Case Studies

Commercialization of an Oncology Product
in Record Time

Results Summary: Successful Product Launch - Launch Goal of 120 Days Achieved

Category: Oncology

Situation

Our client successfully acquired several small biotech organizations and products in an effort to enhance their development and marketing of high-quality oncology products.

Concerns

The company, although growing, lacked the sales and marketing experience needed for a successful product launch. Additionally, they had committed to commencing promotions of their first product within an aggressive 120-day time frame. Our client had not yet determined territory boundaries, sales force implementation, training resources, marketing resources or recruitment resources.

The Publicis Selling Solution

Publicis Selling Solutions helped recruit a sales team that includes both client and Publicis employees. We worked together and provided the resources for the initial product training on the product. Publicis Selling Solutions played a key role in assisting our client on the sales force sizing and alignment. We worked with our client to implement sales goals and performance management metrics. Publicis Selling Solutions also provided our client with the equipment, software, and support services needed while the sales force is out in the field.

The Publicis Selling Solution Result

• PSS hired and trained sales representatives and regional managers to support the marketing of the new product within seven weeks
• Test scores in initial product training: PSS Reps: 93% Client Reps: 89% Combined: 91%
• Created and aligned territories based on client feedback and Publicis experience
• Created a performance management process to help sales representatives achieve individual sales goals as well as overall sales goals for the client
• Providing the sales force automation for the sales force use in the field, as well as the computer equipment needed. Also providing both asset management and help desk services for field support
• Our client was able to achieve their product launch goal of 120 days
• Implemented a second training session for all representatives for a second product released for marketing