Pricing and Market Access determine whether medical benefit is effectively translated into economic value. A product without a robust reimbursement and pricing logic remains commercially constrained, regardless of clinical quality.
Why this area is critical
Pricing and Market Access are not downstream activities. They are core strategic elements that must be integrated early into development and launch planning.
Company perspective
For companies, Pricing and Market Access mean:
- Early definition of the realistic economic opportunity
- Strong dependency on clinical endpoints and comparator therapies
- Long-term commitment to national and international reimbursement mechanisms
Missteps in this area are difficult or impossible to correct later.
Investor perspective
For investors, Pricing and Market Access are key value drivers:
- Are pricing assumptions realistic and reimbursable?
- Are there robust arguments toward payers and HTA bodies?
- How resilient is the business model across different markets?
Unclear Market Access logic is one of the most frequent causes of early-stage overvaluation.
Typical risks and misjudgements
In practice, we frequently observe:
- Pricing assumptions without a robust reimbursement rationale
- Late engagement with HTA requirements
- Insufficient differentiation versus standard of care
- Inadequate consideration of national market specifics
- Clinical endpoints that are regulatorily acceptable but weak from a reimbursement perspective
These risks often result in products that are approved but fail to fully realize their economic potential.
What Excellere delivers
Excellere supports companies and investors in developing Pricing and Market Access strategies that are realistic, consistent and decision-ready. Our services include:
- Development of robust pricing hypotheses and price anchors
- Analysis of reimbursement mechanisms and HTA requirements in relevant markets
- Assessment of clinical endpoints with respect to reimbursement and value arguments
- Analysis of comparator therapies, standard of care and competitive landscape
- Development of value narratives for payers, authorities and other stakeholders
- Definition of clear Market Access scenarios and decision gates
Our objective is to establish realism without artificially limiting innovation potential.
Integration of clinical, market and reimbursement perspectives
Our work in Pricing and Market Access is deliberately integrated. We assess pricing and reimbursement questions in the context of:
- Clinical evidence
- Regulatory framework conditions
- National reimbursement logics
- Competitive and therapeutic landscapes
This ensures that Pricing and Access decisions remain aligned with launch, growth and lifecycle management.
Added value for companies and investors
For companies
- Realistic assessment of economic potential
- Early clarity on reimbursement and pricing boundaries
- Improved preparation for launch and payer negotiations
- Reduced need for later corrective actions
For investors
- Transparent assessment of pricing and access risks
- Robust assumptions for business cases and financial models
- Greater confidence in investment and portfolio decisions
- More realistic expectations regarding market entry and scaling
How we work
Pricing and Market access project at Excellere are led by the management team and, depending on market, indication and scope, complemented by our specialized advisor and partner network. We work:
- Reality-driven rather than theory-based
- Integrated with clinical, commercial and regulatory teams
- Independent and neutral
- Without delegation to junior teams
Our ambition is to make Pricing and Access decisions robust and defensible.
When economic viability needs to be secured
Without a robust Pricing and Market Access logic, commercial success remains a matter of chance. Let us jointly assess how Excellere can support you in developing pricing and reimbursement strategies that are realistic, consistent and investable.
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