GlobalData Plc

Case Studies

Our Pharmaceutical commercial intelligence informs many important and strategic business decisions, including the situations below for which we have the following case study examples.

Opportunity Assessment

Client: Maven Capital

Situation
Maven Capital was evaluating a potential investment in Neolab as part of the UK Capital for Enterprise fund, but had limited experience in pharmaceutical market.

Solution
David Abramson who has extensive valuation and assessment experience led a commercial due diligence effort for Maven that evaluated the future potential of a select group of products.

  • Outcome
    The result of the evaluation resulted in a £2 million investment as part of the enterprise fund.

Client: Top 10 Pharma Company – PONV market focus

Situation
Our client was preparing to launch a novel 5-HT3 anti-emetic into the PONV market, around the time of ondansetron generic availability, and needed to know the size of the available patient population and the likelihood of use of their new product.

Solution
We used a chart audit process to identify the standard of care for pre- and post-operative prophylaxis and treatment. The data gathered was compared against government surgery statistics and product sales data to chart the breakdown of use of the various anti-emetics.

  • Outcome
    Based on our research, we identified the probable market size for the client’s product and recommended clinical and commercial steps to garner managed care coverage and optimize uptake.

Client: Top 10 Pharma Company – Women’s Health focus

Situation
As part of a commercial opportunity assessment, a large global pharmaceutical company required an overview of the polycystic ovary syndrome (PCOS), in vitro fertilization (IVF) and heavy menstrual bleeding (HMB) markets in the US, 5EU, Japan, Brazil and China, including a patient-based model of the opportunity in each of these markets.

Solution
The GlobaData Consulting team leveraged recent work in Women’s Health and conducted additional secondary research utilizing both public and proprietary data sources. We also conducted 30 in depth KOL interviews in China, Brazil, France, Germany and the US.

  • Outcome
    Our expert consultants produced a total of nine patient-based market forecasts, enabling our client to prioritize their R&D efforts between Women’s Health indications.

Client: Top 10 Pharma Company – Rheumatoid Arthritis, Psoriatic Arthritis, Osteoarthritis and Psoriasis focus

Situation
A major pharma company required a detailed view on Rheumatoid Arthritis, Psoriatic Arthritis, Osteoarthritis and Psoriasis treatment patterns.

Solution
Our team carried out an extensive quantitative online survey with physicians, capturing information about their most recent patients. A total of 28 countries took part in the our study, with 1,000 interviews from: EU5 countries, The Netherlands, Belgium, Austria, Sweden, Norway, Finland, Denmark, Greece, Turkey, Switzerland, Portugal, Republic of Ireland, Saudi Arabia, the United Arab Emirates, Qatar, Kuwait, Bahrain, Poland, Czech Republic, Romania, Hungary & Slovakia.

  • Outcome
    We produced detailed reports on each market, including patient demographics, preferred treatments, dosages, status vs. competition by line of therapy, etc. Our results were used to support strategic planning for the brand.
Forecasting

Client: Top 10 Pharma Company (ongoing)

Situation
A Global Therapy Area Director wanted to provide a common event-driven forecasting platform to support their on-going portfolio forecasting as well as supporting some of the go-to-market requirements for country level affiliates.

Solution
Our team worked closely with our client to develop pre-evented market forecasts for each country using the Look4Logic market model and insight into the market. With audit data provided by our client, we created an initial long list of market events. We then worked to agree high probability and high impact events and an approach to quantification via a Delphi Session/workshop.

  • Outcome
    The global model (25 countries) has been used by our client to model competitive scenarios and likely every changing launch dates for the portfolio that feed into NPVs to support company-wide investment decisions regarding on-going development.

Client: Top 10 Pharma Company

Situation
Our client approached us to help evaluate the potential of a small molecule therapeutic vs. an antibody therapeutic for the prevention of CMV in a number of special populations in seven major markets.

Solution
The GlobalData team designed a study to:
• Map clinical pathways for prevention, diagnosis and treatment
• Identify current trends and future unmet needs in key market segments/patient populations
• Develop an ideal therapeutic product profile including efficacy, safety, formulation, cost, compliance
• Forecast the current and future market size, and the impact of market events
• 40 KOL interviews in the US, Japan, and the EU
• Extensive quantitative and qualitative secondary research

  • Outcome
    We delivered clear insights into unmet needs, product uptake scenarios based on clinical attributes, and a comprehensive patient model/forecast, complete with specialty segments and impacts of potential market events.
Market & Product Strategy

Client: Top 10 Pharma BD Team

Situation
An international manufacturer commissioned us to work on their behalf to initiate and explore partnership seeking activities. Our client discovered and completed pre-clinical proof-of-concept studies for two respiratory candidates with therapeutic potential in asthma and COPD.

Solution
We identified respiratory market players with most likely fit and interest in our client’s candidates. Then we Introduced our clients candidates (non-confidential information) to target companies before evaluating interest and providing feedback to our client. Where applicable, we facilitated further in-depth discussions directly with our client.

