Establishing a New Approach to Commercialization

Management Challenge

An established pharmaceutical development organization sought to evaluate the potential of an alternative business model to maximize shareholder value. The existing business model was to fully out-license developmental compounds as early as possible prior to Phase III. The alternative model, which involved retaining pipeline rights and building organizational capabilities to fully commercialize and market products, was under consideration by the Board of Directors.

Engagement

Psscion supported management decision making with analysis, data and plans to enable evaluation of pipeline commercial potential under ’internal commercialization‘ scenarios, which entailed several fundamental strategic approaches and varying levels of promotional resource allocation under each. Key elements included:

  • Internal interviews/ collect and collate internal and secondary data
  • Define Asset Profiles
  • Define market/ opportunity
  • Build commercial strategy/ business case scenarios
  • Develop business scenario forecasts (for product P&Ls)
  • Management support to prepare final report and Board presentation/recommendation

Benefits and Outcomes

  • Board-level endorsement of a proposal to build internal commercialization capabilities
  • Implementation of the strategy and hiring of executives is currently in process

Securing Venture Capital Funding

Management Challenge

A start-up lifesciences company ’s key short term goal was to secure the funding required to support development of its portfolio of Rx and OTC compounds. A draft business plan and communication presentation had been developed. Company officers were keen to ensure that the company ’s overall strategy and value proposition were well-supported, optimally positioned and effectively communicated to achieve maximum impact with a Venture Capital (VC) audience.

Engagement

Psscion engaged with the CEO, CBO and external advisors to support review, analysis and further development of portfolio prioritization, asset-level strategy, product valuation and commercialization plans. Using these outputs, a revised business plan and new communications materials were developed. In addition, Psscion provided support in the review, prioritization and initial contacts with VC targets.

Benefits and Outcomes

The company was successful in securing Series A funding and future financing tied to achievement of business and product development milestones