People tend to buy what they feel is important, enjoy, or what others tell them. Selling a product to a group of individuals takes time, research, and an adequate product launch to ensure that the target audience knows why they need this product. 

A successful product launch requires deep research on the target audience. Corporations then have to ensure that they market to the potential customers with the correct strategy which will bring them to the launch party. The launch event is where speakers, pharma companies, and other individuals can explore, explain or test the product to showcase its abilities and need within the customer’s world. A successful product launch lies in the awareness of the brand-new product. 

There are many small parts to a product launch that will ensure a successful event. From creating platforms to advertising to selecting the venue and vendors, all play a crucial part in the success of the product launch. However, before the customers can experience the product a few steps must be completed. 

Market Research

Before the thought of creating a product can come to mind, a corporation or team must find a problem that they want to solve. All problems are solvable and discovering how is what some companies live for. 

Conducting Thorough Market Research before Launching the Product

Conducting deep research into the market will be of great value. Pharma companies will be able to evaluate the need for the product. The market research will allow the team to view data and reports on specific cases that will strengthen their hypothesis of the product. 

Companies can make use of primary and secondary research. Primary research refers to information that the business created. Searching for the best customers, or researching the market. Secondary research refers to data and information that is already on the web. This can be scientific research that supports the product the business wants to sell. 

Analyzing the Competitive Landscape

Consumers will always be provided with multiple options and choices. Thus researching the competition, companies can take a competitive advantage and create or build a product that focuses either on other problems or have better solutions to the problems of the competitor. 

The research team will have to find various sources and data to support their hypothesis. Inadequate information might lead to a product being launched prematurely or without customers’ need for it. 

Identifying Key Customer Needs and Preferences

A product is only beneficial if it solves customer problems. Consumers tend to buy products or services due to the problems they solve and not particularly just the product itself. Thus identifying key needs will ensure that the product will be of great use to the consumer. 

Identifying the preferences will take a deeper understanding and research on the target audience. Preferences can come down to dietary options such as vegetarian or vegan, while others look for healthy options that can solve the same problem. If the target audience is a younger group, the team must find different options to provide to the key audience. 

Branding and Positioning

How customers perceive and identify a product, directly leads to the sales numbers of any product. Consumers must be able to identify the product and this can be increased by the branding of the products. Building and creating a strong package for the product will ensure higher sales and identification of the product. 

Developing a Strong Brand Identity for the Product

A brand identity does not solely present the product. This presents the entire company. Consumers want to follow and represent the entire company and not just a product. There are multiple ways to build a strong brand, but the focus should be on the core values of the company. 

Ensure that employees and clients know the story behind the brand. The business must be different from the competition and consumers must know the strengths and focus points of the business. These small focus points will ensure a strong brand. 

Positioning the Product Effectively in the Market

A strong product placement aims to ensure that the target audience can have access to information on the product. The marketing team must ensure that all platforms that the customers make use of are used for advertising. 

Positioning strategy provides the customer with competitive prices or needs for the product. The marketing team will display the characteristics and importance of the product to the target consumers. Consumers will only buy the product if they can identify the impact it will have on them.

Creating a Unique Selling Proposition (USP)

There are multiple methods of focusing on the unique selling point. Companies can start by placing themselves in the consumer’s shoes. This will allow them the identify key aspects that will draw the customers. Companies must think like the consumer to target exactly the reasons behind the purchase in the first place. 

Regulatory Compliance

Every industry is full of compliances. These compliances are in place to protect businesses and consumers at all costs. This is no different from the pharmaceutical industry. 

Ensuring Regulatory Compliance Throughout the Product Launch Process

Regulations and compliance are placed on industries to ensure that pharmaceutical in follow a standard that provides healthy and safe products for customers. These regulations can change between countries and must be evaluated before the creation of the product starts. 

Navigating FDA Regulations and Guidelines

The FDA is the organization that approves all products and drugs. They take pride in their ability to evaluate and grade a drug based on the materials and effects. Once the FDA approval has cleared the the company can leverage the approval by adding it to the marketing strategy which can lead to a successful launch. This will ensure credibility and that all the regulations are followed to the consumers and patients. 

Marketing Strategies

Developing a Comprehensive Marketing Plan

A marketing plan will ensure that the product will be advertised to the target audience. The launch strategy will focus on key aspects of the internet or channels of which the consumer makes use on a daily base. 

Leveraging Various Channels, Including Digital Marketing

With online platforms being used by most in the world, a digital strategy can be of great success. The marketing team can advertise directly to the customer via the phone or through a website. This will provide the patient with information 24 hours a day. 

Engage with Key Opinion Leaders (KOLs) and Influencers

Key opinion leaders and influencers have been in the industry for a long time, and they have built a reputation of credibility. These individuals or organizations will be able to provide key information to the team on how to reach the customers or how to effectively create a high-quality product. The KOL and influencers can save the company money and time with their experience and input. 

Sales Strategies

Creating a Strong Sales Team and Setting Achievable Sales Targets

A strong team of individuals that have the strength to focus on selling will be the key to hosting a successful pharma product launch. The team must be able to identify key aspects and consumers that they can target with the valuable product. With this market access the team will be able to sell the product to any customer, company, or distributor.

The sales team, however, can only perform to the goals that are set for them. The top management must place specific goals in place to ensure the team knows what to aim for. This will motivate the team, knowing that there is a goal to reach. 

