The search for valuable information is a common theme for healthcare providers and patients. In the last several blog posts I have focused on healthcare providers, and in this post I’ll shift to patients. Patients are looking for information to help them manage their health conditions, and the pharmaceutical, biotechnology, and medical device industries have the knowledge to be a trusted source of information. Patients are using online resources and networks for healthcare education and support. This is driving the demand for personalized materials and educational experiences. Patients no longer will settle for materials developed for the masses. Rather, they demand information that is specific to them, their condition, and their needs.
How do you deliver this customized information? Options abound, and what is most important is that manufacturers recognize their role in developing effective patient adherence programs. Some of the newest trends being used in patient adherence programs include:
• On-demand live call center support
• Online resources through websites and social networking sites
• Click-to-chat support through websites
• Mobile sites and applications
• Patient monitoring devices
The heart of a successful patient adherence programs is communication. And pharmaceutical call centers can be an invaluable resource to provide 24/7 access to live operators to answer questions, send educational materials, and follow-up with patients to remind them about appointment and prescription refills. For more information on selecting a pharmaceutical call center partner, please see this earlier blog post.
Online resources play an important role in effective patient adherence programs. Online resources such as websites, click-to-chat support, and social networking sites are ideally suited to provide individualized and targeted information based on patient characteristics. However, many pharmaceutical, biotechnology, and medical device companies are reluctant to move quickly and deeply into providing online resources given the lack of regulatory guidance, concerns about patient privacy and well-being, and the cost of implementing these programs.
Additionally, mobile applications are being used more often to access information, communicate alerts about a particular product, and provide reminders to patients about appointments and refills.
There are numerous patient monitoring devices available for use in the home setting. These monitoring devices provide physicians and healthcare providers with timely information on a patient’s condition. This information allows physicians and healthcare providers to make immediate changes, if necessary. Let’s think about this for a minute. The technology exists for physicians and their healthcare staff to monitor the blood glucose levels, heart rate, blood pressure, oxygen saturation, and temperature of patients in their homes, and to make changes that could have a profound impact on their health today and in the future.
The future of patient adherence is centered on empowering patients to take an active role in managing their conditions. Patients need information, support, and guidance from their physicians and healthcare providers. This can be an overwhelming task for physicians and healthcare providers given the demands on their time. Opportunities exist for pharmaceutical, biotechnology, and medical device companies to provide information and educational materials.
At American Medical Alert Company (AMAC), we are in a unique position to support patient adherence programs. AMAC offers a wide-range of patient monitoring devices that can be used in the home setting, and provides 24/7 call center and click-to-chat support options to share information and educational materials with patients, providers, and payers. We have helped numerous clients design and build successful patient adherence programs.
Please share your thoughts on the emerging trends in patient adherence programs. Are you considering, or have you tried any of these new tools? If so, what are the factors driving your decision to use a new tool or not? Join the conversation and share your questions, challenges, and best practices.
Visit our website for more information on patient adherence and other topics.
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View website for Tunstall AMAC Life Sciences
Tuesday, January 17, 2012
Tuesday, January 10, 2012
Adding Value to Your Pharma Sales Model
Several of my early blog posts focused on the value of tele-detailing in providing information to healthcare providers. With all of the pressures on the industry we must find new, more cost-effective channels for communicating with healthcare providers. Tele-detailing is an effective promotional channel, and it complements the daily activities of field-based representatives.
Physicians and healthcare providers are demanding valuable interactions with company representatives. One channel for providing valuable interactions to physicians is through tele-detailing programs. These programs provide physicians and healthcare providers with an efficient and knowledgeable means to learn about pharmaceutical, biotech, and medical device products and to obtain answers to their questions at their convenience. In November 2010, Cegedim published a report on the promotional spending trends in new media (including tele-detailing, internet detailing, and web advertising) from US pharmaceutical companies. They found that 49% of the spending in new media is on tele-detailing programs.
I recently recorded a podcast through PharmaVOICE on how tele-detailing can help pharmaceutical, biotech, and medical device companies provide value to healthcare providers. Also, we recently published a white paper on this topic. The White Paper offers suggestions for how tele-detailing programs augment and complement the activities of sales representatives, how to determine if tele-detailing is right for your product, and how to shift the role of sales representatives from salesperson to an “Advisor.”
Please let us know what you think of the podcast and white paper — are they helpful or not? Also, would you like to have additional resources in other areas? If so, please let us know what areas interest you.
View Blog
View website for Tunstall AMAC Life Sciences
Physicians and healthcare providers are demanding valuable interactions with company representatives. One channel for providing valuable interactions to physicians is through tele-detailing programs. These programs provide physicians and healthcare providers with an efficient and knowledgeable means to learn about pharmaceutical, biotech, and medical device products and to obtain answers to their questions at their convenience. In November 2010, Cegedim published a report on the promotional spending trends in new media (including tele-detailing, internet detailing, and web advertising) from US pharmaceutical companies. They found that 49% of the spending in new media is on tele-detailing programs.
I recently recorded a podcast through PharmaVOICE on how tele-detailing can help pharmaceutical, biotech, and medical device companies provide value to healthcare providers. Also, we recently published a white paper on this topic. The White Paper offers suggestions for how tele-detailing programs augment and complement the activities of sales representatives, how to determine if tele-detailing is right for your product, and how to shift the role of sales representatives from salesperson to an “Advisor.”
Please let us know what you think of the podcast and white paper — are they helpful or not? Also, would you like to have additional resources in other areas? If so, please let us know what areas interest you.
