2. Founded in 2009, Salient Research and Consulting is a full-service global consulting
practice with deep expertise and focus on new product commercialization issues.
Since inception, we have delivered over 30 engagements in the medical
device, pharmaceutical and biotechnology industries.
Our clients range from major global biopharm manufacturers to diversified consumer
health companies to venture-backed biotech start-ups but our focus remains singular:
Developing trusted, long term relationships with our
clients by providing unparalleled strategic
consulting and market research services and
improving their business outcomes

3. Leverage Deep Apply Leading Ensure Alignment
Industry Edge Approaches through Turnkey
Experience and Methods Solutions
Leadership and Best Practices Comprehensive
Senior Staff with Gleaned from a Broad Consulting and
True Industry Array of Commercial Research
Experience Situations Solutions
Salient’s principals and Salient applies leading Salient’s full suite of
consultants bring deep edge techniques and strategic consulting and
biopharm and device solutions to business market research services
launch experience from problems; Salient’s clients allow Salient to fully
direct employment in the are recognized leaders in partner with clients and
industry which allows their industries which ensure efficiency and
Salient to apply real allows Salient leverage alignment throughout our
worldknowledge and world-class solutions strategic engagements.
expertise to each across industries
engagement.

4. focuses on 4 distinct
Corporate Portfolio
practice areas and leverages a
Strategy Optimization
broad range of services to
meet our clients’ needs.
MarketinMarket
Combining deep consulting
services with market research
Lifecycle Brand
expertise and secondary data Planning Strategy
analysis, Salient ensures
alignment through each work
stream of an engagement.

5. Beginning with deep engagement with the client team, Salient brings forward best-
practice tools and executive facilitation skills to develop a portfolio strategy that prioritizes
pipeline assets relative to market opportunities.
Portfolio Optimization Process
Therapy A
Therapy A
Therapy B
Therapy A
Therapy C
Therapy C
Therapy D

6. Early-stage cardiac device company needs a focused, structured approach to R&D
resource allocation and prioritization.
 Salient is retained to help develop and implement a portfolio prioritization tool to
assess customer need, organizational value and competitive advantage.
 In design sessions for the tool, it is clear that the process to drive these
assessments is a gap in organizational function.
 The project expands from design sessions and tool creation, to internal interviews
and operational policy design with R&D, marketing and operations to create a
prioritization process including milestones, assessments and reviews of the
projects to assure the effective use of the tool.
Implementation of the prioritization tool drives the process of focusing R&D
resources to highest value portfolio-related projects and longer-term strategic
initiatives; 10-15% of projects in queue are deemed ‘low-value’ and are put on
hold or killed.
–6–

7. By leveraging decades of industry experience, Salient provides a
broad base of support for the development of brand strategy.
Salient can utilize its proprietary Brand Strategy
approach to develop brand
&
Product
strategy or enhance the client’s 4. Anticipate and Positioning
counteract
own approaches with primary competition
research and strategic thinking.
3. Ensure customers
recognize value
proposition
2. Segment Market
based on unique
opportunities
1. Understand Current
Customer Behaviors and
Underlying Drivers

8. A large global biopharm company faces fast-evolving regulatory andunique
competitive dynamics across affiliate geographies, triggering a strategic
reconsideration of the commercial strategy for a key obesity product.
 Partnering with global marketing, Salient launches turnkey global consulting
engagement and manages multiple market research projects in key geographic
markets to highlight the relevant, unique opportunities in each individual market.
 Salient develops and facilitates sequential workshops with affiliates and global
marketing to drive collaboration and consensus on the strategic choices impacting
the commercialization strategy.
 Salient synthesizes all information collected to deliver specific, actionable
recommendations for the re-focus of the commercial strategy and launch plan.
Client uses Salient-provided data and recommendations as the foundation for re-
structuring a single, global launch plan into geographic-specific launch plans
addressing country-specific challenges.
–8–

