Get on Big Pharma's Radar


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by Mark McBride, VP and Managing Director Innovaro Europe, Technology Marketplaces

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Get on Big Pharma's Radar

  1. 1. What does a small/medium pharma-biotech need to do to get on BigPharma’s radar?<br />Mark McBride Managing Director, InnovaroPharmalicensing<br />OneMedForum, New York, June 2010<br />
  2. 2. Key Global Issue<br />BigPharma are losing exclusivity on their blockbuster products as they come off patent.<br />This leads to <br />fall in revenues, and <br />pressure from shareholders as shareholder value falls<br />
  3. 3. Key Global Issue – Example 1<br />World’s two biggest selling drugs both off-patent by end of 2012<br />Lipitor: $13b annual sales<br />Plavix: $6b annual sales<br />In total, more than $90b of annual “blockbuster” sales as of January 2008 will be off-patent by the end of 2012<br />Consequence: massive cuts are demanded, hitting R&D Groups.<br />
  4. 4. Key Global Issue – Example 2<br />January 2010 <br />AstraZeneca & GlaxoSmithKline announce:<br />combined 27,000 job cuts (nearly 20% of workforce), largely from R&D<br />plant closures<br />reduction in areas of therapeutic focus<br />future pipeline development driven by external acquisition/partnering of IP (opportunity)<br />
  5. 5. Opportunity<br />As BigPharma embraces Open Innovation it puts aside its traditional “only-invented-here” attitude. <br />Small/medium pharma-biotechs have opportunity to put themselves in front of BigPharma and highlight innovative IP.<br />
  6. 6. Problem<br />How to get on to the radar when less than 15% of opportunities sent to BigPharma are even reviewed?<br />Focus: this workshop will discuss how to manage your visibility and ensure you have the best opportunity to partner successfully<br />
  7. 7. Structure of Workshop<br />Understand where your IP fits into the global marketplace<br />Understand what drives your partner<br />Understand what partnership is correct<br />What to do next<br />
  8. 8. Global Market – Therapeutic Areas<br />Source: Pullan Consulting<br />
  9. 9. Global Market - Molecules<br />
  10. 10. Global Market – Deal Stages<br />Biotech Alliances with Big Pharma<br />
  11. 11. Global Market & your IP<br />Where does your IP fit into the Global Marketplace?<br />Is your IP potential strong when compared to BigPharma’s key areas of interest?<br />As BigPharma is risk averse then position your proposal to best match their needs, <br />otherwise….<br />
  12. 12. Is BigPharma correct for you?<br />If your IP does not match BigPharma’s needs, or your partner is looking to In-License only at PIIb+ then consider Specialty Pharma instead<br />Reactive<br />Committed<br />Consequence<br />Proportional<br />
  13. 13. Understand your Partner<br />Shareholder needs (public/private) – are they risk averse?<br />What in your USPs will excite them?<br />Look at their pipelines<br />Talk to their scouts as soon as possible<br />Bring them solutions, not just pure science <br />
  14. 14. What Partnership is best for you?<br />Be open-minded – the market is fluid and so must you.<br />Licensing (losing popularity) – be prepared to battle for significant up-fronts & milestones.<br />CRADAs (gaining popularity)<br />gets BigPharma in early (but not necessarily committed)<br />correct data generated <br />
  15. 15. Action Items - 1<br />Have a Coherent Plan from Day 1:<br />Management Team<br />Understand your own IP & USPs<br />What sort of Partner will be best for you?<br />Understand prospective partner’s needs, and best deal structure<br />Data Package (budget for this from start)<br />Inject business reality & educate shareholder expectations<br />
  16. 16. Action Items - 2<br />Raise your profile:<br />Build a story (benefits as well as science)<br />Engage a good PR Company<br />Talk to the Scouts <br />Engage Opinion Leaders<br />Engage InnovaroPharmalicensing<br />
  17. 17. Innovaro Pharmalicensing<br />Partnering Solutions for the LifeSciences<br />Innovaro Pharmalicensing is a leading resource for partnering, licensing and business development across the lifescience and biopharmaceutical industries<br />Through a unique offering combining Partnering Search and on-line Profiling services, the international biopharmaceutical, lifescience & healthcare industries utilise Innovaro Pharmalicensing to identify and engage with prospective licensing, marketing and discovery/ development partners around the world. <br />