Pharma go-to-market strategy

Client Results Story

Opportunity
  • Leading Global Pharma Company 
  • Pharma market characterized by increasing power of payers and regulators as customers and pressure to sell outcomes instead of pills 
  • Traditional sales and marketing approach of physician detailing less and less effective due to power shifts among potential customers 
  • Top line growth threatened if commercial model not adjusted to dynamically changing market and customer requirements 

View Approach

Approach
Anticipate each market's evolution and use this to guide commercial model development:


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View Recommendations

Recommendations
Institutionalized, high-impact process for commercial innovation:


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View Results

Results
Significant, global evolution of go-to-market strategies:


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