Eric Bachman, Director of Value & Access, Sanofi Genzyme
When Sanofi Genzyme was preparing for the launch of Sarclisa, a treatment for adult patients with relapsed and refractory multiple myeloma, the Value and Access team needed a strategy that would go beyond clinical differentiation. The space was already highly competitive with several existing therapies that had established clinical reputations. But with extensive experience with pricing and contracting, Eric Bachman helped come up with an innovative strategy to overcome challenges that payers, HCPs, and patients traditionally face with multiple myeloma treatments.
Using complex algorithms, Eric worked with the health economics and medical teams to come up with a price that considered dosing as well as clinical attributes and value of the drug, among other factors. Additionally, payer value propositions were created to support the launch and were swiftly reactively revised to allow for non-personal promotion due to the COVID-19 pandemic.
Eric also championed several innovative tools including, a coverage decision sample for health plans to use as a quick guide to Sarclisa as they evaluated its place in treatment algorithms and a detailed clinical EMR order set that allows clinicians and practices to seamlessly integrate Sarclisa into their EMR systems. Furthermore, Eric partnered with the field teams to ensure that their HCP customers could understand the access and reimbursement side, including developing several billing and coding resources and patient support resources to help patients access the drug while making reimbursement seamless for practices.