Situation
Eurand, a specialty pharmaceutical company, was struggling to communicate the value of its advanced formulation technologies, i.e., tastemasking, bioavailability enhancement, and controlled release. The Director of Marketing was responsible for developing presentation decks for prospective partners but could not grasp the complex science behind the formulations. For two years, she searched unsuccessfully for a partner who could bridge the gap between science and marketing. This situation created both a corporate challenge: the inability to differentiate Eurand in a competitive market and a personal challenge for the Director of Marketing, whose performance depended on solving this communication gap.
Task
The immediate need was to create clear, persuasive prospective and internal communication decks that explained Eurand’s technology to both technical and non-technical audiences. Success required more than graphic design; it required mastering the scientific details of drug formulation and then distilling that information into a compelling commercial narrative. At stake was not just Eurand’s ability to attract new business, but also the Marketing Director’s confidence and job security.
- Develop persuasive decks explaining Eurand’s technology that articulated the complex drug formulation science in easy to understand content
- Presentations needed to resonate with both technical and non-technical audiences
- Scientific details had to be distilled into a compelling commercial narrative
Action
BTS Consulting stepped in with a unique advantage: we were scientists before we were marketers.
To build credibility and ensure accuracy, we immersed ourselves in the science.
- BTS Consulting brought a unique advantage: scientists first, marketers second
- Built credibility by immersing in the science, studying publications, and analyzing Eurand’s internal data
- Gained a comprehensive understanding of Eurand’s drug formulation platform
- Translated this knowledge into a suite of tailored presentation decks
- Developed highly technical decks for scientists and regulators
- Created simplified, accurate decks for business decision-makers
- Ensured Eurand’s complex technologies were both understandable and persuasive
- Highlighted clear differentiators from competitors
Clinical Insight & Data Synthesis
- Conducted a rigorous review of peer-reviewed publications and Eurand’s internal research data to extract clinically relevant insights
- Synthesized complex formulation data into clear, evidence-based messages that demonstrated both scientific rigor and commercial potential
- Identified and articulated the clinical advantages of Eurand’s technology over competitors, reinforcing credibility with scientists, regulators, and business leaders
Results
BTS Consulting delivered clear, credible materials that not only restored the Marketing Director’s confidence but also elevated Eurand’s market credibility and strengthened its positioning as an attractive acquisition target. Content creation powered by research and clinical insight:
15
decks produced with clear, credible materials
$583m
acquisition
