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Building a Pan-European Commercial Model

Project case: Building a Pan-European Commercial Model

Goal

Define a profitable commercial model for two critical care products targeting a narrow and highly specialized physician target group across Europe.

Approach

Commercial model

Design of a centralized pan-European commercial model 

Business case

Define business case (improve customer service, reduce OPEX and headcount)

Piloting

Pilot new commercial model and post-launch optimization 

EU became the only profitable region worldwide and achieved the highest customer equity score recorded in the industry.

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Commercial Models
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