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Successfully Navigating Self-Commercialisation in Europe

Introduction

As discussed in our previous paper, Successful Launches in Europe: Complex, But Not Complicated?,,  Europe is one of the world’s largest and most important regions of focus for pharmaceutical and biotechnology manufacturers looking to treat patients and maximise the value of their products. However, the challenges of entering this market, particularly in terms of its complexity, can be intimidating and may deter some companies from launching themselves. Companies may prefer to out-license or sign agreements with distributors, which are the more traditional routes to market. However, these agreements result in less control for the manufacturer regarding all aspects of the launch strategy and decreased long-term company awareness and revenue stream.

The “holy grail” for launching in Europe must therefore combine the advantages of both self-launch and out-licensing/distributor relationships, resulting in maximal product revenue for the manufacturer over the long term.

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Author
Headshot of Adam Hardy, Senior Vice President, Commercial Operations, EVERSANA
Adam Hardy
Senior Vice President, Commercial Operations

Adam Hardy is a leader in the pharmaceutical industry, having worked in the industry for over 15 years in both European and US-based organizations. This experience includes working in all phases of pharmaceutical R&D,…

Ashley Cox headshot
Partner, Head of Europe

Ashley comes to EVERSANA as Partner, Head of Europe, from SmartAnalyst where she was Head of European Business Development. In this role, she led business development activities across Europe, with a focus on developing…

headshot of Kerem Can Alp
Kerem Can Alp
Product Manager, Commercial

Kerem has over a decade of experience in the pharmaceutical industry, having worked in various capacities within European and US-based organizations. Throughout his career, he has held key roles in business development and strategy,…

Mike Ryan
Executive Vice President, Europe

With more than 25 years of experience in the life science industry, Mike has held global leadership positions in both clinical development and life-sciences software companies. Given this experience, he is highly experienced in…