Case Study

Roche Diagnostics: Partnering at scale

18 pages
November 2019
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.
Partnering, Design Thinking
World/global, Netherlands
Roche Holding, Healthcare, Health and Medical Services
Field Research
© 2019
Available Languages
Related material
Case clearing houses

Research Information & Knowledge Hub for additional information on IMD publications

Discover our latest research
IMD's faculty and research teams publish articles, case studies, books and reports on a wide range of topics