Accelerating country adoption of a companion device critical for demonstrating product value
Background
Client
Medical affairs lead, large pharma organisation
Challenge
Slow adoption of a companion device used to tailor doses of a hemophillia drug was hampering the client company's ability to demonstrate product value in a market dominated by aggressively priced competitors
Solution
Insocius designed a programme to clearly articulate customer benefits and product differentiation and then support the process for country level execution
Identify barriers to adoption Conducted a series of interviews with medical affairs teams to clearly articulate barriers and identify gaps in capability and evidence that needed addressing
Customer experience journey Built an ideal companion device + product customer experience journey to clearly show combined benefits
Mobilisation plan Established cross functional acceleration team to set implementation goals and agree rapid mobilisation plan with KPIs
Best practice sharing Set up regular online engagement meetings with functional teams to set clear expectations, track performance, trouble shoot and enable peer-learning
Results
PRE-PROGRAMME <60% of target physicians using companion devices in 10 countries and with limited patient groups
POST – PROGRAMME 90% of target physicians using with over 75% of patients in 20 countries
Client Feedback
“The clarity you brought to this project meant we were able to drive forward with focus, impact and real momentum. Thank you Insocius team”
