Process at Thermo Fisher Scientific Paul Blackburn Senior EMEA Regional Market Development Manager Unmatched Depth Leading innovative technologies Deep applications expertise Premier laboratory productivity partner ID: 920978
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Slide1
Product Commercialisation Process at Thermo Fisher Scientific
Paul Blackburn
Senior EMEA Regional Market Development Manager
Slide2Unmatched Depth
Leading innovative technologies
Deep applications expertise
Premier laboratory productivity partner
Our Mission: To enable our customers to make the world healthier, cleaner and safer
We Are The World Leader in Serving Science
Global Scale
Approximately 70,000 employees globally
More than $20 billion in annual revenue
Unparalleled commercial reach
Slide3Complementary Segments Create Competitive Advantage
Analytical Instruments
Life Sciences Solutions
Laboratory Products and Services
Specialty Diagnostics
27%
17%
22%
34%
Microbiology
Antimicrobial Susceptibility
Testing Solutions
QuantStudio
Dx
R
qPCR
Genetic
Sciences
BioPharma
Services
Laboratory Chemicals
Bioproduction
Cell Culture Reagents
Enterprise and Instrument Services
Biosciences
Life Science Reagents
Pathology
Rotary Microtome
Mass
Spectrometry
Fusion
Lumos
MS
Chromatography
Vanquish
UHPLC
Electron Microscopy
Titan
Krios
TEM
Reproductive
Health
Microarrays
iCAP
Triple Quad MS
Clinical
Diagnostics
PCT Biomarkers
Lab Equipment
TSX ULT Freezers
ImmunoDiagnostics
ImmunoCAP
Allergy and
EliA
Autoimmunity Tests
$19.8B
Revenue
SeqStudio
CE System
Lab Consumables
E1
ClipTip
Pipette System
Clinical Oncology
Next-Gen Sequencing
Transplant
Diagnostics
NXType
High-Resolution Genotyping
Chemical Analysis
Gemini Handheld Analyzer
NOTE: Percentages based on unaudited LTM revenues through Q2 2017 including estimates for intercompany eliminations and other accounting policy adjustments.
Slide4We enable our customers to make the world healthier, cleaner and safer.
A Mission We are Proud of
Slide5Our Customers
– Our Focus
We help accelerate innovation
and
enhance productivity for our customers.
Customer
Accelerate research
Support
regulatory compliance
Utilize
strategic outsourcing
Optimize supply chain
Enable technical innovation
Improve production efficiency
Improve diagnostics
Solve complex analytical challenges
Increase
lab
productivity
Partner
on R&D projects
INNOVATION
PRODUCTIVITY
Slide6What is PCP?
A high-level but flexible process for commercialization a product that consists of 6 phrases that start and end with a Checkpoint/Phase Review
DtI
Decision to Investigate
DtC
Decision to Commercialize
SDC
Start Development Checkpoint
SMC
Start Manufacturing Checkpoint
CTC
Confirmation Test Checkpoint
PRC
Product Release Checkpoint
PCC
Product Closure Checkpoint
A high-level but flexible process to commercialize a product that consists of 6 phrases that start and end with a Checkpoint/Phase Review
Slide7Concept
Definition
Development
Manufacturing
Confirmation
Commercial
Service / Support
Quality/
Regulatory
Product Management
Program Management
Operations
Decision To
Investigate
Decision To
Commercialize
Start Development
Checkpoint
Start Manufacturing
Checkpoint
Confirmation Test
Checkpoint
Product Release
Checkpoint
Project Closure
Checkpoint
Development
Business Plan
Project Charter
Technology Assessment
Customer Wants
Product Specs
Field Test Plan*
Consolidated Test Plan*
Prod. Dev. Plan *
Operations Plan*
Service & Support Plan
*
Quality Plan
*
Regulatory Plan*
Risk Management Plan*
Clinical Evaluation Test Plan*
Consolidated Test Report*
Prod. Dev. Report
*
Operations Report
*
Risk Management Report*
Field Test Report
Certificate of Analysis
Regulatory Submission
Clinical Evaluation Test Report
Integrated Project Plan & Schedule
PAC Review
PAC Review
PAC Review
PAC Review
PAC Review
PAC Review
*
May be either a separate document or included in the Integrated Project Plan & Schedule
Underlined documents to be updated in each following phase, as necessary
Design Control begins upon approval of
DtC
Gate
Verif
Plan
Verification
Report
Validation Report
Valid Plan
8/2016
Legend
Global Product Management Review
Design Review
Proprietary
Plans
Reports
Other deliverables
Design Freeze
User Document Plan
*
Customer Requirements
Trace Matrix
Product Requirements
Verif
Prtcl
Valid
Prtcl
Stability Plan (IVD)
Stability
Prtcl
(IVD)
Stability Report (IVD)
P
C
P: Overview
Slide8We enable our
customers to make the world
healthier,
cleaner and saferTechnology innovation leadership
Unique customer value propositionUnparalleled global reach
Unmatched Customer Partner
Slide9In your teams answer the following questions:Why is a product commercialisation process important to an organisation?
