Case
We defined a viable price for a high-cost oncology drug by mapping all patient access routes
Context
A pharmaceutical multinational preparing the launch of a high-cost oncology drug for a rare and aggressive leukemia in Mexico. The challenge was to define a price that made commercialization viable across all available patient access routes.
Approach
- Sizing of the affected patient universe from incidence and prevalence data of the associated genetic mutation, projecting its evolution by age group and sex;
- Multi-source financial accessibility model, crossing the cost of oncological treatment already faced by the patient with coverage from different types of private and public insurance;
- Complete institutional mapping of the Mexican public healthcare system — approval, prescription, and reimbursement in each public pathway, including a specific fund for high-cost diseases — to capture all payment routes available to an individual patient;
- Validation of the three pillars through interviews with hematologists, oncologists, and public and private payers.
Results
- Identification of critical success factors for the product launch in the Mexican market: regulatory, service, communication, and others;
- Sizing of the potential market by price range;
- Definition of the price that enables commercialization across different insured patient profiles;
- Identification that public sector adoption depends more on the completion of the regulatory process than on price alone — a factor that a standalone price analysis would not have revealed.