Pipeline Case Study
Situation
CLIENT
Global big pharma company with a strong oncology focus
PRODUCT
Late-stage, highly targeted pipeline drug candidate for immunotherapy, indicated for a complex, underserved therapeutic condition
ASK
Design and build a custom forecast model spanning all global regions, accommodating key therapeutic and commercial drivers of product performance
Challenges
COMPLEX PATIENT FLOW & TREATMENT PARADIGM
Multiple indications and lines of therapy constituting an interlinked treatment paradigm, with regional variations in physician preferences and demographic nuances
STAGGERED LAUNCHES – DIVERSE USAGE PATTERNS
Underserved therapy area characterized by multiple indications, combination therapies, diverse usage patterns and staggered launches
CROSS-FUNCTIONAL STAKEHOLDER MANAGEMENT
- Regional stakeholders from 15 participating geographies
- Multiple third-party vendor/partners conducting supporting research
- Senior management responsible for global forecast
- Global HQ
Approach
EXECUTED IN-DEPTH THERAPY-AREA RESEARCH
Assessed therapy-area nuances, clinical and commercial drivers of product usage, and shift in treatment paradigms driven by imminent pipeline approvals
CONDUCTED ANALOG RESEARCH
Identified and evaluated uptake performances of recent key launches to drive uptake assumptions
SUPPORTED DESIGN OF PRIMARY MARKET RESEARCH
Collaborated on the design of qualitative and quantitative PMR, and leveraged outcomes to construct forecast assumptions and scenarios
IDENTIFIED AND FORMALIZED POST-LAUNCH DYNAMICS
Worked with key stakeholders to define market dynamics such as multiple indications, combination therapy, staggered launches and competitor events
DEVELOPED VISCADIA ACE® FORECAST PLATFORM
Customized platform for the product opportunity that allowed for dynamic, comprehensive evaluation of key performance drivers, and enabled scenario comparison and contrasting
Outcomes
END DELIVERABLE
- Standard patient flow design harmonizing variations and commonalities in forecasting approach across global regions
- Viscadia ACE® forecast platform with a comprehensive set of output views and summaries addressing cross-functional stakeholders
- Efficient interface to facilitate easy aggregation of forecast results across global regions
- Geography-specific thought leadership on prioritizing action plan leading up to launch
KEY HIGHLIGHTS
- Successfully collaborated and worked harmoniously alongside multiple third-party vendors
- Delivered support and leadership to stakeholders from 15 global regions across multiple time zones
- Conducted live workshops to drive adoption and support for new forecasting platform among multiple stakeholders
IMPACT
- US leadership gained unprecedented buy-in from all regional counterparts and Global HQ on asset potential
- Client successfully moved the asset to Phase III of clinical trials following global opportunity assessment
- Established an end-to-end forecasting process which eventually defined best practices across multiple pipeline assets