Channel Partner Shortlisting for a Global Diagnostics Firm

Client Background 

A global OTC pharmaceutical company with a strong wellness and self-care portfolio was preparing to expand into Latin America. While the company had a solid international footprint, its previous distribution relationships in the region were outdated, requiring a fresh partner ecosystem to support compliant and scalable market entry. 

Client’s Challenge 

To enter multiple Latin American markets, the client needed partners with the capability to manage regulatory approvals, navigate rural and urban retail networks, and support multi-channel distribution. Without current market intelligence or active regional relationships, the client faced significant uncertainty in evaluating partner credibility, operational maturity, and long-term alignment with their commercial strategy. 

How Mordor Intelligence Helped 

Structured, Criteria-Based Evaluation 

• Developed a customized partner evaluation scorecard reflecting product requirements, compliance expectations, and regional operating norms. 
• Applied weighted factors such as regulatory capability, brand alignment, commercial reach, and service reliability. 

Comprehensive Partner Profiling 

• Designed structured questionnaires and conducted interviews to assess reach, infrastructure, licensing, and prior category experience. 
• Captured qualitative insights including adaptability, reputation, and strength of retailer relationships. 

Intent and Fit Validation 

• Engaged shortlisted candidates to assess strategic intent, investment appetite, and readiness to support co-developed GTM initiatives. 
• Evaluated responsiveness, communication style, and operational accountability. 

Decision-Ready Outputs 

• Delivered a refined shortlist with comparison tables, score summaries, and risk flags. 
• Provided clear rationales to align internal decision-makers across sales, compliance, and leadership. 

Key Findings 

• Several highly referred distributors lacked sufficient regulatory capability for priority markets. 
• Well-established players often showed limited flexibility in adapting to the client’s expansion strategy. 
• Only a subset of candidates demonstrated strong alignment across commercial, operational, and cultural dimensions. 

Our Industry Coverage 

Mordor Intelligence has supported partner identification and shortlisting across diagnostics, healthcare services, pharmaceuticals, and medical devices. Our capabilities include: 

• Partner Discovery and Go-to-Market Strategy
• Opportunity Assessment for Tier 2/3 Markets
• Compliance and Regulatory Alignment Evaluations
• Primary Research and Intent Validation
• Shortlisting Scorecards, Profiles, and Recommendation Frameworks

We help organizations build partner ecosystems that enable compliant, scalable, and strategically aligned expansion into new markets.