A commercial team preparing to launch a rare autoimmune treatment had built their go-to-market on physician advisory boards and secondhand intelligence. Eighteen months from approval, they still didn't have a clear picture of what patients on standard of care were actually experiencing day to day.
KEEP enrolled patients already living in that therapy area. Within two quarterly reports, the team learned that the most common reason patients tolerated a suboptimal standard of care wasn't lack of awareness — it was fear of disrupting a routine they'd spent years building around a disease that had already taken enough.
The narrative shifted from efficacy to stability. Field messaging was rewritten. The brand launched with a patient story it couldn't have told without being present for it.