Biotech Market Entry
When biotech companies approach the final stages of clinical development, they face a range of strategic options regarding product commercialization.
While all biotech executives have an intuitive strategic bias on how to go to market, it is important to run an objective assessment from a financial, strategic and operational perspective. This will drive internal alignment and lay the foundation for successful execution.
Regardless of the final strategic decision, it pays off to understand the commercialization requirements in a given territory. This is certainly needed in a “go-direct” scenario to properly size the organization and plan investments. But also in a “licensing” strategy, knowing what it takes to commercialize provides significant leverage in BD discussions.
More and more companies look for alternatives to the traditional “go direct vs. licensing” trade-off. This is especially true for ex-US market strategies. We encourage companies to evaluate innovative hybrid models against their specific corporate priorities and needs.
Successful biotech organizations understand that there are significant opportunities even outside the US and major EU markets. “ROW” markets such as Israel, Saudi Arabia, and others can represent early revenue opportunities leveraging US approval and pricing.
01. Market Assessment
- Clinical landscape
- Pricing and access strategy
- Market prioritization
- Launch sequence
- Revenue forecasting
02. Commercialization Strategy
- Assessment of different options (go-direct vs. licensing vs. hybrid models)
- Organization design
- Launch budget creation
- Financial valuation
03. Operational Planning and Execution
- Tactical launch planning
- Operational support on topics such as supply chain planning, HTA dossier development, early access strategy, etc.