Development of European Commercialization Strategy

Client is conducting CE Mark clinical trial work and expects to launch product in 12-18 months. The CEO would like to assess strategic options for European commercialization. This assessment, with final recommendations, will be reviewed with the board and key physician customers. The final strategy will also be important for partner and fundraising discussions.

ACTIONS

Presented framework for evaluating commercialization options
Analyzed current market research data
Working with senior team defined three scenarios:
1. Revenue run rate >$1M per month
2. Deep penetration in key accounts
3. Expanding clinical data set and creating physician buzz
Scenario analysis included:
- Market dynamics
- Organizational structure
- Use of distributors
- Clinical registries
- Financials
- Qualitative factors
- Major assumptions
- Final recommendations
Final recommendations presented to CEO and board

RESULTS

Adopted clear path forward for European commercialization activities
Strategy successfully supports fundraising pitch
Created framework for strategic partner discussions

VALUE

Final strategy grounded in practical European product launch experience
Clear understanding of initial investment, ongoing costs and major risks and opportunities
Increased credibility with potential strategic partners