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

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

Hosted by

Sherry Garg and Aditya Pawar

Global Consulting Leaders, ex-Novartis ex-ZS

Sherry Garg and Aditya Pawar

Global Consulting Leaders, ex-Novartis ex-ZS

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

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

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

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

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

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

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

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

Digital Performance & Insights Manager, Sandoz Germany

Meet your instructors

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

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

Be the first to know about upcoming cohorts