Integrated Delivery Networks (IDNs)

Trends Driving Healthcare Delivery and Biopharma Opportunities for Customer Engagement

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Pharmaceutical companies that are seeking ways to engage and partner with integrated delivery networks must understand this: IDNs are evolving in ways that have a profound effect on how healthcare is managed, what care paths are followed and which populations are carved out for special attention.

TGaS Advisors, a division of Trinity Life Sciences, conducted 15 in-depth interviews with key decision-makers from advanced healthcare systems in the U.S. to understand their perspectives on what is driving IDNs and what they are seeking in partnerships. To complement these results, 12 market access leaders from pharmaceutical companies were interviewed to gain their perspectives about their existing partnerships and the challenges they face while collaborating with IDNs.

What was learned is that the old rules do not apply. IDNs do not want a sales pitch in any way, shape or form. They want partners who truly understand their goals in managing patients with chronic illness, they need analytics to make that happen and they are open to risk-based contracts.

This has been heard a lot before. The Quadruple Aim of better care for individuals, better health for populations and lower per-capita costs has been discussed for decades, but this time the most advanced IDNs have the benefit of experience and access to better technology. They are looking for partnerships with pharmaceutical companies that help them achieve that Quadruple Aim.

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