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Workshop: BioScotland, April 2013
1.
© 2012 IP
Technology Exchange, Inc. 1 What does a small/medium Pharma-Biotech need to do to get on “Big Pharma’s” radar? Mark McBride Managing Director, Pharmalicensing BioScotland, Glasgow, April 2013
2.
2© 2012 IP
Technology Exchange, Inc. 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.
3© 2012 IP
Technology Exchange, Inc. Key Global Issue – Example 1 World’s two biggest selling drugs both off- patent last year (2012) ► Lipitor: $13b annual sales ► Plavix: $6b annual sales In total, more than $83b of annual “blockbuster” sales as of January 2010 came off-patent by the end of last year. Another $150b+ due by end of 2016 Consequence: massive cuts are demanded, hitting R&D Groups.
4.
4© 2012 IP
Technology Exchange, Inc. Key Global Issue – Example 2 Last five years: Astra Zeneca, GSK & Pfizer announce: ► combined 67,000 job cuts (nearly 20% of workforce), largely from R&D ► plant closures (Sandwich / Alderley Park) ► reduction in areas of therapeutic focus ► future pipeline development driven by external acquisition/partnering of IP (opportunity)
5.
5© 2012 IP
Technology Exchange, Inc. Opportunity As Big Pharma 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.
6© 2012 IP
Technology Exchange, Inc. Problem 0 50 100 Interactions with Outside Parties (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% of interactions with Big Pharma are even reviewed? Focus: this presentation will discuss how to manage your visibility and ensure you have the best opportunity to partner successfully Source: Merck & Co, 2009
7.
7© 2012 IP
Technology Exchange, Inc. Key Points ►Understand where your IP fits into the global marketplace ►Understand what drives your partner ►Understand what partnership is correct ►What to do next
8.
8© 2012 IP
Technology Exchange, Inc. Therapeutic Areas of Interest 0 10 20 30 40 50 60 70 80 90 100 CNS Chronic Inflammation Oncology Endocrine & Metabolic Cardiovascular Infectious Diseases Respiratory Diseases Genitourinary Diseases Platforms Ophthalmology Blood Disorders Digestive Diseases Women's Health Congenital Diseases Injury Dermatology Musculoskeletal Percentage of companies that expressed an interest (27 company sample) Source: Nature Biotechnology 2013
9.
9© 2012 IP
Technology Exchange, Inc. Global Market - Molecules synthetic chemical 76% protein 5% peptide 2% antibody 6% cells and virus particles 3% natural products 6% nucleic acid 2% Source: Pullan Consulting
10.
10© 2012 IP
Technology Exchange, Inc. Global Market – Deal Stages Biotech Alliances with Big Pharma Alliances from 2005 – 2010 2,114 deals announced Stage at Deal Signing Discovery 901 Lead Molecule 77 Preclinical 256 Phase I 155 Phase II 179 Phase III 219 Approved 357 Source: Deloitte Recap LLC
11.
11© 2012 IP
Technology Exchange, Inc. Global Market & your IP Where does your IP fit into the Global Marketplace? Is your IP potential strong when compared to Big Pharma’s key areas of interest? As Big Pharma is risk averse then position your proposal to best match their needs, otherwise .
12.
12© 2012 IP
Technology Exchange, Inc. Is Big Pharma 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.
13© 2012 IP
Technology Exchange, Inc. 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.
14© 2012 IP
Technology Exchange, Inc. 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 Big Pharma in early (but not necessarily committed) - correct data generated
15.
15© 2012 IP
Technology Exchange, Inc. 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 & manage your shareholders’ expectations
16.
16© 2012 IP
Technology Exchange, Inc. 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 Pharmalicensing
17.
17© 2012 IP
Technology Exchange, Inc. Pharmalicensing Partnering Solutions for the LifeSciences Pharmalicensing is a leading resource for partnering, licensing and business development across the lifescience and biopharmaceutical industries Through a unique offering combining Strategic Partnering Search and on-line Business Profiling services, the international biopharmaceutical, lifescience & healthcare industries utilise Pharmalicensing to identify and engage with prospective licensing, marketing and discovery/ development partners around the world.
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