Campbell Alliance Managed Markets Practice to Offer Channel Planning Strategies at CBI’s Formulary and Reimbursement Conference

September 27, 2006


Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotechnology industries, today announced that Tony Lanzone, Senior Practice Executive in its Managed Markets Practice, will be presenting at the 3rd Annual Forum on Formulary and Reimbursement Strategies hosted by the Center for Business Intelligence (CBI).  The conference will be held on September 28-29 at the Hilton Valley Forge in King of Prussia, Pennsylvania.


Mr. Lanzone will open the second day of the conference with “Developing a Coordinated Channel Strategy for Managed Markets.”   The presentation will focus on the importance of

  • Identifying which managed markets channels (e.g., managed care organizations, pharmacy benefit managers, specialty pharmacy providers, long-term care facilities, hospitals and employers) are most important to manufacturers
  • Assessing the value of different channels, as well as the accounts within them
  • Analyzing the changing market dynamics that may affect manufacturers’ channel strategies
  • Segmenting individual accounts, by importance or potential value, within key channels
  • Uncovering points of influence that can be used with accounts and leveraging them to position the product for success

In light of recent changes in the managed markets environment, such as the rollout of Medicare Part D and the rise of more consumer-driven healthcare, it has become increasingly important that pharmaceutical and biotech companies develop more systematic approaches to understanding which payers are most valuable to them, and allocate their resources accordingly,” stated Lanzone.  “Overall, such an approach will help their marketers make better allocation decisions, thereby focusing their contracting resources, account managers, and value-added programs on accounts that can actually ‘move the needle’ for their products, or at least not disadvantage their products,” he continued. 


Mr. Lanzone brings to Campbell Alliance more than 13 years of healthcare experience, ranging from sales at a “top five” pharmaceutical company to management consulting in both the hospital and pharmaceutical sectors.  Prior to joining Campbell Alliance, he served as a senior director in Premier’s HealthCare Informatics division.  Mr. Lanzone earned an MBA from the Graduate School of Business at the College of William & Mary.


For more information on CBI’s Forum on Formulary and Reimbursement Strategies, please visit



About the Managed Markets Practice at Campbell Alliance


The Managed Markets Practice at Campbell Alliance has been helping clients identify and prepare for the implications of the MMA for the past three years.  Early on, the practice started working with clients in the pharmaceutical industry to anticipate what provisions the new Medicare legislation might contain and how such provisions could affect their businesses under various scenarios.  Campbell Alliance continues to help clients develop Medicare-related strategies at the corporate and product levels.  The firm helps clients tackle issues from pricing and contracting to marketing and selling.



About Campbell Alliance

Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical and biotechnology industries.  The firm's clients include most of the world's "top 20" pharmaceutical companies, as well as numerous emerging and midsize firms.  Campbell Alliance is organized into practice areas, each specializing in a critical industry function, including Brand Management, Business Development, Clinical Development, Managed Markets, and Sales.  From its locations in Raleigh, N.C., Parsippany, N.J., Los Angeles, South San Francisco, Calif., Chicago, Boston, and New York City, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit


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Media Contact:

Stephanie Koenig