Case Study: 

Commercial Channel Strategy

How a young biotech company with only a handful of employees was fully contracted and on schedule to implement in advance of launch.

SITUATION

A young biotech company is preparing to launch a new product into a rare neurological disease state

Initially, the organization included only two individuals who were new to the pharmaceutical industry

Archbow was hired to help determine the channel strategy and best vendors to support full commercialization

APPROACH

Archbow took a deep dive with the client to better understand philosophy and develop approach

  • Reviewed disease state thoroughly

  • Conducted internal stakeholder interviews

 

Pre-qualified potential vendors and managed all NDAs

Created customized RFP for all channels

Issued and managed RFPs to 23 pre-qualified potential vendors

Scored and analyzed proposal responses

Coordinated and conducted finalist site visits with clients

 

RESULTS

Vendors selected for EAP, 3PL, SP, and HUB


Contracts negotiated to client’s benefit


Channel strategy fully contracted and on schedule to implement in advance of launch

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