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Novartis's Entresto Voyage: Hindsight Is 20/20

 
• By Lucie Ellis-Taitt

What caused Novartis's innovative heart failure drug to falter, missing sales targets by $30m in 2016, and how is it expected to bounce back in 2017? Scrip explores Entresto's journey and what this experience shows about the changing face of pharma's customers.

illustration drawing of lonely girl let go red shining heart on paper boat sailing in the ocean over clouds blue sky. Idea of art, freedom, let go. Graphic painting template wallpaper background
What lessons can pharma learn from Novartis's Entresto voyage in heart failure? • Source: Shutterstock

As a novel treatment for heart failure coming into a marketplace that had seen little innovation in recent years, with a proven effect on morbidity and mortality, Entresto should have been a groundbreaking US launch in 2015 for Novartis AG – a region where nearly 5 million people are currently living with congestive heart failure (CHF) and approximately 550,000 new cases are diagnosed each year. But the drug suffered a slower-than-expected start in its biggest market and missed out on sales targets in 2016 despite Novartis introducing new value-based reimbursement methods to tempt US payers.

In light of these unusual circumstances, Scrip has taken a look back at Entresto's story to piece together why a...

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