Go-To-Market Strategy

Objective:

Identification of GTM Strategies through Primary Intelligence and Assessment of Manufacturing, Partnerships, Logistics & Distribution Networks

In the competitive and rapidly expanding biosimilars market in Europe, developing an effective Go-To-Market (GTM) strategy requires robust insights into the commercial landscape, regulatory pathways, manufacturing infrastructure, and distribution channels.

The objective of this engagement was to identify optimal GTM strategies, evaluate manufacturing sites and partners, and map out logistics and distribution networks to support a successful biosimilar launch in key European markets.

Problem Statement

A mid-sized US-based pharmaceutical company with strong biosimilar commercialization capabilities engaged DelveInsight to help navigate the complexities of launching a biosimilar product in Europe.

The client required a comprehensive competitive assessment to understand how EU-based biosimilar players operate, including:

• Manufacturing site locations
• Supply chain and logistics operations
• Distribution networks across EU markets
• Salesforce structure, roles, and commercial targets
• Competitor GTM strategies and promotional activities
  
  

Their goal was to benchmark competitors, identify strategic partners, and build a reliable roadmap for launching their biosimilar across Europe.

Our Methodology

DelveInsight executed a multi-layered research and intelligence framework combining primary research, secondary analysis, and competitive benchmarking to deliver actionable GTM insights.

1. Extensive Secondary Research

We analyzed the European biosimilar landscape using:

• Company websites
• Clinical trial registries
• Press releases and regulatory announcements
• Scientific literature and research publications
• Internal databases and proprietary resources
  
  

This provided baseline insights into market dynamics, launch patterns, and competitor positioning.

2. Comprehensive Primary Intelligence

DelveInsight conducted in-depth primary interviews with:

• Industry experts
• Former employees of key biosimilar players
• Regulators and market access consultants
• Supply chain and logistics professionals
  
  

Primary research enabled a detailed understanding of:

• Biosimilar launch processes in Europe
• Pricing and reimbursement pathways
• Market entry barriers and country-wise launch complexities
• Partnership models between EU-based manufacturers and distributors
  
  

3. Competitor GTM Strategy Analysis

We evaluated competitive biosimilar players to identify:

• Their approval and launch sequencing
• Manufacturing collaborations
• Distribution and logistics models
• Marketing, salesforce, and promotional deployment
• Priority launch markets based on regulatory ease and market opportunity
  
  

Results

DelveInsight delivered a comprehensive Go-to-Market strategy blueprint enabling the client to make informed, strategic decisions for their European biosimilar launch:

Strategic Due Diligence on Europe’s Biosimilar Market

We shortlisted key biosimilar companies and analyzed their commercial strategy, operations, and market performance.

Detailed Approval & Launch Sequence Mapping

The client received clear visibility on competitor timelines, launch order, and sequencing across major EU markets.

Country-Level Launch Priority List

We provided a ranking of European countries based on:

• Regulatory ease
• Market attractiveness
• Pricing and reimbursement environment
• Commercial readiness
  
  

Salesforce & Promotional Activity Insights

DelveInsight evaluated:

• Deployment of marketing and commercial teams
• Promotional strategies used to drive uptake
• Quantified targets for marketing materials and physician engagement
  
  

End-to-End GTM Strategy Framework

Our proactive and holistic analysis empowered the client to:

• Understand the competitive dynamics of the European biosimilar market
• Optimize their market entry strategy
• Strengthen commercial planning
  
  

Secure a strong foundation for successful biosimilar commercialization in Europe