Dedicated to improving healthcare outcomes through strategic and insightful MD&D research & advisory services
Hover over icons to learn more
CARDIOLOGY
complete coverage & expertise across a range of MD&D sectors
Ipsos' Medical Devices & Diagnostics (MD&D) Centre of Expertise provides end-to-end solutions to more effectively address your evolving needs. We have functional expertise in helping our clients understand the market landscape and identify growth opportunities. We ensure strategic insights and recommendations across the product lifecycle, by combining the industry expertise of our 60-person MD&D team with best-in-class techniques and unparalleled global resources, supported by specialists from our broader group of 1,000 healthcare professionals. Ipsos brings MD&D expertise you can trust: More than 15 years of experience, operating through four regional hubs (US, EU, LATAM, APAC), conducting 400+ projects a year and working in partnership with all 20 of the Top 20 MD&D companies.
Your MD&D Centre of Expertise
Powered by four core services
Evidence generation
Value communication
Value assessment
Our expertise in Evidence Generation includes: - Medical & HEOR strategy - Diseases landscape assessment - Primary cross-sectional & longitudinal research, e.g., registries - Clinical, payer and multistakeholder insight and advisory boards - RWE strategy and Syndicated RWE studies
Market Access & HEOR
Brand equity and tracking Key driver analysis Supporting all Ipsos' healthcare analytical frameworks Segmentation Clinical trial optimisation Order of entry uptake modelling Pricing Message optimisation Forecasting
Part of the number one full-service global healthcare market research agency
introducing IPSOS' expert Medical Devices & Diagnostics team
optimising your business with our Advisory Services
Driving your human-centred design with our Human Factors & Ux
Maximising your value story with our Market Access & HEOR
Powering your strategies with our Primary Market Research
Discover everything we have to offer.
Our services don’t end there.
Download our full brochure
Contact Us
Contact Us
Market Access & HEOR
Advisory Services
Primary Market Research
Human Factors & User Experience
Services
Case Studies
Experts
Experts
Contact Us
• Cardiac rhythm • Coronary stents and associated devices • Peripheral vascular devices • Heart valves • Cardiac ablation • Cardiac monitoring/imaging
• Hospital based multi-parameter monitors • Hand held home devices (such as blood glucose monitors)
PATIENT MONITORING
Primary Market Research
Ipsos offers MD&D-focussed primary research expertise to support you across the entire product lifecycle.
Commercial strategy
Launch excellence
Performance optimisation
Launch excellence
Price optimisation/ wilingness to pay
Value proposition/story refinement - Launch strategy Message positioning and performance
Market trends and drivers
Market landscaping - Stakeholder mapping - Real-life decision making (HCP, Patient and Payer) - Treatment algorithms - Competitor footprint and performance - Understanding unmet needs and market barriers
Commercial strategy
Customer experience/satisfaction - Customer loyalty - Value optimisation strategies - Customer segmentation
Brand health tracking - Advertising and messaging effectiveness/tracking - Brand/channel/corporate equity measurement and tracking
Performance optimisation
• Syringes • Pens • IV lines • Infusion pumps • Insulin pumps and Patches • Dialysis
DRUG DELIVERY
• Invitro Diagnostics • Point of Care • Genomic
CLINICAL DIAGNOSTICS
• Tools (manual and energy based) • Implants (e.g. hip and knee) • Hernia mesh • Scopes • Robotic surgery
SURGERY
• PACs • Wearables • Remote monitoring • Health apps • Digital therapeutics
CONNECTED HEALTH
• MRI, CT, Fluoroscopy • X-Ray, Mammography • Ultrasound • Advanced Molecular imaging
MEDICAL IMAGING
• Wound care • Airway management • Beds and tables • Cleaning solutions, swabs
HOSPITAL SUPPLY
Advanced Analytics
Commercial strategy
data science
Data visualisation
AI-based unstructured data analytics, e.g. text analytics of social listening data Voice analytics Cross-data source analytics Big data analytics Data fusion Cloud computing
Building interactive dashboards for client deliverables Tableau Excel Xcelsius
marketing science
Brand equity and tracking Key driver analysis Supporting all Ipsos Healthcare analytical frameworks: Segmentation
AI-based unstructured data analytics, e.g. text analytics of social listening data Voice analytics Cross-data source analytics Big data analytics Data fusion Cloud computing
Forecasting Etc.
Commercial strategy
Brand equity and tracking Key driver analysis Supporting all Ipsos Healthcare analytical frameworks: Segmentation
Clinical trial optimisation Order of entry uptake modelling Pricing Message optimisation
Building interactive dashboards for client deliverables Tableau Excel Xcelsius
Commercial strategy
Data visualization
data science
FEASIBILITY
CONCEPT
DEVELOPMENT
Has coding, coverage or reimbursement impacted adoption of our product? What, if any, pushback have we received due to pricing? What are the evidence development needs post-launch; real-world data to support our value story? How do we communicate the value story? How do we adapt the value story as the market changes?
LAUNCH/POST LAUNCH
LAUNCH/POST LAUNCH
Key business questions
Our MD&D-focussed Market Access & HEOR experts support insights for your key business questions
Leading the convergence of evidence, value & access
Value justification
Disease burden Treatment experience, current SOC and unmet need Technology development stages Evidence requirements and gap assessment
Evidence generation
Clinical justification Economic case Affordability and willingness to pay Price, cost, budget impact and sustainability Physician, patient & political pressure Negotiation
Our expertise in Value Communication includes: - Market/stakeholder archetyping - Physician, patient and payer segmentation - Value message/story development and testing - Value communication tools - Publications - Multi-channel engagement strategy
Right story Right data Right way Right time Right stakeholders
Value communication
Value assessment
Value justification
Our expertise in Value Assessment includes: - Core reimbursement dossiers - Cost effectiveness, cost utility and budget impact modelling - HTA submissions - Health policy research - Willingness to pay studies
Clinical Economic Patient relevant Societal Political
Our expertise in Value Justification includes: - Pricing and reimbursement strategy - Launch pricing - Negotiation and contracting strategy - Negotiation toolkit development - Innovative agreement and managed entry scheme
What data will be required to support a positive coverage policy? What data will be required to support premium pricing (if desired)/our value story? Is there a need for economic data and/or models to support value? What value messages resonate most strongly, and how do messages vary by stakeholder type or segment? What is our go-to-market access strategy?
DEVELOPMENT
Does coding exist and will reimbursement be sufficient? How will payers/purchasers (health plans, providers, facilities, etc.) view the technology? And what are their potential objections? What is the competitive landscape and where are there opportunities for differentiation? Which asset(s) should be prioritised and where does the strongest commercial potential lie? What potential barriers to access and reimbursement exist, and how can they best be addressed?
FEASIBILITY
What is the expected level of effort and risk to gain reimbursement? What is the perceived value of the intervention/diagnostic information? What are the likely non-clinical, care delivery and health economic value proposition/claims? What are the core unmet needs associated with the disease/product area?
CONCEPT
See how we support Market Access & HEOR insights across the MD&D lifecycle
Read Market Access and HEOR Case Studies
Read Human Factors & UX Case Studies
Our human-centred design offerings
A cross-disciplinary team
Human Factors & User Experience
Hover over to explore
Discovery research
Strategy and design
Design evaluation (Formative testing)
Post-market
Validation (summative testing)
Iterative design
Prototyping Expert review Heuristic analysis Information architecture Visual design
Stakeholder interviews Discovery workshops User analysis
Final validation the entire system is safe & effective
User & design specs Instruction for use Training materials Interface implementation
Performance based In-lab or In-field/mobile Remote
Improvement based on user performance and hard data
research Psychologists
Human Factors Engineers
Bio-Medical Engineers
software engineers
HCI Experts
Information Architects
Industrial Designers
Nursing & Clinical AdministratioN
Advisory Services
Our MD&D-focussed Advisory Services experts support go-to-market and business optimisation
Market sizing and forecasting
B2B customer segmentation
Competitive intelligence
Partner evaluation solution
Services to address key business questions
How big is the overall market today? How rapidly is it growing? What segments are most interesting? What substitute products and services are our potential customers currently using? What are the long-term demand forecasts broken down by volume and price? Who will be our main competitors?
Market sizing and forecasting
• Market entry strategy • Partner evaluation • Operational efficiency • Distribution/channel strategy
Implementation
Hover over to explore
INTERNAL DIAGNOSTICS
Our main focus
MARKET ASSESSMENT
IMPLEMENTATION
• Change management • Strategic workshops • Business unit strategy
INTERNAL DIAGNOSTICS
• Market sizing & forecasting • Competitive intelligence • Customer segmentation • Innovation scouting
Market assessment
Addressing key client questions
Forecasted Chart
Model Input
See the key questions we will answer
Competitive intelligence
Addressing key client questions
WE PRIORITISE OPPORTUNITIES that strengthen your existing positioning and identify strategic levers to counter competitive threats
What is the current competitive environment in my business sector and how is it likely to change? How is my company performing and positioned versus my competitors? What are the impending threats or emerging opportunities which my company should be aware of? Are there key success factors and best practices which our company could learn from top competitors in our market? What are the strengths and weaknesses of my key competitors? Are there any key developments which will affect or threaten our market position? What are the strategic levers which should be deployed in order to strengthen our company’s position in the market? And many more...
How do we find a business partner to oversee the distribution, sales and marketing of our product? How can we be sure that potential business partners have a genuine interest in a new business partnership? How do we build a model that will identify a broad list of potential partners and effectively filter the database until the best candidates are identified?
Partner evaluation solution
PARTNER EVALUATION is offered as a stand-alone service or as part of a go-to-market and business unit strategy solution
Addressing key client questions
How are developments in our business environment affecting the choices our customers make? What factors affect our customers’ decision-making processes? What do they think of our business and how can our business serve them better? How can we define segments within our business customers? Which segments should our business prioritise?
B2B customer segmentation
A STEPWISE PROCESS OF SEGMENTATION so that your business can understand the universe of customer segments and identify the right segments to target
Addressing key client questions
1. 2. 3. 4. 5. 6.
