Case Study: Large Biopharmaceutical Company achieves 105% of forecast and captures ~85% of annual revenue with IQVIA's field sales team

Growing biopharma entrusts legacy treatments to IQVIA, focusing internal resources on product launch

Large Biopharmaceutical Company was preparing a major product launch while needing to sustain revenue from flagship treatments nearing the end of exclusivity. To free up nearly 200 internal sales professionals for the launch, the company engaged IQVIA to operate an outsourced field sales team that could quickly deploy experienced commercial staff and align with the company’s people-first culture.

IQVIA rapidly onboarded a project lead, eight regional directors and plans for 85 representatives, then pivoted when the launch was delayed: each regional director engaged 100 high‑volume HCPs and collectively converted those targets to 700 prescriptions in a single quarter. IQVIA’s team was subsequently asked to add a second flagship product, ultimately achieving 105% of forecast for both products by the end of 2021 and accounting for about 85% of the company’s annual revenue, with portions of the team later transitioned in‑house.