From Access to Adoption: How Commercial Strategy Can Accelerate Health Equity

Dr. Nortey Adom • 5 August 2025

Market access | Pharma and diagnostics | Value-based healthcare


“Access to healthcare is no longer just a moral obligation—it’s a market opportunity waiting for smarter strategy.”

For decades, health equity has been framed as a policy challenge—something for governments and nonprofits to solve. But a quiet revolution is underway: commercial strategy is emerging as one of the most powerful levers to close the access gap.


Access Is Not the Same as Adoption

Many global health initiatives stop at access—launching new drugs, diagnostics, or devices in underserved markets. But adoption is where real impact begins. In Africa and other low- and middle-income countries (LMICs), access is hindered not just by cost, but by trust, awareness, and infrastructure.

A life-saving diagnostic means little if clinicians can’t interpret it, or if patients can’t afford follow-up care. That’s why forward-thinking organizations are reimagining commercial strategy through the lens of equity.


Business Innovation for Social Good

From localized pricing models to patient support programs and public-private partnerships, the most successful health companies are learning that profitability and purpose are not opposites—they are multipliers.

For instance, a diagnostic company entering an LMIC market may bundle training, subsidized equipment, and AI-enabled decision support to drive sustained adoption. A pharmaceutical firm might integrate microinsurance models to help patients afford treatment over time. These are not acts of charity—they are strategic investments in long-term market viability.


Value-Based Equity

The future of healthcare business is value-based, not volume-based. By aligning incentives with outcomes, companies can scale both impact and income. In doing so, commercial strategy becomes a form of system redesign—a way to bring high-quality care within reach, sustainably.

Health equity is not just about doing good. It’s about doing well by doing good—an approach where every business win is also a human one.

by Dr Emmanuel Elorm Nortey-Adom 19 November 2025
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