{"id":42686,"date":"2023-05-03T15:49:01","date_gmt":"2023-05-03T19:49:01","guid":{"rendered":"https:\/\/www.sisinternational.com\/?page_id=42686"},"modified":"2026-05-05T16:13:18","modified_gmt":"2026-05-05T20:13:18","slug":"administrador-de-beneficios-de-farmacia-pbm-investigacion-de-mercado","status":"publish","type":"page","link":"https:\/\/www.sisinternational.com\/es\/pericia\/administrador-de-beneficios-de-farmacia-pbm-investigacion-de-mercado\/","title":{"rendered":"Pharmacy Benefit Manager PBM Market Research | SIS"},"content":{"rendered":"
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Pharmacy Benefit Manager (PBM) Market Investigaci\u00f3n<\/a><\/h1>\n
\"Investigaci\u00f3n<\/figure>\n<\/p>\n

El PBM market research<\/a> is a crucial tool for comprehending the dynamics and trends of this industry. PBMs act as intermediaries in the healthcare system, assuming responsibility for managing prescription drug benefits for health plans, employers, and government programs.<\/p>\n

Negocian con los fabricantes de medicamentos para fijar los precios de los medicamentos, crear formularios de medicamentos y supervisar las redes de farmacias para garantizar la entrega eficiente y rentable de medicamentos a los pacientes. Por lo tanto, a medida que la demanda de servicios de salud contin\u00faa aumentando, las partes interesadas y los inversores se han interesado mucho en la investigaci\u00f3n de mercado de PBM.<\/p>\n

\u00bfQu\u00e9 es la investigaci\u00f3n de mercado del Administrador de beneficios de farmacia (PBM)?<\/h2>\n

La investigaci\u00f3n de mercado de PBM incluye un enfoque met\u00f3dico para adquirir, analizar y comprender datos asociados con la industria farmac\u00e9utica. La investigaci\u00f3n tiene como objetivo ofrecer informaci\u00f3n \u00fatil sobre el estado actual del mercado, como el tama\u00f1o, las tendencias, el potencial de crecimiento, los requisitos regulatorios, el panorama competitivo y las preferencias de los consumidores. Adem\u00e1s, ayuda a identificar nuevas oportunidades y obst\u00e1culos que sostienen la industria, permitiendo a los tomadores de decisiones tomar decisiones informadas y desarrollar estrategias de crecimiento efectivas que garanticen un \u00e9xito continuo.<\/p>\n

Por esta raz\u00f3n, las organizaciones pueden obtener una comprensi\u00f3n profunda de los factores que impulsan el cambio en la industria de PBM y obtener informaci\u00f3n valiosa sobre el futuro del mercado. Esta investigaci\u00f3n puede ser particularmente \u00fatil para planes de salud, empleadores, agencias gubernamentales, fabricantes de productos farmac\u00e9uticos y otras partes interesadas de la industria que navegan por el panorama complejo y competitivo del mercado de PBM.<\/p>\n<\/div>\n

Pharmacy Benefit Manager PBM Market Research: How Leading Payers and Manufacturers Win<\/h1>\n

Pharmacy Benefit Manager PBM Market Research has become the decisive intelligence layer separating payers, manufacturers, and self-insured employers who optimize drug spend from those who absorb it. The pricing mechanics, rebate flows, and formulary control points inside PBMs are opaque by design. The firms that understand the mechanics gain leverage. The firms that do not, pay retail.<\/p>\n

The market is consolidating around three vertically integrated players controlling roughly 80% of prescription claims volume in the United States: CVS Caremark, Express Scripts (Cigna), and OptumRx (UnitedHealth). Each pairs PBM operations with a health plan, a specialty pharmacy, and a mail-order channel. That structural shift changes what intelligence is worth gathering and how to gather it.<\/p>\n

Why Pharmacy Benefit Manager PBM Market Research Now Drives Net Price Strategy<\/h2>\n

Gross-to-net erosion has reordered the priorities of pharmaceutical commercial teams. List price means little. Net price after rebates, administrative fees, manufacturer-funded copay assistance, 340B chargebacks, and DIR fees is what determines launch economics and lifecycle returns.<\/p>\n

The introduction of the Inflation Reduction Act’s Medicare price negotiation, the FTC’s interim reports on PBM vertical integration, and state-level transparency statutes in Ohio, California, and New York have changed what data is accessible and what behavior is defensible. Manufacturers conducting payer value story development now stress-test formulary positioning against a regulatory backdrop that did not exist five years ago.<\/p>\n

According to SIS International Research, the most effective payer engagement programs treat the PBM pharmacy and therapeutics committee, the health plan medical director, and the employer benefits consultant as three distinct buyers requiring three distinct evidence packages, rather than a single audience reached through one value dossier.<\/span><\/p>\n

The Intelligence Gaps Where Leading Firms Compete<\/h2>\n

Conventional PBM research relies on syndicated claims data and published formulary lists. That tells you what already happened. It does not tell you why a drug was placed at Tier 3 with prior authorization, what rebate threshold would move it to Tier 2, or which competing manufacturer offered a portfolio deal that locked the slot.<\/p>\n

The firms that win the formulary work the negotiation chain through primary research. Structured B2B expert interviews with former PBM trade relations directors, current pharmacy directors at regional health plans, and consultants at Mercer, Aon, and WTW yield the contracting logic that claims data cannot.<\/p>\n

Three intelligence gaps consistently separate leading commercial teams from the rest:<\/p>\n

Rebate aggregator economics.<\/strong> Ascent (Express Scripts), Zinc (CVS), and Emisar (Optum) sit between manufacturers and PBMs, capturing fee structures that rarely appear in published contracts. Understanding the spread between manufacturer rebate and plan sponsor pass-through is foundational to net pricing strategy.<\/p>\n