  • Outcome
    We organized multiple meetings and exchanges of non-confidential information between the client and potential partners, including setting up meetings in Japan in local languages. Our client actively pursued a select number of partnerships as a result.

Client: Top 10 Pharma

Situation
A large multinational pharmaceutical company had a product with a recently approved indication expansion. Our client wanted to understand the market opportunity for their product in this indication in the UAE, Kuwait, Qatar, Saudi Arabia and Egypt.

Solution
GlobalData carried out a mixture of secondary and primary research encompassing ten different specialist types across each of the countries. This robust data helped to build a patient-based model and a five-year sales forecast.

  • Outcome
    The deliverable was presented to the client’s market analytics team, and was later utilized by the brand team.

Client: Top 10 Pharma Commercial Team

Situation
A major pharma client wanted to identify unmet needs in GvHD. They also wanted to understand how to prioritize opportunities within the GvHD space and what strategy to employ to win in terms of clinical adoption in this space. In addition our client wanted us to assess the overall market potential for a “game changer” asset in GvHD.

Solution
We called upon our in-house disease experts to segment the market and highlight key opportunities within GvHD. A large online survey was also designed and executed with stem cell transplant center physicians to get insights on current treatment regimens and potential addressable patient populations.

  • Outcome
    Our client benefitted from a full, prioritized list of opportunities by patient segment and geography. We were also able to help our client define the TPP (target product profile) of a game changer, and forecast the commercial potential.
Innovation & Insight

Client: Mid-size Pharma

Situation
A rapidly growing mid-size European pharma company was spending excessively on external consultants and agencies to support its market research and business analytics.

Solution
Our proposal covered providing access to a group of consultants, analysts, and researchers as a virtual business analytic team to support the company on an ‘as needed’ basis, working to company specific templates, styles and requirement. We adopted a prepaid model to ensure prioritized resourcing.

  • Outcome
    GlobalData has been providing this company with virtual business analytics for over a year.

Client: CRO, Serbia

Situation
Our client required insight into the clinical trial environment and overall healthcare/pharmaceutical landscape, within Serbia.

Solution
Our project scope included qualitative (telephone interviews) with clinical trial specialists to gain respondents insight on the advantages and disadvantages of operating in Serbia, the key players in the region, as well as how to enhance the overall penetration in the country. To ensure the quality and consistency the interviews were conducted in the local language.

  • Outcome
    The obtained data was utilized to identify barriers and challenges associated with market entry. We created a detailed report on the overall healthcare landscape and clinical trial environment in Serbia.

Client: Pharma Company

Situation
Our client was interested in knowing physicians’ perceptions of a novel cancer therapy for NSCLC and CRPC to help create the brand identity of this new product, along with pricing strategy.

Solution
A two hour focus group was utilized to obtain a deep level of physician engagement. Groups were held with oncologists and urologists across the EU with two major cities per country (included Lyon, Paris, Milan, Rome, London, and Manchester).

  • Outcome
    Our client benefitted from a detailed report that provided key positioning strategies for their product in the UK, France and Italy.
Competitive & Company Analysis

Client: Top 10 Pharma Company

Situation
Our client sought to benchmark and improve its global productivity against peer companies in respect of pharmaceutical in-licensing deals, along with a process optimization study.

Solution
We carried out 25 interviews (former licensing executives), and quantitative/qualitative secondary research/analysis. Key considerations included detailed analysis of trends in licensing deals and productivity, mapping in-licensing processes across the industry, identifying bottlenecks that inhibit productivity, and best practices for enhancing productivity.

  • Outcome
    We delivered a framework and analysis of the client’s bottlenecks, benchmark data against industry peers, and best practices for enhancing licensing productivity. The deliverable was presented to the client’s Global Head of Partnering and Business Development, who forwarded recommendations to the CEO for implementation.
Financial Analysis

Client: Top 10 Pharma BD Team

Situation
The business development (BD) team of a top-10 pharma client required ongoing support, in particular assessments of the opportunities with maximum reactivity (2-5 weeks).

Solution
Our supporting data and insight includes:
• Target population volume
• Treatment algorithm
• Competitive landscape
• Major unmet medical needs (physician, patient, payer)
• Identification of key prescribers (for promotion)
• Pricing landscape and market access for key countries
• Target product review with physicians
• Risk-adjusted patient-based forecasts

  • Outcome
    The support we provide has freed up internal resources for our client while providing their BD and R&D teams with a full clear set of data and recommendations. Our third party view has also strengthened our client’s internal validation processes.

Client: Biotech

Situation
A European biotech client focused on gene therapies asked our consulting team to help determine the commercial potential of a novel gene therapy in development for a cardiovascular indication. Our client was primarily interested in the US market potential.

Solution
We tested clinical endpoints and their impact on the product’s commercial potential in the US; taking into account time-to-market and the likelihood of technical success. Our team also conducted primary and secondary market research and analysis covering ten US-based treating physicians, five international authorities on the target indication (three US; two EU) and three US Payer Advisors.

