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Case Studies

Client: Mid-stage biotech

Case: "Defending your Price"

Situation: Mid-stage biotech product in partnering conversations with specialty pharma strategics.

Problem: Potential patient population well understood by strategics, but originator company has been challenged on pricing and coverage assumptions, reducing negotiation power and distracting from appreciating the core technology.

Goal: Develop with defensible resources a premium pricing and coverage story, aligned with established positioning and previous physician market research.

Approach: Establish pricing and current coverage of competitive set and analogs from M2 internal data sources. Align premium price premium range with originator product and analogs. Confirm pricing potential and likely coverage restrictions with M2 payer advisors in a timely and cost effective manner.

Outcome: Pricing and managed care challenge questions no longer hurdles in partner discussions, focus returned to novelty of technology.