Commercialization Toolkit

Introduction to the Commercialization Toolkit

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.

How to use this guide

The Commercialization Toolkit makes up the core of the Market Development Toolkit. It leverages PATH’s experience implementing market-based approaches and showcases real world examples of social entrepreneurs utilizing these key and simple tools. It is designed to guide users through the process of commercializing and developing a market for a social product or service designed for low-resource populations. The module is broken down into eight sub-modules that can be read in sequence or accessed as needed:

1.0 Market landscape

2.0 Product and service

3.0 Operations

4.0 Key opinion leaders

5.0 Sales

6.0 Marketing

7.0 Reporting

8.0 Financing