Case Studies

China Market Entry Strategy Case Study

Curation of partnering candidates and detailed revenue forecast to support licensing initiatives

The Situation

  • A U.S. biotech company seeks to understand China ovarian cancer market situation and to assess potential for a novel therapy among four patient segments in later line treatment

The Ask

  • Develop a list of potential partners and prioritize them
  • Detailed forecast of market opportunities for the four targeted patient segments
  • An overview of China healthcare landscape, including pricing, reimbursement, and local competition

The Actions


Partner Curation

  • 40+ China-based companies were analyzed for their potential as partners for the China market rights for the asset
  • We analyzed and recommended top ten partnering candidates


Opportunity Assessment

  • We outlined the pricing and reimbursement environment for oncology drugs
  • We mapped out detailed clinical pathway for two main types of patients based on treatment guidelines and in-depth interviews with Chinese KOLs
  • We developed treatment paradigm with patient volume estimations
  • We constructed a quantitative model based on current treatment paradigm and estimated market opportunities for the novel therapy in each patient segment and line of treatment

The Impact

Assisted the client in understanding the unique market landscape in China and potential hurdles

Developed fact-based revenue forecast to support term sheet development

Curated potential partners for BD&L initiatives

Representative Deliverables

Potential Partner Curation

Sample report page

Chinese Insurance System

Sample report page

OC Treatment Paradigm

Sample report page

Revenue Forecast

Sample report page