Pharma & Healthcare
Italian excellence in the natural well-being with presence in the professional channel.Revenue: ~ €50M
User Research, Digital Business Strategy & B2B Digital Transformation
User research, digital strategy and B2B transformation guidelines for an Italian natural health company sold only through pharmacies and herbalists, to open direct digital channels without weakening the trade network that drives its business.
Services
Support
- Advisory / Strategy
- Solution design
Goal
Understand how end consumers discover and buy the products, define the role of digital over the next five years and size its potential, while protecting a distribution model built on the pharmacist's advice.
Approach
A consumer survey, focus groups and desk research fed five personas and their purchase journeys. On this base we built a go-to-market by channel and market, a five-year digital P&L, a B2B value chain assessment and a technology roadmap.
Results
A loyal customer base, but sales from journeys that start and end online were slipping away. We estimated a multi-million sell-out opportunity over three years, with direct Amazon management lifting margin by 6 points.
Who worked on it
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