Specialty pharmacy steerage.<\/strong> Accredo, CVS Specialty, and BriovaRx route limited-distribution drugs through channels owned by the same enterprise that adjudicates the claim. Market access strategy now depends on understanding which therapies face mandatory steerage and which retain choice at the patient level.<\/p>\n

Employer carve-out behavior.<\/strong> Self-insured employers above 5,000 lives are increasingly carving out specialty pharmacy or partnering with transparent PBM challengers like Navitus, Capital Rx, and SmithRx. Tracking which industries and benefits consultants drive carve-out adoption signals where traditional rebate models lose ground.<\/p>\n

What Leading PBM Market Research Programs Look Like<\/h2>\n

The strongest programs combine four methodologies in sequence rather than running them as one-off studies.<\/p>\n

KOL mapping at the PBM and health plan level identifies the actual decision-makers on national and regional P&T committees, separating titular reviewers from voting influencers. Patient journey mapping for specialty therapies traces the prior authorization, step therapy, and accumulator adjustment touchpoints that determine real-world adherence. HTA submission evidence gets refined through payer advisory boards before ICER reviews, not after. Real-world evidence generation is sequenced to support the second-line indication that drives the lifecycle case.<\/p>\n

In structured expert interviews SIS International has conducted with senior pharmacy and medical directors across North America and Latin America, the consistent pattern is that formulary decisions made in the first 90 days post-launch are rarely revisited for 18 to 24 months, making pre-launch payer research the highest-leverage commercial investment in the lifecycle.<\/span><\/p>\n

Comparing the PBM Models Manufacturers Now Negotiate Against<\/h2>\n
\n\n\n\n\n\n\n\n\n
Model<\/th>\nRepresentative Players<\/th>\nRevenue Mechanism<\/th>\nManufacturer Implication<\/th>\n<\/tr>\n<\/thead>\n
Vertically integrated traditional<\/td>\nCVS Caremark, Express Scripts, OptumRx<\/td>\nSpread pricing, rebate retention, specialty margin<\/td>\nPortfolio negotiation, rebate aggregator fees<\/td>\n<\/tr>\n
Transparent pass-through<\/td>\nNavitus, Capital Rx, SmithRx<\/td>\nPer-member-per-month admin fee<\/td>\nLower rebate leverage, formulary based on net cost<\/td>\n<\/tr>\n
Direct-to-employer carve-out<\/td>\nEmsanaRx, Rightway<\/td>\nFlat fee, shared savings<\/td>\nDirect manufacturer contracting opportunity<\/td>\n<\/tr>\n
Cost-plus retail disruptor<\/td>\nMark Cuban Cost Plus Drugs<\/td>\nAcquisition cost plus markup plus dispensing fee<\/td>\nReference pricing pressure on generics and biosimilars<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n

Source: SIS International Research analysis of public PBM filings and primary expert interviews<\/em><\/p>\n

The Geographic Expansion of PBM Models<\/h2>\n
\"Investigaci\u00f3n<\/figure>\n

The PBM construct is no longer purely American. Brazil, Mexico, and parts of the Gulf are introducing PBM-style intermediaries as private health insurance penetration grows and specialty drug spend accelerates. SIS International’s mixed-methodology research in Brazilian healthcare, combining quantitative provider sampling with qualitative payer interviews, indicates that Latin American PBM adoption is following a different sequence than the US, with employer-led procurement preceding insurer consolidation rather than the reverse.<\/span><\/p>\n

For multinational manufacturers, that sequence matters. Market access strategy in S\u00e3o Paulo cannot be ported from Chicago. The negotiation counterparty, the rebate norms, and the formulary governance differ at the structural level.<\/p>\n

The SIS Approach to PBM Intelligence<\/h2>\n
\"Investigaci\u00f3n<\/figure>\n

SIS International’s healthcare practice combines B2B expert interviews with former PBM executives, payer advisory boards with active P&T committee members, KOL mapping across specialty therapeutic areas, and competitive intelligence on rebate structures and specialty pharmacy steerage. The work is built for commercial leadership decisions: launch sequencing, indication prioritization, gross-to-net forecasting, and contracting strategy ahead of biosimilar entry.<\/p>\n

The Pharmacy Benefit Manager PBM Market Research that drives commercial outcomes is not a deck of formulary screenshots. It is the negotiation logic, the rebate math, and the buyer-by-buyer evidence package that determines whether a launch hits its net price target.<\/p>\n

Where the Opportunity Compounds<\/h2>\n
\"Investigaci\u00f3n<\/figure>\n

The manufacturers and self-insured employers investing in deeper Pharmacy Benefit Manager PBM Market Research now are buying optionality. Optionality to negotiate against vertically integrated incumbents. Optionality to evaluate transparent challenger PBMs without ideological bias. Optionality to redesign benefits before the next renewal cycle locks in another three years of rebate dependency. The intelligence gap is the commercial advantage.<\/p>\n

Acerca de SIS Internacional<\/h2>\n

SIS Internacional<\/a> ofrece investigaci\u00f3n cuantitativa, cualitativa y estrat\u00e9gica. Proporcionamos datos, herramientas, estrategias, informes y conocimientos para la toma de decisiones. Tambi\u00e9n realizamos entrevistas, encuestas, grupos focales y otros m\u00e9todos y enfoques de investigaci\u00f3n de mercado. P\u00f3ngase en contacto con nosotros<\/a> para su pr\u00f3ximo proyecto de Investigaci\u00f3n de Mercado.<\/p>\n

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Related SIS Resources<\/h3>\n