What benefits will it bring?
What challenges might the process bring?
Your group exercise
Slide10Ensures we deliver:
Why is PCP Important?
Maximal
flexibility
for our diverse businesses and broad range of products
High-level
procedures and work instructions
Allows
collaboration
of cross-functional team (Core Team)
Provides functional
ownership
of major activities
the who and when
Describe the
what
, not the how
Descriptive, not prescriptive
Slide1111
The
Extended Team:
a cross-functional group of people with in-depth technical knowledge or experience with a particular aspect of the project
P
C
P: The People
Slide12Successful Selling and Internationalisation
Claire Healy
Sales Manager (UK and Nordics) Biosciences Division
Slide13Broad Portfolio
Analytical Instruments
Life Sciences Solutions
Laboratory Products and Services
Specialty Diagnostics
27%
17%
22%
34%
Microbiology
Antimicrobial Susceptibility
Testing Solutions
QuantStudio
Dx
R
qPCR
Genetic
Sciences
BioPharma
Services
Laboratory Chemicals
Bioproduction
Cell Culture Reagents
Enterprise and Instrument Services
Biosciences
Life Science Reagents
Pathology
Rotary Microtome
Mass
Spectrometry
Fusion
Lumos
MS
Chromatography
Vanquish
UHPLC
Electron Microscopy
Titan
Krios
TEM
Reproductive
Health
Microarrays
iCAP
Triple Quad MS
Clinical
Diagnostics
PCT Biomarkers
Lab Equipment
TSX ULT Freezers
ImmunoDiagnostics
ImmunoCAP
Allergy and
EliA
Autoimmunity Tests
$19.8B
Revenue
SeqStudio
CE System
Lab Consumables
E1
ClipTip
Pipette System
Clinical Oncology
Next-Gen Sequencing
Transplant
Diagnostics
NXType
High-Resolution Genotyping
Chemical Analysis
Gemini Handheld Analyzer
NOTE: Percentages based on unaudited LTM revenues through Q2 2017 including estimates for intercompany eliminations and other accounting policy adjustments.
Slide1414
Direct-
Maintain your own sales force, working directly with end users
Sales Model Options
Indirect ‘Exclusive’ Channel Partner-
Have a single distribution partner. Usually a company who will hold stock and take care of all sales and delivery of the products under the contract for an agreed transfer price.
Indirect Multi Channel Partners-
Have multiple distribution partners, potentially including direct sales.
Agents-
Usually individuals or small companies who sell on behalf of your brand/portfolio on a commission basis. They don’t hold stock, they guide customers to place orders with the supplier/manufacturer.
Regional variances are very normal with the same portfolio
Slide1515
Field Sales-
Usually remote/home based, using mainly face to face meetings, but also phone and email to connect with customers.
Sales Team Options
Inside Sales-
Generally office based using phone and email to connect with customers, occasionally face to face visits.
Digital Sales-
Generally office based using digital tools to connect with customers and promote products, along with phone and email. Rarely face to face meetings.
Segment Teams-
Sales teams specific to a market segment, e.g. Biotech, Pharma, Clinical, Academic
Specialist Teams-
Sales teams with a product or application area focus. Deep technical knowledge. Often used to support various sales models.
Slide16In your teams answer the following questions: 20mins
Each team takes 1 sales role and build a list of top 5 weekly tasks they might have and based on a 40hrs week, assign time spent on each.
Secondly, build a list of 5 key training needs someone new to this sales role would have.
Your group exercise