Commercialization Toolkit

Introduction

For the past five years, PATH has worked extensively with developing country small- and medium-sized enterprises and social organizations (such as local nongovernmental organizations or NGOs) to build commercial capacity and create, test, and refine social business models that can have a meaningful impact on important health issues.

The Commercialization Toolkit consists of a combination of approaches that were successful in making health products available to low-income households. It illustrates how PATH has helped partners through the commercialization process in several developing countries. The toolkit is organized into eight modules, each covering a different commercial discipline or approach. The contents are presented here to be used by any entity aiming to increase access to products that can help sustain health for low-income households.

PATH has developed a core set of user-friendly tools and approaches to assist organizations as they seek to identify market opportunities, devise strategies to address these markets, and develop the capacity in their organizations to ensure successful execution of each strategy.

As these tools and approaches took shape, we began to recognize universal themes and applications across the many diverse countries, environments, and products where we work and have assembled them into a Commercialization Toolkit. Our hope is that they can be of use to future PATH partners and other social entrepreneurs and NGOs.

The Commercialization Toolkit illustrates how PATH has helped partners through the commercialization process in several developing countries. It is organized into eight modules, each covering a different commercial discipline or approach. Although many modules are labeled in the familiar language of commercial disciplines, they are not meant to present a detailed dive into each discipline, as there are many other useful approaches that are not contained here.

The toolkit modules include: Landscape, Product and service, Operations, Key opinion leaders, Sales, Marketing, Reporting, and Financing. Modules will be expanded and new ones will be added as PATH extends our work into new countries and health areas, such as sanitation and air quality.

 

Acknowledgments: PATH has developed this toolkit with funding from the Bill & Melinda Gates Foundation under the Safe Water Project. PATH would like to thank the many partners whose contributions large and small have also helped shape the toolkit. Those partners are Whitten & Roy Partnership, Living Goods, Hydrologic, VisionFund, Hindustan Unilever, MART, Spandana, IDE, Eureka Forbes Limited, Safe Water and AIDS Project, Life Force Kiosks, Medentech, and Zuellig Pharma.
Banner photos: PATH.

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