Benchworks Health Consulting
Star Composite

What We've Done

Case Studies

svg-icon Geolocating patients
with rare diseases svg-icon
svg-icon Launching a novel
compound in CNS svg-icon
svg-icon Accelerating launch
readiness for
simultaneous launches svg-icon
svg-icon Mergers and acquisitions:
go or no-go svg-icon
svg-icon Breaking through in
a crowded market
to become a
category leader svg-icon
svg-icon Digital
transformation svg-icon
Rare Diseases Icon

GEOLOCATING PATIENTS WITH RARE DISEASES

SITUATION

A CNS orphan disease drug manufacturer was looking to improve patient acquisition during the pandemic by utilizing novel multichannel tools.

ACTION

BW Consulting utilized proprietary data to identify HCPs at the time of diagnosis. A series of emails were deployed within 2 days of the diagnosis and staggered on a weekly basis.

RESULT

Email open
rate was
Upload Icon 4x
Industry norm
Click-through
rate was
Upload Icon 8x
Industry norm

In one case, a pediatric nephrologist engaged through email

Upload Icon 14x

over a 5-month span during a time when there was no rep access

Launching Icon

LAUNCHING A NOVEL COMPOUND IN CNS

SITUATION

A small biotech firm is launching an innovative product in the CNS space. The plan was to incorporate push-and-pull strategies and identify potential launch-planning gaps while developing a commercial plan and brand vision.

ACTION

A blueprint for commercial launch planning was developed and included an executive summary, situation analysis, brand ladder positioning, brand strategy, strategic imperatives, behavioral objectives, and a launch readiness assessment. A workshop with launch teams produced brand vision statements.

RESULT

Launch Activities Icon

Launch activities accelerated

By identifying and prioritizing key gaps, launch activities were accelerated and the client was on track to meet its launch excellence milestones. The prelaunch strategy has been reassessed to better prepare both HCPs and patients with market-shaping strategies.

Heart Icon

ACCELERATING LAUNCH READINESS FOR SIMULTANEOUS LAUNCHES

SITUATION

A top-3 biotech manufacturer was looking to pressure-test its launch activities and identify gaps for 2 products simultaneously launching in the cardiovascular space. Already behind schedule, management was concerned it wasn’t prepared to meet aggressive launch milestones.

ACTION

  • Developed: launch diagnostic heat map
  • Identified: gaps in key areas
  • Implemented: new processes and best practices
  • Formed: Product Launch Center of Excellence

RESULT

Fireworks Icon

Blockbuster status

Both products launched on time, and 1 surpassed

$1 billion in sales

Mergers Icon

MERGERS AND ACQUISITIONS — GO OR NO-GO

SITUATION

A pharma holding company considered acquiring a biotech manufacturer with a novel oncology formulation. The client looked to assess the product’s attributes and positioning against SOC from a payer’s perspective and evaluate pricing and formulary expectations to make a go/no-go decision.

ACTION

Through a combination of qualitative and quantitative market research of payers responsible for over 200 million lives, leveraging conjoint analysis, we evaluated the product and compared it to existing SOC.

RESULT

No Go Icon

No-go

We found that payer response was lukewarm because the product did not differ dramatically from the SOC, and a 30% reduction in price would be required to make the product available. The holding company opted against making the acquisition.

Pills Icon

BREAKING THROUGH IN A CROWDED MARKET TO BECOME A CATEGORY LEADER

SITUATION

The client was launching an ADHD product in a highly competitive space that included branded and generic options. The challenges were to identify the differentiating feature, establish brand presence, and grow and lead without overspending.

ACTION

Slight points of differentiation were established, and brand strategy was developed through research and deep customer insights. A foothold in the crowded category was created using a novel high-tech/high-touch approach and expanded via a patient-centric strategy.

RESULT

The product became a category leader.

Fireworks Icon

$2 billion in sales surpassed

The client at launch owned a niche of the market and gradually expanded its reach using new clinical data: severity of symptoms, subpopulation data, and new indications.

Transformation Icon

DIGITAL TRANSFORMATION

SITUATION

After successfully launching a pair of orphan drugs, the client accelerated its marketing efforts with a multichannel approach but looked to evaluate multichannel closed-loop marketing (MCLM) solutions to assist with brand decision-making across the enterprise.

ACTION

A comprehensive MCLM strategy was generated through several endeavors, including the development of a business case and road map, implementation of a digital content style guide, and definition of a multichannel content development strategy.

RESULT

The organization cut its time to market of promotional materials nearly in half, from 6 months to a little over 3 months. Rep effectiveness improved significantly.

Message recall
increased

Upward Arrow Icon 82%

Targeting
improved

Upward Arrow Icon 87%

Our Clients

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