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Payer Sciences opened its doors in 2009 with a very specific defining vision: to root its market access work in data and analytics. “We saw under-tapped potential in what the data could tell us about payers and how they’ll behave,” recalls principal, marketing (and company employee No. 4) Rebecca Spence.

Sanofi and Novartis, among other early clients, agreed, and Publicis Health acquired the agency in 2018. Origin stories don’t come much cleaner.

However, Payer Sciences has evolved its approach over the course of the past decade-and-a-half. When current president Rob Stager joined the firm (as employee No. 12), one of the first projects he worked on was the launch of Sanofi’s wildly successful MS drug Aubagio.

“Traditionally we did a lot in hypertension and diabetes and other places where there were lots and lots of data. Now we see ourselves as the people who fill that data void that exists within specialty pharmaceuticals,” he explains.

This proposition continues to resonate with organizations facing access roadblocks. MM+M estimates that Payer Sciences generated $32 million in revenue during 2023, a 7% jump over 2022’s estimated take of $30 million. Head count rose from 74 full-timers to 78.

Before she joined the agency, associate principal, consulting Laura Fields was a client. “What I saw on the product side at Sanofi was that we were always trying to get products past the finish line — but if you didn’t have access, it didn’t matter,” she recalls. “There are always going to be products with thorny reimbursement issues. You need an analytical approach to access if you’re going to get ahead of them.”

Doing this within the Publicis Health infrastructure has obviously been good for business, even if it took a few years for Payer Sciences’ network siblings to warm up to its offering. “I don’t think the other agencies tapped into us as much as they should’ve at first, but that has changed,” Stager says, pointing to Publicis Health Media, Insagic and Epsilon as valued collaborators.

Payer Sciences anticipates continued growth over the next 18 months, in part due to its ability to leverage those network relationships. However it does hope to up its profile with organizations not yet familiar with the way it goes about its business.

“In some pitches, when it comes down to us and somebody else, there’s a reluctance to go against the status quo,” Fields notes. “You hear, ‘We just don’t know you. How big is your creative team? Can you staff up to meet our needs?’”

Nearly 13 years into his Payer Sciences tenure, Stager dismisses that line of thinking. “If you asked our clients, I think they’d say we do good, thoughtful work — but that we challenge them, too,” Stager says. “They appreciate that we don’t just take orders and will give them honest advice.”

And Payer Sciences will continue to do so in its trademark no-nonsense manner. “Lots of people are good at ideas, but actually making them happen is another thing,” Stager continues. “We’re really good at getting shit done.” 

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Work we wish we did

Spotify Wrapped, which analyzes the listening habits of individual consumers and then produces a bespoke mini-slideshow that showcases their unique listening patterns and preferences. It represents a brilliant use of data, creativity and personalization to drive engagement and brand loyalty. — Stager

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