Building Strong Relationships with Key Stakeholders, including Healthcare Providers

Identifying key stakeholders and other partners within the chain of production and selling will provide the company with input from every level of producing and selling a product. The stakeholders and healthcare providers might know what the customers need which is valuable input to the company.

The business can adjust, change or improve the product at every level, which will ensure a high-quality product in the end. Developing a healthy relationship will take time.

Leveraging Data Analytics to Optimize Sales Performance

Analytics and a sales strategy can be hand in hand. Companies can use analytics to improve their sales strategies. The analytics will provide information on the volume of sales, different sales positions, and other key aspects. The team can use the information to improve the lacking aspects and areas to build a stronger launch strategy. 

Check Out Data Science, Predictive Analytics, and AI in Drug Discovery with Novartis:

Patient Education

Education plays a key role in sales figures and metrics. Customers want to know the history and reasoning behind products, which can be provided by the team. 

Creating Patient Education Materials such as Infographics

The digital age brought new and improved methods of displaying information. Teams can now make use of infographics to display the statistics and details of the product. The visual representation can provide more clarity and credibility to the information shared by the team. 

Developing Relationships with Patient Advocacy Groups

A strong relationship with the patients can provide the developmental team with key information about the impact that the product is delivering. The patient can explain the side effects and ways that they feel the product can provide more value. And through this strong relationship, the product can improve with every encounter. 

Ensuring Patients Understand How to Properly use the Product

Large pharma companies must have clear guidelines to ensure that the patient uses the product in the best way. Not only will this ensure that the impact is higher, but this will allow the consumer to understand and explain to others how to use the product which will ensure the highest impact rate. 

Pricing Strategy

Developing a Pricing Strategy that Maximizes Revenue while Remaining Competitive

The market in the pharmaceutical industry is competitive. With options on drugs and the variances of prices, consumers are set to buy what they experience as healthy and well-priced. The price of a product can have a direct impact on the sales numbers, thus companies must evaluate and create a cost strategy that will be competitive and still produce a profit. 

Considering Patient Access and Affordability

The need for the company product might be at an all-time high, but this will not have any impact on the sales or the consumers if they have no access to the product. Companies can set a competitive price, but the power lies in the sales, thus building a product that can be purchased at the local drugstore is a must. 

An affordable and accessible product that is transparent and displays all the necessary information is key to an integrated brand. 

Distribution Strategy

Developing a Distribution Strategy that Ensures the Product is Available to Patients Who Need It

Businesses can create a distribution strategy that will ensure that the product can be purchased at multiple stores. Patients must have access to the product to ensure that they can capitalize on the benefits that the product holds.

Leveraging Various Distribution Channels, including Specialty Pharmacies

Building lasting relationships with all the channels is of utmost importance. Companies can ensure that the product is available at local stores by leveraging the relationships they have built. The business must ensure multiple outlets to provide the patient with multiple pharmacies to ensure higher sales numbers.

Post-Launch Evaluation

After the launch, the team must evaluate the sales rates and feedback provided by multiple patients and retail stores. The information will provide the team with issues or problems that can improve the sales and the product itself. 

Measuring the Success of the Product Launch

Some multiple metrics and statistics can be used to evaluate the success of the drug launch. Evaluating the customer retention rate, or evaluating the referrals of the product are specific metrics that can be used. The higher the statistics the higher the success rate of the product launch. 

Analyzing Feedback and Making Adjustments as Necessary

Obtaining feedback from valuable sources will create the space between where the product must be, and where it is currently at. After the pharmaceutical product launch the team will have set goals, provided by the feedback to enhance and improve the product. This will lead to a higher quality product that targets specific problems. 


How To Use SWOT Analysis in the Pharmaceutical Industry?

The SWOT analysis can be used in all the goals set throughout the pre and post-product launch. From market research, launch strategy to distribution channels. All aspects must evaluate the strength, weaknesses, opportunities, and threats throughout the process. 

What are the 5S Rules in the Pharma Industry?

The 5S rule is to sort, set, shine, standardize, and sustain. Sorting ensures that all equipment, and information are identified. Setting up the equipment and systems in a logical and time-efficient way. Shine refers to a clean and neat workspace. The team must then standardize the process and lastly focus on building a sustainable system. 

Final Thoughts

The pharmaceutical product launch sets the tone for the success of the product. The key to the launch, however is more than planning a great event. The team will be hard at work to ensure that the market is ready and in need of the product. After the market research, teams must create and obtain FDA clearance which will deem the product safe. 

Packaging and brand development will provide the consumers with core values and transparency from the company. The success of the launch event will be directly connected to the amount of potential buyers and distribution stores attending the party.

At the launch party, the team can provide samples, infographics, and multiple other forms of education to ensure that all the attendees understand the history and necessity of the product. The success of a product lies in the team’s ability to adjust and grow as problems occur. 

Ensuring the team and the product line of the growth and adjustments that lies ahead, will leave them ready for action as the feedback and reviews are shared. 

Sabine Ghali

Kelly Murphy


Certified Meeting planner with 20+ years of event management experience, founder of ConferenceSource, expert in meeting facility sourcing & contracting in North America, Europe, South America and Asia. Kelly will manage your budget as if they were her own, negotiating the best possible rate and hotel contract to benefit and protect every client and exceed all expectations for all planning aspects for sales meetings, educational meetings, product launches, incentive trips down to a small board of directors meeting. We make meetings easy understanding your meeting objectives and delivering meeting matched components.