Webisodes

Increasing Effectiveness for Payer Account Management

Manufacturers must prove their products' value to payers to achieve any semblance of success. But do manufacturers understand payer thought processes well enough to create the most compelling value propositions for their products? Tom Mullin, vice president of customer relations for Xcenda, discusses how successful manufacturers have taken a more comprehensive look at what drives payer decisions - from how payers assess clinical results to how they manage financial risk. Tom describes how manufacturers can then use that information to refine their products' differentiating points in ways that matter to payer decision-makers.