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case studies

Product utilization data analysis informs biotech growth strategy

11/22/2023

Collecting and Leveraging Utilization Data to Drive Growth

Client

Large US-based biotechnology company
 

Name of service provided

Market Access
 

Situation

A biotechnology company sought detailed product utilization data by indication and line of therapy, and commercialization strategy support to help identify opportunities to improve access to its product. They wanted to better understand product utilization trends based on indication, geography, and line of therapy, with a particular focus on the client’s key accounts.
 

Solution

First, we defined the patient population of interest based on diagnosis codes and product use during specific periods. Our clinical subject matter experts then worked iteratively with the client to define a “claims-based logic” that our analytics team used to classify patients of interest and identify the relevant cohort. Before beginning our analysis, we presented table shells and visualization designs to ensure the final deliverables would meet the client’s needs.

Our claims analysis—which leveraged our access to 100% fee-for-service claims data—contained several measures of utilization, including unique beneficiaries, unique claims, and product units. We stratified the results to provide targeted insights by indication, line of therapy, and account-level use. In addition, we aggregated our account-level analysis to the practice ownership level to compare utilization across accounts under the same parent organization. We then generated data visualizations to reveal patterns within and across accounts and to compare changes over time
 

Priority product and competitor market share, Medicare Part B claims, by quarter

Priority product and competitor market share, Medicare Part B claims, by quarter

Figure 1. Utilization Trends by Product
 

Line of therapy analysis, Medicare Part B claims, last 12 months

Line of therapy analysis, Medicare Part B claims, last 12 months

Figure 2. Utilization Trends by Line of Therapy
 

Success

The client’s sales and marketing teams are using these data to distinguish market share across different sectors and grow their business strategically. The client’s market access analytics team, which sponsored this project, shares project insights with cross-functional teams across the organization to support the policy, market access strategy, sales, and commercial teams.

Manufacturers in the relevant therapeutic area face increased competition from new product approvals and the entry of biosimilars. We refresh the analytics quarterly to provide the client with robust, current results to help it drive its business strategy.

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