Key questions answered
How do we make sure that the market entry strategy suits our business model and targeted customers? How do we create a compelling value proposition addressing the needs of our customers? What is the size of the potential opportunity in our specific market? What should be our practical roadmap for the launching of our portfolio in our market? How should we set our growth KPIs? Should we focus our business strategy on growing market share, increasing penetration, or finding a new niche? Which potential partners are best suited to help our business compete more effectively?
1. 2. 3. 4. 5. 6.
1. 2. 3.
1. 2. 3.
1. 2. 3. 4. 5. 6. 7.
1. 2. 3. 4.
1. 2. 3. 4. 5.
1. 2. 3. 4. 5.
1. 2. 3. 4. 5.
Concept evaluation and refinement - Device prototype - Marketing material
Read Market Access and HEOR Case Studies
Read Primary Market Research Case Studies
Read Advisory Services Case Studies
Medical & HEOR strategy Diseases landscape assessment Primary cross-sectional & longitudinal research, e.g., registries Clinical, payer and multistakeholder insight and advisory boards RWE strategy Syndicated RWE studies
Market/stakeholder archetyping Physician, patient and payer segmentation Value message/story development and testing Value communication tools Publications Multi-channel engagement strategy
Core reimbursement dossiers Cost effectiveness, cost utility and budget impact modelling HTA submissions Health policy research Willingness to pay studies
Pricing and reimbursement strategy Launch pricing Negotiation and contracting strategy Negotiation toolkit development Innovative agreement and managed entry scheme
Experts in IEC 62366-1:2015, ANSI/AAMI HE75:2009 (R) 2013, US FDA regulations, FDA PMTA ENDS guidance, ISO 9001 certified
User needs identification/development | Digital, connected devices, mobile & web design | Device & platform evaluation/test | Usability & systems engineering support
Read Primary Market Research Case Studies
Read Advisory Services Case Studies
Concept evaluation and refinement - Device promotype - Marketing material
© 2020 Ipsos All Rights Reserved
© 2020 Ipsos All Rights Reserved
Services
Case Studies
Experts
Experts
Contact Us
Dedicated to improving healthcare outcomes through strategic and insightful MD&D research & advisory services
Hover over icons to learn more
CARDIOLOGY
complete coverage & expertise across a range of MD&D sectors
Ipsos' Medical Devices & Diagnostics (MD&D) Centre of Expertise provides end-to-end solutions to more effectively address your evolving needs. We have functional expertise in helping our clients understand the market landscape and identify growth opportunities. We ensure strategic insights and recommendations across the product lifecycle, by combining the industry expertise of our 60-person MD&D team with best-in-class techniques and unparalleled global resources, supported by specialists from our broader group of 1,000 healthcare professionals. Ipsos brings MD&D expertise you can trust: More than 15 years of experience, operating through four regional hubs (US, EU, LATAM, APAC), conducting 400+ projects a year and working in partnership with all 20 of the Top 20 MD&D companies.
Your MD&D Centre of Expertise
Powered by four core services
Evidence generation
Value communication
Value assessment
Our expertise in Evidence Generation includes: - Medical & HEOR strategy - Diseases landscape assessment - Primary cross-sectional & longitudinal research, e.g., registries - Clinical, payer and multistakeholder insight and advisory boards - RWE strategy and Syndicated RWE studies
Market Access & HEOR
Brand equity and tracking Key driver analysis Supporting all Ipsos' healthcare analytical frameworks Segmentation Clinical trial optimisation Order of entry uptake modelling Pricing Message optimisation Forecasting
Part of the number one full-service global healthcare market research agency
introducing IPSOS' expert Medical Devices & Diagnostics team
optimising your business with our Advisory Services
Driving your human-centred design with our Human Factors & Ux
Maximising your value story with our Market Access & HEOR
Powering your strategies with our Primary Market Research
Discover everything we have to offer.
Our services don’t end there.
Download our full brochure
Contact Us
Contact Us
Market Access & HEOR
Advisory Services
Primary Market Research
Human Factors & User Experience
Services
Case Studies
Insights
Experts
Contact Us
• Cardiac rhythm • Coronary stents and associated devices • Peripheral vascular devices • Heart valves • Cardiac ablation • Cardiac monitoring/imaging
• Hospital based multi-parameter monitors • Hand held home devices (such as blood glucose monitors)
PATIENT MONITORING
Primary Market Research
Ipsos offers MD&D-focussed primary research expertise to support you across the entire product lifecycle.
Commercial strategy
Launch excellence
Performance optimisation
Launch excellence
Price optimisation/ wilingness to pay
Value proposition/story refinement - Launch strategy Message positioning and performance
Market trends and drivers
Market landscaping - Stakeholder mapping - Real-life decision making (HCP, Patient and Payer) - Treatment algorithms - Competitor footprint and performance - Understanding unmet needs and market barriers
Commercial strategy
Customer experience/satisfaction - Customer loyalty - Value optimisation strategies - Customer segmentation
Brand health tracking - Advertising and messaging effectiveness/tracking - Brand/channel/corporate equity measurement and tracking
Performance optimisation
• Syringes • Pens • IV lines • Infusion pumps • Insulin pumps and Patches • Dialysis
DRUG DELIVERY
• Invitro Diagnostics • Point of Care • Genomic
CLINICAL DIAGNOSTICS
• Tools (manual and energy based) • Implants (e.g. hip and knee) • Hernia mesh • Scopes • Robotic surgery
SURGERY
• PACs • Wearables • Remote monitoring • Health apps • Digital therapeutics
CONNECTED HEALTH
• MRI, CT, Fluoroscopy • X-Ray, Mammography • Ultrasound • Advanced Molecular imaging
MEDICAL IMAGING
• Wound care • Airway management • Beds and tables • Cleaning solutions, swabs
HOSPITAL SUPPLY
Advanced Analytics
Commercial strategy
data science
Data visualisation
AI-based unstructured data analytics, e.g. text analytics of social listening data Voice analytics Cross-data source analytics Big data analytics Data fusion Cloud computing
Building interactive dashboards for client deliverables Tableau Excel Xcelsius
marketing science
Brand equity and tracking Key driver analysis Supporting all Ipsos Healthcare analytical frameworks: Segmentation
AI-based unstructured data analytics, e.g. text analytics of social listening data Voice analytics Cross-data source analytics Big data analytics Data fusion Cloud computing
Forecasting Etc.
Commercial strategy
Brand equity and tracking Key driver analysis Supporting all Ipsos Healthcare analytical frameworks: Segmentation
Clinical trial optimisation Order of entry uptake modelling Pricing Message optimisation
Building interactive dashboards for client deliverables Tableau Excel Xcelsius
Commercial strategy
Data visualization
data science
FEASIBILITY
CONCEPT
DEVELOPMENT
Has coding, coverage or reimbursement impacted adoption of our product? What, if any, pushback have we received due to pricing? What are the evidence development needs post-launch; real-world data to support our value story? How do we communicate the value story? How do we adapt the value story as the market changes?
LAUNCH/POST LAUNCH
LAUNCH/POST LAUNCH
Key business questions
Our MD&D-focussed Market Access & HEOR experts support insights for your key business questions
Leading the convergence of evidence, value & access
Value justification
Disease burden Treatment experience, current SOC and unmet need Technology development stages Evidence requirements and gap assessment
Evidence generation
Clinical justification Economic case Affordability and willingness to pay Price, cost, budget impact and sustainability Physician, patient & political pressure Negotiation
Our expertise in Value Communication includes: - Market/stakeholder archetyping - Physician, patient and payer segmentation - Value message/story development and testing - Value communication tools - Publications - Multi-channel engagement strategy
Right story Right data Right way Right time Right stakeholders
Value communication
Value assessment
Value justification
Our expertise in Value Assessment includes: - Core reimbursement dossiers - Cost effectiveness, cost utility and budget impact modelling - HTA submissions - Health policy research - Willingness to pay studies
Clinical Economic Patient relevant Societal Political
Our expertise in Value Justification includes: - Pricing and reimbursement strategy - Launch pricing - Negotiation and contracting strategy - Negotiation toolkit development - Innovative agreement and managed entry scheme
What data will be required to support a positive coverage policy? What data will be required to support premium pricing (if desired)/our value story? Is there a need for economic data and/or models to support value? What value messages resonate most strongly, and how do messages vary by stakeholder type or segment? What is our go-to-market access strategy?
DEVELOPMENT
Does coding exist and will reimbursement be sufficient? How will payers/purchasers (health plans, providers, facilities, etc.) view the technology? And what are their potential objections? What is the competitive landscape and where are there opportunities for differentiation? Which asset(s) should be prioritised and where does the strongest commercial potential lie? What potential barriers to access and reimbursement exist, and how can they best be addressed?
FEASIBILITY
What is the expected level of effort and risk to gain reimbursement? What is the perceived value of the intervention/diagnostic information? What are the likely non-clinical, care delivery and health economic value proposition/claims? What are the core unmet needs associated with the disease/product area?
CONCEPT
See how we support Market Access & HEOR insights across the MD&D lifecycle
Read Market Access and HEOR Case Studies
Read Human Factors & UX Case Studies
Our human-centred design offerings
A cross-disciplinary team
Human Factors & User Experience
Hover over to explore
Discovery research
Strategy and design
Design evaluation (Formative testing)
Post-market
Validation (summative testing)
Iterative design
Prototyping Expert review Heuristic analysis Information architecture Visual design
Stakeholder interviews Discovery workshops User analysis
Final validation the entire system is safe & effective
User & design specs Instruction for use Training materials Interface implementation
Performance based In-lab or In-field/mobile Remote
Improvement based on user performance and hard data
research Psychologists
Human Factors Engineers
Bio-Medical Engineers
software engineers
HCI Experts
Information Architects
Industrial Designers
Nursing & Clinical AdministratioN
Advisory Services
Our MD&D-focussed Advisory Services experts support go-to-market and business optimisation
Market sizing and forecasting
B2B customer segmentation
Competitive intelligence
Partner evaluation solution
Services to address key business questions
How big is the overall market today? How rapidly is it growing? What segments are most interesting? What substitute products and services are our potential customers currently using? What are the long-term demand forecasts broken down by volume and price? Who will be our main competitors?
