Data, Differentiation, and the Future of Healthcare in Mexico

Q: What is Glenmark’s position in Latin America, and what strengths have driven its growth?

A: Over the past four years, we have more than doubled our presence in the “High Latin America” region, which includes Mexico, Colombia, Ecuador, Peru, Central America, and the Caribbean. Growth has been driven by innovation, product launches, and operational efficiency.

We measure growth by evaluating sales force performance, return on investment, and time-to-ROI for each decision. The key is not just collecting market data, but using it strategically. For example, analyzing IQVIA Close-Up audits has allowed us to outperform the market consistently. In Mexico, we have nearly tripled revenue, doubled our workforce, and expanded our sales force in recent years.

Q: How is Glenmark leveraging data analytics, digitalization, and telemedicine to accelerate research and adoption of new therapies?

A: We use analytics to identify high-growth therapeutic niches aligned with our core strengths. Although we do not manufacture in Mexico, we import products from our plants in India, the European Union, and Latin America, ensuring competitive quality and pricing. Our strongest value propositions are in respiratory care — especially allergic rhinitis — followed by dermatology, and the rapidly growing oncology portfolio, particularly through government and national tenders.

Q: What trends in immuno-oncology could reshape the pharmaceutical market?

A:  Immuno-oncology is at the forefront of innovation. Therapies like Keytruda have become industry benchmarks, and as patents expire, new competitors will enter the market, creating significant opportunities. We are also seeing progress in administration methods, shifting from intravenous to subcutaneous formats. 

Q: What criteria does Glenmark follow when choosing which products to launch in different markets?

A: Our global portfolio team, based in Mumbai, evaluates launches based on manufacturing capabilities, cost competitiveness, and market attractiveness. In Mexico, we focus on innovation in therapeutic areas where we already have expertise and brand recognition. Rather than entering saturated markets, we prioritize differentiated products. For example, we are market leaders in oral solids and nasal sprays for allergic rhinitis, with several unique combinations holding top positions. Our most recent launch reached number three in nasal spray combinations within 10 months.

Q: What role do strategic alliances and co-development projects play in Glenmark’s growth strategy?

A: Business development is critical for expanding therapeutic coverage. In markets where we do not participate directly, we establish licensing agreements with local or regional laboratories to commercialize our molecules. Conversely, we also enter partnerships, such as our alliance with AstraZeneca in Colombia to promote Pulmicort. These collaborations allow us to strengthen therapeutic presence and maintain a robust pipeline.

Q: What new products will Glenmark launch over the next three to five years?

A: Our three-to-five-year pipeline is robust in respiratory, dermatology, and oncology. We aim to continue innovating and launching differentiated products, providing physicians with expanded therapeutic options and improving patient outcomes. 

Q: How does Mexico compare to other Latin American countries in terms of digitalization and potential?

A: Mexico is a strategic hub with enormous potential. Its economic stability and proximity to the United States provide a strong platform for growth. Compared with other Latin American countries, Mexico offers greater business certainty and scalability, which has allowed us to nearly triple our revenue and expand our teams.

Q: How are regulatory trends in Latin America influencing access to specialized therapies, and how is Glenmark preparing for these trends?

A: Innovation requires regulatory frameworks to evolve rapidly. Latin American agencies increasingly adopt accelerated approval pathways, recognizing approvals from high-surveillance markets to speed local processes. In Mexico, COFEPRIS has improved timelines and begun digitalizing processes, which is crucial given the volume of documentation required. Digitalization will be key to accelerating approvals and improving patient access.

Q: What advice would you offer to other pharmaceutical companies operating in Mexico?

A: Mexico is highly competitive and fertile for the healthcare sector, with strong talent and growing opportunities as public healthcare access improves. Each company must navigate its own internal and external challenges. Sustained growth requires identifying market niches, continuous innovation, and aligning investment decisions with long-term objectives.

Glenmark Pharmaceuticals is a global, research-led company delivering specialty, branded, and generic medicines. Focused on dermatology, respiratory, and oncology, it operates in over 80 countries with 11 manufacturing facilities.