Product
Commercialization

Our work on product introduction and commercialization brings together the firm’s expertise in commercial life science, healthcare markets, and public health. We work with product developers and innovators across the value chain to accelerate and streamline the product introduction pathway.

Sector Expertise

Pharma and Biotech

Providing support across the total product lifecycle to companies and research institutions developing small molecules, biologics, biosimilars and OTCs

In Vitro diagnostics

Providing support to the full range of in vitro and companion diagnostics, including point-of-care and self-tests.

MedTech

Helping MedTech innovators of various sizes, from small early-stage companies to the more established manufacturers of devices and digitally enabled products.

What we do

Market Intelligence

We seamlessly integrate cutting-edge technology with human expertise to deliver precise insights for monitoring and analyzing market trends, as well as identifying potential challenges. Leveraging diverse data sources, we remain at the forefront of market trends, providing both current and forward-looking perspectives. Our approach involves delving into regulatory, demand, supply, and financing challenges. Through tools like market sizing and cost-effectiveness analyses, we enhance access to essential commodities.

Armed with this invaluable information, we go beyond conventional solutions, understanding that addressing challenges in African markets requires a holistic approach. Our strategic methodology encompasses comprehensive market studies, root cause analysis, option assessments, and customized solutions. By doing so, we empower markets, influencing both the public and private sectors to yield improved access outcomes.

Go-To-Market Strategy

Crafting a robust go-to-market strategy is paramount for life sciences organizations venturing into or expanding within the African market. In this intricate and swiftly evolving landscape, comprehension of unique market dynamics, spanning regulatory intricacies, policy requirements, and cultural nuances, is imperative for success.

Our strategic journey commences with an exhaustive analysis of our client's business objectives, market dynamics, and prevailing trends, coupled with a meticulous examination of the competitive landscape. Collaborating closely with our clients, we delve deep into uncovering their distinctive value proposition, refining market positioning, and identifying target customer segments.

Our go-to-market strategy encapsulates a spectrum of offerings, ranging from meticulous market research and analysis to strategic brand positioning. We specialize in thorough product launch planning, encompassing the identification and evaluation of potential distribution channels and partners. Additionally, our services extend to shaping pricing and reimbursement strategies, along with the cultivation of Key Opinion Leader (KOL) relationships.

Market Shaping

Historically, local decision-makers have played a passive role in shaping the products and interventions entering their markets. As nations assume a more significant role in influencing and financing their markets, there is a critical need to strategically and efficiently direct resources and support towards enhancing regional, country, and sub-national market management.

We step in by providing technical assistance to national and regional agencies, enhancing their capabilities and processes for introducing new products. We fortify their ability to conduct market research, comprehend market challenges, and formulate solutions that capitalize on local opportunities. Our support extends to establishing systems for gathering market intelligence and analytics, elevating data use for decision-making. Lastly, we create collaborative platforms that foster interaction between countries and encourage cooperation between public and private sectors.

Market Development and Launch Outsourcing

Whether you're a dynamic start-up or a global powerhouse, our agency is poised with the expertise and resources essential for the successful introduction and expansion of your products in new markets. As a trusted partner, we stand ready to offer end-to-end market development and product introduction services. By entrusting us with these critical activities, life science companies can focus on core competencies, receiving comprehensive support for product launch planning, execution, and ongoing success.

Our core services include:

  • Portfolio strategy and optimization
  • Customer and Patient Engagement
  • Medical Affairs support
  • Sales and Marketing Support
  • Sales Force Deployment and Management
  • Distribution and Logistics Management
  • Key Opinion Leader (KOL) Development and Cultivation

Strategic Partnership Facilitation

Our distinctive match-making service seamlessly connects life science companies with adept local representatives and distributors across Africa. Through rigorous due diligence, we evaluate potential partners, ensuring their capabilities align with our clients' business objectives.

To elevate this process, we've pioneered a B2B platform expediting partner search and evaluation. Empowering clients, this platform allows assessment of potential partners' capabilities, track records, and direct engagement in a secure, confidential environment.

Our collaborative approach extends to crafting comprehensive partnership agreements aligned with clients' objectives. We provide ongoing support, ensuring the success of these partnerships by offering guidance on navigating local regulations, business practices, and cultural norms. Our goal is to assist clients in establishing resilient, enduring partnerships that foster sustainable growth in the African market.

Scientific and Policy Advice

Our Scientific and Policy Advisory Services seamlessly connect life science innovators with influential thought leaders and experts within the Ministry of Health and other pivotal organizations shaping product commercialization and launch. As thought leaders in key African healthcare topics, our scientific and policy experts bring unparalleled knowledge and experience, guiding clients through the unique landscape of the African market. This service empowers clients to make informed decisions, contributing significantly to the advancement of healthcare outcomes in the region.

Our core service include:

  • In-depth Scientific Consultation
  • Thought Leadership Networking
  • Advisory on Healthcare Policy Advocacy
  • Policy formulation and advisory
Featured Insights
Commentary

Making Markets for Health Care Work: A Conversation with Market Access Africa Managing Partner, Olawale Ajose

In this interview, Market Access Africa Managing Partner Olawale Ajose discusses the role of private markets in enhancing access to healthcare for Africa.

