Market Access

Researching and devising strategies for your route to market and ‘got-to-market’ strategy for different health markets.

Customer Discovery:

Analysis of the NHS landscape provider to identify the priorities and needs of NHS customers to help refine your value proposition to meet their specific needs. Helping your teams to develop a deeper understanding of the NHS’s operational challenges and regional priorities. Providing tailored advice and guidance on procurement routes and payer analysis (eg. NHS, local authority). Producing recommendations on sales and marketing approaches to raise greater awareness and understanding of the benefits of your solution.

Market Size:

Researching and identifying market segments and dynamics, current market trends and potential for growth. Undertaking market analysis to calculate ‘serviceable obtainable market’ (SOM) for your target markets (eg. UK, US, EMEA). Analysing where and who are potential customers for your healthcare solution specifically identifying the relevant sector, clinical setting or pathway that would benefit. Helping to calculate potential revenue generation and possible reimbursement schemes.

Competitor analysis:

Current and future competitors, market share, sales routes, and gaps in the market. Benchmarking price against similar solutions in target markets and clinical pathway.

Benefits realisation:

Producing economic estimates on the savings generated by your solution through stakeholder engagement and analysis of payment systems for NHS services. With experience in producing benefits realisation reports for NHS clients, for example one project I delivered led to the commissioning by NHS England of a South East critical care retrieval and transport service called Sprint which launched in 2020/21.

Routes to market:

Devising your commercialisation strategy, including ‘go-to-market’ strategy or scaling strategy to achieve wider adoption of your solution within the healthcare market. Identifying the challenges to adoption and devising approaches to overcome these barriers. For example, gathering insights from potential customers / stakeholders to tailor your value proposition.

Challenges to market entry:

Identifying any barriers to access the market including regulatory, interoperability, change management, workforce shortages, funding etc. This will enable recommendations for strategies, resources and expertise to successfully enter the market and compete effectively.