Sales
Introduction
Very, very few therapeutics (product) developers go from preclinical all the way to revenues from sales. Of course, your product must eventually make it to market, or you aren’t helping patients. While the path from discovery to commercial sales is long, expensive, and high risk, it must be understood – even if an acquiring company is commercializing, the challenges and perspectives are critical to your own success.
What
Post regulatory approval, new therapies must be marketed, distributed, and sold to realize their societal, and economic, potential.
When
Planning for reimbursement, at least, is an early stage activity. Typically, sales strategy is roughed out in the early clinical stage and should be quite well defined by human PoC.
Why
Building a successful sales organization is very costly, and high risk. Some exceptions exist, typically in the rare disease subsector. While few companies will ultimately undertake this path, your partner or acquirer will expect you to have thought things through.
Learning Goals
A basic understanding of pharmaceutical sales and marketing.