Abstract
Commercializing new drugs continues to challenge companies across the
pharmaceutical and biotechnology sectors. Cutting Edge Information published
this study to assist individuals and product teams who seek guidance in the
allocation of pre- and post-launch marketing resources for small and specialty
brands.
The information contained in this report is based on primary research gathered
from brand managers and directors, marketing executives and marketing support
function team members working with brands marketed in the United States,
Europe and worldwide.
The following recommendations and conclusions were among Cutting Edge
Information' s top study findings:
Support niche brand launches with stronger promotional infrastructures.
Niche brand development is a catch-22; companies hesitate to invest heavily in
a drug targeted for less than $500 million in peak annual sales and niche
brands cannot exceed $500 million because they are not properly supported. The
highest global spending for any niche brand profiled in this study is...
Invest more funds in thought leader development than advertising for European launches.
With such limited budgets, brand teams need to be particularly meticulous in
allocating resources to the various marketing functions. One core marketing
strategy that brand teams approach differently...
Leverage smaller products for profits and strategic objectives, focusing on brand activities and advertising to grow revenue.
Blockbuster products reach multibillion dollar revenues thanks to their
experienced marketing organizations. However, even experienced marketing
organizations rely on niche drug launches to fill portfolio gaps and expand
into new therapeutic areas. Companies with the promotional wherewithal to
maximize niche sales...
Assign marketing resources in a timely fashion to have greatest impact.
Marketing a niche drug entails great attention to the timing of marketing
activities. By the same token, allocating marketing dollars to support these
marketing functions during key stage gates in a product' s development is
paramount to a drug' s success...
Assign global staffing levels according to marketing investment levels and drugs' unique demands.
It is generally true that FTEs increase alongside financial investments.
Closer examination of the products, however, shows that dollars spent is not
always a predictor of staffing levels...
| 
View Cart