  • Outcome
    We delivered a comprehensive market report detailing the likelihood of approval and commercial uptake for five pivotal trial design scenarios. Our report also included a customized product forecast for revenue and patient numbers, plus eNPV calculations. This output supported on-going commercial decisions for US market entry/positioning.

Client: Top 10 Pharma

Situation
A large pharmaceutical company offering two novel treatments for infertility wished to prioritize their launch markets. GlobalData Consultancy was commissioned to produce 21 market forecasts to assess the potential opportunity for the new products.

Solution
Our team carried out patient-based forecasting for 21 markets from 2014-2025, with adjustments for development costs.

  • Outcome
    In addition to the patient-based forecasts, our team provided net sales and net profits estimations calculated from COGs and NPVs assumptions. Our client also gained a detailed look at assumptions and areas of uncertainty were clearly identified.

MEDICAL CASE STUDIES

Our medical commercial intelligence informs many important and strategic business decisions, including the situations below for which we have the following case study examples.

Opportunity Assessment

Client: Palliative Care Company

Situation
A Palliative Care company was looking to gain a stronger understanding of the medical cannabis market in the US and learn how it would support their new device. More specifically, the company was interested in gaining insights into preferred product specifications, physician pivot points for usage and recommendation to patients, and sales strategy.

Solution
We developed a methodology that included two phases of primary research, physicians and patients, in all 21 of the states that have legalized medical cannabis. During the first phase, surveys were developed and administered to 105 medical oncologists and hematologist oncologists in the US. For the second phase, surveys were developed and administered to 150 cancer patients in the US.

  • Outcome
    We produced a detailed PowerPoint presentation that provided an overview of the results of the study segmented by geography. Our team also included a summary of sentiments regarding the client’s device and provided recommendations for launch.

Client: Major Medical Technology Company

Situation
Our medical tech client approached us to investigate key market segments within the infusion pump market for key geographies. They intend to track these markets each year to monitor their competition and conduct analysis of market trends. Medical device firms tend to have well developed strategy divisions, and these types of projects are attractive to those teams who will use a vendor to obtain data and subsequently analyze it in-house.

Solution
We developed a methodology that included only primary research. Interactive surveys were run in 30 countries with respondents that included purchasing managers, distributors, and end users (physicians). During the Quality Control phase, we employed a 360 degree process. This included additional interviews with supply-side managers and distributors to validate the figures received from primary research.

  • Outcome
    Our team created an Interactive Dashboard and Pivot Table. The Interactive Dashboard gave our client easy access to the large data sets gleaned from this analysis – parameters could be selected from dropdown menus to curate the data and its format. The Pivot Table facilitated ease of data transition.

Client: Major Medical Technology Company

Situation
An international medical device company needed to understand the market dynamics of the ear, nose, and throat endoscope market in 11 countries in Europe, Asia, and the Middle East. Our client also needed the market segmented into rigid and flexible endoscopes. These projects are of interest marketing departments for medical devices firms for support in market sizing and market share across geographies.

Solution
We developed a methodology that combined primary and secondary research, offering a 360 degree view of the rigid and flexible endoscope market. During the primary research phase, our extensive stakeholder database allowed for targeted identification of KOLs. Interactive surveys were completed in all of the countries, and their results were examined alongside secondary research data. During the secondary research phase, we engaged associations around the world, examined company reports and press releases, and searched for relevant publications and industry analysis.

  • Outcome
    Our team produced an Excel model segmented into rigid and flexible endoscope markets with extensive data, including market size in currency, number of units, average selling price, and company share.

Client: Major Medical Technology Company

Situation
A global medical device client wanted to develop a dependable method to determine current and future remuneration rates for their orthopedic, general, and neurosurgeon KOLs in China. These projects are of interest to compliance and marketing departments, for both medical and pharma clients, for support in Fair Market Value determination for KOL remuneration.

Solution
We developed a proprietary KOL automated remuneration model to calculate the proper rates dependent on a variety of factors that a KOL of the selected specialties may possess. Some of these factors are: educational institutions, association memberships, publications, participation in international and national conferences, and clinical trial participation. Using our extensive stakeholder database, we were able to identify the right KOLs and to extract the necessary information during the primary research process.

  • Outcome
    We produced an interactive Excel model that allows the estimation of possible remuneration values for any KOL. As soon as our client selects from several identifying characteristics, the model presents the range of corresponding remuneration rates.

Client: Major Medical Technology Company

Situation
An international IVD device manufacturer required a better understanding of the Canadian molecular IVD market in order to inform its M&A strategy there. Specifically our client required an understanding of current market share in capital equipment and test reagents across a large range of different test types.

Solution
We collected both qualitative and qualitative information through surveys and interviews with Canadian medical and pathology laboratory managers. This data was supplemented with depth secondary research on the current state of the Canadian IVD market, including insights on the number of molecular diagnostic labs, test volumes, and government initiatives impacting trends in IVD testing. We also built a market model to fully scope out the market opportunity for IVD capital equipment and reagents, including current market shares among the major competitors, and current test volumes by type.

  • Outcome
    Our team created an Excel model segmenting the Canadian molecular IVD market and a PowerPoint file summarizing key insights was also delivered.