Case study

Secondary care hybrid KAM resource

 

 The Challenge

  • Product launch - specialist - IBD secondary care.

  • Support formulary applications where market access is not yet achieved.

  • Drive pull-through sales in accounts where market access is achieved.

  • Speed CSF - Rapid results required.

 The Solution

  • Flexible resource focused on formulary achievement, guideline development and sales pull-through.

  • Recruit highly experienced KAMs with Gastro/IBD experience and contacts to hit the ground running.

  • Create a culture of collaboration with in-house KAM team and payer engagement team.

  • Highly focused approach flexed continually with respect to the changing market access landscape.

 The Results

  • Multiple formulary submissions achieved within 1 month of project start.

  • All nzyme activate formulary achievements listed as Amber and Green status.

  • nzyme activate KAM territories contributed 55% of overall sales revenue at 12 months.

  • Strategic input from experienced therapy specialist KAMs valued by client organisation.

“The nzyme activate KAM resource was a key factor to the success of the project as they bought with them significant therapy area experience and strong customer relationships. Their contribution in terms of market access and sales outcomes were highly valued.“

— Sales Director