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Building a Pan-European Commercial Model


SITUATION

Our client, a top-10 pharma company, had two critical-care products that were not performing well globally.  The traditional pharma commercial model was not working for these products.

SOLUTION

  • Defined the business case and developed a pilot centralised Pan-European commercial model, based out of Switzerland.
     
  • The mandate was to provide a very high level of customer service, befitting the highly specialised physicians, whilst reducing the overall OPEX and headcount.

 

Impact

  • A strong focus of post-launch optimisation ensured that the organisation could support continuous innovation to meet evolving physician needs.
  • EU became the only profitable region worldwide and achieved the highest customer equity score recorded in the industry.

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