Inside Pharma's Revenue Engine: The Gross-to-Net Reckoning

In the debut episode of Pricing & Policy with Model N — a new podcast series from Pharmaceutical Executive — Model N VP of product management Michael Grosberg joins host Mike Christel to delve into what the company's annual state of revenue survey reveals about the mounting pressures threatening pharma's commercial foundation. From PBM opacity and Medicaid withdrawal to "ghost claims" lurking inside DTC channels, this conversation pulls back the curtain on the industry's most consequential — and perhaps least understood — access challenge: revenue management.

01:50 - Drivers of rising GTN complexity.

05:08 - The Medicaid dilemma: Exiting the program.

08:30 - Coordination of benefits and rebate eligibility: “We’re doing a really poor job at this.”

10:57 - The easiest way to solve the problem.

12:04 - IRA’s Medicare drug price negotiations: Where we stand.

16:19 - Launch strategy and sequencing considerations.

20:21 - MFN agreements transparency.

21:49 - Data disconnect blurs pricing and revenue visibility.

24:03 - AI "catch-up" imperatives for revenue management.

27:45 - System strain? DTC’s downstream impacts.

33:35 - Top threats to future model.

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