Share the journey of Market Access in the early years of UHC implementation..

1. xxx
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Efraim Ariesandy, MD
ASEAN Market Access, GE Healthcare
Strategies to Improve Market Access
Efraim Ariesandy
ASEAN Market Access, GE Healthcare
Jakarta International Expo
March 22nd, 2017
South Quarter Dome, South of Jakarta
GE Indonesia Office
JIE Kemayoran, Jakarta
March 22nd, 2017
Strategies to Improve Market Access
‘A Best Practice Sharing’
Efraim Ariesandy, MD
ASEAN Market Access, GE Healthcare

2. Disclaimer
The following presentation is a best practice sharing and supported by resources that listed on the end of the slide
deck. The slide does not consist of any data or information that specifically related to any particular company, unless
the information has published, or cited, or informed in the public media/domain. All information resources in this
presentation was compiled or created by myself, and treated as presentation in healthcare forum. The presentation
was ensured to be complied with the GE policy and regulation and it was not against any of it.

3. JIE Kemayoran, Jakarta
March 22nd, 2017
Healthcare in ASEAN
WHO urged governments to accelerate the
implementation of UHC for sustainable
economic growth, social development &
poverty reduction
‘UHC implementation across South East Asian countries create
opportunity in healthcare for both private and public sectors’

4. JIE Kemayoran, Jakarta
March 22nd, 2017
Public Sector:
• Biggest single payer
• Opportunity: finance, pharma, med-
tech, digital (mHealth, Telemedicine,
etc)
Overview of Indoensia

5. MARKET ACCESS STRATEGY

6. JIE Kemayoran, Jakarta
March 22nd, 2017
Market Access Strategy: the scope
• A Best Practice sharing
• Healthcare Industry in Indonesia under
the implementation of UHC

7. JIE Kemayoran, Jakarta
March 22nd, 2017
Define Market Access Strategy
MARKET ACCESS STRATEGY:
The pattern of resource allocation & activity decision
about what health economic VALUE PROPOSITION to
make the market & which audiences within the
market access decision making process to whom to
address that proposition
MARKET ACCESS:
A situation, largely independent of either
regulatory approval or customer
preferences in which payers agree to
provide a treatment or medical
technology to patients. It usually
correlated to the payers perception that
it provides a better outcome/ cost ration
than the incumbent medical technology
or prevailing treatment regime
STRATEGY:
(a functional level strategy)
A sustained pattern of resource allocation,
usually towards a specific goal:
- What health economic value
proposition/VP to make to the market
- Which audiences addresses with VP
Prof Brian D Smith, Pragmedic-UK, 2014 & 2016

8. JIE Kemayoran, Jakarta
March 22nd, 2017
• The function becomes more prominent in (private)
Healthcare companies, mainly pharmaceuticals
• MA has various ‘shape’ and seems to have difference
dimensions on the way of executions
• A shift and expand of stakeholders and the method of
interactions
• Yet it has similarity….
o Commercial goals in public sector
o New opportunity
Market Access Journey on First
year Implementation of UHC

9. JIE Kemayoran, Jakarta
March 22nd, 2017
• Improves internal capabilities
• Strengthen stakeholders engagement &
collaboration
• Identifying & taping public market
opportunity with agility and innovative
way of thinking
First year strategy..

10. JIE Kemayoran, Jakarta
March 22nd, 2017
Market Access Stakeholders
• Commonly become a HUB
• External and Internal Stakeholders are equally
important, and although the challenges are different
but the weight can be equal as well
• Collaboration across stakeholders, specifically within
internal organization is a critical to achieve priority goals

11. JIE Kemayoran, Jakarta
March 22nd, 2017
Strategy Decision Points
PEOPLE
COMPANY
PORTFOLIO
VALUE
PROPOSITION

12. JIE Kemayoran, Jakarta
March 22nd, 2017
• Identify the NEEDS of patient/customer & payers
(what valued the most)
• Create or Offer Real Value and translated into
payer ‘language’
• Assess Impact on VP under MA strategy
Value Proposition is the Core

13. JIE Kemayoran, Jakarta
March 22nd, 2017
• NOT focus
• NOT offer real value
• NOT think about the future
• Fell into the best practice trap
• Fell between the cracks in the pavement
• Failed to mirror the customer
• Forgot about the money
SEVEN Deadly Sins of Market Access
Prof Brian D Smith, Pragmedic-UK, 2014 & 2016

14. Thank you to Prof Brian D
• ASEAN Website (resources)
• http://warwickaseanconference.com/the-bright-future-of-universal-
health-coverage-in-asean/
• http://asean.org/storage/2017/02/APHDA-In-a-Nutshell.pdf
• http://ggmkts.com/g-Indonesia-healthcare-market-opportunities
• IMS – ASEAN Healthcare Outlook 2015/2016
• Thanks to Professor Brian D Smith (PRAGMEDIC, UK) for sharing his
presentation that
– http://www.pragmedic.com/
– https://twitter.com/drbriandsmith
– https://www.linkedin.com/in/drbriandsmith/
– https://www.youtube.com/watch?v=-Qtav4NKNzo
RESOURCES
THANK YOU/TERIMA KASIH