Successful Pharmabiotech Alliance Strategies: Driving synergies, avoiding failure and managing relationships

Successful Pharmabiotech Alliance Strategies: Driving synergies, avoiding failure and managing relationships

Successful Pharma-Biotech Alliance Strategies
Driving synergies, avoiding failure and managing relationships
"The average value of pharma-biotech deals will almost treble by 2015 as pharma companies focus on gaining exclusive access to high potential technologies via large equity investments..."
In recent years, alliances between pharma and biotech companies have become increasingly common.The potential synergistic benefits to both parties have resulted in over 30% of drugs in clinical trials now being a direct product of such alliances. However, poor deal structure and implemenation continue to contribute to the failure of almost half of these relationships.

‘Successful Pharma-Biotech Alliance Strategies’ is a new report published by Business Insights that provides a detailed examination of the current alliance landscape and analyses the underlying factors that can determine their success or failure. Recent major joint ventures, acquistions and licensing deals are evaluated and the latest trends and developments affecting alliance management are assessed. This report also examines 9 case studies that profile varying approaches to deal structuring and relationship management, and charts the current and future alliance activities of the top ten pharmaceutical companies. Volume and value forecasts for pharma-biotech deals to 2015 are also provided.

Explore the landscape for pharma-biotech alliances and identify the most successful approaches to deal structuring and relationship management...

Use this new report to...
• Benchmark 9 case studies of key alliance management strategies to help you optimize your drug development alliances by identifying successful and unsuccessful approaches across the areas of deal structure, relationship management and monitoring and deal renegotiation.

• Identify the factors that are pivotal to the success or failure of alliances by measuring the influence of a host of variables including management structure, therapeutic area focus, partner locations, drug development stage and manner of partner introduction.

• Assess the competitive positions of potential pharma/biotech partners with this report’s analysis of current and future biotech positions of the top ten pharmaceutical companies and a detailed evaluation of recent major joint ventures, acquistions and licensing deals.

• Understand the future landscape for pharma-biotech alliances with this report’s analysis of the latest trends and developments influencing relationship management in addition to deal trends that include volume and value forecasts for pharma-biotech deals to 2015.

Table of Contents
Successful Pharma-Biotech Alliance Strategies
Executive summary 10
Pharma and biotech company synergies 10
Overview of pharma-biotech alliances 11
Why pharma-biotech alliances fail 12
Strategies to manage pharma-biotech alliances 13
The future of pharma-biotech alliance management 14
Chapter 1 Pharma and biotech company synergies 18
Summary 18
Background 19
The pharmaceutical industry 20
The research and development process 22
Resources 23
Constraints and pressures 24
The biotechnology industry 24
The research and development process 25
Resources 26
Constraints and presures 26
Drug development today 28
More sophisticated science 28
More complicated disease targets 30
Rapidly escalating costs 31
Declining R&D productivity 33
Conclusions 35
Chapter 2 Overview of pharma- biotech alliances 38
Summary 38
Introduction 39
Evolution of major alliances 40
Genentech 40
ImClone 42
MedImmune 43
Current deal trends 43
Types of relationships currently undertaken 44
Licensing 46
Significant recent pharma-biotech licensing deals 48
Joint ventures 48
Significant recent pharma-biotech joint ventures 55
Acquisitions 55
Significant recent pharma-biotech acquisitions 56
Hostile takeovers 59
Offshore alliances 60
Japan 61
China 62
India 63
Canada 64
Number and value of alliances 65
Key therapeutic areas for pharma-biotech alliances 67
Conclusions 68
Chapter 3 Why pharma-biotech alliances fail 70
Summary 70
High failure rates 71
Symptoms of alliance failure 72
Factors that do not affect alliance success 73
Main causes of alliance failure 74
Management changes 75
Culture 77
Project organization and expectations 79
Alliance goals 80
Incentives 81
Roles and responsibilities 82
Sharing of business processes 83
Decision support infrastructure 83
Project and alliance leadership 83
Harmonization of information technology 84
Timelines and budgets 85
Alliance expectations 86
Other preventable problems 86
Technology failure 87
The drug approval process 87
Drug development success rates 90
Case study: Alza and Scios 92
Vulnerability by alliance type 94
Licensing deals 95
Joint ventures 96
Acquisitions 96
Conclusions 97
Chapter 4 Strategies to manage pharmabiotech alliances 100
Summary 100
Determining alliance success 101
Performance measurement 101
Alliance goals versus company goals 101
Why effective alliance management is crucial 103
Key alliance management strategies 104
Deal structure 104
Case study : Wyeth 105
Case study : Novartis 107
Relationship managing and monitoring 108
Case study : Eli Lilly 110
Case study : GlaxoSmithKline 111
Exploiting synergies across alliances 112
Biologics consolidation 114
Case study: AstraZeneca 115
Case study: Novartis 116
Case study: Pfizer 119
Addressing corporate culture 120
Case study: WuXi PharmaTech 121
Leadership continuity 123
Renegotiation 125
Third party services 127
Conclusions 128
Chapter 5 The future of pharma-biotech alliance management 130
Summary 130
Increasing reliance on biotech by Big Pharma 131
Positions of the leading pharmaceutical companies 131
AstraZeneca 132
Bayer 133
Eli Lilly 133
GlaxoSmithKline 134
Johnson & Johnson 134
Merck 135
Novartis 135
Pfizer 136
Sanofi-Aventis 136
Weyth 136
Deal trends 137
Number and value 137
Therapeutic areas 137
Types of relationships 138
Offshore relationships 139
Relationship management trends 139
Conclusions 140
Index 142
List of Figures
Figure 1.1: U.S. NME approvals vs. R&D spend, 1980 – 2007 34
Figure 1.2: U.S. R&D spend per NME approval by year, 1990 – 2007 35
Figure 2.1: Comparison of key types of pharma-biotech alliances 47
Figure 2.2: Volume and value of biolicensing deals, 1997 – 2007 66
Figure 3.1: Compounds tested by phase of development, 2008 91
Figure 3.2: Pharma-biotech alliance failure trends by alliance type 94
Figure 4.1: Pharma, biotech and alliance goals 102
Figure 4.2: Roles and responsibilities for alliance personnel 109
Figure 4.3: Biologics consolidation vs. alliance consolidation 114
Figure 5.1: Volume and value of biolicensing deals, 2005 – 2015 (est.) 138
List of Tables
Table 1.1: Characteristics of pharmaceutical companies and biotechs, 2008 20
Table 1.2: Pharma and biotech views of alliances, 2008 22
Table 1.3: R&D expenditure within the U.S. and abroad by PhRMA members 32
Table 1.4: U.S. R&D spend per NME approved, 1990 - 2007 35
Table 2.5: Significant recent pharma-biotech licensing deals 49
Table 2.6: Significant recent pharma-biotech licensing deals (continued) 50
Table 2.7: Significant recent pharma-biotech licensing deals (continued) 51
Table 2.8: Significant recent pharma-biotech licensing deals (continued) 52
Table 2.9: Significant recent pharma-biotech licensing deals (continued) 53
Table 2.10: Significant recent pharma-biotech acquisitions 57
Table 2.11: Significant recent pharma-biotech acquisitions (continued) 58
Table 2.12: Significant recent pharma-biotech acquisitions (continued) 59
Table 3.13: Cultural characteristics of pharmaceutical companies and biotechs 78
Table 4.14: Selected GlaxoSmithKline biotech alliances, 2008 112
Table 4.15: Capabilities of selected alliance management specialists 127
Table 5.16: Current and future biotech positions of top 10 pharmaceutical companies, 2008 132