Today’s world of COVID-19 shows a microcosm of the In Vitro Diagnostics world. With scientific discovery and technologies improving at an ever-increasing rate, the IVD market, specifically the COVID-19 test development space is becoming very crowded. “In March, the FDA issued a policy to allow developers of certain serological tests to begin to market or use their tests once they have performed the appropriate evaluation to determine that their tests are accurate and reliable. These measures were taken to facilitate test capacity ramp-up during the pandemic (Emergency Use Authorization “EUA”). Since the FDA issued the policy, over 70 test developers have notified the agency that they have serological tests available for use. Over 500 tests addressing COVID-19 are available in the market or in development.

Many IVD companies are now looking for outsourced solutions that can quickly yield commercial access, cut through the noise and gain that “first mover” advantage. This requires a built-in infrastructure that can identify high priority customer targets, and also enable feet on the street so they can start to differentiate and gain user experience with their test.

建立商业基础设施需要时间，对战略的承诺，更重要的是执行。毕竟，如果没有执行，最好的奠定计划是什么都没有的。建立商业基础设施需要时间，时间就是金钱。

While this model has historically been more accepted and common in the pharmaceutical space, medical device and diagnostics companies are realizing the benefits of exploring and leveraging outsourced commercial sales and marketing capabilities, especially during the pandemic. Solutions have been proven to be more cost effective, flexible, and allow companies to fill their skill gaps without the immediate permanent investment.

Today many companies are finding themselves in discussions about the best way to navigate the COVID-19 commercial landscape; health care providers are not always accepting sales reps, and many hospitals continue to limit non-essential personnel. More and more, IVD companies are exploring how to navigate today’s challenges through outsourced commercial solutions in order to be ready to shift quickly within the changing landscape.

在IVD空间内，考虑外包合同销售和医疗解决方案的驱动因素包括（图1）：

• Cost Effectiveness- 为市场规模的服务集成服务，销售力量的规模，一致性和定位与合同销售允许降低内部资源和集成定价。
• 商业有效性– while many companies have launched multiple products, many new companies have limited experience launching into certain markets. Utilizing a commercial solutions partner that has launched hundreds of products and can combine this expertise with relevant data sources, can maximize critical launch activities, and create efficiencies.
• Flexibility- 随着产品生命周期的减少，通过EUAS的更快监管途径使公司能够快速使用竞争性产品进入类似的市场，公司需要灵活地与收入相匹配。能够迅速上下增加以最大化销售和市场趋势至关重要。合同必须具有灵活性，以增加，减少或转移到多个呼叫点，从而减少人员内部负担，并允许公司专注于战略。
• 创新技术必威官方在线- 存在机会，可以通过不合格的合作伙伴来访问和利用高级CRM技术和平台，而无需新的内部投资。
• 技能专业化– Skill gaps can be filled by hiring specific experts that can complement existing teams and members.