Case Studies
At Charrete Advisory, our work is defined by results. Each engagement represents a unique challenge requiring tailored strategies, structured execution, and measurable outcomes.
Our case studies highlight how we help organizations navigate complexity, unlock opportunities, and achieve sustainable growth across different business scenarios.
Market Fit Optimization
Aligning Product with Market Demand
A growing company approached us with a strong product but limited traction. Through in-depth market analysis and customer segmentation, we identified key gaps in positioning and messaging.
By refining the value proposition and aligning it with customer expectations, we helped the organization improve market fit, increase engagement, and strengthen its competitive position.
Project conducted by: Randy
Client: One of the largest US biotech companies
Objective: Determine whether company should enter the heart and lung post-transplant monitoring space.
Randy identified the most appropriate KOLs to collaboratively conduct studies with, negotiated and closed relevant contracts, designed the respective studies with the clinical operations team, and co-led data analysis.
Other Deliverables:
- Market research
- Competition analysis
- Ad boards
- Upstream marketing, market fit
- Financial forecasting
- Product positioning, marketing collateral, clinical adoption potential
Outcome: Company entered the post-transplant monitoring space for both heart and lung and has been executing well in this space.
Market Entry Strategy
Navigating New Market Opportunities
A client looking to expand into a new market needed a tailored market entry strategy. Our team conducted in-depth market research, competitor analysis, and customer segmentation to guide the entry process.
We crafted a roadmap that outlined the optimal entry strategy, identified potential partners, and evaluated key risks. This helped the client successfully enter the market, build brand recognition, and establish a foothold in a competitive space.
Project conducted by: Randy
Client: A digital pathology startup
Objective: Provide an SaMD client (AI biomarker prediction → precision therapy) a clear reimbursement strategy and detailed implementation plan.
Randy evaluated critical decision points that can lead to a delay to market, as related to FDA (pre-)submission, CLIA lab buy-borrow-build, pursuance of ADLT status, and AMA CPT coding.
Other Deliverables:
- In-depth HCP (oncologist/pathologist/Lab Director/COO) interviews
- Advised on CLIA/no-CLIA reimbursement strategy after engaging the key government regulator
- Financial modelling for purchase incentivization of hospital central labs
Outcome: Client pursued the recommendations to (1) raise additional VC funds, (2) build a 2-year go-to-market plan, (3) tailor their sales strategy, and (4) pursue a hospital billing pathway.
Product Launch Execution
Driving Early Adoption and Momentum
We supported a client preparing to launch a new product in a competitive market. Our role included defining go-to-market strategy, optimizing messaging, and identifying key distribution channels.
The result was a structured launch that generated early traction, accelerated adoption, and positioned the product for long-term growth.
Project conducted by: Randy
Client: A Fortune 50 multinational pharmaceutical company
Objective: Broadening the use of a point-of-care test – from emergency use authorization (EUA) to an in vitro diagnostic, submitting a 510K; the context was differentiating two communicable respiratory infections.
Randy performed economic and clinical outcome analyses on the client’s data, and created value messaging for the three key stakeholders necessary for broad adoption– patients, healthcare providers, and payers. These analyses informed a nationwide product launch campaign.
Other Deliverables:
- HEOR-based pricing model
- Marketing collateral and storyboards
- Real-world evidence report
Outcome: Client proceeded in the advised direction and is on path to secure broad distribution and market acceptance (including coverage by commercial payers).
Coverage & Integration Strategy
Expanding Reach with Operational Alignment
An organization seeking expansion faced challenges in integrating new operations across multiple markets. We developed a strategy focused on coverage optimization and operational alignment.
By streamlining processes and improving coordination, the client was able to expand efficiently while maintaining consistency and performance.
Project conducted by: Randy
Client: A leading US clinical laboratory
Objective: Provide a clinical laboratory/test developer evidence to support both reimbursement and broad primary care integration for a drug-drug interaction (adverse drug event) test.