View Blog
View website for Tunstall AMAC Life Sciences
Wednesday, January 4, 2012
Patient Adherence: Focus on the Patient
Happy New Year! I don’t know about you, but I had great holidays and I’m charged up and eager to build on the new opportunities 2012 will surely bring.
In my blog post before the holiday break I recommended that marketers in pharmaceutical, biotechnology, and medical device companies think about patient adherence as a significant driver for their business. I feel strongly that well-developed patient adherence programs provide win-win-win solutions for all stakeholders.
Valuable patient adherence programs focus on the patient and meeting their needs. As with most programs, the first step is to think strategically about patient adherence. Ideally, this would be early in the development of your product. However, your product may be well into clinical development or post-launch, and it isn’t too late to implement a patient adherence program. I’d ask you to think of these key factors to determine if patient adherence could help your product:
• Treats a chronic conditions
• Dosing or administration challenges
• Low rates of patient retention
• Good patent life (ie, 5 years or more)
I think of patient adherence as a part of the product’s value proposition. To design successful patient adherence programs, focus on the patient and understand their behaviors and challenges in the disease-state your product is used. Understand what behaviors they exhibit and why. Once you have this understanding you can develop targeted and personalized approaches to support patients. Ultimately, provide targeted resources online, via mobile devices, and in print. This targeted approach builds a sense of value, commitment, and trust with patients. Additionally, if patients are able to overcome challenges they will stay on therapy, which provides them with a greater quality of life, and decreases healthcare costs.
Are you wondering where to begin? We start by mapping the patient journey. Despite individual behaviors and attitudes, patients generally follow a typical path in managing their condition.
Judith H. Hibbard and James J. Cunningham have developed the Patient Activation Meter (PAM). This is the first instrument that measures the skills, knowledge, beliefs and behaviors that combine to create an activated patient. It indicates that patients progress through four (4) stages as they become activated. PAM can be used to assess how well interventions work. The authors of the PAM have measured and identified characteristics for patient activation based on population and health status characteristics. The Center for Studying Healthcare System Change has published this information on their website. This is a good resource for gathering information on patient activation in various disease states.
The PAM tool can help to identify the key areas where support is needed and identify patients receptive to help and support. This information ensures time and money are spent on patients that are receptive to help. The goal is to focus on the patient and understand their journey so you can develop a patient adherence program that uniquely supports their needs.
At American Medical Alert Company (AMAC), we are in a unique position to support patient adherence programs. AMAC offers a wide-range of patient monitoring devices (many of them are used in the home setting), and provides 24/7 communication services to share information and educational materials with patients, providers, and payers.
Share your experiences with patient adherence programs. What key insights have you learned along the way? What tools have you used to understand the journey patients are taking in treating their condition? Have you been able to leverage this knowledge to develop more impactful and effective materials and patient adherence programs?
View Blog
View website for Tunstall AMAC Life Sciences
In my blog post before the holiday break I recommended that marketers in pharmaceutical, biotechnology, and medical device companies think about patient adherence as a significant driver for their business. I feel strongly that well-developed patient adherence programs provide win-win-win solutions for all stakeholders.
Valuable patient adherence programs focus on the patient and meeting their needs. As with most programs, the first step is to think strategically about patient adherence. Ideally, this would be early in the development of your product. However, your product may be well into clinical development or post-launch, and it isn’t too late to implement a patient adherence program. I’d ask you to think of these key factors to determine if patient adherence could help your product:
• Treats a chronic conditions
• Dosing or administration challenges
• Low rates of patient retention
• Good patent life (ie, 5 years or more)
I think of patient adherence as a part of the product’s value proposition. To design successful patient adherence programs, focus on the patient and understand their behaviors and challenges in the disease-state your product is used. Understand what behaviors they exhibit and why. Once you have this understanding you can develop targeted and personalized approaches to support patients. Ultimately, provide targeted resources online, via mobile devices, and in print. This targeted approach builds a sense of value, commitment, and trust with patients. Additionally, if patients are able to overcome challenges they will stay on therapy, which provides them with a greater quality of life, and decreases healthcare costs.
Are you wondering where to begin? We start by mapping the patient journey. Despite individual behaviors and attitudes, patients generally follow a typical path in managing their condition.
Judith H. Hibbard and James J. Cunningham have developed the Patient Activation Meter (PAM). This is the first instrument that measures the skills, knowledge, beliefs and behaviors that combine to create an activated patient. It indicates that patients progress through four (4) stages as they become activated. PAM can be used to assess how well interventions work. The authors of the PAM have measured and identified characteristics for patient activation based on population and health status characteristics. The Center for Studying Healthcare System Change has published this information on their website. This is a good resource for gathering information on patient activation in various disease states.
The PAM tool can help to identify the key areas where support is needed and identify patients receptive to help and support. This information ensures time and money are spent on patients that are receptive to help. The goal is to focus on the patient and understand their journey so you can develop a patient adherence program that uniquely supports their needs.
At American Medical Alert Company (AMAC), we are in a unique position to support patient adherence programs. AMAC offers a wide-range of patient monitoring devices (many of them are used in the home setting), and provides 24/7 communication services to share information and educational materials with patients, providers, and payers.
Share your experiences with patient adherence programs. What key insights have you learned along the way? What tools have you used to understand the journey patients are taking in treating their condition? Have you been able to leverage this knowledge to develop more impactful and effective materials and patient adherence programs?
View Blog
View website for Tunstall AMAC Life Sciences
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