Our full service multi-country solution enables our client to expand across the EU

Our client had a presence within Ophthalmology in four EU markets and wanted to expand to 15 countries.


  • Our client requested us to roll out services, including countries where they had no current presence.

  • They asked us to support established brands and prepare for new launches.

  • This required marketing, embedded sales, general management, medico-legal sign-off and pan-EU CRM. 


  • Ashfield advised Santen on what solutions would be required in each country and how to manage this complex process. 
  • We gathered and built a unique menu of services that could be deployed and tailored to the country’s requirements. 
  • Entire project managed at above-country level by Ashfield Project Director and EU Client Director, whilst Ashfield in-country teams delivered focused local resource.



  • Ashfield achieved local formulary access and new product launch sales significantly higher than target. 
  • We established a commercial, medical and marketing presence in 10 countries to date, without the cost of building in-house infrastructure – and created launch plans for other markets. 
  • Our teams were assessed for commercial effectiveness and achieved higher scores than the industry average.

¹ Including UK & Ireland, Spain, Portugal, Austria, Switzerland, Benelux & Turkey