Client background 

A moderately sized, global medical technology (MedTech) company.

The business challenge 

The life sciences company developed a spinal stimulation implant for lower back pain. While the device had been proven to have a life-changing impact on patients with this kind of pain, the MedTech company also discovered the device could help those with painful diabetic neuropathy (PDN).

While this device was only supposed to be used once a patient had exhausted all other treatment options (e.g., medication, therapy and other forms of pain management), there was pushback from insurance companies that were hesitant to cover an expensive spinal implant to help address pain in a lower extremity.

Baker Tilly’s solution-driven approach 

To help bring the insurance companies on board and gain substantial payer coverage for the new PDN indication, Baker Tilly worked with the client to revise and  re-direct the value proposition the client was relaying to the insurance companies. In the newly revised information, Baker Tilly was able to help: 

• Package it in a way that insurance companies could understand that it was a last resort option for patients with neuropathy 
• Helped address the payers' concerns that this this device would become over utilized 
• Helped reassure the payers that the client was going to be extremely diligent with the use of the stimulation device and would make sure it was deployed in a small and targeted group of appropriate patients 

The accomplished results  

With the help of Baker Tilly, the client was able to re-cast the messaging and break through to the insurance companies in a way they had not been able to do before. In addition, Baker Tilly was able to help our client gain coverage with five different payers, both national and regional plans, to increase patient access by more than 50 million new covered lives.