Biopharmaceutical and medical device leaders need to continually examine what structural approaches and resources are best for them given their product portfolio and lifecycle stage. It is crucial to determine the right commercial structure, staffing levels and services for growth and survival across diverse global market types and lifecycle stages.
This document is a presentation by Chris Bogan, Best Practices, LLC chief executive, that reviews key benchmarks and industry executive insights around the role that an organization's structure, staffing and services play in effectively competing across markets, therapeutic areas and product lifecycles. The presentation contains performance benchmarks from Best Practices, LLC research that highlight factors that can inform executives who are facing a changing landscape across markets, therapeutic areas or lifecycles.
SAMPLE KEY METRICS
What is the structure of your commercial operations
Average number of global marketing FTEs per $100M in sales
Oncology global marketing FTEs per product phase
Percentage of global medical education employees in home-office and field-based roles
Percentage of global strategic marketing staff for oncology that are dedicated to mature markets vs. emerging markets
The seven most effective new technologies for educating consumers
Number of publications (5 types) issued during Phase III to Launch period
Geographic regions supported by medical education program
SAMPLE KEY FINDINGS
New Business Models Are Evolving . . . and Leaders Are Reassessing The Structures Best Suited
• Different Strategies and Structures Work or Fail Under Different Market Conditions.
• Global Commercial Structures Evolve Predictably Over the Organizational Lifecycle.
• Making Structures Work Involves Integrated Practices & Approaches.