What is Customer Demographics and Target Market of Coherus Biosciences Company?

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Who are Coherus BioSciences' Customers?

Understanding Coherus BioSciences' customer demographics and target market is crucial, especially after their strategic shift in late 2024/early 2025. This pivot focused their efforts on innovative immuno-oncology products, notably LOQTORZI.

This strategic redirection necessitates a deep dive into the evolving customer landscape to ensure effective market penetration and sustained growth in the competitive biopharmaceutical sector.

What is the Customer Demographics and Target Market of Coherus BioSciences Company?

Coherus BioSciences, initially focused on biosimilars and contributing an estimated $1.5 billion in annual market savings, has significantly refined its market focus. The divestiture of its biosimilar portfolio, including UDENYCA in December 2024 for up to $558.4 million, signals a clear prioritization of its immuno-oncology pipeline. This transition means the company's primary customer base is now shifting towards oncologists and healthcare providers specializing in cancer treatment, who will be prescribing or administering innovative therapies like LOQTORZI. Understanding the specific needs and preferences of these medical professionals and their institutions is paramount for Coherus's future success, as detailed in analyses like the Coherus Biosciences BCG Matrix.

Coherus BioSciences primarily engages in a Business-to-Business (B2B) model, focusing on healthcare providers such as hospitals, oncology clinics, and specialized treatment centers as its direct customers. The demographic characteristics of the end-patients are secondary to the needs of these prescribing professionals and institutions.

Primary Customer Base

Coherus BioSciences' direct customers are healthcare providers, including hospitals and oncology clinics. These entities then serve the ultimate beneficiaries, patients requiring specific treatments.

Strategic Shift to Oncology

The company has strategically shifted its focus from a broad biosimilar market to a specialized oncology segment. This transition aims to strengthen its position in innovative oncology treatments.

Key Oncology Segment: NPC Treatment

The fastest-growing segment and future revenue driver for Coherus BioSciences is healthcare providers treating patients with nasopharyngeal carcinoma (NPC). This is driven by the demand for LOQTORZI.

LOQTORZI Adoption Drivers

LOQTORZI's position as the only FDA-approved treatment for recurrent, locally advanced, or metastatic NPC, coupled with its Preferred status in NCCN guidelines, significantly influences its adoption by oncology professionals.

Coherus Biosciences Target Market Evolution

Coherus BioSciences has undergone a significant transformation in its target market. Historically, the company was a key player in the biosimilar market, notably with UDENYCA, a biosimilar to Neulasta. For the full year 2024, UDENYCA generated $206.0 million in net revenue, marking a 62% increase from 2023 and achieving a 29.0% market share in the pegfilgrastim market by Q2 2024. However, the divestiture of UDENYCA in December 2024 marked a decisive shift towards an innovative oncology strategy.

• The company's primary customer segments are now healthcare providers specializing in oncology.
• The focus has narrowed to specific oncology indications, such as nasopharyngeal carcinoma (NPC).
• LOQTORZI, launched in January 2024, is the sole FDA-approved treatment for recurrent, locally advanced, or metastatic NPC.
• LOQTORZI net product sales reached $7.3 million in Q1 2025, with patient demand increasing by over 15% from Q4 2024.
• The NCCN's November 2024 guideline revision designating LOQTORZI as the Preferred treatment in NPC is a critical factor for market penetration.
• This strategic pivot away from the broader biosimilar market reflects a move towards higher-value, innovative oncology treatments, as detailed in the Marketing Strategy of Coherus Biosciences.

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The primary needs and preferences of Coherus BioSciences' customers, predominantly healthcare providers, center on achieving effective patient outcomes, ensuring treatment accessibility, and delivering economic value. For their key oncology product, the focus is on its unique FDA approval for nasopharyngeal carcinoma (NPC), addressing a significant unmet need.

Clinical Efficacy and Safety

Oncologists and treatment centers prioritize robust clinical efficacy and safety data. LOQTORZI's designation as the only treatment with Preferred status in NPC by the NCCN in November 2024 underscores this preference.

Treatment Accessibility

Ensuring broad access to treatments is crucial. Coherus has worked to secure formulary inclusion, with academic research hospital formulary positions achieved at 55% of the 33 NCCN institutions in Q1 2024.

Economic Value and Reimbursement

Favorable reimbursement and formulary inclusion significantly influence purchasing decisions. Payer coverage has been confirmed for over 85% of medical benefit lives.

Addressing Pain Points

Coherus addresses the high cost of specialized biologic therapies by providing high-quality, accessible alternatives. This was evident in their historical success with products that offered cost-effective solutions.

