Commercial Assessment for a Potential Acquisition

A mid-size pharmaceutical company was considering the acquisition of a target company with multiple assets in ophthalmology. They engaged Blue Matter to conduct a commercial assessment on the opportunity.

Our team began by conducting detailed secondary research on the disease background, epidemiology, treatment journey, treatment paradigm, and current usage / coverage.  To stage-gate the assessment for the client, we leveraged this robust understanding of the market, along with a small sample of market research interviews with physicians, to build a high-level market sizing model to estimate the likely range of the potential opportunity.  Based on this initial assessment, the client decided to conduct further diligence to better understand the commercial opportunity of the target assets and the high-level commercial effort required to drive a greater uptake of those assets.  We conducted a quant study to help better size the market and conducted a claims analysis to understand patient-physician mapping and inform assumptions on commercial effort required.  We then socialized our findings with the C-Suite, Business Unit Head, and Corporate Development team.

Analysis and materials built were used in multiple Board of Director discussions and subsequent internal C-suite discussions regarding the transaction.  We ultimately informed the client’s decision to move forward with an offer for the target company, and the deal closed later that year.