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Case Study

Roche Diagnostics: Partnering at scale

By James E. Henderson and Polina Bochukova

18 pages

November 2019

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Reference: IMD-7-2094

Certe, a Netherlands based Lab Chain approached Roche (amongst other competitors) to see how they could build a customer partnership to help them through a digital transformation that would radically change the role of labs and diagnostics in the future. Roche responded with gusto bringing in Business Development, Sales, Consulting R&D and Digital expertise into starting off the relationship on the right foot. The two companies engaged together in areas where they could collaborate, and then testing the collaboration through a design thinking workshop to re-engineer diagnostics for the Intensive Care Unit in 2 hospitals. The outcomes of the workshop were beyond the expectations of both parties – with tangible digital solutions coming from it. Given that other Lab Chains globally were starting to make similar noises, Roche Diagnostic saw an opportunity. How to scale these partnerships. However, the roll out was not as straightforward as possible: who would take charge: Roche Diagnostics country organizations; Roche Diagnostics Healthcare Consulting or Roche Diagnostics R&D? The answer was not obvious as the organization struggled to go the next step in making their customer partnerships a real differentiator.

Learning Objective

Strategizing an ecosystem of partnerships.
Scouting for new partners – and identify the capabilities to make it happen.
Starting partnerships on the right foot through a joint workshop.

Keywords

Strategy, Partnering, Design Thinking

Settings

World/global, Netherlands
Roche Holding, Healthcare, Health and Medical Services
2018

Type

Field Research

Available Languages

English

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