Commercial strategy

We supported a leader in the pharmaceutical industry in the development of its commercial strategy and business development plan for the launch of a new antibiotic in 2 key countries: South Africa and Thailand.

Once the project was launched and the context of our client was analyzed, our team first carried out a diagnosis of the situation in each target country (existing supply, market segments, demand mapping, needs and expectations of physicians, purchasing path and decision process, patient pathway, etc.). Following this diagnosis, our exlorers conducted a regulatory analysis to identify approval timelines for such a treatment in each target country.

All the elements gathered during our investigations and our analysis enabled us to co-build with our client each step of the commercial strategy and in particular its business development plan for this new product.

We assisted a leading player in the medical device industry in redesigning its commercial strategy for its entire product portfolio in Russia.

Following an internal strategic change, our client needed to rethink its sales approach in Russia from a direct to an indirect approach via distributors. In order to establish its new strategy and define its growth plan, we explored the Russian hospital market: analysis of supply and demand, understanding of regulatory, purchasing and reimbursement mechanisms, and identification and characterization of potential distribution partners.

The results of our study allowed our client to rethink and decide on its new business strategy and growth plan for the coming years.

We assisted one of our industrial clients in the identification and characterization of segments of interest for the development of a new service offering and the construction of a commercial strategy adapted to a new sector for our client: automotive.

We first identified and selected the segments of interest for our client’s service. Then the priority segments were characterized in a more precise way and were the subject of a business model proposal.

Then, a commercial strategy was elaborated, including in particular a prospecting strategy and commercial tools, in order to allow our client to quickly launch into the automotive sector and to set-up first meetings with prospects.

We assisted the New Business Development team of a pharmaceutical company in identifying and analyzing potential customers. Our client’s team, having field teams in many geographies, was looking to establish collaborations with SMEs in the sector, with the aim of helping them access markets where they are not present, in order to increase the coverage of their products with the related-patients.

In this context, our client wanted to better understand the business strategy and product sales partnership needs of pharmaceutical SMEs. We investigated 30 companies of interest to our client and analyzed their geographic coverage gaps and the associated revenue shortfalls in each country not covered.

Our study enabled our client to identify new business development opportunities within the in-scope targets, most of them with links and interests pre-identified by our team.

We worked with a pharmaceutical company that wanted to position itself in the medical device market with its innovative technology.

In order to establish a differentiating commercial strategy, we first helped our client to better understand the issues, trends and dynamics driving the target market. We then verified the needs and expectations of the demand by talking to patients and doctors.

This investigative work enabled us to propose to our customer concrete actions to be taken prior to marketing, and to identify the added value to be highlighted in its sales approach and communication activities.

We worked with a pharmaceutical company to assess and finalize the positioning of their new treatment within a care pathway, and to adjust their commercial approach accordingly.

To do this, we provided our client with a clear view of the care pathways currently offered in Europe for this therapeutic area and highlighted the opportunities and risks for its launch on this market.

We then identified the issues encountered by patients and medical staff to refine our client’s commercial strategy to best meet their needs.

This project enabled our client to identify a range of services to be developed to complement its offering and to validate the next key stages in obtaining a license, which is essential for marketing their product.

Our team assisted a world leader in the healthcare field in defining its go to market strategy for the launch of a new medical device in France.

By understanding the market context, analyzing the expectations of users and buyers, and by conducting a thorough study of competing strategies, our team helped our client define its go to market plan and more specifically: the marketing positioning and the value proposition of its product, the most appropriate distribution model, the best targeting prioritization, up to the definition of a specific sales pitch that differentiates from competing offers.

We assisted a leading pharmaceutical company in redesigning its sales approach to prescribers to make it more digital. The Covid-19 crisis having strongly impacted the usual interactions of the sales force with doctors, our client wanted to rethink its entire go-to-market approach on the ‘customer experience’ part to develop a new approach, entirely digital, and different from the competition.

By identifying trends and benchmarking non-pharmaceutical players in their digital sales approach, and by analyzing the receptivity of doctors to the pre-identified ideas, we helped our client’s sales and marketing teams to define their new ‘customer experience’, from the inspiration phase to the implementation of the new practices within the field team.