LCM Opportunity Assessment
“What is the business case for partnering with two separate ID diagnostic manufacturers based on pricing potential and distribution capability across 8 key markets in Europe, LATAM and APAC?”
Our client was the BD & Partnering team of a world-leading diagnostics manufacturer looking to strengthen its ID portfolio and distribution networks. The client had identified two potential partnering targets, but required further due diligence in the pricing and distribution networks before making a decision.
Eradigm undertook and multi-phase approach to build comprehensive business cases for each partnering opportunity, including mapping distribution networks, understanding local market dynamics and customer profiling.
To inform quantitative assessment of the business opportunity, we also completed secondary and primary research to determine ex-manufacturer pricing corridors and purchasing pathways in each market, interviewing distributors and industry sources in each market.
This research was completed across unique and challenging markets, requiring resourceful and targeted local research. The markets in scope included France, Germany, Brazil, South Africa, UAE, South Korea, Thailand and Vietnam.
Despite the challenging selection of markets, we were able to build up a comprehensive assessment of the partnering opportunity through combining local secondary and primary research methodologies. Furthermore, we provided transparent confidence intervals on key pieces of pricing information, allowing us and our client to make critical assessment of the insights provided. This information fed directly into ongoing BD & Partnering team discussions to inform go/no-go partnering decisions.
“The nature of these markets means they require resourceful and targeted research. We were able to tap into our global expert network to source and speak to specific stakeholders who could provide on-the-ground insight into local distribution and pricing of ID diagnostics in a number of challenging emerging markets.” Stefan Focsa, Principal