Market sizing and forecasting
• Market entry strategy • Partner evaluation • Operational efficiency • Distribution/channel strategy
Implementation
Hover over to explore
INTERNAL DIAGNOSTICS
Our main focus
MARKET ASSESSMENT
IMPLEMENTATION
• Change management • Strategic workshops • Business unit strategy
INTERNAL DIAGNOSTICS
• Market sizing & forecasting • Competitive intelligence • Customer segmentation • Innovation scouting
Market assessment
Addressing key client questions
Forecasted Chart
Model Input
See the key questions we will answer
Competitive intelligence
Addressing key client questions
WE PRIORITISE OPPORTUNITIES that strengthen your existing positioning and identify strategic levers to counter competitive threats
What is the current competitive environment in my business sector and how is it likely to change? How is my company performing and positioned versus my competitors? What are the impending threats or emerging opportunities which my company should be aware of? Are there key success factors and best practices which our company could learn from top competitors in our market? What are the strengths and weaknesses of my key competitors? Are there any key developments which will affect or threaten our market position? What are the strategic levers which should be deployed in order to strengthen our company’s position in the market? And many more...
How do we find a business partner to oversee the distribution, sales and marketing of our product? How can we be sure that potential business partners have a genuine interest in a new business partnership? How do we build a model that will identify a broad list of potential partners and effectively filter the database until the best candidates are identified?
Partner evaluation solution
PARTNER EVALUATION is offered as a stand-alone service or as part of a go-to-market and business unit strategy solution
Addressing key client questions
How are developments in our business environment affecting the choices our customers make? What factors affect our customers’ decision-making processes? What do they think of our business and how can our business serve them better? How can we define segments within our business customers? Which segments should our business prioritise?
B2B customer segmentation
A STEPWISE PROCESS OF SEGMENTATION so that your business can understand the universe of customer segments and identify the right segments to target
Addressing key client questions
1. 2. 3. 4. 5. 6.
Key questions answered
How do we make sure that the market entry strategy suits our business model and targeted customers? How do we create a compelling value proposition addressing the needs of our customers? What is the size of the potential opportunity in our specific market? What should be our practical roadmap for the launching of our portfolio in our market? How should we set our growth KPIs? Should we focus our business strategy on growing market share, increasing penetration, or finding a new niche? Which potential partners are best suited to help our business compete more effectively?
1. 2. 3. 4. 5. 6.
1. 2. 3.
1. 2. 3.
1. 2. 3. 4. 5. 6. 7.
1. 2. 3. 4.
1. 2. 3. 4. 5.
1. 2. 3. 4. 5.
1. 2. 3. 4. 5.
Concept evaluation and refinement - Device prototype - Marketing material
Read Market Access and HEOR Case Studies
Read Primary Market Research Case Studies
Read Advisory Services Case Studies
Medical & HEOR strategy Diseases landscape assessment Primary cross-sectional & longitudinal research, e.g., registries Clinical, payer and multistakeholder insight and advisory boards RWE strategy Syndicated RWE studies
Market/stakeholder archetyping Physician, patient and payer segmentation Value message/story development and testing Value communication tools Publications Multi-channel engagement strategy
Core reimbursement dossiers Cost effectiveness, cost utility and budget impact modelling HTA submissions Health policy research Willingness to pay studies
Pricing and reimbursement strategy Launch pricing Negotiation and contracting strategy Negotiation toolkit development Innovative agreement and managed entry scheme
Experts in IEC 62366-1:2015, ANSI/AAMI HE75:2009 (R) 2013, US FDA regulations, FDA PMTA ENDS guidance, ISO 9001 certified
User needs identification/development | Digital, connected devices, mobile & web design | Device & platform evaluation/test | Usability & systems engineering support
Read Primary Market Research Case Studies
Read Advisory Services Case Studies
Concept evaluation and refinement - Device promotype - Marketing material
© 2020 Ipsos All Rights Reserved
© 2020 Ipsos All Rights Reserved
Services
Case Studies
Experts
Experts
Contact Us
Case Studies
Review select success stories from across a variety of recent MD&D projects
SITUATION
APPROACH
outcomes
Understanding current landscape and payer’s perspective via primary and secondary research
case study 1
Future technology needs within cardiac care
case study 4
Our client was in the process of expanding their device portfolio as well as their wider managed services offer. As such, the primary business objective was to establish current and future technology needs within the cardiac care space. Potential solutions included interventional devices supporting remote monitoring, continuous monitoring, connected health applications as well as patient data and information flow solutions. Key objectives of this study were: - Unmet needs analysis - Market potential scoping and access - Key stakeholder analysis - Identification of drivers and barriers to uptake
EU5 + Netherlands
Scope
Cardiology
Therapy area
Global devices manufacturer
Client
SITUATION
Having established eight separate market needs, each of the potential solutions were evaluated during a quantitative research phase. Each product offering was measured against relevance, demand, potential to meet KPI’s and likelihood of adoption.
Ipsos designed a two-phased research approach in order to build and test assumptions based on current market understanding.
Primary respondent targets included Heads of Cardiology, Interventional Cardiologists and hospital budget holders. These groups were interviewed during an initial qualitative research phase.
APPROACH
The outcome of our study provided our client with clear and actionable insights, which directly fed into their marketing strategy. Based on our findings we were able to outline key priority areas of future technology needs recommending which solutions to invest in and bring to market. Through identifying key stakeholder profiles, our client created targeted marketing materials using the optimum communication channels uncovered through our study. Our client’s sales team was supported by the adoption pathway mapping created as part of the deliverables. Having established potential barriers to uptake, go-to-market strategies were put in place to mitigate these obstacles. Delivered through a workshop-style debrief, insights into each topic was disseminated across stakeholders within our client’s organization. Our collaboration facilitated maximum product adoption within the priority markets outlined in our recommendations.
outcomes
SITUATION
APPROACH
outcomes
New device concept evaluation to improve hospital process
case study 3
Our client sought to develop a global hospital value story, confirming unmet needs and exploring new solutions for a medical test. Research topics included: Current experience with the current process/technique, confirming unmet needs, evaluation of new prototypes and features and assess willingness to consider.
Primary research: global
Scope
Device
Therapy area
Global medtech company
Client
SITUATION
Phase 2: In-depth, in-person interviews in three countries with physicians, nurses and respiratory therapists.
Ipsos utilized a phased approach to address the client‘s needs: Phase 1: In-depth interviews and dyad/triads, in four countries with physicians, nurses and respirtory therapists.
APPROACH
Our report delivered actionable insights and evidence-based, strategic recommendations that the proposed new device addressed unmet needs and improved the process for both HCP and patient. Unmet needs addressed by the preferred prototype include safety, sample quality, ease of use and patient experience. Additionally, research revealed that standard protocols are not universally followed, leading to errors, deviations, inconsistencies and bad practices, which have become engrained at nearly every step of the procedure. Adoption of the new device, with corresponding protocol training, will improve the potential to minimize risks, address unmet needs and improve the experience for patients and HCPs.
outcomes
SITUATION
APPROACH
outcomes
Cardiac Implantable Electronic Devices (CIED) optimization research
case study 2
In preparation of our client’s launch of their new CIED, they aimed to gain further insights into the features that will create the most compelling offering. The primary objectives of this research were: - Understand which features add the most value and create the ideal device configuration - Estimate expected uptake upon launch, under varying product configurations - Determine potential impact on other CIED implant volume - Identify the types of patients implanters perceive as most likely to benefit - Measure differences in the above metrics by region
Primary research: global
Scope
Cardiac rhythm
Therapy area
Global medical device company
Client
SITUATION
The quantitative survey included an allocation-based conjoint exercise to inform an optimized product configuration, and a patient profile exercise that included a point allocation to identify patient types for our client’s CIED.
25-minute double-blinded online survey in the US, UK, France, Germany, Italy, Spain, the Netherlands, Japan and Australia. A total sample size of 440 CIED implanters.
APPROACH
Through importance and current satisfaction with device-related factors, Ipsos identified key unmet needs and where the new CIED is perceived to be more favorable. With the conjoint analysis, Ipsos identified optimal configurations for our client’s new CIED globally and across regions. The analysis also enabled a head-to-head comparison versus potential competitors. A patient profile exercise allowed for Ipsos to identify how certain patient characteristics affected the devices implanted into a patient, and the variations of these characteristics across markets.
outcomes
SITUATION
APPROACH
outcomes
Large-scale understanding of tuberculosis (TB) diagnostics outlook and reception of new rapid-testing diagnostic kit
case study 1
Our client wanted to understand the TB diagnostics situation in several markets globally and to construct route-to-market strategies for their rapid-testing capability: - Understanding key TB challenges in treatment and, especially, diagnostics at global and country level - Gain insights on clinical/public health professionals’ key motivations and priorities in TB diagnostics - Evaluate current diagnostic methods vs. client’s - Understand critical buying and funding processes to ensure effective partnerships - Obtain opinions, feedbacks on pricing model, improvements to develop effective receptivity
Primary research: global
Scope
Diagnostic
Therapy area
Global devices company
Client
SITUATION
Influential global organizations: - WHO (World Health Organization) - CHAI (Clinton Health Access Initiative) - FIND (Foundation for Innovative New Diagnostics) - PATH - USAID (United States Agency for International Development) - STOP TB Partnership - MSF (Médecins sans Frontières)
49 qualitative face-to-face and telephone interviews in 5 regions; China, India, Indonesia, Brazil, Africa (3 countries) and global health organizations. Range of TB experts: Ministry of Health/CDC officials, infectious diseases hospital heads, TB KOLs, end-users (clinic/lab physicians and head technicians).
