This case study outlines how to implement value pricing approaches in the difficult process of pricing a new pharmaceutical product. The process implemented in this project enabled the client to achieve market access in the US and the EU5 (Germany, France, UK, Italy, Spain) for a first-in-class, ultra-orphan oncology therapy.
In this case study, the author outlines a portfolio optimization project for Oberbayerische Volksblatt (OVB) Rosenheim. This project helped the company transition from a confusing showcase of possibilities to a subscription store that helps customers decide. The emphasis on behavioral selling has increased the company’s portfolio value by 36%.