Case Study 4: MSL Program Structure

An emerging biotechnology company with strong presence in the diabetes therapeutic area announced positive results from comparator study for a potential blockbuster. With marketed products and a promising pipeline, our client knew that it had to position itself optimally in order to maximize its success in this critical therapeutic area.

With a sales force of a little over 500 and a small MSL team, the company requested benchmarking data to help determine the optimal size for its Field Medical Team to increase the company’s reach to key opinion leaders. The main study topics were:

• Structure of MSL teams and reporting relationships
• Size of sales force supported by the MSL team
• Roles, responsibilities and activity metrics of MSL team
• KOL segmentation analysis and profiles

CEI Delivers…

Cutting Edge Information conducted a customized study focused on benchmarking the topics above by analyzing MSL Programs from the industry’s leaders. The study led to realigning the company’s MSL structure and internal processes and assisted the client’s management team to compare and adjust the size of its Field Medical Team.