Commentary

Will Global Supply of New Malaria Vaccines meet the African Demand?

Investing in innovation for better tools as well as for rapidly scaling up supply is critical, and it has to be fuelled by the same sense of urgency with which the world developed, produced, and deployed a COVID-19 vaccine

Map of Africa with stethoscope
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Featured Experts

Christian Whiteboy

Consultant, Manufacturing and Production

Christian Whiteboy

Consultant, Manufacturing and Production

Christian Whiteboy is a seasoned pharmaceutical manufacturing professional with over 30 years’ experience withing the broader supply chain eco system. His expertise is in sourcing, scoping, planning, establishing greenfield operations and upgrades of existing manufacturing facility capability. He has managed and delivered on various initiatives in East & South Africa improving the value proposition through product reengineering and continuous improvement practices. He has worked with suppliers, developers and designers from Africa, Europe, China and India. His working experience is in multinationals & local manufacturers and has worked for Aspen Pharmacare, Adcock Ingram and has been consulting for 4 years. He is schooled in engineering, management and holds a master’s degree in business administration from the University of Reading, UK.

Christian Whiteboy

Pam Pillay

Principal, Life Sciences

Pam Pillay

Principal, Life Sciences

Pam Pillay is a Principal in Diagnostics and Laboratory Services within the Life Science cluster at Market Access Africa. As an experienced diagnostics healthcare professional with 9 years in the clinical & molecular pathology laboratory environment and 13+ years in the commercialising in vitro diagnostic products in public health channels and the private sector, she brings solid market intelligence, stakeholder relations and commercial strategy design. Prior to her joining MAA, Pam has served as the Global Product Manager for TB, HIV & CRP at LumiraDx, and the Marketing Director for HIV, TB & Syphilis in the African and Middle East region at Abbott Rapid Diagnostics. Additionally, Pam was the Area Sales Manager for South Africa and Botswana at Alere Inc.

Pam Pillay

Thierry Sonkoue

Senior Specialist, Diagnostic and Medical Device Access

Thierry Sonkoue

Senior Specialist, Diagnostic and Medical Device Access

Thierry Sonkoue is a MedTech expert who plays a pivotal role in introducing various medical innovations across West and Central Africa's markets. With over a decade of experience in business development, he has actively contributed to modernizing laboratories through automation and connectivity. Additionally, he has spearheaded numerous projects aimed at decentralizing healthcare services, facilitating the widespread adoption of Point-of-Care (POC) solutions. Prior to this, Thierry served in Côte d’Ivoire as the Head of Diagnostics & Medical Devices at Tridem Pharma, as well as the Area Business Manager for Central Africa, Guinea & Niger at bioMérieux. He also held the position of Sales Manager for Central Africa at Roche Diagnostics based in Cameroon. Thierry holds a Master's degree in Biochemistry from the University of Yaoundé I and a Master's degree in Sales & Marketing from the University of Montpellier.

Thierry Sonkoue
Azhee Akinrin
Detail

Azhee Akinrin

Principal, Global Health

Azhee Akinrin
Christian Whiteboy
Detail

Christian Whiteboy

Consultant, Manufacturing and Production

Christian Whiteboy
Courage Matiza
Detail

Courage Matiza

Manager, Policy and Public Affairs

Courage Matiza
Dr Sonia Osi
Detail

Dr Sonia Osi

Senior Associate

Dr Sonia Osi
Judy Wangari
Detail

Judy Wangari

Head of Finance and Client Operations

Judy Wangari
Kareem Adeniji
Detail

Kareem Adeniji

Consultant

Kareem Adeniji
Kudzai Makomva
Detail

Kudzai Makomva

Managing Partner

Kudzai Makomva
Kundai Moyo
Detail

Kundai Moyo

Laboratory Systems and Diagnostic Specialist

Kundai Moyo
Loice Kikwai
Detail

Loice Kikwai

Regulatory Affairs Lead

Loice Kikwai
Marlene Musengi
Detail

Marlene Musengi

Senior Specialist, Pharmaceutical Development and Access

Marlene Musengi
Nancy Njoku-Attah
Detail

Nancy Njoku-Attah

Manager, Commercial Life Science

Nancy Njoku-Attah
Newton Runyowa
Detail

Newton Runyowa

Principal, Diagnostics & Laboratory Services

Newton Runyowa
Olawale Ajose
Detail

Olawale Ajose

Managing Partner

Olawale Ajose
Pam Pillay
Detail

Pam Pillay

Principal, Life Sciences

Pam Pillay
Sarah Achola Muthuri
Detail

Sarah Achola Muthuri

Advisor, Regulatory Affairs

Sarah Achola Muthuri
Tendai Mvuvu
Detail

Tendai Mvuvu

Consultant, Research and Analytics

Tendai Mvuvu
Thierry Sonkoue
Detail

Thierry Sonkoue

Senior Specialist, Diagnostic and Medical Device Access

Thierry Sonkoue
Zipporah Bundi
Detail

Zipporah Bundi

Senior Specialist, Diagnostic and Medical Device Access

Zipporah Bundi
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