CASE STUDY

Business growth by expanding in new segment

Situation

Our client wanted to expand their business base into a new health care segment. They had limited knowledge and expertise in the specific segment.

Diagnosis

Our client was launching new a technology into the hospital market for a specific disease segment. The client needed to understand the segment size, key issues, how business was conducted, and how decisions were made.

Solution

An environmental scan was conducted (including research on procedures) and key opinion leaders. DS&R helped develop and facilitate a key opinion leader (KOL) advisor board to provide insights about entering the market and unmet/unarticulated needs. DS&R subsequently worked with the client to develop a launch plan.

Result

The research and insights enabled the client to effectively launch the product with the support of segment thought leaders. The client built stronger relationships with KOLs (who were among the first customers).

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