Convenience and Support

Demand for convenient administration has driven product innovation, such as the UDENYCA ONBODY delivery system. Coherus also offers comprehensive practice and patient support through 'LOQTORZI Solutions™ for HCPs'.

Expanding Treatment Options

The company actively pursues combinations of LOQTORZI with pipeline assets and external partnerships. This strategy aims to expand indications and enhance patient outcomes, responding to evolving oncology treatment paradigms.

The assignment of a permanent J Code for LOQTORZI in July 2024 is a critical factor that streamlines billing under the medical benefit, directly addressing a practical need for healthcare providers. This move, along with the company's strategic focus on expanding indications and improving patient outcomes through combinations and partnerships, reflects a deep understanding of the Coherus Biosciences target market and their evolving needs. Understanding these dynamics is key to the Growth Strategy of Coherus Biosciences.

Key Customer Preferences

Healthcare providers' preferences are shaped by a combination of clinical, economic, and logistical factors. The Coherus Biosciences customer demographics indicate a need for treatments that are not only effective but also easily integrated into existing healthcare systems.

• Preference for treatments with strong clinical trial data and regulatory approvals.
• Emphasis on favorable reimbursement status and simplified billing processes.
• Demand for patient support programs to facilitate access and adherence.
• Interest in innovative delivery systems that improve convenience.
• Need for partnerships that expand therapeutic options and address unmet medical needs.
• Value placed on treatments that offer a clear economic advantage or cost-effectiveness.

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Coherus BioSciences primarily focuses its operations and commercialization efforts within the United States. The company's infrastructure for sales, market access, and medical affairs is strategically centered in the U.S. This concentration is evident in the historical commercialization of its biosimilar products, including UDENYCA, CIMERLI, and YUSIMRY, all within the American market.

U.S. Market Focus for Biosimilars

The company's biosimilar portfolio, such as UDENYCA, has shown significant traction in the U.S. For the full year 2024, UDENYCA achieved net product sales of $206.0 million, capturing a substantial share of the U.S. pegfilgrastim market. By the second quarter of 2024, the UDENYCA franchise held a notable 29.0% market share within the United States.

Oncology Pipeline in the U.S.

With a strategic pivot towards immuno-oncology, the U.S. remains the primary geographical market for LOQTORZI's commercialization. Launched in January 2024, LOQTORZI is the first FDA-approved treatment for nasopharyngeal carcinoma. Coherus has actively pursued securing formulary positions with National Comprehensive Cancer Network (NCCN) institutions and ensuring payer coverage across U.S. health plans.

While the core business is U.S.-centric, Coherus has explored international market presence through strategic partnerships. An example of this is the 2024 agreement where Coherus sold the rights to commercialize toripalimab (LOQTORZI) in Canada to Apotex for $6.3 million. This approach suggests a strategy of leveraging collaborations for global reach rather than direct international commercial operations. The divestiture of its biosimilar portfolio in late 2024 and early 2025 further solidifies its commitment to its U.S.-based oncology pipeline, meaning the geographic distribution of sales is heavily weighted towards the United States. This strategic focus aligns with the company's Brief History of Coherus Biosciences, which highlights its evolution in the biopharmaceutical landscape.

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Coherus BioSciences focuses on acquiring and retaining healthcare providers and institutions, particularly within the oncology sector. Their strategies are designed to engage medical professionals and ensure widespread access to their specialized treatments.

Targeted Acquisition for Oncology Drugs

For LOQTORZI, a key acquisition strategy leverages its unique FDA approval for nasopharyngeal carcinoma (NPC) and its designation as the only treatment with Preferred status in NPC by the National Comprehensive Cancer Network (NCCN) as of November 2024.

Direct Engagement and Practice Support

Coherus employs a dedicated sales force to engage directly with oncologists and hospital systems. They offer comprehensive support through 'LOQTORZI Solutions™ for HCPs,' including patient assistance programs and office resources to navigate reimbursement.

Market Access and Payer Coverage

Securing formulary positions in key institutions is prioritized, with presence in 55% of NCCN institutions by Q1 2024, aiming for 100% by Q2 2024. Over 85% payer coverage for medical benefit lives, including Medicare and commercial plans, is crucial for provider adoption.

Streamlined Billing and Strategic Focus

The permanent J Code assignment for LOQTORZI in July 2024 simplifies billing for providers. The company's divestiture of biosimilar franchises to focus on its oncology pipeline impacts customer loyalty by narrowing offerings but deepening specialization.

The company's strategic shift, including workforce reductions of approximately 30%, aims to maximize revenue for LOQTORZI and advance its oncology pipeline. This focus on specialized immuno-oncology therapies influences customer lifetime value by concentrating on higher-value interactions within a defined niche, aligning with their Mission, Vision & Core Values of Coherus Biosciences.

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