In 2022, based on Hystra-IQVIA study on Scaling up inclusive healthcare in low- and middle-income countries (LMICs), Sanofi decided to create an impact fund, that Hystra helped structure and launch.  Since then, the Sanofi Impact Fund and Hystra have worked closely with tech-enabled wholesalers in LMICs to improve access to affordable and quality medicine as well as to professionalize pharmacies at the last-mile.

This collaboration provided deep insights into what drives wholesalers’ success and impact, and has enabled the creation of “the journey of tech-enabled wholesalers" - a comprehensive framework designed to help ventures identify and prioritize their short-, medium-, and long-term development goals.

In October, Sanofi went from theory to practice, testing the framework with PillTech’s senior management in Cambodia. This helped PillTech clearly define its main development priorities, and in particular focus efforts on key pitfalls for these kinds of ventures, namely improving their customer segmentation and building their sales team capabilities before further developing their technology or expanding in new geographies.

Hystra has also provided support to 4 other Sanofi's investees, with high levels of satisfaction (ranked 8 out of 10 and above) from each of their management teams.