Abstract
In this report, we present the results of a study we performed in Europe in
2005 to identify best practices in marketing and sales strategies among
high-performing and profitably growing biotech and midsize specialized
pharmaceutical companies. The survey stressed the importance of a company's
commercialization model, its organizational structure, and its allocation of
marketing and sales functions during different stages of business development
and at different corporate levels (i.e., globally, regionally across Europe,
and at the local country level). We surveyed 18 high-performing companies
with annual revenues of more than $100 million and gained valuable insight
into the optimal methods of pharmaceutical and biotech commercial organization
in Europe.
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