Who We Serve
Serving all segments of pharma and MD&D manufacturers
Mid and Large Pharma
Our service philosophy & sectors we serve
At Marbls, the success of our clients comes first.
A Case Study in Pharma
Planning and execution for an emerging biotech’s first drug launch
Marbls was chosen by an emerging American biotech to launch the company’s first drug, and facilitate readiness of commercial and governmental contracting functions. Activities included such key areas as:
- Contract management of payors and providers
- Administration of chargebacks, rebates and admin fees
- Statutory reporting requirements for government
- Management and adjudication of state Medicaid programs
Problem Statement: Our client had a PDUFA date in six months with an anticipated launch in nine months, lending an urgency to the engagement. With a lean market access team just starting operational planning, the client anticipated outsourcing key commercial and government contracting functions to an outside provider which required:
- Services to support assessment, evaluation and recommendation towards a chosen provider
- A detailed plan and roadmap towards launch readiness
Drawing on our advisory and commercial excellence expertise, our teams took a three-phase approach to plan and launch our client’s first drug launch.
Reviewed the organization in detail including upcoming hires, external stakeholders supporting the company and assessed market access, contracting and channel strategies for the companies lead compound
Produced a launch requirements document detailing processes, data and technology required to support launch activities
Provided a market overview and assessment of different business process outsource (BPO) providers
Developed a formal request for proposal (RFP) document and conducted the search and review process with vendors
Scored the vendors with the company using objective methodology to assess key parameters such as:
- Capabilities and fit to requirements
- Organizational and solution maturity
- Security and automation to support data
- Reporting and Analytics capabilities
- Cost for setup along with ongoing fees
Our teams determined a vendor that could support all process areas in scope and began the contractual process
Developed an onboarding plan and roadmap to support immediate launch and ongoing operations for all process areas in scope
Marbls was asked to further provide services for the company for their launch period immediately following vendor selection
Case Study in Medical Device & Diagnostics
Implementing Model N for a global medical device company through an accelerated approach and timeline
Marbls was chosen by a global medical device company with a presence in the midwestern US to facilitate implementation of Model N. Prior to implementation, pricing and contracting processes between the company and its customers were performed manually and supported by various technologies, such as ERP, EDI, and Salesforce. These processes led to operational challenges and potential revenue leakage related to inaccurate pricing and rebate overpayments to certain end customers. The company also faced potential risk with government compliance.
Problem Statement: To improve and automate many of its manual processes, the company needed to implement the Model N Revenue Cloud Provider Management and Intelligence tool along with the Salesforce based module Deal Management on an accelerated timeline of nine months.
Marbls engaged in work streams for both deal management and revenue management, all under one program and timeline.
Revenue Management Workstream: Due to multiple integration points and the associated complexity, Marbls utilized a waterfall approach with phases to capture requirements, define system design and configure/develop application and interfaces.
Deal Management Workstream: Structured inception, elaboration, and construction activities into Sprint cycles. Each sprint included a period of grooming, planning, execution and demonstration and review.
Automated the following processes:
- Management of list and contract prices
- Processing and validation of distributor rebates/chargebacks and other types of rebates, resulting in avoiding overpaying distributors and other end customers
Provided increased capabilities to track contract performance, resulting in implementation of mechanisms to track, measure, and report on customers who were not meeting their commitments
Integrated the Model N software into the company’s environment by working with their IT teams to fully integrate Model N with their specific systems (e.g., SAP, EDI and Salesforce)