Despite having a strong immuno-oncology portfolio, Bristol Myers Squibb (BMS) was looking for ways to fully leverage the rapid expansion of the cancer treatment market in Malaysia. To unlock this potential, BMS partnered with DKSH to provide market expertise and uncover opportunities for sustainable double-digit growth.
Bristol Myers Squibb is a global biopharmaceutical company whose mission is to discover, develop, and deliver innovative medicines that help patients prevail over serious diseases. With a strong global presence and a commitment to advancing science, BMS focuses on therapeutic areas such as oncology, cardiovascular, and immunology to improve patient outcomes worldwide.
Challenge
As BMS expanded into Malaysia, the company sought to understand the true market potential and define the optimal strategy to maximize it. While BMS had a competitive immuno-oncology portfolio, the cardiovascular market represented a new opportunity. The company needed:
• Insights into market size and growth drivers
• An optimal strategy to maximize market potential
• Support in building relationships and credibility locally
Launching a new product in the cardiovascular space required deep knowledge of the healthcare landscape and competitive dynamics, areas where local expertise was essential.
Approach
DKSH provided market expansion services and strategic guidance to help BMS navigate this new market. Our approach included:
• Comprehensive Market Analysis: We assessed the market landscape, competitive environment, and macroeconomic factors to identify untapped opportunities
• Local Expertise and Relationships: Our strong network and understanding of Malaysia’s healthcare ecosystem enabled smooth market entry and accelerated adoption
DKSH’s deep local market knowledge and collaborative approach gave BMS the confidence to make informed decisions and execute successfully.
Results
The collaboration between DKSH and BMS delivered measurable impact. BMS strengthened its presence in Malaysia, enabling patients to access innovative therapies that were previously unavailable. In 2024, the company recorded approximately 60% sales growth in Malaysia, and in 2025, it is tracking an additional 20% growth, signaling sustained momentum. These achievements reflect not only commercial success but also meaningful progress in advancing healthcare for patients in Malaysia.