CLIENT IMPACT STORIES
Global Distribution Strategy
Bringing focus to third-party channels and driving growth
HOW WE HELP CLIENTS
Company Overview
The Company was a provider of serum, media, buffers and process liquids used in the research and manufacturing of biologics.
The Business Challenge
The Company had recently been acquired by a large healthcare provider. Upon further diligence, it was determined that the Company lacked formal contracts, strategy or commercial leadership to direct and grow its business through third-party distribution channels.
Upon initial evaluation, it was also determined that the Company did not fully understand the value that third-party channels could bring in helping commercialize its products.
Client
Impact
Quickly identify where to focus your investments to accelerate revenue
Our Solution
The solution required extensive forensic analysis of the current footprint in the global distribution landscape – including which dealers had access and authority to carry the Company’s portfolio of products.
Subsequently, the team worked with each of the regional commercial leaders to assess the value that each dealer could provide to the Company. Once complete, work on contracting terms and conditions began. This process was lengthy and required a region-by-region (in some cases a country-by-country) approach to writing contracts.
The Resulting Impact
Creating a single point of contact with ownership of the global distribution strategy provided the Company with many benefits:
- Standardized terms & conditions
- Streamlined process and operational efficiencies for the order fulfillment & customer support teams
- Global transparency on distribution pricing
- Improved transparency on how to drive growth among global distribution partners
- Enhanced management of Tier 1 distribution partners to manage channel conflict
- Enhanced management of channel conflict among direct sales & distribution partners
- Enhanced product management & marketing support for distribution partners
Our Approach
FEATURED CAPABILITIES
> Sales & Marketing
> Brand Transformation
> Business Strategy
> Operational Expertise
> Project Management
> Professional Development
CLIENTS
> Small & Mid-size Firms
> Overseas Firms
> Corporations
Related Client Impact Stories
European Expansion Playbook
Developing a realistic expansion strategy in Europe for a US-based life sciences tools company
