Case Study #2 | Ivy Tree Advisors

Commercialization: Partnering Strategy & Business Development

Expanding Horizons: Strategic Partnerships and Digital Innovations in Pharma

Objective: To broaden the client's market presence by establishing and leveraging strategic partnerships with consulting firms, integrating digital solutions into the Pharma sector, and demonstrating tangible patient outcomes through data and digital applications.
Activities and Deliverables:
- Evaluation and selection of consulting partners leading to a strategic partnership, focusing on digital solutions for the Pharma sector.
- Development of a comprehensive suite of services including an improved pricing model, case studies, data analytics, and a packaged data solution for commercial teams.
- Successful negotiation and closure of a major deal for a differentiated patient app, establishing a strong market position and facilitating tangible patient outcomes.

The client aimed to expand business channels to include new types of clients by evaluating 10 new types and developing channel partnerships, specifically focusing on the digital solutions in the Pharma sector.
Initiated relationships with the top 5 consulting firms, narrowing down from an initial engagement with 3 firms to establish a foundational operating structure for collaborative efforts.
Embarked on developing case studies and data analytics services to demonstrate impact and value to specific Pharma accounts, facilitating a partnership with a consulting firm that positioned the client as the top solution provider.

To develop and implement an operating structure for channel partnership with a consulting firm, focusing on integrating digital solutions for the Pharma industry.
To create a comprehensive evaluation of potential consulting partners, leading to a strategic partnership that enhances the client's market positioning and sales capabilities.
To design an improvement pricing model and a data service offering, along with packaging this data as a total solution for sales channel partners and commercial teams.

Collaborated with the top 5 consulting firms, establishing a partnership with one that recommended the client as the number one solution, leading to the development of a digital patient app.
Structured a program to assist patients with a digital component, improved pricing models, and a methodology for impactful case studies and advanced data analytics.
Packaged and marketed the data as a comprehensive solution, working closely with sales channel partners to promote it to commercial teams, culminating in a major deal.

Successfully closed a significant deal to launch a differentiated patient app, marking a pivotal achievement in the company's expansion into the Pharma sector with digital solutions.
Established and deepened relationships with top strategy firms, enabling the client and its Pharma and Digital health partners to distinguish themselves and deliver tangible, improved patient outcomes.
Achieved strategic repositioning of the digital health company, expanding its market reach beyond a narrow scope to a broader clientele, emphasizing data-driven results and customized digital health solutions.

Transitioned the digital health company from focusing on a narrow market to engaging a broader set of clients, leveraging the development of new legacy products.
Facilitated the creation of programs that delivered tangible results through data, performance tracking, and digital health customizations, convincing Pharma companies of the value offered.
Completed the evaluation, partnership formation, and even a first deal closure, all within one year, significantly enhancing the company's strategic positioning and operational capacity in the market.