Competitive Intelligence for Diabetes Care USA

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    To understand competitive activities of key (insulin pen needle) competitors in USA on topics of interest to support decision making for the Diabetes Care Injection Platform.​
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    The Client

    • Global leader in manufacturing and distributing insulin delivery devices. The portfolio includes pen needles and insulin syringes for self-injection, safety pen needles and syringes used in the institutional settings and homecare, as well as a mobile App.
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    The Challenge

    • The client is a market leader of insulin delivery devices across the globe.
    • But the landscape dynamics have been evolving rapidly with new low-cost entrants, digital capabilities, novel GTM strategies and partnerships around the globe.
    • The client wants to understand what key competitors have focused on recently and identify any trends to estimate where they might be headed as well how this impacts them.
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    Our Approach

    • Primary Research: Qualitative interviews with both supply side industry experts (Regional sales/marketing/business development managers, Directors etc.)as well as demand side (KOL)
    • Desk research: Through published literature, (press releases, news, etc.) and subscribed literature(investor reports, Import/ Export database etc.)
    • Conference coverage : ADCES, ATTD
    The Objectives

    The Objectives

    • To validate current knowledge base in Japan (with existing client knowledge in USA by Cetas)
    • Track (and report) market dynamics for key competitors in USA.
    • Strategic thought collaboration between the client and Cetas (e.g., develop SWOT, propose directions)
    Project Outcomes

    Solution/Outcome

    • We fact checked and validated existing client knowledge in Japan.
    • Identified gaps to enhance the baseline knowledge which were then addressed through analysis on finalized topics by means of desk research. Primary research with industry participants was also conducted and conferences (International as well as country specific) were covered to get insights on what the competitors were showcasing.
    • Based on this the client was given recommendations for USA which included prioritizing launch of insulin pump in the market, consider white labelling and entering value segment, explore partnerships for connected care etc.

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