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

View Approach

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