Point of Care Tests (POCT)

Alcimed supported a diagnostic player to prepare the launch and positioning of a new portable infectious disease diagnostic device in France.

For this mission, our team first explored the regulatory context and its expected changes concerning POCT devices, in order to validate the possible conditions for launching and financing the device on the target market, as well as the health providers potentially involved in its implementation. At the same time, we drew up an overview of competing or potentially competing solutions in place or to come on the market, in order to define the axes of differentiation of the solution and its unique value proposition.

The solution was confronted with the needs and expectations of 7 target client segments, including 5 segments new to the laboratory, in order to prioritize the effort and refine the value proposition of the solution and to prepare, beyond the launch, its first years of life. The target client segments ranged from traditional health providers in private practice to public health screening centers, pharmacies, nursing homes or even the army.

The results of our study allowed our client to precisely target the target client segments, allowing him to bring added value and guide the value proposition of his solution, as well as to define the adjustments to be expected in the short term. to allow the device to reach its full potential.

Alcimed supported a diagnostic player in defining its strategy and identifying the relevant sectors to develop on the POCT market with different objectives in particular: decipher and assess the global and European POCT market, and identify key areas and technologies where to play a role.

For this, our project was divided into three stages: analysis of the current POCT market and expected trends through literature searches and interviews with European and international POCT KOLs; analysis of our client’s current position in this market through internal interviews with European general managers and product managers; and the identification of business opportunities for it through the development of workshops around the identification of potential business opportunities for our client.

These three stages of work enabled our client to identify three important sectors in which to position themselves to develop their competitiveness within a given geographic sector.

Alcimed supported a start-up in the launch of its innovative solution in Europe, helping it to better define the positioning of its product and a relevant marketing strategy. For this, two main steps were carried out during this project:

1. The identification and characterization of competing POCT solutions through an in-depth documentary analysis to map the competition and current practices, and through the conduct of interviews with influential people and experts in Europe (associations, specialized institutes)
2. The analysis of the main regulatory aspects in Europe and the questioning of our client’s market assumptions by analyzing the demand and the receptivity of its POCT solution via a literature review, the analysis of specialized databases, as well as through exchanges with around sixty people, potential clients and decision-makers.

Our project allowed our client to benefit from a complete analysis of the legislation, the receptivity of its product by its future users, obstacles and market levers and in practice, pricing, information on contracts and market sizing.

Our recommendations also enabled a prioritization of the markets according to their size and their receptivity, thus guiding the strategy for launching the solution.

We supported a pharmaceutical manufacturer in its search for potential partners in the field of non-invasive glucose monitoring technologies in Asia.

For this, our project was divided into two phases: a first phase during which our team mapped the main sources of information in the field of biodetection technologies, including conferences and networking events. And a second phase devoted to the identification of relevant products/technologies and players in the field of biosensors, corresponding to the sector of interest of our client.

This study initially enabled the identification of a hundred potential partners for our client. We then evaluated these partners taking into account criteria defined with our client (company portfolio, innovation pipeline, geographical markets covered, robustness and solidity of technologies, results of clinical trials, manufacturing capacity, etc.). Ultimately, our mission enabled our client to identify key partners in 5 Asian countries (Japan, South Korea, India, China and Taiwan).