Podd c no.1366 salles final oct 2011-1


Published on

Published in: Business, Health & Medicine
  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Podd c no.1366 salles final oct 2011-1

  1. 1. Message Delivery to Merck:Practical Guidance to Conveying the Value in your Drug Delivery TechnologyPartnership Opportunities in Drug Delivery Conference October 4, 2011 Fernando Salles, Ph.D., CLPTM Senior Director, Franchise Licensing Integrator Drug Delivery, Neuroscience and Ophthalmology 1
  2. 2. Forward-Looking StatementThis presentation contains "forward-looking statements" as that term is defined in thePrivate Securities Litigation Reform Act of 1995. These statements are based onmanagements current expectations and involve risks and uncertainties, which may causeresults to differ materially from those set forth in the statements. The forward-lookingstatements may include statements regarding product development, product potential orfinancial performance. No forward-looking statement can be guaranteed and actual resultsmay differ materially from those projected. Merck undertakes no obligation to publiclyupdate any forward-looking statement, whether as a result of new information, futureevents, or otherwise. Forward-looking statements in this presentation should be evaluatedtogether with the many uncertainties that affect Mercks business, particularly thosementioned in the risk factors and cautionary statements in Item 1A of Mercks Form 10-Kfor the year ended Dec. 31, 2010, and in any risk factors or cautionary statementscontained in the Companys periodic reports on Form 10-Q or current reports on Form 8-K,which the Company incorporates by reference. 2
  3. 3. Key Company Facts for Today’s Merck MERGER In 2009, Merck and Schering-Plough merged to become a stronger, more dynamic healthcare leader. We are known as Merck in the US and Canada and everywhere else as MSD. HEADQUARTERS Whitehouse Station, New Jersey, U.S.A. Pharmaceuticals, Vaccines, Biologics, Consumer Health Care BUSINESSES and Animal Health 2010 Revenue: $46 billion FINANCIALS R&D Expense: $11 billion GLOBAL Merck operates in more than 140 countries OPERATIONS EMPLOYEES Approximately 94,000 LICENSING In 2010, 46 significant licensing and partnership deals were executed. 3 3
  4. 4. Partnerships are Key to Our Success Approximately 64% of Merck’s 2010 revenue* is attributable to alliance products and patents • COZAAR / HYZAAR Licensed Products or Patents: • FOSAMAX 64% of total sales • GARDASIL • REMICADE • CLARINEX • NEXIUM • VARIVAX • ZOSTAVAX • ROTATEQ * Includes 50% of full year JV revenue (Sanofi-Pasteur MSD and Johnson&JohnsonoMerck) 4
  5. 5. Positioned to Offer Customers a Portfolio of Options in Key Therapeutic Areas CV and Diabetes Infectious Diseases Respiratory/ Bone/ Imm/Derm Women’s Health Neuro/Ophthalmology Oncology Vaccines Mature/ Diversified Brands 5 5
  6. 6. Pipeline as of Feb 16, 2011Our Pipeline Makes the Case for Partnering Phase II Phase II Phase III Phase III Allergy, Immunotherapy 1 Insomnia Allergy, Grass Pollen 1 Glaucoma, SAFLUTAN SCH 900237 MK-3697 SCH 697243 (MK-2452) (US) Cancer, dalotuzumab Insomnia Allergy, Ragweed 1 Insomnia, suvorexant (MK-0646) MK-6096 SCH 039641 MK-4305 Cancer, dinaciclib Osteoporosis Asthma, ZENHALE Migraine, telcagepant (SCH 727965) MK-5442 (SCH 418131) (EU) (MK-0974) Neuromuscular blockadeClostridium difficile Infection Pediatric Vaccine Atherosclerosis reversal, BRIDION MK-3415A V419 MK-0524A (US) (SCH 900616) (US) Contraception, Medicated Pneumoconjugate vaccine Atherosclerosis Osteoporosis, odanacatib IUS, SCH 900342 V114 MK-0524B (MK-0822) COPD Progeria Atherosclerosis Parkinson’s Disease Navarixin, SCH 527123 Lonafarnib, (SCH 066336) Anacetrapib, (MK-0859) Preladenant, (SCH 420814) Diabetes Mellitus Psoriasis Cervical Cancer, V503 Sarcoma MK-3102 SCH 900222 HPV vaccine (9 valent) Ridaforolimus (MK-8669) Hepatitis C Staph Infection Contraception, NOMAC/E2 Thrombosis Vaniprevir, (MK-7009) V710 (SCH 900121) (US) Vorapaxar (SCH 530348) Herpes Zoster Thrombosis, betrixaban Diabetes sitagliptin/pioglitazone Inactivated VZV vaccine (MK-4448) (MK-0431C) V212 Fertility, corifollitropin alfa (SCH 900962) (US) = Licensed Product or 1 North American rights only Patent 66
  7. 7. Pipeline as of Feb 16, 2011Merck Pipeline (cont.) Combination Products in Under Review Approvals4 Development Asthma Atherosclerosis Contraception DULERA ezetimibe + atorvastatin NOMAC/E2 (SCH 418131) (MK-0653C) (SCH 900121) (EU) (US) 6/2010 Staph Infection Atrial Fibrillation BRINAVESS daptomycin for injection (MK-6621)1 1 Exclusive rights outside (MK-3009)3 (EU) 9/2010 of the United States, Canada and Mexico to Diabetes Bipolar Disorder vernakalant (IV). 2 sitagliptin + extended release SYCREST Lundbeck has exclusive metformin (SCH 900274)2 commercial rights in all markets outside the US, (MK-0431A XR) (US) (EU) 9/2010 China, and Japan. Diabetes 3 Japanese rights only. sitagliptin + simvastatin 4 Approvals obtained (MK-0431D) = Licensed Product or within the last 12 months. Patent 7 Hepatitis C boceprevir (SCH 503034) 7
