jueves, 4 de diciembre de 2014

How Gilead “Blew Out the Lights” / Sovaldi: The Legendary Blockbuster


Mark Schoenebaum of ISI Group compared hepatis C treatment Sovaldi’s launch to the launch of such other legendary drugs as Avastin, Gleevec, Revlimid, and more. Based on the chart, I think you’ll agree that Sovaldi is the most legendary of them all. Competitive launches and Sovaldi’s successor Harvoni will slow Sovaldi’s growth, but until then…wow! 

Despite ongoing criticisms of Sovadi’s pricing, patients and physicians clearly want this biomedical innovation—and wholesalers, pharmacies, and PBMs have come along for the ride. 

The chart compares quarterly U.S. sales for seven specialty drugs since their launch dates, which appear beside each drug’s name. Sovaldi's U.S. sales were $7.5 billion in its first four quarters. (Más)

  Sovaldi is the new “king” of Rx “first year” sales. Period…And given its limited, “specialty” market, the result is even more impressive.


The Keys to Gilead’s Success 

 So, given all that was in front of it, it’s worth asking, how did Gilead pulled this off? 
Here’s my theory:

  1. The“Cure”Story 
  2. “Cost Effectiveness” 
  3. Smart Business Decisions 
  4. Management Conviction Decision and Crisp Coordination between Gilead Operating Units
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