This document provides advice to small and medium biotech companies on partnering with large pharmaceutical companies ("Big Pharma"). It notes that Big Pharma are losing revenue as blockbuster drugs go off patent, creating opportunities for partnerships. However, less than 15% of opportunities presented to Big Pharma are reviewed. The document recommends that biotechs understand where their intellectual property fits within Big Pharma's therapeutic focus areas and risk profiles. It also advises biotechs to understand the needs and pipelines of potential partners in order to propose the optimal partnership structure, whether licensing or collaborations. Taking these steps can help biotechs get their innovations in front of Big Pharma decision makers.

1. What does a small/medium pharma-biotech need to do to get on BigPharma’s radar? Mark McBride Managing Director, InnovaroPharmalicensing OneMedForum, New York, June 2010

2. Key Global Issue BigPharma are losing exclusivity on their blockbuster products as they come off patent. This leads to fall in revenues, and pressure from shareholders as shareholder value falls

3. Key Global Issue – Example 1 World’s two biggest selling drugs both off-patent by end of 2012 Lipitor: $13b annual sales Plavix: $6b annual sales In total, more than $90b of annual “blockbuster” sales as of January 2008 will be off-patent by the end of 2012 Consequence: massive cuts are demanded, hitting R&D Groups.

4. Key Global Issue – Example 2 January 2010 AstraZeneca & GlaxoSmithKline announce: combined 27,000 job cuts (nearly 20% of workforce), largely from R&D plant closures reduction in areas of therapeutic focus future pipeline development driven by external acquisition/partnering of IP (opportunity)

5. Opportunity As BigPharma embraces Open Innovation it puts aside its traditional “only-invented-here” attitude. Small/medium pharma-biotechs have opportunity to put themselves in front of BigPharma and highlight innovative IP.

6. Problem How to get on to the radar when less than 15% of opportunities sent to BigPharma are even reviewed? Focus: this workshop will discuss how to manage your visibility and ensure you have the best opportunity to partner successfully

7. Structure of Workshop Understand where your IP fits into the global marketplace Understand what drives your partner Understand what partnership is correct What to do next

8. Global Market – Therapeutic Areas Source: Pullan Consulting

9. Global Market - Molecules

10. Global Market – Deal Stages Biotech Alliances with Big Pharma

11. Global Market & your IP Where does your IP fit into the Global Marketplace? Is your IP potential strong when compared to BigPharma’s key areas of interest? As BigPharma is risk averse then position your proposal to best match their needs, otherwise….

12. Is BigPharma correct for you? 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 Reactive Committed Consequence Proportional

13. Understand your Partner Shareholder needs (public/private) – are they 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 pure science

14. What Partnership is best for you? Be open-minded – the market is fluid and so must you. Licensing (losing popularity) – be prepared to battle for significant up-fronts & milestones. CRADAs (gaining popularity) gets BigPharma in early (but not necessarily committed) correct data generated

15. Action Items - 1 Have 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 & educate shareholder expectations

16. Action Items - 2 Raise your profile: Build a story (benefits as well as science) Engage a good PR Company Talk to the Scouts Engage Opinion Leaders Engage InnovaroPharmalicensing

17. Innovaro Pharmalicensing Partnering Solutions for the LifeSciences Innovaro Pharmalicensing is a leading resource for partnering, licensing and business development across the lifescience and biopharmaceutical industries 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.