Determining the optimal market entry in UK and Nordics

March 1, 2020

A medical devices company marketing a patient-used device sought to enter the market with the device in more countries. The challenge was to understand the potential and requirements to enter the market for each country and market entry option and to derive a market entry strategy for each country.

CRA approach

  • Secondary research on characteristics of each market (size, competition, requirements for HCP & patient access and distribution) and market entry options in each country
  • Development of hypothesis on requirement and sales potential behind each market entry option and joint refinement with client team including country representatives
  • Testing of hypotheses and answering open questions by primary research and development of market entry strategies
  • Presentation and refinement of market entry strategies with client

Client impact

  • Market entry strategy for each country comprehending market preparation, target option and fallback option
  • Detailed characterization of each market including market entry options with process, timing, evidence required and estimated revenue uptake over time
  • Tool calculating potential revenue uptake based on assumptions taken for each market entry option as input for business case analysis
Countries Involved
  • Denmark
  • Norway
  • Sweden
  • United Kingdom
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