Under what circumstances do customers engage ISA?

There are several difficult questions that arise throughout the Life Sciences Product Life Cycle. ISA is usually brought in to address the commercial development questions specifically attributed to a particular product, franchise, or portfolio (usually from Clinical Trial Phase II onward). These include:

• Product / Clinical Development Strategies (Clinical Trial Phases II to Phase III)


• Market Development Strategy (Clinical Trial Phase III – Post launch)


• Life-cycle Management / Extension Strategy (Post launch)


• PatientFlow™ Analyses (All Life Cycle Stages)

A. Development Stage (Pre-Launch) - Clinical Trials Phases

Example Questions:

• What possible commercial scenarios will our Clinical Trial Phase II product encounter and how should we be preparing for those outcomes?
• What indications are the most commercially viable?
• What product development and labeling options are most and least plausible?
• What therapeutic areas provide the best opportunity for success?
• What should our Market Entry Strategy be?
• How do we prepare the market for our product?
• Learn more. Read a case study.

• What are the infrastructure requirements to win?
• What are the customer segments best-suited for this product and what market development strategies and investments are necessary to address these segments?
• What price-value propositions (WAC, payer contract pricing, value-adds) will the market accept and what are the Key Success Factors for executing those options?
• How will customer-stakeholders react to this product’s value proposition and what can we do to positively influence their reaction?
• How can we prepare ourselves for likely competitive responses?
• Learn more. Read a case study.

• What strategic partnerships might accelerate product growth?
• What additional indications/formulations/ clinical data should be pursued to maximize revenue during the product-life cycle?
• What is the impact of new market entrants?
• What steps must be taken now to mitigate slowed growth?
• What is the optimal co-pay status? What does Tier II buy us?
• Learn more. Read a case study.

• What customer segments are able to slow erosion and under what circumstances would they be willing to act on your behalf?
• How will generic competition (and other competitive activity) impact sales in late life cycle?
• Does a “buyer” exist for this asset?
• Learn more. Read a case study.

• How can profit be maximized among non-promoted assets?
• What tactics can be deployed to slow generic erosion?