The company has achieved a healthy growth on its home market and is presnet in the US and Europe. However, it has no presence or in depth knowledge of the European market. The company has hired a BD Manager for its European operations and would like to know more about its options in the French market.

Solution

We allocated a 50% FTE resource for this project. The BD consultant in charge was previuosly with Biomerieux and Qiagen and as a result knew the competitive landscape in France. Within 6 months we provided a very clear picture of the French markets with barriers to entry, opportunities and contacts with 3 major KOLs for infectious diseases. As a result of initial contact, the company signed a deal with one of the KOLs for a referral study and publication. The end result of the project was a clear understanding of market potential and a path to entry via the reference lab.

Specializing in the development and commercialization of novel diagnostic tools for diagnosis of Leukaemia. The company wanted to have a clear understanding of the market potential for it’s Leukaemia tests in 3 major European markets (France, Germany and Benelux).

Solution

This project was conducted in 4 monnths. We allocated a 50% FTE resource of a MDx consultant that had previously worked for Affymetrix and GE and was well versed into the oncolgy MDx market in Europe. As a result we provided a clear p[icture of the landscape for Leukaemia tests in France, Benelux and Germany. We interviewed KOLs in these countries and identified the network of reference labs with a clear roadmap to establish the test in each country.

The company had started the commercialization of its product in the US market and was hoping to launch simultaneously in the European market. The challenge was to have access to resources in suxch a way that allowed for this simultaneous approach at minimal cost.

Solution

We put together a team of expert in biomarker validation with an in depth knowledge of the European Pharma market in order to cover the major European territories (Germany, UK, France, Nordic, Benelux, Spain and Italy). Sales and Marketing activities were conducted for 24 months. Within the first 12 months, the team generated over $1M in revenue, exceeding target and schieving initial imlementation of the technology within the top 10 pharma companies.

Their tec hnology is a gene expression platform used for genomics research, translational medicine and in vitro diagnostics applications. The technology had been on the US market for about 1 year before it was introduced to the European market. The direct approach although attractive was perceived too costly and it had been difficult to find at first the right set of chaneel partners for this very disruptive technology.

Solution

We set up a team of 3 sales consultants with expeertise in the Genomics and translational market segments to cover all European markets. The asignment lasted for 5 quarters. During which time we generated $1.4M revenue, exceeding plan while growing a healthy sales pipeline. During this time the first in road was made into the Pharma and Biotech as well as the translational clinical labs. Based on the assets generated during the project the client could effectively implement its own commercial organization and identified the right channel partners in some geographies.

The company wanted to quickly assess the potential of the European market for its product. This was to be done within a window of 2 months as a Strategic business decision for Entry to Europe was to be presneted to the board.

Solution

We quickly assembled a project team to launch a campaign to assess a comprehensive landscape in bacterial detection in Europe with key stakeholders and potential partners. As a result we organized 11 meetings with KOLs from 10 different hospitals and research centers, collected their feedback on the technology, identifed potential reference sites, and ranked KOL interest against reputation and size. This was then presented to the board and the decision was confirmed.

The company wanted to evaluate to market potential for one market segment in 3 teeritories in Europe as a first step to decide its market entry strategy.

Solution

Our expert sales consultant who had previously worked for the market leader in the target segment established contacts with key opinion leaders and leading detection labs in countries. Within 3 months he organized a number of meetings at key accounts. the Main accounts were mapped out and a clear path to market entry was identified. The board ultimately validated the management’s decision on entry to Europe.