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Product Commercialisation - PowerPoint Presentation

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Uploaded On 2022-06-20

Product Commercialisation - PPT Presentation

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

sales plan checkpoint product plan sales product checkpoint review customers report test clinical diagnostics based pac face start services

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Presentation Transcript

Slide1

Product Commercialisation Process at Thermo Fisher Scientific

Paul Blackburn

Senior EMEA Regional Market Development Manager

Slide2

Unmatched 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

Slide3

Complementary 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.

Slide4

We enable our customers to make the world healthier, cleaner and safer.

A Mission We are Proud of

Slide5

Our 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

Slide6

What 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

Slide7

Concept

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

Slide8

We enable our

customers to make the world

healthier,

cleaner and saferTechnology innovation leadership

Unique customer value propositionUnparalleled global reach

Unmatched Customer Partner

Slide9

In 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

Slide10

Ensures 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

Slide11

11

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

Slide12

Successful Selling and Internationalisation

Claire Healy

Sales Manager (UK and Nordics) Biosciences Division

Slide13

Broad 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.

Slide14

14

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

Slide15

15

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.

Slide16

In 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