APPROACH
Our client was able to gain valuable insights on the TB diagnostic landscape, both in the individual and the global level, permitting them to develop practical strategies for their product across the TB-prevalent countries around the globe. Specifically: - Developing unique strategies undertaking country-specific barriers to realize market potential - In-depth understanding of various funding networks, both global and local to further expand leverage - Contrasting existing diagnostics to further complement and develop value-adding proposals to TB programs globally and locally - Assess pricing feasibility and obtain feedbacks to further develop and strategize client’s entrance globally and locally
outcomes
Primary Market Research
SITUATION
APPROACH
outcomes
Strategy for robotic capital equipment
case study 4
Strategy for robotic capital equipment
case study 4
Our client sought support for establishing the global commercialization strategy for a new capital equipment used during robotic surgery. As part of this strategy, our client was particularly focused on the decision-making process for non-clinical stakeholders to ensure a clear understanding of the buying process for large capital equipment purchases.
US, EU5
Scope
Robotic surgery
Therapy area
Global devices manufacturer
Client
SITUATION
Additionally, Ipsos organized and facilitated non-clinical advisory boards engagements including: two in-person meetings in the US and EU and two follow-up teleconferences. During the advisory board meetings, Ipsos facilitated mock value analysis committee decision-making sessions and further tested the value propositions for non-clinical stakeholders.
Ipsos worked with the client on several workstreams to achieve the client’s objectives. First, Ipsos conducted desk research to understand the capital equipment buying process in select global markets. Following onto that, Ipsos conducted in-depth 1:1 interviews with hospital-based non-clinical decision-makers to further explore the buying process and better understand the evidence needs and criteria for large capital equipment purchases.
APPROACH
The results of this research provided our client with an increased understanding of non-clinical hospital stakeholder decision-making for a new capital equipment used during robotic surgery, while maintaining and improving relationships with these key stakeholders. Ipsos continues to assist this client in engagement with the advisors in a collaborative effort to gather impactful non-clinical insights and inform commercialization strategy.
outcomes
SITUATION
APPROACH
outcomes
EU5 health economic model & value communication strategy for NIPT
case study 3
Our client sought to formulate a HE modeling and value communication strategy to promote coverage and reimbursement of NIPT across EU5 public insurance systems. Healthcare systems vary across EU5 markets, therefore it was imperative to craft an overall HE model and value communication strategy with a core framework, while developing an Excel-based model and communication materials with the flexibility to adapt to each market’s unique aspects. Additionally, our client sought an Ipsos-led internal training program to train their market development and field teams in preparation for stakeholder meetings.
EU5: France, Germany, Italy, Spain and United Kingdom
Scope
NIPT
Therapy area
Global diagnostics company
Client
SITUATION
We conducted a desk research and primary research program with key stakeholders (payers and clinicians) to inform the overall HE strategy and model. Our HEOR and value communication experts created a portfolio of value materials and designed a training program to prepare the client.
APPROACH
We delivered a comprehensive suite of value services, including: - Formulation of HE model and value communication strategy & framework - Dynamic EU5 health economic model with market-specific inputs and field access capture sheet - Comprehensive HE model report - Five market-specific, executive NIPT value stories - In-person internal training program
outcomes
SITUATION
APPROACH
outcomes
Understanding current landscape and payer’s perspective via primary and secondary research
case study 2
Our client wanted to [1] understand digital health landscape and payer partnerships in key markets; and [2] assess payer perceptions of patient-facing digital solutions generally, and target product concepts specifically, in the US and UK.
Primary research: US, UK Secondary research: US, EU5, BRIC
Scope
Digital health
Therapy area
Global technology company
Client
SITUATION
US mix of self-funded employers and health plan roles
UK mix of private and public payers
In-depth interviews with 35 payers (20 US and 15 UK) with experience evaluating and/or implementing member-facing digital health solutions
The research methodology was comprised of desk research for 10 countries and primary research with payers in the US and UK. The two streams of research were integrated to share the findings across markets and comparatively.
Desk research sought to answer two key business questions: [1] ‘What is the current landscape for consumer-facing digital offerings?’ and [2] ‘What are payers investing in?’
APPROACH
Insights from this study helped inform the client’s understanding of current market for digital solutions in health. The client is now clear on how to best partner with US and UK payers and what data would be required to support their current product concepts.
outcomes
SITUATION
APPROACH
outcomes
Pricing optimization for an innovative device for glaucoma surgery
case study 1
Our client was preparing to launch an innovative device for a novel glaucoma surgery in Southeast Asia. There was a need to gain a thorough understanding of the complex funding mechanisms across the 6 in-scope countries in order to optimize the launch price of their innovative device.
Hong Kong, Malaysia, Philippines, Singapore, Thailand, Vietnam
Scope
Ophthalmology
Therapy area
Global pharmaceutical company
Client
SITUATION
Then, we conducted quantitative surveys with high-prescribing physicians to assess patient load, value drivers/barriers (MaxDiff) and pricing potential (Conjoint) considering patient willingness-to-pay and available funding.
We analyzed insights from all stages of the engagement to formulate conclusions and recommendations.
We reviewed existing client/Ipsos materials and conducted an affiliate listening exercise to understand region/country priorities and information gaps.
Next, qualitative interviews were facilitated with high-prescribing physicians and glaucoma patients to map the treatment journey, assess patient ability/willingness to pay and delineate cost and funding structure for glaucoma surgery.
APPROACH
We provided a strategic five-point action plan to support our client to optimize the commercial opportunity of their innovative device in Southeast Asia. The action plan is well supported by the resulting outputs and endorsed by our client, in which a “controlled launch” approach was taken to prioritize the mature markets.
outcomes
Market Access & HEOR
SITUATION
APPROACH
outcomes
Improving a digital platform
case study 4
Improving a digital platform
case study 4
A major neuroscience pioneer wanted to assess and improve their digital platform, enabling neurologists to stay current on medical information.
Global
Scope
Neurology
Therapy area
Global devices manufacturer
Client
SITUATION
Performed remote formative sessions with users over three days. Users were asked to sign up for an account, interact with multiple platform features, and provide feedback. Two consultants facilitated the 60-minute study sessions, gathered performance and user data and captured trends.
APPROACH
Results and analysis included neurologists’ appetite for the digital platform, identification of most appealing features and recommendations for improvement based on actual user data.
outcomes
SITUATION
APPROACH
outcomes
Connected health
case study 3
A major pharmaceutical company needed to: - Evaluate hardware and software for a connected health solution - Develop a Users Manual for patients, healthcare support, and physicians - Validate the entire system for regulatory approval
Global
Scope
Multiple
Therapy area
Global Pharmaceutical company
Client
SITUATION
We took the final system into Summative Testing to show the device was Safe and Effective.
Our team evaluated the risk analysis to incorporated correct device use, actual use errors from formative studies, and important informational notes to improve device iterative design, and create effective Users Manuals for each user group.
APPROACH
The resulting Users Manuals were optimized for ease of use. The Formative Testing and Users Manuals resulted in a successful Summative Test. The product was launched successfully with regulatory approval.
outcomes
SITUATION
APPROACH
outcomes
Formative, summative and instruction for use (IFU) design for a medical device
case study 2
A major pharmaceutical company needed to: - Evaluate various design options early in the development cycle - Develop an Instructions for Use (IFU) and a Quick Tips guide to ensure safe use of the device - Validate the entire system for FDA approval
United States; applies globally
Scope
Oncology
Therapy area
Global pharmaceutical company
Client
SITUATION
We took the final system into Summative Testing to show the device was safe and effective.
Our team evaluated the risk analysis to incorporate correct device use, actual use errors from formative studies, and important informational notes to improve device iterative design, and create an effective IFU and Quick Tips design.
APPROACH
The resulting IFU and Quick Tips for the device were optimized and concise. The Formative Testing, IFU and Quick Tips resulted in a successful Summative Test. The product launched successfully with FDA approval.
outcomes
SITUATION
APPROACH
outcomes
Post-market analysis to support device claims
case study 1
A major medical device manufacturer wanted to understand post-market delivery for an auto-injector for arthritis sufferers in order to support device claims. The objectives were to evaluate the product’s ease of use in usability, learnability, confidence self-injecting, and ergonomics.
United States
Scope
Arthritis
Therapy area
Global medical device manufacturer
Client
SITUATION
Ipsos performed 60 in-lab, one-on-one interviews with users over four days, across four cities. Two consultants, facilitated the 30-minute study sessions, gathering feedback and impressions of the product. Users were instructed on the product’s use, given a chance to simulate use of the device using a practice injection pad, and provided feedback in the form of their agreement with a series of prepared statements on a 5-point Likert scale.
APPROACH
The autoinjector was well-received and participants were complimentary towards it. Results and analysis included the extent of potential users’ agreement with prepared claims, and any questions they had after simulated use of the product.
outcomes
Human Factors & Ux
SITUATION
APPROACH
outcomes
Market attractiveness and target identification (for M&A) in ENT segment
case study 3
Our client had recently divested a large part of their business to transform into a pure-play medical devices business. After de-leveraging, company wanted to deploy funds to drive strategic M&A to extend its leadership in core franchises and expand into attractive adjacencies. The client asked Ipsos’ help to identify companies that could be attractive M&A targets for them in the ENT segment.
US
Scope
ENT
Therapy area
US-based medical devices company
Client
SITUATION
We used a combination of secondary research, discussions with KOL/ENT specialists to better understand: - Disease/treatment overview - Market landscape assessment - Identification and profiling of potential products/companies for M&A along with a high-level, outside-in assessment
We conducted internal stakeholder discussions to narrow scope to CRS (Chronic Sinusitis and Rhinitis) space within ENT.
APPROACH
This work helped inform strategic decisions around attractiveness of therapy area and shortlist potential targets for due diligence.
outcomes
SITUATION
APPROACH
outcomes
Market sizing of interventional oncology category for liver cancer (HCC & mCRC)
case study 2
The client’s strategic objective was to identify product categories where it has/could be among the Top 3 players in EU. To do this, they asked us to help them better understand the current dynamics in interventional oncology and recommend the areas of focus for their BU. Further, they also wanted a custom market model with current and future market size by tumor type, by procedure type and by market.
