Public tenders are one of the major access pathways for pharmaceuticals / medical devices across Europe. In some markets, they represent up to 40% of drug purchases, for some molecules – like Biosimilars or off-patent molecules – easily over 80%. But the environment is getting tougher: tender volumes & supply are crucial, pricing gets more and more competitive, timelines are unpredictable, and competition is strong, often with little visibility into who is winning and why.
There is a constant need to identify opportunities early, prepare competitive bids, optimize the tender environment & set-up and benchmark performance across markets. But doing so with limited visibility and limited planning time, leads to reactive decisions and missed chances.
Two challenges stand out:
- Knowing when tenders are coming early, especially across decentralized systems
- Understanding who your competitors are, and how they are behaving and performing across multiple regions and product categories.
Challenge: Tender blind spots delay action
Many market access and tender teams spend significant time manually scanning procurement portals or relying on informal networks to anticipate when tenders might be released. But is guessing a strategy?
Without early visibility, teams lose valuable time aligning internal stakeholders, preparing pricing and differentiation strategies or responding with agility. In some cases, you only learn about a tender when it’s too late to act competitively.
Wouldn’t it be great to have a way to anticipate tender & lots publications based on real, historical patterns and not email alerts?
Time to prepare equals more time to win.
When you can forecast what’s coming next, you can shift from reactive bidding to proactive and strategic planning. You can prioritize tenders by strategic relevance, distribute workload better, optimize and shape tenders before they are published and finetune your value proposition long before the deadlines approach.
Cube RM’s new Forecasting module in Tender Central is built to take your process beyond basic tender predictions. It analyzes historical tender data across keyword and contracting authority combinations to predict future publications. Forecasts come with confidence scores and are refreshed daily, keeping you as close to real-time as possible.
Every forecast links directly to currently active tenders and tracks status updates automatically, giving you the insight you need to act decisively, not defensively.
Challenge: Knowing who is winning takes time and effort
Winning a tender doesn’t just depend on your price it depends on your competitive position. Are you competing with two players or ten? Is a specific company stronger in a region? Are win rates shifting over time? Are there other criteria than just price and how are they weighted?
For many teams, answers to these questions are buried in scattered documents, PDFs, or outdated dashboards. Lot-level data is fragmented, duplicated and competitor activity is hard to analyze across borders.
Wouldn’t it be great to have a single source of truth to benchmark performance, spot trends, and identify strategic gaps quickly?
Competitive intelligence that actually helps you compete
When you know how much value competitors are securing and which products and geographies they are winning, you can respond with precision. You can inform your pricing and differentiation decisions with evidence, focus your efforts and spot both risks and opportunities faster.
The new Competitive Intelligence module in Tender Central transforms raw award data into actionable insights.
Key capabilities include:
- Interactive, sortable tables showing awarded value by competitor
- Deep-dive access into won lots, with product details, values and award dates
- Dynamic visualizations, including pie charts and stacked bars, highlighting win rates and market share by molecule or product
- Switch between product-level and country-level insights, revealing geographic strengths and strategic gaps
- Live dashboard filtering by time period, product, and region, so users only see the most relevant intelligence
- The dashboard is automatically managing tender duplicates and updates to show clean and relevant data
Whether you are managing tenders at a national, regional or global level, the common goal is clear: make better decisions, faster and allocate resources in the most efficient and effective ways. But without visibility into the timing of opportunities and the movements of your competitors, even experienced teams are forced to guess.
With Forecasting & Competitive Intelligence now live in Tender Central, we are helping you close that gap.
If you are ready to discover how Cube RM can help you stay ahead from your competition, book a free demo here.
5/08/2025 
