PharmaForce International Insightful Intelligence with a Global Reach Corporate Headquarters 2645 Perkiomen Avenue Reading, PA (610) Fax (610) Managed Markets Structures and Strategies: Leading Companies’ Approaches JUNE 2013

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Key Changes Since Previous Report Managed Care and Customer Operations (MCCO) organization continues to deploy a similar configuration to 2012 – MCCO is comprised of five subset functional areas  Access Solutions & Managed Care Marketing  Channel Strategy & Management  Customer Operations  Payer Account Management  Strategic Pricing & Contract Management Multiple specialized payer Account Manager teams are leveraged to advance business within critical MCOs Dedicated field Medical support for payer-focused initiatives Copyright 2013 by PharmaForce International R E A D I N G, P A 2 GENENTECH

Strategic Approach to Managed Markets Has integrated legacy Roche personnel into the Managed Care and Customer Operations (MCCO) organization – MCCO organization is responsible for contracting, pricing, distribution, account management, managed care marketing and operations, and company Access to Care programs Approach to managed markets customers consists of multiple field-based teams, including: – Field Reimbursement Managers (FRMs)  Provide reimbursement expertise and drive access at the physician office and local payer levels  Teams are aligned by therapeutic area (BioOncology, Asthma, Immunology and Retinal)  Work closely with the Sales force to provide expertise and manage pull- through – Hospital Systems Account Team  Provides reimbursement and managed markets expertise within assigned health systems and large hospital settings  Develops relationships with key clinical and non-clinical staff  Responsible for the entire company portfolio Copyright 2013 by PharmaForce International R E A D I N G, P A 3 GENENTECH

Strategic Approach to Managed Markets (cont’d) – Payer Account Management Team  Drives reimbursement and provides expertise at the regional payer level  Responsible for the entire company portfolio – Government Account Managers (GAMs)  Drive reimbursement and provide expertise at the regional Medicare and Medicaid levels  Responsible for the entire company portfolio – Channel Account Managers (CAMs)  Drive reimbursement and provide expertise at regional specialty pharmacies, distributors and trade and regional oncology accounts  Responsible for the entire company portfolio – National Account Managers (NAMs)  Drive reimbursement and provide expertise to national public and private payers, specialty pharmacies and trade accounts  Responsible for the entire company portfolio – Employer Account Managers (EAMs)  Drive reimbursement and provide expertise at regional/national employer groups  Responsible for the entire company portfolio Copyright 2013 by PharmaForce International R E A D I N G, P A 4 GENENTECH

Approach to Targeting Integrated Delivery Networks Integrated Delivery Networks (IDNs) are the responsibility of the Hospital Systems Account Team – Targeting key clinical and C-Suite employees, the team develops business-to- business relationships to create value, oversee pull-through activities and create access opportunities for company products and employees within assigned IDNs Copyright 2013 by PharmaForce International R E A D I N G, P A 5 GENENTECH

Use of HEOR Liaisons Reporting through Genentech Medical Affairs Group (gMed), deploys a team of PSLs – Field-based team that provides support to all Account Manager Teams within assigned geographies PSLs develop and cultivate relationships with key decision makers and other influencers in health plans, channel, government and PBMs to enhance access to and optimize formulary positioning for company products Team keeps payers and other key external constituents or influencers abreast of new product launches, line extensions and/or other significant developments Copyright 2013 by PharmaForce International R E A D I N G, P A 6 GENENTECH

Portfolio Management Following positions have responsibility for the entire portfolio of products: – Hospital Systems Account Team  Priority emphasis is placed on products used in inpatient and outpatient hospital channels – Payer Account Management Team – NAMs – EAMs – GAMs – CAMs  Sources indicate a priority emphasis is placed on the BioOncology portfolio, Xolair, Actemra, Rituxan, Pegasys and Lucentis FRM Team manages the product portfolio within their assigned therapeutic area – BioOncology – Avastin, Herceptin, Rituxan, Tarceva, Xeloda, Zelboraf – Asthma – Xolair – Immunology – Actemra, Rituxan – Retinal – Lucentis Copyright 2013 by PharmaForce International R E A D I N G, P A 7 GENENTECH

