How healthcare market access efforts advanced adoption of robotic-assisted surgery

Client background

Baker Tilly was introduced to this client through its role as a strategic advisor, supporting a large orthopedic company after its acquisition of a robotic arm–assisted surgical device. The device incorporates a preoperative computerized tomography (CT) scan to guide physicians during surgery and reduce intraoperative complications.

The client saw the potential of this technology to transform orthopedic surgery by improving precision and outcomes. However, to achieve broad adoption and reimbursement, it needed to demonstrate both clinical and economic value to payers and strengthen its standing within the orthopedic community through a targeted healthcare market access approach.

Business challenge

The company faced two pressing needs. First, it required a concise, payer-focused document that combined clinical and economic literature into a single resource. Without this tool, payers had no efficient way to evaluate the device’s value proposition or compare it to traditional manual surgical approaches.

Second, additional evidence was necessary to support the device’s applications across multiple procedures, including total knee arthroplasty, unicompartmental knee arthroplasty and total hip arthroplasty. Establishing a stronger evidence base was critical not only for payer acceptance but also for surgeon adoption and patient access.

Baker Tilly approach

Baker Tilly worked with the company to advance several aspects of its healthcare market access strategy, focusing on evidence development, packaging and dissemination.

Evidence synthesis

The team reviewed the available clinical and economic literature and synthesized the findings into a streamlined dossier for payer audiences. The dossier clearly outlined the comparative benefits of robotic-assisted procedures, emphasizing patient safety, reduced complications and cost considerations in a format tailored to payer decision-making.

Real-world data analysis

To build additional support, Baker Tilly designed a longitudinal study leveraging Medicare fee-for-service and commercial claims data. The analysis evaluated outcomes across the device’s various applications and was structured using “episode of care” models. By aligning the research with bundled payment frameworks such as comprehensive joint replacement (CJR), the findings directly addressed payer priorities for both quality and cost.

Industry dissemination

Beyond payer engagement, Baker Tilly helped the company amplify its presence in the orthopedic community. The team supported the publication of four peer-reviewed articles showcasing both clinical and economic outcomes of robotic-assisted joint arthroplasty compared to manual procedures. In addition, Baker Tilly guided the submission of seven abstracts, leading to accepted presentations at prominent conferences, including the American Academy of Orthopaedic Surgeons, the American Association of Hip and Knee Surgeons and the International Society for Computer Assisted Orthopaedic Surgery.

Business impact

These efforts reinforced the company’s healthcare market access program and delivered measurable results:

• Payer engagement: The dossier provided health plans with a concise, evidence-backed resource, creating a clearer pathway for coverage decisions.
• Expanded clinical credibility: The longitudinal real-world evidence analysis demonstrated measurable advantages for multiple joint replacement applications, broadening the therapy’s relevance.
• Stronger industry presence: Publications and conference presentations increased visibility and credibility, positioning the company as a leader in robotic-assisted orthopedic surgery.

Together, these actions allowed the company to advance payer discussions, strengthen its scientific reputation and accelerate physician awareness and adoption.

Conclusion

For medical device companies, success depends not only on clinical outcomes but also on the ability to communicate value to payers and providers. A strong healthcare market access strategy that incorporates real-world evidence and targeted dissemination can help bridge that gap, paving the way for broader coverage and adoption.

Through dossier development, claims-based research, peer-reviewed publications and international conference presentations, Baker Tilly enabled the orthopedic company to demonstrate value, expand industry recognition and position its robotic arm–assisted surgical device as a trusted innovation across multiple joint replacement procedures.