Vyndamax and Vyndaqel Case Analysis: Summoning the Right Sales Resources to Support a New Blockbuster’s Launch: Best Practice Summary

STUDY OVERVIEW
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STUDY OVERVIEW

The first and only medicines approved by the FDA in May 2019 to treat cardiomyopathy of wild-type and hereditary transthyretin amyloid cardiomyopathy (ATTR-CM), VYNDAQEL (tafamidis meglumine) and VYNDAMAX (tafamidis) each received Orphan Drug designation.

While the therapies are some of the most expensive in medicine, Pfizer's new heart drugs shattered analysts’ sales forecasts to quickly carve out a spot in a therapeutic market that features rival therapies from Alnylam Pharmaceuticals and Ionis Pharmaceuticals.

This Best Practices, LLC analysis probes the field resources deployed at launch to help fuel a new cardiovascular blockbuster. The study examines the field sales and medical staff FTEs (full time equivalents) that Pfizer invested during the first year of the launch of Vyndamax and Vydaqel in the United States to cover medical and field sales operations for its new cardiology drugs.

KEY TOPICS

Sales Resources in the Field
Medical Science Liaison Staffing
Geographic Distributions
Structure
Managerial Span of Control
Training and Effectiveness
Education Background and Experience of Field Personnel

KEY METRICS

Number of sales staff in the US with Vyndamax/Vyndaqel duties
Vyndamax/Vyndaqel revenue generated per sales FTE in the US
Vyndamax and Vyndaqel’s span of control
Number of sales reps and field managers deployed in different geographic regions of the US
Work experience (in years) of Vyndamax and Vyndaqel’s field-based medical team and sales team in the US
Total number of Medical Affairs FTEs in the US

SAMPLE KEY FINDINGS

Sales Staffing Benchmark: Pfizer’s Cardiology sales force went to market with more than 80 sales staff in the US with Vyndamax/Vyndaqel duties.

Educational Qualification: Field-based medical teams attracted talent with deep educational backgrounds.

METHODOLOGY

Best Practices, LLC conducted this research using a three-step process that involved: 1) Data Mining (Job, role and region data mining), 2) Profile and Validation (Codifying mined data and conducting validation tests to determine its accuracy), and 3) Insights and Analysis (Stratifying competitive benchmark ranges and analyzing differences).

Industries Profiled:
Pharmaceutical; Biotech; Health Care

Companies Profiled:
Pfizer

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Vyndamax and Vyndaqel Case Analysis: Summoning the Right Sales Resources to Support a New Blockbuster’s Launch

ID: 5659

Features:

Pages/Slides: 13

Published: 2021

Delivery Format: Online PDF Document

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