Strategic Pricing: Optimizing product valuation by avoiding bias and thinking locally

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Date(s) - 20 May 2021 until 20 May 2021
8:00 AM - 9:00 AM


Sara Demy, CEO of Demy-Colton, hosts interactive virtual salons featuring industry leaders and distinguished guests exploring today’s most consequential and disruptive topics in healthcare.

Strategic Pricing: Optimizing product valuation by avoiding bias and thinking locally
Price is one of the three key variables in the profit function, a critical negotiation point prior to patient access, and a component of the industry’s image issue. Companies can overestimate price due to internal biases, use of inappropriate analogues, avoidance of in-country details and the focus on regulatory endpoints at the expense of payer-relevant endpoints. Indeed, fast to label is not necessarily fast to patient access. Given the dominant role price plays in enterprise valuation, the panel today will discuss the key pricing issues, including optimism bias, ways to mitigate these risks and why payer research isn’t always the best answer. Participants will leave with a better understanding of how to optimize pricing and access estimates and improve the quality of engagement with investors, stakeholders and partners as a result.




Ted Haack
Vice President
LatticePoint Consulting


Judy Campagnari
Executive Director, Head of STAR
Alexion Pharmaceuticals, Inc.


Jessica Martinez
Senior Program Officer, Life Science Partnerships
Bill & Melinda Gates Foundation


Dennis Purcell
Aisling Capital LLC


May 20, 2021

11:00 AM-12:00 PM (ET) – Live Discussion

12:00 PM-12:15 PM (ET) – Live Q&A



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