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Build Go-to-Market strategy for commercial success in Pharma
2 Weeks
·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
2 Weeks
·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
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
Build Go-to-Market strategy for commercial success in Pharma
What people are saying
Matteo Rubino
Ajay Nistla
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
Build Go-to-Market strategy for commercial success in Pharma
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 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
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