EU5
Scope
Oncology
Therapy area
Global medical equipment company
Client
SITUATION
We used a combination of secondary research, client’s internal data and a quantitative survey across EU5 markets among interventional oncologists to better understand: - Market size and shares of IO treatments - Trends and drivers/barriers of IO procedures - Future growth of IO procedures and products for the next five years
APPROACH
Our work played a critical role in informing strategic portfolio and M&A/divestiture decisions for the client’s interventional oncology portfolio in EU5 markets.
outcomes
SITUATION
APPROACH
outcomes
Market assessment and forecasting of global FISH molecular diagnostics market
case study 1
Due to increased competitiveness from newer generation technologies, the client wanted to assess the Oncology molecular diagnostic market with specific focus on fluorescent in situ hybridization (FISH).
Specifically, there was interest to understand the diagnostic landscape in bladder, breast, hematological, and lung cancers, across key global markets.
Global + deep dives in US and EU5 markets
Scope
Oncology
Therapy area
Global market leading company in diagnosis and monitoring
Client
SITUATION
Market and competitive overview
Market size and shares (by technology and geography)
Market and competitive overview
Market size and shares (by technology and geography)
We used a combination of secondary research, KOL interviews (by region), client’s historical data and Ipsos’ proprietary syndicated data to develop:
APPROACH
Insights from our work fed into the strategic planning process and helped inform commercial/R&D strategies to prioritize focus areas and help drive future growth.
outcomes
Advisory Services
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© 2020 Ipsos All Rights Reserved
Case Studies
Review select success stories from across a variety of recent MD&D projects
SITUATION
APPROACH
outcomes
Understanding current landscape and payer’s perspective via primary and secondary research
case study 1
Future technology needs within cardiac care
case study 4
Our client was in the process of expanding their device portfolio as well as their wider managed services offer. As such, the primary business objective was to establish current and future technology needs within the cardiac care space. Potential solutions included interventional devices supporting remote monitoring, continuous monitoring, connected health applications as well as patient data and information flow solutions. Key objectives of this study were: - Unmet needs analysis - Market potential scoping and access - Key stakeholder analysis - Identification of drivers and barriers to uptake
EU5 + Netherlands
Scope
Cardiology
Therapy area
Global devices manufacturer
Client
SITUATION
Having established eight separate market needs, each of the potential solutions were evaluated during a quantitative research phase. Each product offering was measured against relevance, demand, potential to meet KPI’s and likelihood of adoption.
Ipsos designed a two-phased research approach in order to build and test assumptions based on current market understanding.
Primary respondent targets included Heads of Cardiology, Interventional Cardiologists and hospital budget holders. These groups were interviewed during an initial qualitative research phase.
APPROACH
The outcome of our study provided our client with clear and actionable insights, which directly fed into their marketing strategy. Based on our findings we were able to outline key priority areas of future technology needs recommending which solutions to invest in and bring to market. Through identifying key stakeholder profiles, our client created targeted marketing materials using the optimum communication channels uncovered through our study. Our client’s sales team was supported by the adoption pathway mapping created as part of the deliverables. Having established potential barriers to uptake, go-to-market strategies were put in place to mitigate these obstacles. Delivered through a workshop-style debrief, insights into each topic was disseminated across stakeholders within our client’s organization. Our collaboration facilitated maximum product adoption within the priority markets outlined in our recommendations.
outcomes
SITUATION
APPROACH
outcomes
New device concept evaluation to improve hospital process
case study 3
Our client sought to develop a global hospital value story, confirming unmet needs and exploring new solutions for a medical test. Research topics included: Current experience with the current process/technique, confirming unmet needs, evaluation of new prototypes and features and assess willingness to consider.
Primary research: global
Scope
Device
Therapy area
Global medtech company
Client
SITUATION
Phase 2: In-depth, in-person interviews in three countries with physicians, nurses and respiratory therapists.
Ipsos utilized a phased approach to address the client‘s needs: Phase 1: In-depth interviews and dyad/triads, in four countries with physicians, nurses and respirtory therapists.
APPROACH
Our report delivered actionable insights and evidence-based, strategic recommendations that the proposed new device addressed unmet needs and improved the process for both HCP and patient. Unmet needs addressed by the preferred prototype include safety, sample quality, ease of use and patient experience. Additionally, research revealed that standard protocols are not universally followed, leading to errors, deviations, inconsistencies and bad practices, which have become engrained at nearly every step of the procedure. Adoption of the new device, with corresponding protocol training, will improve the potential to minimize risks, address unmet needs and improve the experience for patients and HCPs.
outcomes
SITUATION
APPROACH
outcomes
Cardiac Implantable Electronic Devices (CIED) optimization research
case study 2
In preparation of our client’s launch of their new CIED, they aimed to gain further insights into the features that will create the most compelling offering. The primary objectives of this research were: - Understand which features add the most value and create the ideal device configuration - Estimate expected uptake upon launch, under varying product configurations - Determine potential impact on other CIED implant volume - Identify the types of patients implanters perceive as most likely to benefit - Measure differences in the above metrics by region
Primary research: global
Scope
Cardiac rhythm
Therapy area
Global medical device company
Client
SITUATION
The quantitative survey included an allocation-based conjoint exercise to inform an optimized product configuration, and a patient profile exercise that included a point allocation to identify patient types for our client’s CIED.
25-minute double-blinded online survey in the US, UK, France, Germany, Italy, Spain, the Netherlands, Japan and Australia. A total sample size of 440 CIED implanters.
APPROACH
Through importance and current satisfaction with device-related factors, Ipsos identified key unmet needs and where the new CIED is perceived to be more favorable. With the conjoint analysis, Ipsos identified optimal configurations for our client’s new CIED globally and across regions. The analysis also enabled a head-to-head comparison versus potential competitors. A patient profile exercise allowed for Ipsos to identify how certain patient characteristics affected the devices implanted into a patient, and the variations of these characteristics across markets.
outcomes
SITUATION
APPROACH
outcomes
Large-scale understanding of tuberculosis (TB) diagnostics outlook and reception of new rapid-testing diagnostic kit
case study 1
Our client wanted to understand the TB diagnostics situation in several markets globally and to construct route-to-market strategies for their rapid-testing capability: - Understanding key TB challenges in treatment and, especially, diagnostics at global and country level - Gain insights on clinical/public health professionals’ key motivations and priorities in TB diagnostics - Evaluate current diagnostic methods vs. client’s - Understand critical buying and funding processes to ensure effective partnerships - Obtain opinions, feedbacks on pricing model, improvements to develop effective receptivity
Primary research: global
Scope
Diagnostic
Therapy area
Global devices company
Client
SITUATION
Influential global organizations: - WHO (World Health Organization) - CHAI (Clinton Health Access Initiative) - FIND (Foundation for Innovative New Diagnostics) - PATH - USAID (United States Agency for International Development) - STOP TB Partnership - MSF (Médecins sans Frontières)
49 qualitative face-to-face and telephone interviews in 5 regions; China, India, Indonesia, Brazil, Africa (3 countries) and global health organizations. Range of TB experts: Ministry of Health/CDC officials, infectious diseases hospital heads, TB KOLs, end-users (clinic/lab physicians and head technicians).
APPROACH
Our client was able to gain valuable insights on the TB diagnostic landscape, both in the individual and the global level, permitting them to develop practical strategies for their product across the TB-prevalent countries around the globe. Specifically: - Developing unique strategies undertaking country-specific barriers to realize market potential - In-depth understanding of various funding networks, both global and local to further expand leverage - Contrasting existing diagnostics to further complement and develop value-adding proposals to TB programs globally and locally - Assess pricing feasibility and obtain feedbacks to further develop and strategize client’s entrance globally and locally
outcomes
Primary Market Research
SITUATION
APPROACH
outcomes
Strategy for robotic capital equipment
case study 4
Strategy for robotic capital equipment
case study 4
Our client sought support for establishing the global commercialization strategy for a new capital equipment used during robotic surgery. As part of this strategy, our client was particularly focused on the decision-making process for non-clinical stakeholders to ensure a clear understanding of the buying process for large capital equipment purchases.
US, EU5
Scope
Robotic surgery
Therapy area
Global devices manufacturer
Client
SITUATION
Additionally, Ipsos organized and facilitated non-clinical advisory boards engagements including: two in-person meetings in the US and EU and two follow-up teleconferences. During the advisory board meetings, Ipsos facilitated mock value analysis committee decision-making sessions and further tested the value propositions for non-clinical stakeholders.
Ipsos worked with the client on several workstreams to achieve the client’s objectives. First, Ipsos conducted desk research to understand the capital equipment buying process in select global markets. Following onto that, Ipsos conducted in-depth 1:1 interviews with hospital-based non-clinical decision-makers to further explore the buying process and better understand the evidence needs and criteria for large capital equipment purchases.
APPROACH
The results of this research provided our client with an increased understanding of non-clinical hospital stakeholder decision-making for a new capital equipment used during robotic surgery, while maintaining and improving relationships with these key stakeholders. Ipsos continues to assist this client in engagement with the advisors in a collaborative effort to gather impactful non-clinical insights and inform commercialization strategy.
outcomes
SITUATION
APPROACH
outcomes
EU5 health economic model & value communication strategy for NIPT
case study 3
Our client sought to formulate a HE modeling and value communication strategy to promote coverage and reimbursement of NIPT across EU5 public insurance systems. Healthcare systems vary across EU5 markets, therefore it was imperative to craft an overall HE model and value communication strategy with a core framework, while developing an Excel-based model and communication materials with the flexibility to adapt to each market’s unique aspects. Additionally, our client sought an Ipsos-led internal training program to train their market development and field teams in preparation for stakeholder meetings.
