Commercial Effectiveness
Case Study 16 -
Developed the size and structure of a neurology product
Business Problem
Client was launching a neurology product with a rare indication. Client wanted us to develop a commercial strategy and sales team size and structure.
ProcDNA’s Approach
Defined Process
Defined the buying process, key stakeholders at each step, and key brand objectives with the stakeholders
Key Roles
Defined the key roles (Sales Rep, Patient Services, MSL) that need to be developed.
Customer Universe
Developed a customer universe and segmented customers based on expected profitability.
Organizational Structure
Developed the size and structure for the key roles.
Client Impact
Success Strategy
Provide a data-rich understanding of commercial strategy that was used in other projects at the client (segmentation, field reporting).
Measurable Success
Enable the client to hire and train the sales team in time for a successful product launch in ~4 months.
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