Randy led a 500+ physician market research study, a decentralized clinical trial, and a pilot study (with one of the largest US primary care systems) to produce physician decision-making and real-world outcomes data.
Other Deliverables:
- Evidence generation planning – AV (analytical validity), CV (clinical validity), and CU (clinical utility)
- Multiple high-impact publications
Outcome: Client expanded their commercial and CMS coverage for the product, the primary care system adopted the test at all nationwide facilities, and client is in development of a next-generation product.
Product Harmonization
Product Harmonization
A company with multiple product lines needed to unify its portfolio. We helped harmonize product positioning, streamline messaging, and align internal processes.
This resulted in a more cohesive brand presence and improved operational efficiency across the organization.
Project conducted by: Randy
Client: A global life sciences company
Objective: Improve operational efficiency by reducing product redundancy.
Company sought to determine how to streamline and harmonize their somewhat redundant HLA genotyping products, and what the financial effect on the business would be. Jonathan performed a comprehensive assessment and developed a rationalization plan.
Other Deliverables:
- Met with primary company customers to discuss potential discontinuation impact
- Projected financial outcomes for various SKU reductions
- Devised a clear (SKU-by-SKU) rationalization plan and generated relevant marketing messaging
- With the company Operations team, collaboratively developed an implementation plan
Outcome: Rationalization plan was executed. Loss of revenue was minimized as company achieved clarity with all key customers about their migration plan ahead of rationalization. Discontinuing underperforming products boosted division profitability by streamlining operations across QA, QC, manufacturing, technical support, marketing, product management, supply chain, and bioinformatics.
Business Strategy Development
Building a Scalable Growth Framework
We worked with a leadership team to redefine their strategic direction. Through structured analysis and planning, we developed a roadmap that aligned business goals with market opportunities.
The outcome was a clear, actionable strategy that supported growth, improved decision-making, and strengthened long-term positioning.
Project conducted by: Randy
Client: A leader in developing genomic tests and platforms
Objective: Create an enterprise strategy.
Randy co-led the process of forming a 3-year strategy for a company operating in transplant diagnostics. He collaborated with dozens of stakeholders, and then convened the key internal company executives to obtain an actionable enterprise-wide strategy.
Other Deliverables:
- Identified business challenges and opportunities, resulting in reprioritization of internal projects
- Assessed high-priority needs and required capacity, creating a pragmatic timeline for multi-project launches
- Evaluated changes to FDA & CMS guidelines, creating a plan to capitalize on changes relative to competitor
Outcome: Streamlined processes, consolidated resources, and developed consensus, building energy among team members, and aligning goals with practical steps forward.
M&A Intelligence
Supporting High-Stakes Decision Making
A client evaluating a potential acquisition required detailed insights to guide their decision. We conducted comprehensive analysis, assessing financial, operational, and strategic factors.
Our work provided the clarity needed to evaluate risks and opportunities, enabling the client to move forward with confidence.
Project conducted by: Randy
Client: A leader in developing and manufacturing molecular diagnostic tests
Objective: Plan portfolio and evaluate acquisition targets.
Randy led M&A intelligence, closely advising the CEO, CBO and other stakeholders on technical product analysis, financial modeling, and reimbursement potential, leading to investment recommendations backed by supporting evidence.
Other Deliverables:
- Performed technical due diligence and held discussions with company founders
- Assessed product’s fit with company’s current portfolio
- Evaluated various reimbursement pathways
Outcome: After assessing over a dozen companies, advised the company CEO and CBO to pursue a tender offer for one target. To minimize risk, the company made a conservative bid based on Jonathan’s valuation of the asset. A competitor overpaid for the product and struggled to gain market share. Leveraging insights gained from this, the company independently developed its own technology.
Let’s Create Your Success Story
If you’re ready to achieve measurable results and take your strategy to the next level, Charrete Advisory is here to help.