Gartner Research

A Transition in Healthcare Decision Makers Means Life Science Manufacturers Must Treat Patients as Customers

Published: 06 April 2016

ID: G00279811

Analyst(s): Stephen Meyer , Eric O'Daffer


Changes to revenue and insurance models are accelerating the transition of healthcare decisions from the physician to the patient, hospital and health benefit payer. CSCOs of life science companies need to align their supply chains to ensure they are meeting the needs of all involved parties.

Table Of Contents
  • Impacts


Impacts and Recommendations

  • Healthcare decision making is shifting from doctors to payers and patients, potentially causing a misalignment for CSCOs of life science supply chains that have historically focused on meeting the needs of the physician
  • The trend of healthcare consumerization that is beginning in the U.S. market requires life science CSCOs to take a broader patient view, moving beyond just clinical outcomes
  • Patient care is evolving in definition, timing and location as healthcare decision makers look for more cost-effective alternatives to the expense of treating acute events at specialized facilities, like emergency rooms

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