Build Go-to-Market strategy for commercial success in Pharma

8 Days

·

Cohort-based Course

Identify relevant customers, segment them for targeting, define customer engagement roles and design right structure for sales organization

Course overview

Build a Pharma GTM strategy that's robust and implementable

Do you know the most common reason why even well-crafted strategies don't yield success? It's because they are not implementable especially in the complicated healthcare landscape!


Build a winning Pharma go-to-market strategy by evaluating and addressing often overlooked pitfalls and following a structured 3-step process:


1. How to identify relevant customers, segment them based on business objectives, and shortlist for targeting through various channels?


2. How to define customer engagement roles through a cross-functional brainstorming session


3. How to design the right structure of a sales organization leveraging data and time-tested rules of thumb

Who is this course for

01

You are a Pharma Commercial Excellence professional who wants to reduce dependence on Consultants for strategic projects

02

You are an upcoming Consultant who's looking to expand the breadth of your functional knowledge in pharma industry through real case studies

03

You are an Analytics professional looking to break into a Strategic Role in Pharma industry

What you’ll get out of this course

Build a customer target list using a tailored approach based on data availability (or unavailability!)


Design realistic customer engagement roles using a proven framework


Time-tested rules of thumb to define an optimal pharma sales organizational structure


Implementation roadmap with guidance on fatal pitfalls and critical success factors

What people are saying

        Working alongside Sherry & Aditya on several commercial strategy projects has been an absolute pleasure. I'm thrilled to learn that they have decided to share their knowledge and experience through this course. Their expertise in the field is sure to benefit anyone seeking to gain a deeper understanding of commercial strategy and how to apply it
Matteo Rubino

Matteo Rubino

Head of Data, Insights & Analytics, AstraZeneca UK
        Sherry's mentorship was instrumental in helping me successfully complete some challenging consulting projects as a sales operations professional. His ability to simplify complex commercial strategy topics and provide practical examples helped me gain deeper understanding of the field, which eventually led me to a full-time position in Germany
Ajay Nistla

Ajay Nistla

Digital Performance & Insights Manager, Sandoz Germany

Meet your instructors

Sherry Garg

Sherry Garg

"Strategy without implementation is hallucination."

  • I have spent over a decade helping business leaders with product go-to-market strategy, portfolio optimization, customer engagement model design in US, Canada, UK, Germany, Italy, France, Spain, China, Japan and several other markets in EMEA
  • I have distilled my learnings over time into frameworks, checklists and rules of thumb that I wish I had access to earlier in my career.
  • I'm a seasoned Consultant with prior experience of leading a Global Commercial Consulting team comprising of 35+ Consultants & Analysts. I have mentored and coached tens of professionals on functional topics as well as consulting mindset. Now I’m looking to share this knowledge with a wider audience.
Aditya Pawar

Aditya Pawar

  • I am a seasoned professional having experience of consulting and operations with strong analytical skills and result oriented thinking
  • I have delivered 50+ field and commercial design solutions projects including product launches across various business units in US, Canada, Europe, South America, India, Japan, China and other markets in Asia
  • I have rich experience of building, leading and mentoring large teams of analytics professionals
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Course syllabus

01

How to identify relevant customers, segment them based on business objectives, and shortlist for targeting through various channels

  • Analyze patient journey and patient flow to identify most important customers
  • Segment the customers using relevant metrics based on business objectives, brand lifecycle stage and data availability
  • Identify target customers for each engagement channel

02

How to define customer engagement roles through a cross-functional brainstorming session

  • Understand and work through the building blocks of defining customer engagement roles
  • Get tips, tricks and a template to run a cross-functional workshop and design realistic roles

03

How to design right structure of a sales organization leveraging data and time-tested rules of thumb

  • Evaluate a product's go-to-market strategy in context of company's portfolio strategy
  • Design a structure considering product basket of sales force, reporting lines, span of control to enable ease of implementation & manageability

Course schedule

5-6 hours
  • Dates to be announced

    10:00am - 11:30am GMT+1

    • 3 sessions x 1.5 hours each
  • Learning Implementation through a case study

    1 hour

    • Offline prep work for presenting your work on a case study
Free resource

Free 15min Consultation

Do you want to chat about:


  • Whether your learning objectives will be met from this course
  • Customizing the course for your team
  • Building a successful career in pharma commercial consulting
  • Your pharma product launch and get our expert opinion

Book this free consultation

Learning is better with cohorts

Learning is better with cohorts

Active hands-on learning

This course builds on live workshops and hands-on projects

Interactive and project-based

You’ll be interacting with other learners through breakout rooms and project teams

Learn with a cohort of peers

Join a community of like-minded people who want to learn and grow alongside you

Frequently Asked Questions

What happens if I can’t make a live session?
I work full-time, what is the expected time commitment?
What’s the refund policy?
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Build Go-to-Market strategy for commercial success in Pharma

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