  8. 8. Merck has risen to be the best perceived company when weighted across all scores % of respondents agreeing that each core company exhibits the average criteria1 • 20061 • 20081 • 20101 • 1 • 1 Merck 69 • 2 • 2 • 2 • 3 Merck 60 • 3 • 4 • 4 • 4 • 5 • 5Merck 51 • 5 • 6 • 7 • 6 • 7 • 8 • 7 • 8Median 48 Median 46 Median 58 • 9 • 9 • 8 • 10 • 10 • 9 • 11 • 11 • 10 • 12 • 12 • 11 • 13 • 13 • 12 • 14 • 14 • 15 • 13 • 15 • 16 • 14 • 16 0 20 40 60 80 0 20 40 60 80 0 20 40 60 80 Note: Core sample declined from 16 companies to 14 due to mergers of Wyeth and Genentech • Proportion agreeing (%) 1. Calculated weighing each of the evaluated characteristics equally Source: BCG surveys 8
  9. 9. Overview of Merck’s licensing process Connecting Understanding Working with You Your Science Doing the Deal Together • Worldwide scouts build • Initial nonconfidential • Term sheet • Alliance Management relationships and seek review by Review negotiations conducted – Alliance managers assigned out opportunities and Licensing by Transaction Manager Committees – Alliance launched • Nonconfidential • Due diligence – Monitor progress information submitted for • Confidentiality throughout the agreement • Definitive agreements review disclosure agreement negotiated • Basic Research Collaboration signed • Agreements executed Implementation • Confidential review – Senior scientists dedicated • Face-to-face scientific to successful execution of meetings the research collaboration • Commercial assessment 9
  10. 10. Regional Contacts Yael Steven Robert Manfred Eric Swami Kuchan Jun Weiss, MD, PhD Xanthoudakis, PhD Pinnock, BSc, PhD Horst, MD, PhD, MBA Lund, PhD Subramaniam, MD, PhD Kimm, MD, PhD Suzuki, DVM, PhD Northwest United States Canada and United Kingdom, France Scandinavia, Austria, India, Philippines, Korea Japan Portions of Upper Ireland, Portugal, and Germany Eastern Europe, and Vietnam, and Indonesia Midwest United States and Spain The Balkans GregWiederrecht, PhD, CLPVice President and Head,External Scientific Affairs James Susan Sanjeev Reid J. Jeroen Margaret Phil Jing-Shan Koichi Schaeffer, PhD Rohrer, PhD Munshi, PhD, Leonard, PhD Tonnaer, PhD Beer, MSc, PhD Kearney, PhD, MBA (Jennifer) Hu, PhD Kato, PhD Southwest Mid-Atlantic, MBA New England and Benelux, Russia, United Kingdom, Australia, China, Hong Kong, Japan United States Southeast, Southeastern Latin America Israel, and Italy, and New Zealand, and Taiwan and Midwest United States South Africa Switzerland Malaysia, and United States Singapore 10
  11. 11. New & ExpandedAreas of Interest for Partnering• MSD publishes our Areas of Interest twice each year.• For each of our therapeutic areas, we list the Mechanism of Actions that we are interested in and those that we are not.• Late-stage clinical compounds (phase 3-ready & beyond) are of interest in any therapeutic area.• Visit us at: www.merck.com/licensing to learn more! 11 11
  12. 12. We Constantly Scan for Partnering Opportunities 46 Key Acquisitions & Alliances Signed 476 Confidentiality-In agreements 1058 Opportunities reviewed at RLC 7800 Opportunities Received 2010 12
  13. 13. Practical advice on pitching to Big Pharma I• Recall that Merck reviews ~8000 opportunities a year – (or 40 opportunities every working day!)• Recall that there are many players that may be involved• Recall that the business is complexTherefore:• Direct pitch – Be cogent – one more slide will not sell the technology if the last 50 have not – Present at least what is requested – Pharma typically tells you what they are interested in – Be real, we will have to do diligence• Do some of the leg work for your potential client – Address some of the potential issues upfront. 13
  14. 14. New Drug Delivery Technology Considerations • Technology differentiation • Sustainable competitive advantage • Cost of goods • Manufacturing process / equipment • Packaging formats and materials • Manufacturing experience / capability of supplier • Development timeline • Intellectual Property The cost, time, resources and additional innovation needed to successfully develop and launch a new drug delivery technology is (almost) always underestimated! 14
  15. 15. Practical advice on pitching to Big Pharma II• Partnering meetings: – Short - email pitch not elevator pitch (or business plan) – Describe your request with some details Real requests from potential partners: • “Id welcome the chacne (sic) to meet and update you on progress with Xs delivery platform.” • “We met at Bio and mentioned that a next step could be you meet with our lead scientist for our program who will be at this meeting in XXX.” • “We would love to introduce the companies that we represent, that may be of interest. Looking forward to meeting you in XXX!”• Respect yourself! – Do not pitch something that you do not believe. • We remember YOU not the company. 15
  16. 16. Thank You 16