Pharma go-to-market strategy
A leading global pharmaceutical company feared its growth would be threatened if it didn't adapt to evolving market trends. Bain helped the company develop optimization plans and new go-to-market strategies that it is now rolling out globally.
- 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
Anticipate each market's evolution and use this to guide commercial model development:
Institutionalized, high-impact process for commercial innovation:
Significant, global evolution of go-to-market strategies:
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