Case Studies

Facilitating

Strategic Partnerships

for Market Expansion

Introduction

Expanding pharmaceutical products into new markets requires a well-structured strategy and the right commercial partnerships. A specialty pharmaceutical company from Canada sought to extend the reach of its dermatology and pain management products into Latin America. Two distinct projects were undertaken: one focusing on the commercialization of a novel isotretinoin formulation in Brazil and the other on an extended-release tramadol product across multiple Latin American markets, including Brazil and Mexico. 

To achieve this, the company needed trusted partners with strong local market knowledge and distribution capabilities. Through Trifermed’s structured approach to strategic partnerships, successful collaborations were established with two pharmaceutical companies: one from India, a leading global pharmaceutical company with a strong presence in dermatology, and another from Uruguay, a well-established pharmaceutical firm with extensive experience in pain management solutions across Latin America.

The Indian partner, with a history of developing and commercializing dermatology treatments worldwide, had an established portfolio in both prescription and over-the-counter skincare solutions, making it an ideal fit for launching the isotretinoin product in Brazil. Meanwhile, the Uruguayan partner had a strong distribution network and a track record of successfully launching pain relief medications across Latin America, ensuring a streamlined path for the extended-release tramadol product.

Background

Recognizing Latin America's growing demand for effective treatments, the specialty pharmaceutical company sought partners that could maximize market penetration through established commercial infrastructures.

The primary objectives were:

  • Securing a partnership for the dermatology product in Brazil with a company experienced in dermatology distribution.

  • Establishing a partnership for the pain management product with a company capable of handling multi-country distribution in Latin America.

  • Creating structured collaboration frameworks to optimize market entry for both products.

Trifermed was engaged to facilitate these strategic partnerships, leveraging its extensive network, expertise in business development, and deep understanding of market dynamics in the pharmaceutical industry.

Our Approach

Trifermed applied its proprietary methodology to guide the client through the partnership process, ensuring structured and effective collaborations for both products:

  1. Environmental Analysis & Strategic Discussions

    • Conducted a comprehensive review of the market landscape in the required region.

    • Engaged in strategic discussions with the client to define project scope, objectives, and key success factors.

  2. Strategic Partner Identification & Evaluation

    • Conducted a thorough analysis of potential partners with expertise in dermatology for Brazil and pain management across Latin America.

    • Assessed strategic fit and alignment between the client and prospective partners.

  3. Facilitation of Partnership Negotiations

    • Supported discussions to align expectations, define responsibilities, and establish mutually beneficial agreements.

Services Provided

  • Strategy discussion and project scope definition

  • Partner Identification & Evaluation​

  • Deal Structuring & Negotiation Support​

Outcomes & Future Development

As a result of Trifermed’s facilitation, the specialty pharmaceutical company secured strategic partnerships for both its dermatology and pain management products with well-established pharmaceutical firms: one from India for the dermatology product in Brazil and another from Uruguay for the pain management product across Latin America. These agreements enabled:

  • Market Expansion: Entry into Brazil for the dermatology product and multiple Latin American markets, including Brazil and Mexico, for the pain management product.

  • Strategic Alignment: A clear partnership structure ensuring shared objectives and long-term success.

  • Operational Readiness: A well-defined collaboration framework to support the products’ market entry and distribution.

With solid commercial partners in place and defined roadmaps for market entry, the company is well-positioned to drive growth in Latin America’s pharmaceutical sector while continuing to explore further expansion opportunities in the region.