Commercial strategy consulting

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 sales approach to an indirect sales approach via distributors. In order to establish its new strategy and define its growth plan, our team 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.

Alcimed’s project team first identified and selected the segments of interest for our client’s offer. 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. The company, having field sales 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’s team wanted to better understand the business strategy and product sales partnership needs of pharmaceutical SMEs. Our team 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 helped an industrial player to build its Smart Monitoring offer through a business development approach. Our team first carried out a benchmark of “Smart Monitoring” offers, allowing to build a first draft of a potential offer.

We then identified a few prospects and interviewed some of them to collect their needs and expectations and pre-test first arguments. Then, 10 meetings were organized to test the receptivity of potential customers in order to refine the offer in an iterative way.

Alcimed also created promotional material: visual presentation of the offer for the company, associated sales speeches as well as an interactive video.

In the end, our client was able to establish advanced contacts with potential prospects, which will certainly be promising business leads and be pursued as soon as the offer is commercially fully ready.

Alcimed supported an industrial player in the field of silicone to develop in a new market unknown to our client: the North American dressing market.

Prior to our action in the field, we built a sales pitch on the basis of qualitative interviews conducted with potential prospects. Following this, our team established a list of prioritized potential prospects, identified key contacts and made the first calls.

At the end, 300 companies were analyzed in the North American wound dressing market, 50 priority prospects were identified and 10 key calls were obtained by our client.

Our team explored the hydrogen supply market to help a leading railway company challenge and finalize the business model of its project to create hydrogen-powered bicycles around railway stations.

To do so, we first deciphered the strategies and pricing positions of major hydrogen firms on the market (energy, transport, logistics, last mile mobility, etc.), before building several possible scenarios, which we then tested in the field with potential users of our client’s bikes.

In the end, we validated a scenario with our client and therefore retained a differentiating and viable economic model!

One of our customers, a leading player in medical devices, wanted to enter the Chinese market and needed a better understanding of the Chinese market specifications and market potential in order to develop a clear growth strategy and assess the resources needed to achieve its development ambition in the area.

Our team first conducted a detailed analysis of the competition. Then we explored the current practices, needs and expectations of potential buyers and users of syringes, before deciphering the regulations and the impact of local cultural specificities on the market access of our client’s products. We then assessed the market potential and projected potential market shares for our client.

This exploration work allowed us to recommend to our client the best strategy to undertake to establish itself in China and become a future leader in this new market.