Abbott's Strategic Push to Boost CGM Adoption in US Basal Diabetes Segment by 2026

Abbott's Strategy to Accelerate CGM Adoption in the US Basal Diabetes Segment

1. Current Penetration and Opportunity

   • The continuous glucose monitoring (CGM) penetration in the US basal diabetes segment is currently about 20%, which Abbott acknowledges as relatively low compared to expectations.
   • Internationally, basal segment penetration is even lower, less than 5%, indicating significant growth potential.

2. Key Barriers to Adoption

   • Primary Care Coverage: A large universe of primary care physicians remains to be covered by Abbott's sales force. Many areas in the US are being approached for the first time, indicating uneven awareness and experience with CGM.
   • Awareness vs. Experience Gap: While there is a high-level understanding of CGM among clinicians, actual experience and routine use are limited in many pockets.
   • Time Constraints in Primary Care: Primary care visits are very fast, limiting the time physicians can spend on CGM data interpretation and integration.

3. Abbott's Plans and Efforts to Overcome Barriers

   • Increased Investment in Sales and Coverage: Abbott is investing more to cover more physicians and markets, aiming to build awareness and experience.
   • Sampling Programs: The company is actively working on sampling programs to increase hands-on experience with CGM devices.
   • Epic Integration: Abbott has developed a more turnkey integration of CGM data into the Epic electronic health record system, simplifying data access and interpretation for clinicians.
   • Focus on Ambulatory Glucose Profiles: Abbott is emphasizing the use of ambulatory glucose profiles to help primary care doctors quickly identify problem areas in basal patients.

4. Future Growth Drivers

   • New Product Launches: Abbott plans to launch new sensors, including a dual analyte sensor and a ketone sensor, which are expected to drive increased penetration, especially in intensive insulin user segments but also supporting basal segment growth.
   • Potential CMS Coverage Expansion: There is a positive outlook for CMS potentially covering non-intensive type 2 diabetes patients, which could significantly expand the basal segment market. Abbott is preparing for this but is not yet building it into the 2026 forecast.

5. Summary of Challenges and Outlook

   • The main barriers are related to sales force coverage, clinician experience, and workflow integration rather than doubts about clinical value.
   • Abbott is confident that with continued investment, improved integration, and new product innovation, CGM adoption in the basal segment will accelerate.
   • The company remains bullish on basal segment growth in the US and internationally, viewing it as a substantial opportunity.

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This comprehensive approach reflects Abbott's commitment to expanding CGM adoption beyond current levels by addressing practical barriers and leveraging new technology and reimbursement opportunities.