Smarter Commercialization Investment for First Launch Biopharma

With more momentum than ever to bring innovative medicines to market, there is increased pressure on emerging companies to get the launch right. The industry has seen record-breaking funding for therapies in recent years, and many have been commercialized by emerging biopharma companies launching for the first time. For many of these emerging biopharma companies, optimizing commercial launch spend is a critical consideration pre- and post-launch, and with limited funds it can be easy to misjudge the timing of key investments or underfund crucial capabilities.

To help guide commercialization decisions, in this paper Trinity Life Sciences explores pre-launch and first year commercial spend, specifically, U.S. Selling, General and Administrative (SG&A) costs; expected revenue; and actual sales. Leveraging our experience and industry network of experts, we uncover what works, and what doesn’t, so emerging companies can leverage these insights to prepare for their critical launches. What works for one type of product or market doesn’t necessarily work for another, and our analysis highlights the effectiveness of various launch investments across three market cohorts: Specialty, Rare Disease (non-Oncology), and Rare Oncology.

The study reveals several themes (by type of market) that should be considered as part of an emerging company’s launch spend strategy to achieve commercialization success. Most importantly, more spend isn’t always better; what matters is where and when you invest.

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