ValueDo has a long history of helping clients and companies succeed with setting up organizations and capabilities, new launches, updating operating models, engaging with patients, HCPs and payers in novel ways, managing product life cycles, and achieving business excellence. Here are some of our client success stories.
Operating Model Redesign - EU Affiliate Commercial Model
ValueDo supported a Country Head at a top 20 pharma’s EU affiliate with the redesign of the organization’s commercial operating model, go-to-market approach and their internal organization design.
We helped transform from brand-centric to customer-centric operating model, and improved the customer engagement framework, organizational design, ways-of-working and accountability for both HQ and field-facing roles.
Focus on customer-centricity and clear understanding of customer preferences
New customer engagement model with clearer HQ and field accountability
Improved organizational design, identification of new roles and clearer focus of current roles to deliver against new performance-based approach
Foundation for a culture of shared vision and co-creation
Expansion Into New Business Segment - Biosimilars
ValueDo supported the Global Head of biosimilars and his team at a top 20 global pharma organization to first set up the this new business segment – biosimilars, and then assisted the team over 4 years with multiple initiatives: business strategy, 2 US brand launches, CEO-led growth initiative, launch excellence across US, Canada, EU and international markets, and other operational exercises.
Clear roadmap and business and cross-functional strategy for new biosimilars business
Successful launch of first brand followed by launch excellence to share best practices globally
Investigation and operationalization of in-licensing partnerships
Functional Strategy Evolution - Oncology Diagnostics Organization’s Operating Strategy
ValueDo supported the Head of US Oncology Diagnostics at a top 5 US pharmaceutical organization to design and implement a clear field operations strategy to improve the value of Oncology diagnostic liaisons for ‘patient identification’, and to maximize the overall value of the Diagnostics function to Oncology organization.
Sample center archetype and 5 customer personas
Goal, strategy and tactics for each persona
Focused target list across key regions
Customer segmentation and influence mapping for all key diagnostic liaisons
Lifecycle Management (LCM) Planning And Execution
ValueDo supported the VP of Global Biologics organization at top 10 pharma to conceptualize, plan, and execute business cases for the franchise. We analyzed market drivers to discover unmet needs, market size, access, and penetration rates and conducted an in-depth competitor analysis. Utilizing the company’s skills and unique qualifications, we crafted strategies to identify new opportunities with brands and investments.
Lifecycle management framework
Designed lifecycle management strategy
Shortlisted eight brand lifecycle management choices, 3 post-brand lifecycle management ideas and business cases
Maximize Value On Drug Launches - US Neurosciences Launch And Launch Excellence
ValueDo supported a top 5 US pharma Neurosciences franchise with end-to-end launch planning and management support for one of their key brand launches.
The engagement started with a launch diagnostic, progressed to brand insight and strategy refinement, and was followed by co-creation and implementation against an 18-month cross-functional launch and operational planning.
This was accomplished by a cadence of long-range planning sessions, workshops, deep-dives, 1-1s and launch tracking with US-Global and cross-functional teams.
Pivotal was day 0 execution on milestones, communications and asset deliveries across all functions.
Post-launch operational planning support was provided to maintain launch momentum. Seen as a successful launch by the management, we also assisted with a launch excellence exercise with other regions.
Quality, timely launch with well-managed FDA and internal milestones, risks and dependencies
Insights-led decision making
US and Global leadership commitment and trust
Well managed cross-functional transparency and alignment
Streamline Patient Engagement Across Market Shaping Initiatives
ValueDo supported Respiratory Market Development organization at a top 5 US pharma to streamline their patient engagement approach across the entire franchise.
Different teams within the therapy area used to reach out to patients through multiple campaigns, initiatives and assets. This led to fragmented patient engagement. ValueDo supported this transformation via a 3 phase initiative – discovery, design of a minimal viable product (MVP), and implementation.
One-Patient engagement concept with new patient-centric strategic themes
Efficiencies at local-affiliate level
New culture of synergized ways-of-working across franchise
Improved conversion across customer adoption stages
Omnichannel HCP Medical And Marketing Transformation
ValueDo supported franchise heads and their marketing leaders to scale and implement a global omnichannel medical and marketing methodology for 3 of their biologics brands across 15+ countries and all business regions. This included omnichannel subject-matter expertise, agile coaching, lean program and change management support, and implementation of a robust omnichannel methodology.
Robust global governance and methodology with localized rollout for every country
Clear content and channel strategy with improved tagging-taxonomy
Simplified measurement and reporting
Continuous improvement of field-facing adoption of omnichannel
Omnichannel success stories
Alternate Commercial Model To Improve Brand Coverage And Reach
ValueDo supported a marketing leader at top 10 pharma to conceptualize, design, and implement an alternate healthcare provider engagement model to generate new patient starts for a complex IV product. We aligned with key marketing, ops-support, and sales stakeholders to align branding and messaging, provided additional brand awareness to company offices, and provided onboarding and training for the selected telemarketing partner.
Comprehensive peer-to-peer selling model
Phase 1: 620 whitespace offices “not aware of brand” made aware, 16 new patient starts
Phase 2: Integration with patient support services, nurse education function, and sampling support organization.
Expansion of program into rep-covered territories to complement non-target list HCPs