Services/Programming for Managed Care Organizations Copyright 2013 by PharmaForce International R E A D I N G, P A 8 Name of service/programDescription of service/program Genentech Access to Care Foundation Provides access to grants and medications to support the following areas: community support, patient education and advocacy and health science education Genentech Access SolutionsProvides coverage and reimbursement support, patient assistance and information resources to increase access to company products Co-Pay AssistanceFor eligible patients, provides assistance or free drugs to help cover the cost of care and increase access to company products GENENTECH

Deployment by Type of Managed Markets Personnel Copyright 2013 by PharmaForce International R E A D I N G, P A 9 TOTAL = 490  MCCO organization consists of 490 personnel  Field Reimbursement Manager (FRM) team, including:  32 FRMs, BioOncology  18 FRMs, Retinal  21 FRMs, Asthma  21 FRMs, Immunology  10 Area Managers  3 Regional General Managers  1 Lead, Field Reimbursement Team  Hospital Systems Account Team, including:  65 Hospital Systems Account Managers  9 Area Managers  3 Regional General Managers  1 Lead, Hospital Systems Account Team  Payer Account Management Team, including:  72 Payer Account Managers  8 Area Managers, Payer Field Team  2 Associate Directors, Regional Payers  1 Director, Regional Payers  18 Employer Account Managers  2 Area Managers, Employer Account Team  1 Director, Employer Account Team  3 National Account Managers (NAMs), Federal Markets  4 NAMs, National PBM  3 NAMs, Specialty Pharmacy  3 NAMs, Trade Relations  1 Director, National Account Payer Team  1 Vice President, Payer Account Management  Government Markets Team, including:  24 Government Account Managers  2 Area Managers  1 Director, Government Markets  Channel National Team, including:  21 Channel Account Managers  3 Area Managers  1 Lead, Channel National Team  1 Senior Vice President, Managed Care and Customer Operations (MCCO)  Genentech Medical Affairs Group ( gMed) support includes:  1 Director, Payer Support  3 Associate Directors, Payer Support  25 Payer Support Liaisons  MCCO Marketing/Market Science includes:  12 Group Product Managers  56 Product Managers  6 Associate Directors, MCCO Marketing  1 Lead, MCCO Marketing Operations  1 Director, MCCO Marketing Science  4 Group Managers  25 Market Planners GENENTECH

Organizational Structure Copyright 2013 by PharmaForce International R E A D I N G, P A 10 1 Senior Vice President, Managed Care and Customer Operations 1 Vice President, Payer Account Management 1 Director, Regional Payers 1 Director, National Account Payer Team 1 Director, Employer Account Team 2 Associate Directors, Regional Payers 8 Area Managers, Payer Field Team 72 Payer Account Managers 2 Area Managers, Employer Account Team 18 Employer Account Managers 3 National Account Managers, Federal Markets 3 National Account Managers, Specialty Pharmacy 3 National Account Managers, Trade Relations 4 National Account Managers, National PBM GENENTECH

Evaluation of Managed Markets Personnel Copyright 2013 by PharmaForce International R E A D I N G, P A 11 TitleQualitative methodsQuantitative methods Payer Account Manager, National Account Manager, Employer Account Manager, Field Reimbursement Manager, Hospital Systems Account Manager, Government Account Manager, Channel Account Manager Roughly 20% of incentive compensation is tied to company’s overall annual performance and management assessment of performance (i.e., adherence to training schedules, participation at company meetings, willingness to accept additional responsibilities) Roughly 80% of incentive compensation is awarded using the Account Management Excellent Model  Components include access, revenue and value  Relative value of each component varies depending upon the representative’s assigned channel Payer Support LiaisonMBO by Associate Director, Payer Support Number of contacts with key targets in a specified period of time GENENTECH

Compensation for Managed Markets Personnel Copyright 2013 by PharmaForce International R E A D I N G, P A 12 TitleBase salary rangeAnnual target bonus Payer Account Manager$97,000-$122,000$35,000 National Account Manager$115,000-$147,000$38,000 Employer Account Manager$115,000-$147,000$38,000 Field Reimbursement Manager$97,000-$122,000$35,000 Hospital Systems Account Manager$103,000-$130,000$35,000 Government Account Manager$110,000-$147,000$38,000 Channel Account Manager$110,000-$145,000$38,000 Payer Support Liaison$135,000-$175,000Up to 15% of base salary GENENTECH