Building a business in France, case by case

A US company had developed a molecular diagnostic test used in cancer testing and wanted to start its business in France. Abaxxi took charge of the complete roll-out plan.

Our market assessment showed that the test would be used in a limited number of hospitals specialised in the disease. We identified the decision makers in each one and organised visits to present the clinical value of the test. The hospitals were keen to add it to their portfolio, but all required a local comparison study on their own samples. We coordinated that study across five hospitals: training the laboratory teams, organising data collection and supporting the analysis. Once the test was ready for routine use, we managed the response to the public tender that French hospitals require.

The scientists published an academic paper on the evaluation and presented it at a major scientific meeting. Within 18 months, the test generated €800k of business in France, and the company had a route for further growth.

An innovative medical device manufacturer wanted to grow its sales in Europe, and especially in France. Its device brought a new level of safety and ease of use to a specific surgical application, but it was priced above the market. Our assessment showed that the real obstacle was not price: even convinced surgeons hesitated to change their routine.

With a supportive surgeon, we ran a cost–benefit analysis based on evidence from daily use, and published it. We then presented it in a roadshow across the country to a mixed audience of users, health authorities and the other members of hospital buying committees.

This put the company in a strong position in a series of public tenders, most of which it won. Business grew well beyond expectations, and we then selected a French distributor to develop the device's presence in the market.

A US software publisher had developed a tool that helps hospitals, especially imaging departments, process and use clinical information. It needed help to promote and sell the software in France, and to install and support its integration in hospitals.

Competition was strong, including software developed in-house by the hospitals themselves. Convincing users and stakeholders to adopt the software in routine practice took visits, data, trials and meetings. Alongside sales, we provided first-level customer support and local IT deployment.

The first licences were signed with three hospitals; users told us that a smooth deployment with local support made the difference. Overall, the software generated €750k of business over three years.

An international biotech company had developed an innovation for preclinical assays and wanted to establish it in Europe, where many pharmaceutical R&D labs could benefit from it.

Together with the company, we drew up a list of target organisations. We identified the decision makers and approached them with an offer combining commercial and scientific arguments, then organised and followed up the first tests of the technology. We worked our way up the management chain to establish it as the solution for one step of preclinical drug development, and negotiated the licence agreement over several weeks.

A licence agreement on favourable terms for our client, and several research facilities now using the technology in routine.