9. Global biopharm adjusts its corporate pipeline priorities to incite the accelerated
development of an insulin pump for new entry to the US market. Limited previous
investment in the product space drives a critical need to understand market
opportunities and assure that the product specifications match the market needs.
 Salient mines secondary data, internal and external expertise to develops
comprehensive frame of market dynamics and identifies key opportunities.
 Develops multi-phase research approach and competitive analysis to inform and
complete data gaps.
 Salient synthesizes information into clear recommendations on product
requirements and design specifications based on unmet market needs.
US development team successfully revises desired global product
positioning, updates launch strategy and addresses key deficiencies in
development program.
–9–

10. Moving beyond launch, Salient’s strategic approach helps our clients make clear
investment decisions to manage the full lifecycle of their products and maximize
individual revenue opportunities.
1. Assess drivers of current
product performance
Salient combines primary
market research, competitive
intelligence and secondary
2. Gain insights and assess data analytics to model key
impact of key future events
scenarios that drive milestone-
based decision-making.
3. Develop plan to optimize
future revenue stream

11. Small specialty pharmaceutical company exploring prioritization of clinical trials
for phase III and later lifecycle management opportunities.
Needed to better understand commercial implications of expected trial outcomes
and make internal prioritization decisions to inform launch and lifecycle strategy.
 Delivered bottoms-up analysis and valuation of opportunities associated with
different indications and presented case studies outlining previous competitive
launch claims and strategies in therapeutic area.
 Developed and led workshop with C-level officers of the company
(CEO, CMO, Head of Clin Pharm, Head of Marketing, etc) to drive decision making
on Phase III / Phase IV program
 Maintained ongoing relationship with key constituents to provide further support
of launch and lifecycle recommendations.
Specialty company reprioritizes elements of clinical trial program to align with
better understanding of market demands and sequences later studies to
maximize lifecycle planning opportunity.
– 11 –

12. Salient provides a broad range of value-added consultative services that
enhance internal and external corporate development opportunities.
Range of Corporate Strategy Services
Supported by primary market
research and enhanced by Marketing
the industry experience of our Process Benchmarking
/ Market
principals and Planning
consultants, Salient provides
a range of corporate
development services Alliance and Strategic
Partnership Licensing
designed to improve our
Management Opportunities
clients’ bottom line.

13. Two major pharmaceutical companies in co-promotion alliance need to harmonize
strategic choices and communication for before market development can begin in
specific markets.
 Salient performed internal audits of key documents and communication materials
from both alliance partners and identifies areas of focus.
 Developed workshop with cross-functional global teams (30 + participants) to
discuss key differences in articulation of strategic choices and communication.
 Provided ongoing support of each company in alignment of strategic materials
and communication post-workshop.
Alliance partners gained a single shared resource with aligned marketing
materials and communication points.
Regional affiliates of both companies were given consistent messages around
marketing choices for portfolio ensuring consistent execution with customer base.
– 13 –

14. Fortune 100 Health Care Conglomerate and Major Biopharm engaged in co-
development deal around novel product combination.
Given shared resources required to develop product, critical need for aligned
decision-making; Differ marketing tools complicated communication.
 Salient performed internal audits of key documents and communication materials
and identified primary areas for discussion.
 Developed and led a multi-day engagement for key constituents from both
companies to create alignment and shared goals.
 Based on input from constituents, Salient developed a single set of marketing
tools to be used by both corporate partners
Partners gained a shared set of marketing tools and a clearer understanding of
market opportunities
Partners successfully re-prioritized key initiatives to accelerate the development
of the marketing strategy and tactical execution
– 14 –

16. Robb Lawrence Jason Kitayama
Managing Director Managing Director
• Founded Salient in 2009 and has • Former independent consultant
since managed over 30 engagements consultant with breadth of experiences
with pharmaceutical, biopharm and spanning biopharm, medical
device companies. device, orphan diseases and
interventional services.
• Broad commercial operating
experience from Merck and • Previous management consultant with
Company;Held key marketing roles Cap Gemini;
on launch team for JANUVIA, a $3bil
blockbuster product • Industry experience in marketing and
market research from Boston Scientific
• Focused on developing leading edge and Merck Millipore.
consulting for new product
planning, marketing and strategy
development