We were asked to evaluate a novel drug eluting balloon catheter technology that represented a disruptive threat to conventional stent treatment in vascular disease. In particular we needed to understand where the key interventional opportunities existed; i.e. coronary/peripheral arterial applications and stenotic type (de novo, re-stenosis and in-stent re-stenosis). The major requirement was to understand the likely value of the technology.
A major offering from Cambridge Consultants is that we help clients to realise the value of their technologies and are able to understand their differentiation in the market, and to understand the threats and disruptive technologies that will impact on the uptake of such technologies.
This is achieved with a series of processes that work in tandem. Firstly we talk to the ‘demand side’ of the market, understanding the key needs for successful patient outcomes and the barriers to adoption of new technologies. Secondly we assimilate the information from the ‘supply side’ of the market, which gives us a thorough understanding of the competitive environment, including the emergence of threats, as well as opportunities that may lead to partnering approaches.
Finally we integrate a thorough PEST analysis for the therapeutic area and overlay this into the evaluation.
For our client, we determined the potential market for drug-eluting balloon technology and provided a listing of the key target lesion applications. These were:-
- In-stent re-stenosis (coronary)
- Treating lesions in tortuous vessels (coronary)
- Bifurcation lesions (coronary)
- Femoral/Popliteal lesions (perpheral)
- Below knee lesions (peripheral)
We provided information on potential pricing for interventions in the differing anatomies, the potential number of interventions where a drug-eluting balloon would be deployed and a subsequent valuation as to the size and growth of the market. Pivotally, we also showed where the key barriers existed for adoption of the technology against existing technologies and those in development.
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