Value Demonstration
We define what must be proven, to whom, and with what evidence. We then design the studies, models, and reimbursement assets required to support coverage, payment, and pricing.
- Evidence strategy and target product profile: Translating disease epidemiology and etiology, intended use, target population, claims, comparators, and performance requirements into a sequenced evidence roadmap.
- Coverage landscape and payer evidence segmentation: Mapping coverage policies, benefit structures, decision-makers, and evidence thresholds by payer and line of business.
- Non-dilutive evidence funding: Funding strategy, opportunity identification, and proposal development across federal, foundation, and international sources.
Product performance and validation: Claims-aligned analytical, clinical, and algorithmic validation, including biomarker selection, limit of detection, precision, sensitivity and specificity, reproducibility, and generalizability, where applicable. - Clinical utility and decision-impact evidence: Prospective studies and vignette-based physician research measuring actionability, changes in clinical management, workflow integration, and downstream outcomes.
- Real-world and comparative evidence: EHR-, claims-, registry-, and cohort-based studies demonstrating performance in practice, comparative effectiveness, healthcare utilization, and patient outcomes.
- Health economics and financial modeling: Budget-impact, cost-effectiveness, return-on-investment, and total-cost-of-care models aligned with payer, ICER, and HTA expectations.
- Coding, coverage, and payment assets: CPT, PLA, and HCPCS strategy, technical assessment dossiers for MolDX/other MACs and commercial payer review, payment-pathway and rate-setting support, and medical-policy engagement.
Commercial Strategy
We identify the highest-value markets, customers, and use cases, then build the portfolio, pricing, partnership, and go-to-market strategy around them. Each decision is tested through primary research and tied to a commercial milestone.
- Market sizing and opportunity assessment: Revenue forecasting and cascade-of-care modeling that show where patients flow, where they are lost, and where the product creates value.
- Primary market research: Physician, payer, administrator, and KOL interviews, voice-of-customer studies, and advisory board creation and facilitation.
- Customer and market segmentation: Precise identification of who decides, who pays, who uses, and which segments offer the strongest path to adoption.
- Portfolio and indication planning: Prioritization and sequencing of indications, populations, claims, and product extensions.
- Market entry and operating model: Alignment of the regulatory pathway, launch sequence, site of care, delivery infrastructure, manufacturing and supply chain, distribution model, reimbursement mechanics, and capital requirements.
- Pricing and contracting strategy: Willingness-to-pay research, list and net pricing, reimbursement constraints, channel economics, and value-based or risk-sharing arrangements.
- Go-to-market and partnership strategy: Design of the operating model, sales motion, channels, distribution relationships, and health system or industry partnerships required to reach the market.
- Transaction and valuation support: Buy-side commercial diligence for investors and acquirers, vendor diligence for companies and bankers preparing an asset for market, commercial valuation support, and post-merger integration support.
Healthcare Adoption
We establish the health system relationships, implementation pathways, and contracts needed for adoption, while engaging the KOLs, patient advocacy organizations, professional societies, and guideline bodies that influence clinical practice and standards of care.
- Stakeholder and patient-community engagement: Partnerships with centers of excellence, referral networks, patient advocacy organizations, and other stakeholders that shape awareness, access, and adoption.
- Workflow and site-of-care integration: Designing the operational pathway for patient identification, ordering, referral, administration, results delivery, IT integration, staffing, and reimbursement.
- Institutional access and purchase approval: Navigating value analysis, P&T, laboratory, capital, procurement, clinical-engineering, and IT/security reviews as applicable.
- Health-system implementation and pilot deployment: Standing up enterprise pilots, implementation studies, and strategic collaborations that establish reference accounts and create pathways to scale.
- Contracting execution and pull-through: Executing GPO and IDN agreements, formulary strategy, rebate or risk-sharing arrangements, and post-contract programs that convert access into sustained utilization.
- Clinical credibility and evidence dissemination: Peer-reviewed publications, congress strategy, medical education, and KOL engagement that translate evidence into clinical confidence.
- Guideline and professional society strategy: Evidence packages, society engagement, and consensus-building required to influence clinical guidelines and standards of care.
Proven Impact Across Business Stages
If you’re ready to bring clarity to your strategy and move forward with confidence, Charrette Advisory is here to support you.