EU5: France, Germany, Italy, Spain and United Kingdom
Scope
NIPT
Therapy area
Global diagnostics company
Client
SITUATION
We conducted a desk research and primary research program with key stakeholders (payers and clinicians) to inform the overall HE strategy and model. Our HEOR and value communication experts created a portfolio of value materials and designed a training program to prepare the client.
APPROACH
We delivered a comprehensive suite of value services, including: - Formulation of HE model and value communication strategy & framework - Dynamic EU5 health economic model with market-specific inputs and field access capture sheet - Comprehensive HE model report - Five market-specific, executive NIPT value stories - In-person internal training program
outcomes
SITUATION
APPROACH
outcomes
Understanding current landscape and payer’s perspective via primary and secondary research
case study 2
Our client wanted to [1] understand digital health landscape and payer partnerships in key markets; and [2] assess payer perceptions of patient-facing digital solutions generally, and target product concepts specifically, in the US and UK.
Primary research: US, UK Secondary research: US, EU5, BRIC
Scope
Digital health
Therapy area
Global technology company
Client
SITUATION
US mix of self-funded employers and health plan roles
UK mix of private and public payers
In-depth interviews with 35 payers (20 US and 15 UK) with experience evaluating and/or implementing member-facing digital health solutions
The research methodology was comprised of desk research for 10 countries and primary research with payers in the US and UK. The two streams of research were integrated to share the findings across markets and comparatively.
Desk research sought to answer two key business questions: [1] ‘What is the current landscape for consumer-facing digital offerings?’ and [2] ‘What are payers investing in?’
APPROACH
Insights from this study helped inform the client’s understanding of current market for digital solutions in health. The client is now clear on how to best partner with US and UK payers and what data would be required to support their current product concepts.
outcomes
SITUATION
APPROACH
outcomes
Pricing optimization for an innovative device for glaucoma surgery
case study 1
Our client was preparing to launch an innovative device for a novel glaucoma surgery in Southeast Asia. There was a need to gain a thorough understanding of the complex funding mechanisms across the 6 in-scope countries in order to optimize the launch price of their innovative device.
Hong Kong, Malaysia, Philippines, Singapore, Thailand, Vietnam
Scope
Ophthalmology
Therapy area
Global pharmaceutical company
Client
SITUATION
Then, we conducted quantitative surveys with high-prescribing physicians to assess patient load, value drivers/barriers (MaxDiff) and pricing potential (Conjoint) considering patient willingness-to-pay and available funding.
We analyzed insights from all stages of the engagement to formulate conclusions and recommendations.
We reviewed existing client/Ipsos materials and conducted an affiliate listening exercise to understand region/country priorities and information gaps.
Next, qualitative interviews were facilitated with high-prescribing physicians and glaucoma patients to map the treatment journey, assess patient ability/willingness to pay and delineate cost and funding structure for glaucoma surgery.
APPROACH
We provided a strategic five-point action plan to support our client to optimize the commercial opportunity of their innovative device in Southeast Asia. The action plan is well supported by the resulting outputs and endorsed by our client, in which a “controlled launch” approach was taken to prioritize the mature markets.
outcomes
Market Access & HEOR
SITUATION
APPROACH
outcomes
Improving a digital platform
case study 4
Improving a digital platform
case study 4
A major neuroscience pioneer wanted to assess and improve their digital platform, enabling neurologists to stay current on medical information.
Global
Scope
Neurology
Therapy area
Global devices manufacturer
Client
SITUATION
Performed remote formative sessions with users over three days. Users were asked to sign up for an account, interact with multiple platform features, and provide feedback. Two consultants facilitated the 60-minute study sessions, gathered performance and user data and captured trends.
APPROACH
Results and analysis included neurologists’ appetite for the digital platform, identification of most appealing features and recommendations for improvement based on actual user data.
outcomes
SITUATION
APPROACH
outcomes
Connected health
case study 3
A major pharmaceutical company needed to: - Evaluate hardware and software for a connected health solution - Develop a Users Manual for patients, healthcare support, and physicians - Validate the entire system for regulatory approval
Global
Scope
Multiple
Therapy area
Global Pharmaceutical company
Client
SITUATION
We took the final system into Summative Testing to show the device was Safe and Effective.
Our team evaluated the risk analysis to incorporated correct device use, actual use errors from formative studies, and important informational notes to improve device iterative design, and create effective Users Manuals for each user group.
APPROACH
The resulting Users Manuals were optimized for ease of use. The Formative Testing and Users Manuals resulted in a successful Summative Test. The product was launched successfully with regulatory approval.
outcomes
SITUATION
APPROACH
outcomes
Formative, summative and instruction for use (IFU) design for a medical device
case study 2
A major pharmaceutical company needed to: - Evaluate various design options early in the development cycle - Develop an Instructions for Use (IFU) and a Quick Tips guide to ensure safe use of the device - Validate the entire system for FDA approval
United States; applies globally
Scope
Oncology
Therapy area
Global pharmaceutical company
Client
SITUATION
We took the final system into Summative Testing to show the device was safe and effective.
Our team evaluated the risk analysis to incorporate correct device use, actual use errors from formative studies, and important informational notes to improve device iterative design, and create an effective IFU and Quick Tips design.
APPROACH
The resulting IFU and Quick Tips for the device were optimized and concise. The Formative Testing, IFU and Quick Tips resulted in a successful Summative Test. The product launched successfully with FDA approval.
outcomes
SITUATION
APPROACH
outcomes
Post-market analysis to support device claims
case study 1
A major medical device manufacturer wanted to understand post-market delivery for an auto-injector for arthritis sufferers in order to support device claims. The objectives were to evaluate the product’s ease of use in usability, learnability, confidence self-injecting, and ergonomics.
United States
Scope
Arthritis
Therapy area
Global medical device manufacturer
Client
SITUATION
Ipsos performed 60 in-lab, one-on-one interviews with users over four days, across four cities. Two consultants, facilitated the 30-minute study sessions, gathering feedback and impressions of the product. Users were instructed on the product’s use, given a chance to simulate use of the device using a practice injection pad, and provided feedback in the form of their agreement with a series of prepared statements on a 5-point Likert scale.
APPROACH
The autoinjector was well-received and participants were complimentary towards it. Results and analysis included the extent of potential users’ agreement with prepared claims, and any questions they had after simulated use of the product.
outcomes
Human Factors & Ux
SITUATION
APPROACH
outcomes
Market attractiveness and target identification (for M&A) in ENT segment
case study 3
Our client had recently divested a large part of their business to transform into a pure-play medical devices business. After de-leveraging, company wanted to deploy funds to drive strategic M&A to extend its leadership in core franchises and expand into attractive adjacencies. The client asked Ipsos’ help to identify companies that could be attractive M&A targets for them in the ENT segment.
US
Scope
ENT
Therapy area
US-based medical devices company
Client
SITUATION
We used a combination of secondary research, discussions with KOL/ENT specialists to better understand: - Disease/treatment overview - Market landscape assessment - Identification and profiling of potential products/companies for M&A along with a high-level, outside-in assessment
We conducted internal stakeholder discussions to narrow scope to CRS (Chronic Sinusitis and Rhinitis) space within ENT.
APPROACH
This work helped inform strategic decisions around attractiveness of therapy area and shortlist potential targets for due diligence.
outcomes
SITUATION
APPROACH
outcomes
Market sizing of interventional oncology category for liver cancer (HCC & mCRC)
case study 2
The client’s strategic objective was to identify product categories where it has/could be among the Top 3 players in EU. To do this, they asked us to help them better understand the current dynamics in interventional oncology and recommend the areas of focus for their BU. Further, they also wanted a custom market model with current and future market size by tumor type, by procedure type and by market.
EU5
Scope
Oncology
Therapy area
Global medical equipment company
Client
SITUATION
We used a combination of secondary research, client’s internal data and a quantitative survey across EU5 markets among interventional oncologists to better understand: - Market size and shares of IO treatments - Trends and drivers/barriers of IO procedures - Future growth of IO procedures and products for the next five years
APPROACH
Our work played a critical role in informing strategic portfolio and M&A/divestiture decisions for the client’s interventional oncology portfolio in EU5 markets.
outcomes
SITUATION
APPROACH
outcomes
Market assessment and forecasting of global FISH molecular diagnostics market
case study 1
Due to increased competitiveness from newer generation technologies, the client wanted to assess the Oncology molecular diagnostic market with specific focus on fluorescent in situ hybridization (FISH).
Specifically, there was interest to understand the diagnostic landscape in bladder, breast, hematological, and lung cancers, across key global markets.
Global + deep dives in US and EU5 markets
Scope
Oncology
Therapy area
Global market leading company in diagnosis and monitoring
Client
SITUATION
Market and competitive overview
Market size and shares (by technology and geography)
Market and competitive overview
Market size and shares (by technology and geography)
We used a combination of secondary research, KOL interviews (by region), client’s historical data and Ipsos’ proprietary syndicated data to develop:
APPROACH
Insights from our work fed into the strategic planning process and helped inform commercial/R&D strategies to prioritize focus areas and help drive future growth.
outcomes
Advisory Services
Discover everything we have to offer.
Our services don’t end there.
Download our full brochure
Contact Us
Contact Us
Market Access & HEOR
Advisory Services
Primary Market Research
Human Factors & User Experience
Services
Case Studies
Experts
Experts
Contact Us
© 2020 Ipsos All Rights Reserved
© 2020 Ipsos All Rights Reserved
Experts
Meet and connect with our MD&D leads, who represent a global team of 60+ MD&D experts across four regional hubs, supported by Ipsos' 1,000+ healthcare staff
Drew Norris
Global MD&D Lead and Healthcare Lead
Singapore HEC
BOB RAVA
Senior Vice President, NA MD&D Lead
North America HEC
CHRISTOPHE HOMER
Research Director, UK MD&D Lead
UK HEC
HILDE MUERMANS
Belgium MD&D Lead and Belguim HEC Lead
Belgium HEC
JANNA PATTISON
Vice President, NA Quant MD&D Lead
North America HEC
MD&D Key Leads
REBECCA STEVENS
Vice President, NA Qual MD&D Lead
North America IUU
Discover everything we have to offer.
