Challenge

A client wanted to re-launch a therapy designed to treat patients with long-term health conditions, with the aim of seeing significant commercial return within the next five years.

The key elements to be identified in order to achieve this were the size of the team required, and which priority areas to focus on in order to maximise the potential return.

Solution

Top target CCGs were identified, refined and strengthened by overlaying it with additional data sources and analysis to calculate the uptake and propensity to implement prescribing.

A segmented and prioritised CCG target list was then created and targeted, with additional research identifying the target market and potential brand sales.

Impact

Forecasts were developed for one, three and five years, and the sales launch team was successfully developed with assigned territory and regional boundaries. They were given a focused segmentation and clear direction for the sales strategy, with the emphasis on where to maximise return.

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