Healthcare case studies
market expansion research
A North American medical equipment and consumable manufacturer wanted to find out, why they were unsuccessful in selling certain types of consumables in key European markets.
We conducted a number of one-hour conversations with healthcare professionals responsible for using and buying these type of products. Through this Qualitative Market Research, we were able to identify the preferences of users and buyers in different European countries. It turned out that our client’s product message and sales tactics were not consistent with the expectations of their European customers. Based on this intelligence, we supported our client in developing country-specific strategies to address the issues.
As a result of the project our client was able to:
Understand country specific concerns
Understand how to address these concerns
Get insights about the performance and the shortcomings of their own sales force in Europe
Boost their EU sales figures by implementing new sales strategies
Competitive Analysis
Our client, a pharmaceutical company, wanted to understand the personalized healthcare strategies of key market players, in order to benchmark their own personal healthcare strategy versus their competitors. They also wanted to understand general trends and the future potential of personalized healthcare.
We started out analysing the vast amount of information on the subject available in the public sphere. We then proceeded to interview key personnel of all target market players, as well as other experts in the field of personalised healthcare. We also facilitated a panel of experts to discuss future trends.
Through this we were able to:
Outline the personalized healthcare strategy of our client’s competitors
Create scenarios of potential future developments
Benchmark our client strategies versus their competitors’ and future trends and thus identify strengths, weaknesses, opportunities and threats
We helped our client in redefining their personalized healthcare strategy.
Customer Insight Research
Our client, a pharmaceutical company, was about to launch a new type of treatment that revolutionised treatment options. They faced the challenge that, because of its long development phase, their new product had to be sold at a very expensive price. An additional difficulty was that a few competitors were about launch competiting treatments based on the same mode of action. The supply of this new treatment involved a lot of different players and required hospitals to create new guidelines and processes in order to select the right patients and order and administer the product safely and effectively.
At an industry conference, we organized a number of in-person interviews with healthcare professionals involved in the process of using this new treatment –including nurses, pharmacists and doctors. Our clients were able to anonymously observe the one-hour conversations and take influence from them.
As a result of our study, our clients were able to take a proactive role when supporting treatment centers in improving their processes and address specific concerns of everybody involved with the new treatment.
Monitoring Case Study
Our client, a pharmaceutical company, was developing a new type of drug that could potentially revolutionize the treatment algorithm for a specific indication. As this new drug was based on basic medical research accessible to all drugmakers, several other players were developing similar treatments. All involved players were keen to launch the treatment as quickly as possible and our client found themselves in a race to be among the first providers of this new treatment. At the same time, the European regulatory authority and the healthcare systems of different European countries where frantically establishing the necessary reimbursement and treatment framework in order to include this new treatment into their national health plans.
As the whole market environment – the regulatory approach, the competitor’s market preparations, the reimbursement situation, etc. – was changing nearly on a daily bases, our client decided to start monitoring the sector in the EU5 (Germany, UK, France, Spain, Italy). We set up secondary monitoring, started to create a network of experts and insiders that we’ve regularly tapped into; we also visited global, European and national trade conferences.
Through our daily news report and monthly, in-depth reports, our clients managed to successfully launch their treatment, develop country-specific commercialization strategies, and successfully navigate through a constantly changing market environment.
Strategy development
A start-up medical device manufacturer, who had invented a novel drug delivery system, required help to present their business to investors and secure additional investment for the purpose of expanding from test markets to global markets.
We helped our clients to evaluate the market potential for this treatment in Europe and the US. To achieve this, we’ve organised country panels with experts, payors and potential users of the new product.
Based on our research study, we developed a strategic plan to showcase the market opportunity to investors. We also created a financial model captured the revenue streams, costs and overall profits over several years.