Our services don’t end there.
Download our full brochure
Contact Us
Contact Us
MD&D Focuss Area Experts
MD&D Regional Leads
Services
Case Studies
Experts
Experts
Contact Us
PETER YANG
Executive Director, China MD&D Lead
China HEC
PETER YANG
Executive Director, China MD&D Lead
China HEC
© 2020 Ipsos All Rights Reserved
© 2020 Ipsos All Rights Reserved
Services
Case Studies
Experts
Experts
Contact Us
Experts
Meet and connect with our MD&D leads, who represent a global team of 60+ MD&D experts across four regional hubs, supported by Ipsos' 1,000+ healthcare staff
Drew Norris
Global MD&D Lead and Healthcare Lead
Singapore HEC
BOB RAVA
Senior Vice President, NA MD&D Lead
North America HEC
CHRISTOPHE HOMER
Research Director, UK MD&D Lead
UK HEC
HILDE MUERMANS
Belgium MD&D Lead and Belguim HEC Lead
Belgium HEC
JANNA PATTISON
Vice President, NA Quant MD&D Lead
North America HEC
MD&D Key Leads
REBECCA STEVENS
Vice President, NA Qual MD&D Lead
North America IUU
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China HEC
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Executive Director, China MD&D Lead
China HEC
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Case Studies
Review select success stories from across a variety of recent MD&D projects
SITUATION
APPROACH
outcomes
Understanding current landscape and payer’s perspective via primary and secondary research
case study 1
Future technology needs within cardiac care
case study 4
Our client was in the process of expanding their device portfolio as well as their wider managed services offer. As such, the primary business objective was to establish current and future technology needs within the cardiac care space. Potential solutions included interventional devices supporting remote monitoring, continuous monitoring, connected health applications as well as patient data and information flow solutions. Key objectives of this study were: - Unmet needs analysis - Market potential scoping and access - Key stakeholder analysis - Identification of drivers and barriers to uptake
EU5 + Netherlands
Scope
Cardiology
Therapy area
Global devices manufacturer
Client
SITUATION
Having established eight separate market needs, each of the potential solutions were evaluated during a quantitative research phase. Each product offering was measured against relevance, demand, potential to meet KPI’s and likelihood of adoption.
Ipsos designed a two-phased research approach in order to build and test assumptions based on current market understanding.
Primary respondent targets included Heads of Cardiology, Interventional Cardiologists and hospital budget holders. These groups were interviewed during an initial qualitative research phase.
APPROACH
The outcome of our study provided our client with clear and actionable insights, which directly fed into their marketing strategy. Based on our findings we were able to outline key priority areas of future technology needs recommending which solutions to invest in and bring to market. Through identifying key stakeholder profiles, our client created targeted marketing materials using the optimum communication channels uncovered through our study. Our client’s sales team was supported by the adoption pathway mapping created as part of the deliverables. Having established potential barriers to uptake, go-to-market strategies were put in place to mitigate these obstacles. Delivered through a workshop-style debrief, insights into each topic was disseminated across stakeholders within our client’s organization. Our collaboration facilitated maximum product adoption within the priority markets outlined in our recommendations.
outcomes
SITUATION
APPROACH
outcomes
New device concept evaluation to improve hospital process
case study 3
Our client sought to develop a global hospital value story, confirming unmet needs and exploring new solutions for a medical test. Research topics included: Current experience with the current process/technique, confirming unmet needs, evaluation of new prototypes and features and assess willingness to consider.
Primary research: global
Scope
Device
Therapy area
Global medtech company
Client
SITUATION
Phase 2: In-depth, in-person interviews in three countries with physicians, nurses and respiratory therapists.
Ipsos utilized a phased approach to address the client‘s needs: Phase 1: In-depth interviews and dyad/triads, in four countries with physicians, nurses and respirtory therapists.
APPROACH
Our report delivered actionable insights and evidence-based, strategic recommendations that the proposed new device addressed unmet needs and improved the process for both HCP and patient. Unmet needs addressed by the preferred prototype include safety, sample quality, ease of use and patient experience. Additionally, research revealed that standard protocols are not universally followed, leading to errors, deviations, inconsistencies and bad practices, which have become engrained at nearly every step of the procedure. Adoption of the new device, with corresponding protocol training, will improve the potential to minimize risks, address unmet needs and improve the experience for patients and HCPs.
outcomes
SITUATION
APPROACH
outcomes
Cardiac Implantable Electronic Devices (CIED) optimization research
case study 2
In preparation of our client’s launch of their new CIED, they aimed to gain further insights into the features that will create the most compelling offering. The primary objectives of this research were: - Understand which features add the most value and create the ideal device configuration - Estimate expected uptake upon launch, under varying product configurations - Determine potential impact on other CIED implant volume - Identify the types of patients implanters perceive as most likely to benefit - Measure differences in the above metrics by region
Primary research: global
Scope
Cardiac rhythm
Therapy area
Global medical device company
Client
SITUATION
The quantitative survey included an allocation-based conjoint exercise to inform an optimized product configuration, and a patient profile exercise that included a point allocation to identify patient types for our client’s CIED.
25-minute double-blinded online survey in the US, UK, France, Germany, Italy, Spain, the Netherlands, Japan and Australia. A total sample size of 440 CIED implanters.
APPROACH
Through importance and current satisfaction with device-related factors, Ipsos identified key unmet needs and where the new CIED is perceived to be more favorable. With the conjoint analysis, Ipsos identified optimal configurations for our client’s new CIED globally and across regions. The analysis also enabled a head-to-head comparison versus potential competitors. A patient profile exercise allowed for Ipsos to identify how certain patient characteristics affected the devices implanted into a patient, and the variations of these characteristics across markets.
outcomes
SITUATION
APPROACH
outcomes
Large-scale understanding of tuberculosis (TB) diagnostics outlook and reception of new rapid-testing diagnostic kit
case study 1
Our client wanted to understand the TB diagnostics situation in several markets globally and to construct route-to-market strategies for their rapid-testing capability: - Understanding key TB challenges in treatment and, especially, diagnostics at global and country level - Gain insights on clinical/public health professionals’ key motivations and priorities in TB diagnostics - Evaluate current diagnostic methods vs. client’s - Understand critical buying and funding processes to ensure effective partnerships - Obtain opinions, feedbacks on pricing model, improvements to develop effective receptivity
Primary research: global
Scope
Diagnostic
Therapy area
Global devices company
Client
SITUATION
Influential global organizations: - WHO (World Health Organization) - CHAI (Clinton Health Access Initiative) - FIND (Foundation for Innovative New Diagnostics) - PATH - USAID (United States Agency for International Development) - STOP TB Partnership - MSF (Médecins sans Frontières)
49 qualitative face-to-face and telephone interviews in 5 regions; China, India, Indonesia, Brazil, Africa (3 countries) and global health organizations. Range of TB experts: Ministry of Health/CDC officials, infectious diseases hospital heads, TB KOLs, end-users (clinic/lab physicians and head technicians).
APPROACH
Our client was able to gain valuable insights on the TB diagnostic landscape, both in the individual and the global level, permitting them to develop practical strategies for their product across the TB-prevalent countries around the globe. Specifically: - Developing unique strategies undertaking country-specific barriers to realize market potential - In-depth understanding of various funding networks, both global and local to further expand leverage - Contrasting existing diagnostics to further complement and develop value-adding proposals to TB programs globally and locally - Assess pricing feasibility and obtain feedbacks to further develop and strategize client’s entrance globally and locally
outcomes
Primary Market Research
SITUATION
APPROACH
outcomes
Strategy for robotic capital equipment
case study 4
Strategy for robotic capital equipment
case study 4
Our client sought support for establishing the global commercialization strategy for a new capital equipment used during robotic surgery. As part of this strategy, our client was particularly focused on the decision-making process for non-clinical stakeholders to ensure a clear understanding of the buying process for large capital equipment purchases.
US, EU5
Scope
Robotic surgery
Therapy area
Global devices manufacturer
Client
SITUATION
Additionally, Ipsos organized and facilitated non-clinical advisory boards engagements including: two in-person meetings in the US and EU and two follow-up teleconferences. During the advisory board meetings, Ipsos facilitated mock value analysis committee decision-making sessions and further tested the value propositions for non-clinical stakeholders.
Ipsos worked with the client on several workstreams to achieve the client’s objectives. First, Ipsos conducted desk research to understand the capital equipment buying process in select global markets. Following onto that, Ipsos conducted in-depth 1:1 interviews with hospital-based non-clinical decision-makers to further explore the buying process and better understand the evidence needs and criteria for large capital equipment purchases.
APPROACH
The results of this research provided our client with an increased understanding of non-clinical hospital stakeholder decision-making for a new capital equipment used during robotic surgery, while maintaining and improving relationships with these key stakeholders. Ipsos continues to assist this client in engagement with the advisors in a collaborative effort to gather impactful non-clinical insights and inform commercialization strategy.
outcomes
SITUATION
APPROACH
outcomes
EU5 health economic model & value communication strategy for NIPT
case study 3
Our client sought to formulate a HE modeling and value communication strategy to promote coverage and reimbursement of NIPT across EU5 public insurance systems. Healthcare systems vary across EU5 markets, therefore it was imperative to craft an overall HE model and value communication strategy with a core framework, while developing an Excel-based model and communication materials with the flexibility to adapt to each market’s unique aspects. Additionally, our client sought an Ipsos-led internal training program to train their market development and field teams in preparation for stakeholder meetings.
EU5: France, Germany, Italy, Spain and United Kingdom
Scope
NIPT
Therapy area
Global diagnostics company
Client
SITUATION
We conducted a desk research and primary research program with key stakeholders (payers and clinicians) to inform the overall HE strategy and model. Our HEOR and value communication experts created a portfolio of value materials and designed a training program to prepare the client.
