The Challenge: Competitive benchmarking, including sales force and market access plans.
A major hemato-oncology company needed effective research into the sales force and market access plans of specific competitor developmental programs for agents treating AML, MDS, CLL, and MM, across several geographies.
The Action: Extensive primary research covering the competitor’s pricing, reimbursement plans, patient assistance programs, and sales force capabilities.
LucidQuest carried out extensive primary research to provide intelligence on the pricing and reimbursement plans within the selected markets, patient support programs, and key competitor’s sales force.
Regarding competitive patient support programs, our team detailed their structure, the third parties assisting the competitor, and the likely competitor’s response to a new product launch.
During further primary intelligence research in order to establish the sales force capabilities of the key competitor, LucidQuest focused on the following:
- Structure and organization of the sales force
- Educational qualifications of sales reps
- Training of sales reps
- Services offered by the sales reps
- Pay/performance measurement
The Result: Insights-driven changes in sales force and pricing strategy
Our client was able to use the provided insights in order to make necessary changes to their planned product sales force, including taking drastic measures to hire executives with specific profiles, as well as rethinking potential launch price.
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