Diverse patient profiles: Inclusive panels. Want to know how Savvy can help you achieve your brand planning goals? Let’s chat! 💬https://hubs.ly/Q02QBW5w0 #healthcare #PatientInsights #PatientsFirst #ClinicalResearch #HealthcareInnovation #pharma #BrandPlanning #AskPatients

Treasure Data is proud to partner 👨🏾🤝👨🏻 with @AcxiomUK and @SOLVE(D) an IPG Company to host a workshop designed for pharma marketers who want to increase digital engagement with healthcare professionals (HCP’s). HCP Engage is a solution that delivers personalised, relevant experiences across all touchpoints to foster connections that ultimately drive growth 🚀. But how? This limited series of workshops is designed to share best practice from our current pharma clients and some of the incredible results they have seen when implementing HCP Engage in their businesses. Register here 🡪  https://lnkd.in/dn_TqCae 🔥  #pharmamarketing #pharma #marketing #medical #medicine

𝗠𝗼𝘀𝘁 𝗰𝗮𝗽𝗶𝘁𝗮𝗹 𝘀𝗽𝗲𝗻𝘁 𝗼𝗻 𝗠&𝗔 𝗼𝗻 𝗖𝗛𝗖 𝗼𝘃𝗲𝗿 𝘁𝗵𝗲 𝗹𝗮𝘀𝘁 𝗱𝗲𝗰𝗮𝗱𝗲 𝗳𝗮𝗶𝗹𝗲𝗱 𝘁𝗼 𝗱𝗲𝗹𝗶𝘃𝗲𝗿 𝗮𝗻𝘆 𝗿𝗲𝘁𝘂𝗿𝗻 Considering the current dynamics at work on CHC with all type of key players, we expect M&A to only accelerate. To address the full potential of M&A on CHC, time for all participants to improve at: i) Integrating all available M&A learnings in the FMCG/ CHC industry over the last 15 years ii) Finely understanding their strategic framework (ownable strengths to leverage) iii) Determining granular M&A hypotheses (where-to-play/ how-to-win choices) taking into consideration the required success drivers on each segment/ market they have strategic intent on iv) Identifying the right assets & conducting rigorous due diligences v) Determining optimal value creation cases & corresponding integration models Exciting times for M&A on CHC More on all those points in our latest publication: 𝗙𝗠𝗖𝗚 𝗖𝗘𝗢𝘀: 𝗕𝗿𝗲𝗮𝗸𝗶𝗻𝗴 𝗧𝗵𝗲 𝗖𝗼𝗱𝗲 𝗢𝗳 𝗢𝘂𝘁𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗢𝗻 𝗖𝗼𝗻𝘀𝘂𝗺𝗲𝗿 𝗛𝗲𝗮𝗹𝘁𝗵 𝗖𝗮𝗿𝗲 (𝗖𝗛𝗖), 𝗞𝗲𝘆 𝗪𝗶𝗻𝗻𝗲𝗿𝘀 & 𝗟𝗼𝘀𝗲𝗿𝘀 𝗔𝗻𝗱 𝗦𝗲𝘃𝗲𝗻 𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗶𝗼𝗻𝘀 𝗢𝘃𝗲𝗿 𝟮𝟬𝟮𝟰-𝟮𝟬𝟯𝟬 https://lnkd.in/eeCZYWmt To get the corresponding deck, please leave your name in comment & allow us few days 𝗧𝗼 𝗴𝗲𝘁 𝗮𝗹𝗹 𝗼𝘂𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀, 𝗳𝗼𝗹𝗹𝗼𝘄 𝘂𝘀 & 𝘀𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲 𝘁𝗼 𝗼𝘂𝗿 𝗙𝗠𝗖𝗚 𝗖𝗘𝗢 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿: https://lnkd.in/ea4gy65y #fmcg #cpg #consumerhealth #healthcare Kenvue Sanofi Bayer Bayer | Consumer Health Haleon STADA Group Cooper Consumer Health Karo Healthcare Procter & Gamble Nestlé Nestlé Health Science Unilever Reckitt Church & Dwight Co., Inc. Colgate-Palmolive L'Oréal Pierre Fabre Group Galderma DECIEM | THE ABNORMAL BEAUTY COMPANY The Estée Lauder Companies Inc. Beiersdorf hims & hers Liquid I.V. Nutrafol Perrigo Company plc

