Introduced by The Upjohn Company in the 1960s, medical science liaisons (MSLs) are a familiar entity in the pharma-ceutical industry. MSLs are medical professionals who serve as a company’s customer-facing research and development (R&D) field force, developing relationships and working with physician-customers in a variety of ways. However, it wasn’t until recently that medical device companies began using MSLs, and Alcon became the first company to develop an experienced team in the field of ophthalmic surgery.

Scientific Exchange Goes Both Ways

The impetus for the formation of Alcon’s MSL team was to reinvigorate both the product pipeline and its commitment to customer experience. In addition, the FDA has increased its pace of product approvals, and the products are increasingly complex and advanced, creating a greater need for companies to support customers’ peer-to-peer discussions with physicians about the science and the data behind the technologies.

Our North American MSL team consists of nine members whose work supports 23 products across six product families. Two are ophthalmologists, four are optometrists, and three hold PhDs. Their backgrounds are as diverse as engineering and private practice. As a scientific resource, they are uniquely equipped to have in-depth discussions with physicians. By conveying information — such as risk-benefit ratios, the clinical and statistical significance associated with clinical studies, and which products are best suited for which patients — our experts increase physician confidence as they use our products and help ensure the best possible patient outcome. But the MSL-physician relationship is definitely a two-way street. As the bridge between our external customers and our internal R&D department, we listen to the ideas leading physicians have for advancing existing products and developing new ones, and bring these ideas back to the company. We guide physicians through Alcon’s investigator-initiated study process and encourage their involvement as we design our clinical trials and launch new products. Many ophthalmologists have developed technologies or started companies that they want to share with us.

The MSL team was heavily involved in the company’s entry into the micro-invasive glaucoma surgery (MIGS) space with the CyPass Micro-Stent. After recognizing the early work indicating how MIGS could change the way glaucoma surgery is performed, we immersed ourselves in the subject matter and began developing relationships with glaucoma surgeons. The team spent more than 90 hours in training for the CyPass launch, including didactic learning and surgical observation. We are currently involved in identifying clinical research sites, training physicians who are interested in research collaborations, and supporting the CyPass sales and marketing team.

Keeping the Pipeline Primed

Ophthalmic surgeons have been very receptive of our MSL team, which isn’t surprising. Ophthalmologists tend to be innovative, entrepreneurial, and cognizant of the benefits of working closely with industry. As we work in the MIGS space and explore frontiers in many others, we’re connecting with our thought-leading customers in a host of ways. As a field-based unit, we’re interacting with our physicians when there is a need for our expertise at conferences, in physician offices and ORs, and also via phone, email, and social media. We’re getting young surgeons involved with R&D and clinical research, educating them on how to work with us while being compliant, and we are increasingly impressed with the progressive ideas they bring to the table.

At the end of the day, we’re all here because we want patients to see their best throughout their lifetime. Making an MSL team part of achieving that goal enhances Alcon’s ability to create a partnership with our customers as we develop the latest and greatest surgical technologies, and provide scientific evidence and data to help our customers be better doctors for their patients. GP