APPROACH
We delivered a comprehensive suite of value services, including: - Formulation of HE model and value communication strategy & framework - Dynamic EU5 health economic model with market-specific inputs and field access capture sheet - Comprehensive HE model report - Five market-specific, executive NIPT value stories - In-person internal training program
outcomes
SITUATION
APPROACH
outcomes
Understanding current landscape and payer’s perspective via primary and secondary research
case study 2
Our client wanted to [1] understand digital health landscape and payer partnerships in key markets; and [2] assess payer perceptions of patient-facing digital solutions generally, and target product concepts specifically, in the US and UK.
Primary research: US, UK Secondary research: US, EU5, BRIC
Scope
Digital health
Therapy area
Global technology company
Client
SITUATION
US mix of self-funded employers and health plan roles
UK mix of private and public payers
In-depth interviews with 35 payers (20 US and 15 UK) with experience evaluating and/or implementing member-facing digital health solutions
The research methodology was comprised of desk research for 10 countries and primary research with payers in the US and UK. The two streams of research were integrated to share the findings across markets and comparatively.
Desk research sought to answer two key business questions: [1] ‘What is the current landscape for consumer-facing digital offerings?’ and [2] ‘What are payers investing in?’
APPROACH
Insights from this study helped inform the client’s understanding of current market for digital solutions in health. The client is now clear on how to best partner with US and UK payers and what data would be required to support their current product concepts.
outcomes
SITUATION
APPROACH
outcomes
Pricing optimization for an innovative device for glaucoma surgery
case study 1
Our client was preparing to launch an innovative device for a novel glaucoma surgery in Southeast Asia. There was a need to gain a thorough understanding of the complex funding mechanisms across the 6 in-scope countries in order to optimize the launch price of their innovative device.
Hong Kong, Malaysia, Philippines, Singapore, Thailand, Vietnam
Scope
Ophthalmology
Therapy area
Global pharmaceutical company
Client
SITUATION
Then, we conducted quantitative surveys with high-prescribing physicians to assess patient load, value drivers/barriers (MaxDiff) and pricing potential (Conjoint) considering patient willingness-to-pay and available funding.
We analyzed insights from all stages of the engagement to formulate conclusions and recommendations.
We reviewed existing client/Ipsos materials and conducted an affiliate listening exercise to understand region/country priorities and information gaps.
Next, qualitative interviews were facilitated with high-prescribing physicians and glaucoma patients to map the treatment journey, assess patient ability/willingness to pay and delineate cost and funding structure for glaucoma surgery.
APPROACH
We provided a strategic five-point action plan to support our client to optimize the commercial opportunity of their innovative device in Southeast Asia. The action plan is well supported by the resulting outputs and endorsed by our client, in which a “controlled launch” approach was taken to prioritize the mature markets.
outcomes
Market Access & HEOR
SITUATION
APPROACH
outcomes
Improving a digital platform
case study 4
Improving a digital platform
case study 4
A major neuroscience pioneer wanted to assess and improve their digital platform, enabling neurologists to stay current on medical information.
Global
Scope
Neurology
Therapy area
Global devices manufacturer
Client
SITUATION
Performed remote formative sessions with users over three days. Users were asked to sign up for an account, interact with multiple platform features, and provide feedback. Two consultants facilitated the 60-minute study sessions, gathered performance and user data and captured trends.
APPROACH
Results and analysis included neurologists’ appetite for the digital platform, identification of most appealing features and recommendations for improvement based on actual user data.
outcomes
SITUATION
APPROACH
outcomes
Connected health
case study 3
A major pharmaceutical company needed to: - Evaluate hardware and software for a connected health solution - Develop a Users Manual for patients, healthcare support, and physicians - Validate the entire system for regulatory approval
Global
Scope
Multiple
Therapy area
Global Pharmaceutical company
Client
SITUATION
We took the final system into Summative Testing to show the device was Safe and Effective.
Our team evaluated the risk analysis to incorporated correct device use, actual use errors from formative studies, and important informational notes to improve device iterative design, and create effective Users Manuals for each user group.
APPROACH
The resulting Users Manuals were optimized for ease of use. The Formative Testing and Users Manuals resulted in a successful Summative Test. The product was launched successfully with regulatory approval.
outcomes
SITUATION
APPROACH
outcomes
Formative, summative and instruction for use (IFU) design for a medical device
case study 2
A major pharmaceutical company needed to: - Evaluate various design options early in the development cycle - Develop an Instructions for Use (IFU) and a Quick Tips guide to ensure safe use of the device - Validate the entire system for FDA approval
United States; applies globally
Scope
Oncology
Therapy area
Global pharmaceutical company
Client
SITUATION
We took the final system into Summative Testing to show the device was safe and effective.
Our team evaluated the risk analysis to incorporate correct device use, actual use errors from formative studies, and important informational notes to improve device iterative design, and create an effective IFU and Quick Tips design.
APPROACH
The resulting IFU and Quick Tips for the device were optimized and concise. The Formative Testing, IFU and Quick Tips resulted in a successful Summative Test. The product launched successfully with FDA approval.
outcomes
SITUATION
APPROACH
outcomes
Post-market analysis to support device claims
case study 1
A major medical device manufacturer wanted to understand post-market delivery for an auto-injector for arthritis sufferers in order to support device claims. The objectives were to evaluate the product’s ease of use in usability, learnability, confidence self-injecting, and ergonomics.
United States
Scope
Arthritis
Therapy area
Global medical device manufacturer
Client
SITUATION
Ipsos performed 60 in-lab, one-on-one interviews with users over four days, across four cities. Two consultants, facilitated the 30-minute study sessions, gathering feedback and impressions of the product. Users were instructed on the product’s use, given a chance to simulate use of the device using a practice injection pad, and provided feedback in the form of their agreement with a series of prepared statements on a 5-point Likert scale.
APPROACH
The autoinjector was well-received and participants were complimentary towards it. Results and analysis included the extent of potential users’ agreement with prepared claims, and any questions they had after simulated use of the product.
outcomes
Human Factors & Ux
SITUATION
APPROACH
outcomes
Market attractiveness and target identification (for M&A) in ENT segment
case study 3
Our client had recently divested a large part of their business to transform into a pure-play medical devices business. After de-leveraging, company wanted to deploy funds to drive strategic M&A to extend its leadership in core franchises and expand into attractive adjacencies. The client asked Ipsos’ help to identify companies that could be attractive M&A targets for them in the ENT segment.
US
Scope
ENT
Therapy area
US-based medical devices company
Client
SITUATION
We used a combination of secondary research, discussions with KOL/ENT specialists to better understand: - Disease/treatment overview - Market landscape assessment - Identification and profiling of potential products/companies for M&A along with a high-level, outside-in assessment
We conducted internal stakeholder discussions to narrow scope to CRS (Chronic Sinusitis and Rhinitis) space within ENT.
APPROACH
This work helped inform strategic decisions around attractiveness of therapy area and shortlist potential targets for due diligence.
outcomes
SITUATION
APPROACH
outcomes
Market sizing of interventional oncology category for liver cancer (HCC & mCRC)
case study 2
The client’s strategic objective was to identify product categories where it has/could be among the Top 3 players in EU. To do this, they asked us to help them better understand the current dynamics in interventional oncology and recommend the areas of focus for their BU. Further, they also wanted a custom market model with current and future market size by tumor type, by procedure type and by market.
EU5
Scope
Oncology
Therapy area
Global medical equipment company
Client
SITUATION
We used a combination of secondary research, client’s internal data and a quantitative survey across EU5 markets among interventional oncologists to better understand: - Market size and shares of IO treatments - Trends and drivers/barriers of IO procedures - Future growth of IO procedures and products for the next five years
APPROACH
Our work played a critical role in informing strategic portfolio and M&A/divestiture decisions for the client’s interventional oncology portfolio in EU5 markets.
outcomes
SITUATION
APPROACH
outcomes
Market assessment and forecasting of global FISH molecular diagnostics market
case study 1
Due to increased competitiveness from newer generation technologies, the client wanted to assess the Oncology molecular diagnostic market with specific focus on fluorescent in situ hybridization (FISH).
Specifically, there was interest to understand the diagnostic landscape in bladder, breast, hematological, and lung cancers, across key global markets.
Global + deep dives in US and EU5 markets
Scope
Oncology
Therapy area
Global market leading company in diagnosis and monitoring
Client
SITUATION
Market and competitive overview
Market size and shares (by technology and geography)
Market and competitive overview
Market size and shares (by technology and geography)
We used a combination of secondary research, KOL interviews (by region), client’s historical data and Ipsos’ proprietary syndicated data to develop:
APPROACH
Insights from our work fed into the strategic planning process and helped inform commercial/R&D strategies to prioritize focus areas and help drive future growth.
outcomes
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APRIL 2020
DIABETES
USA
Europe
China
2018 vs. 2020
17%
18%
13%
21%
28%
28%
How many patients are using remote monitoring systems?
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FEBRUARY 2020
FUTURE OF healthcare Diagnostics
USA
Europe
China
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45%
35%
47%
37%
53%
47%
Quarterly Pulse Reports
Ipsos partners with SERMO to conduct a series of Rapid Research pulse studies, each with a different group of healthcare professionals
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OCTOBER 2018
Pulmonology
Features input from 240 Pulmonologists across 7 countries
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Features input from 279 General Surgeons across 9 countries
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Features input from 402 Ophthalmologists across 11 countries
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Features input from 398 Endocrinologists across 11 countries, benchmarked to 2018 data
Features input from 125 Pathologists in the US & EU
USA
Europe
China
17%
18%
13%
21%
28%
28%
What trends will have a significant impact on the diagnostics landscape?
6 in 10 pathologists agree
Higher accuracy of genomic sequencing Machine learning using algorithms Automation tech enabling higher throughputs Robotization of clinical diagnostics Advances in data anlytics/big data sets Cloud computing enabling research
Sharpening physician insights: Integrating patient record auditing
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Features input from 125 Pathologists from the EU & US
Features input from 398 Endocrinologists across 11 countries, benchmarked to 2018 data
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