Workshop: BioScotland, April 2013


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Workshop: BioScotland, April 2013

  1. 1. © 2012 IP Technology Exchange, Inc. 1What does a small/mediumPharma-Biotech need to do toget on “Big Pharma’s” radar?Mark McBrideManaging Director, PharmalicensingBioScotland, Glasgow, April 2013
  2. 2. 2© 2012 IP Technology Exchange, Inc.Key Global IssueBigPharma are losing exclusivity on theirblockbuster products as they come off patent.This leads to►fall in revenues, and►pressure from shareholders as shareholdervalue falls
  3. 3. 3© 2012 IP Technology Exchange, Inc.Key Global Issue – Example 1World’s two biggest selling drugs both off-patent last year (2012)► Lipitor: $13b annual sales► Plavix: $6b annual salesIn total, more than $83b of annual“blockbuster” sales as of January 2010came off-patent by the end of last year.Another $150b+ due by end of 2016Consequence: massive cuts aredemanded, hitting R&D Groups.
  4. 4. 4© 2012 IP Technology Exchange, Inc.Key Global Issue – Example 2Last five years:Astra Zeneca, GSK & Pfizer announce:► combined 67,000 job cuts (nearly 20% ofworkforce), largely from R&D► plant closures (Sandwich / Alderley Park)► reduction in areas of therapeutic focus► future pipeline development driven byexternal acquisition/partnering of IP(opportunity)
  5. 5. 5© 2012 IP Technology Exchange, Inc.OpportunityAs Big Pharma embraces Open Innovationit puts aside its traditional “only-invented-here” attitude.Small/medium pharma-biotechs haveopportunity to put themselves in front ofBigPharma and highlight innovative IP.
  6. 6. 6© 2012 IP Technology Exchange, Inc.Problem050100Interactions with OutsideParties (7,800 - 100%)Opportunities Reviewed(1,152 - 14.8%)CDAs Exchanged (486 -6.2%)Deals Agreed and Signed(51 - 0.7%)How to get on to the radar when less than 15% ofinteractions with Big Pharma are even reviewed?Focus: this presentation will discuss how to manage your visibilityand ensure you have the best opportunity to partner successfullySource: Merck & Co, 2009
  7. 7. 7© 2012 IP Technology Exchange, Inc.Key Points►Understand where your IP fits into theglobal marketplace►Understand what drives your partner►Understand what partnership is correct►What to do next
  8. 8. 8© 2012 IP Technology Exchange, Inc.Therapeutic Areas of Interest0 10 20 30 40 50 60 70 80 90 100CNSChronic InflammationOncologyEndocrine & MetabolicCardiovascularInfectious DiseasesRespiratory DiseasesGenitourinary DiseasesPlatformsOphthalmologyBlood DisordersDigestive DiseasesWomens HealthCongenital DiseasesInjuryDermatologyMusculoskeletalPercentage of companies that expressed an interest (27 company sample)Source: Nature Biotechnology 2013
  9. 9. 9© 2012 IP Technology Exchange, Inc.Global Market - Moleculessyntheticchemical76%protein5%peptide2%antibody6%cells andvirusparticles3%natural products6%nucleic acid2%Source: Pullan Consulting
  10. 10. 10© 2012 IP Technology Exchange, Inc.Global Market – Deal StagesBiotech Alliances with Big PharmaAlliances from 2005 – 20102,114 deals announcedStage at Deal SigningDiscovery 901Lead Molecule 77Preclinical 256Phase I 155Phase II 179Phase III 219Approved 357Source: Deloitte Recap LLC
  11. 11. 11© 2012 IP Technology Exchange, Inc.Global Market & your IPWhere does your IP fit into the GlobalMarketplace?Is your IP potential strong when comparedto Big Pharma’s key areas of interest?As Big Pharma is risk averse then positionyour proposal to best match their needs,otherwise .
  12. 12. 12© 2012 IP Technology Exchange, Inc.Is Big Pharma correct for you?If your IP does not match BigPharma’sneeds, or your partner is looking to In-License only at PIIb+ then consider SpecialtyPharma instead► Reactive► Committed► Consequence► Proportional
  13. 13. 13© 2012 IP Technology Exchange, Inc.Understand your Partner► Shareholder needs (public/private) – arethey risk averse?► What in your USPs will excite them?► Look at their pipelines► Talk to their scouts as soon as possible► Bring them solutions, not just purescience
  14. 14. 14© 2012 IP Technology Exchange, Inc.What Partnership is best for you?Be open-minded – the market is fluid and somust you.► Licensing (losing popularity) – beprepared to battle for significant up-fronts &milestones.► CRADAs (gaining popularity)- gets Big Pharma in early (but notnecessarily committed)- correct data generated
  15. 15. 15© 2012 IP Technology Exchange, Inc.Action Items - 1Have a Coherent Plan from Day 1:► Management Team► Understand your own IP & USPs► What sort of Partner will be best for you?► Understand prospective partner’s needs,and best deal structure► Data Package (budget for this from start)► Inject business reality & manage yourshareholders’ expectations
  16. 16. 16© 2012 IP Technology Exchange, Inc.Action Items - 2Raise your profile:► Build a story (benefits as well as science)► Engage a good PR Company► Talk to the Scouts► Engage Opinion Leaders► Engage Pharmalicensing
  17. 17. 17© 2012 IP Technology Exchange, Inc.PharmalicensingPartnering Solutions for the LifeSciencesPharmalicensing is a leading resource forpartnering, licensing and business developmentacross the lifescience and biopharmaceuticalindustriesThrough a unique offering combining StrategicPartnering Search and on-line Business Profilingservices, the international biopharmaceutical,lifescience & healthcare industries utilisePharmalicensing to identify and engage withprospective licensing, marketing and discovery/development partners around the world.