V.C.2. Payor Engagement and System-level Adoption

Estimated Execution Time

12 weeks

Objective

To assess the commitment of payor(s) to enable the systemic adoption of the solution(s), using the evidence and outcomes generated through the proof of concept and (if applies) the multi-provider implementation cases of the project. This step focuses on fostering a coordinated transition from the current standard of care and reimbursement models towards sustainable integration of innovation, engaging key stakeholders across the health system to support long-term transformation.

Who is Involved

Clinical Lead (Payor) – Clinical decision-makers within the payor organization responsible for evaluating clinical relevance, safety, and alignment with care pathways.
Implementation Lead / Economic Department (Payor) – Profiles responsible for reimbursement models, budgeting, health economics, and implementation feasibility within the payor organization.
Clinical and Management Leads (Procurer) – Representatives from the procuring organization(s) who led the PPI process and can translate project outcomes into system-level insights.
Clinical Champions (Procurer) – Clinicians or healthcare professionals who have actively supported, tested, or promoted the solution and can advocate for its adoption based on real-world experience.

Activities / Tasks

V.C.2.1. Characterize payor stakeholders (if not already involved) (linked to Step I.C.2)

Identify relevant payor stakeholders (clinical, economic, policy, implementation).
Understand their priorities, incentives, and constraints regarding adoption and reimbursement.
Identify possible entry points (existing contacts, innovation portals, fast-track mechanisms).

V.C.2.2. Co-define adoption and risk-sharing pathways with the payor

Adapt the lessons learned and results (Step V.A.1) into a payor-oriented format (executive summary, high-level evidence pack).
Coordinate with other healthcare providers to present a shared position to the payor, demonstrating scale, consistency of need, and system-level relevance.
Establish a course of action that progressively transfers leadership to the payor to move from project-based implementation to system-level adoption.

Tips / Common Pitfalls

✅ Use the payor’s existing evaluation and adoption workflows, where available.

✅ Frame discussions around system impact and sustainability, not only project success.

❌ Failing to engage with the payor early, both at the transformation vision stage and during the transition to adoption.

Outcome / Deliverables

Adoption journey plan

Resources

Country Cards - PROCURE Project

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Evaluation, Sustainability and Scale-up