𝗠𝗼𝘀𝘁 𝗰𝗮𝗽𝗶𝘁𝗮𝗹 𝘀𝗽𝗲𝗻𝘁 𝗼𝗻 𝗠&𝗔 𝗼𝗻 𝗖𝗛𝗖 𝗼𝘃𝗲𝗿 𝘁𝗵𝗲 𝗹𝗮𝘀𝘁 𝗱𝗲𝗰𝗮𝗱𝗲 𝗳𝗮𝗶𝗹𝗲𝗱 𝘁𝗼 𝗱𝗲𝗹𝗶𝘃𝗲𝗿 𝗮𝗻𝘆 𝗿𝗲𝘁𝘂𝗿𝗻 Considering the current dynamics at work on CHC with all type of key players, we expect M&A to only accelerate. To address the full potential of M&A on CHC, time for all participants to improve at: i) Integrating all available M&A learnings in the FMCG/ CHC industry over the last 15 years ii) Finely understanding their strategic framework (ownable strengths to leverage) iii) Determining granular M&A hypotheses (where-to-play/ how-to-win choices) taking into consideration the required success drivers on each segment/ market they have strategic intent on iv) Identifying the right assets & conducting rigorous due diligences v) Determining optimal value creation cases & corresponding integration models Exciting times for M&A on CHC More on all those points in our latest publication: 𝗙𝗠𝗖𝗚 𝗖𝗘𝗢𝘀: 𝗕𝗿𝗲𝗮𝗸𝗶𝗻𝗴 𝗧𝗵𝗲 𝗖𝗼𝗱𝗲 𝗢𝗳 𝗢𝘂𝘁𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗢𝗻 𝗖𝗼𝗻𝘀𝘂𝗺𝗲𝗿 𝗛𝗲𝗮𝗹𝘁𝗵 𝗖𝗮𝗿𝗲 (𝗖𝗛𝗖), 𝗞𝗲𝘆 𝗪𝗶𝗻𝗻𝗲𝗿𝘀 & 𝗟𝗼𝘀𝗲𝗿𝘀 𝗔𝗻𝗱 𝗦𝗲𝘃𝗲𝗻 𝗣𝗿𝗲𝗱𝗶𝗰𝘁𝗶𝗼𝗻𝘀 𝗢𝘃𝗲𝗿 𝟮𝟬𝟮𝟰-𝟮𝟬𝟯𝟬 https://lnkd.in/eeCZYWmt To get the corresponding deck, please leave your name in comment & allow us few days 𝗧𝗼 𝗴𝗲𝘁 𝗮𝗹𝗹 𝗼𝘂𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀, 𝗳𝗼𝗹𝗹𝗼𝘄 𝘂𝘀 & 𝘀𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲 𝘁𝗼 𝗼𝘂𝗿 𝗙𝗠𝗖𝗚 𝗖𝗘𝗢 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿: https://lnkd.in/ea4gy65y #fmcg #cpg #consumerhealth #healthcare Kenvue Sanofi Bayer Bayer | Consumer Health Haleon STADA Group Cooper Consumer Health Karo Healthcare Procter & Gamble Nestlé Nestlé Health Science Unilever Reckitt Church & Dwight Co., Inc. Colgate-Palmolive L'Oréal Pierre Fabre Group Galderma DECIEM | THE ABNORMAL BEAUTY COMPANY The Estée Lauder Companies Inc. Beiersdorf hims & hers Liquid I.V. Nutrafol Perrigo Company plc