VBAs in China? "Impossible" just means "hasn't been done yet" : IC Fireside Chats - Episode 10
Performance-based agreements have long been seen as out of reach in China. A conservative system. High hurdles for evidence and implementation. Tight price controls. For many, the idea of introducing outcome-based risk sharing in this environment seemed… impossible.
But in this episode, Omar Ali and Adam Buckler explore how one manufacturer turned that “impossible” into an opportunity — using a performance-based VBA to bring Ibrance, a CDK4/6 inhibitor for breast cancer, to market.
They unpack the story behind the deal:
The strategic framing and local alignment that opened doors where others saw them shut
How establishing payer trust created a foundation for future access strategies and innovative contracting
What this example teaches us about the balance between cost, outcomes, and partnership in challenging markets
This isn’t just about China. It’s a reminder for anyone working in market access, pricing, or policy in countries where the trail hasn’t yet been blazed:
Sometimes “impossible” just means no one’s done it… yet.
Disclaimer: This presentation is for educational and informational purposes only, and is not intended as legal or policy advice. This presentation is based on non-confidential intelligence. Views expressed by the speakers are personal opinions and should not be attributed to anyone else. No part of this presentation may be reproduced for commercial purposes without the express permission of Verpora.
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