Abstract
In recent years, alliances between pharma and biotech companies have become common, with hundreds of relationships currently in place for drug developments across virtually all high priority conditions. Such alliances are of significant benefit to pharma companies who are aiming to combat the increasing need for new product development and rapidly escalating R&D costs. For biotechs, alliances provide crucial funding that can help to maintain and expand R&D activities. These synergistic benefits have resulted in over 30% of drugs in clinical trials now being a direct product of pharma-biotech alliances. However, poor deal structure and implementation 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 examines the current landscape for pharma-biotech alliances and provides an in-depth analysis of the underlying factors that can determine their success or failure. Recent major joint ventures, acquisitions and licensing deals are evaluated and the latest trends and developments affecting alliance management are assessed. This report also performs a detailed examination of 9 case studies that profile varying approaches to deal structuring and relationship management, in addition to charting 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. Improve the effectiveness of your alliance strategies with this report detailed examination of the key issues influencing the success of relationships and a case study analysis of major recent alliances.
Contents
iii
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 HEALTHCARE
Successful Pharmabiotech Alliance
Strategies
Driving synergies, avoiding failure and managing
relationships
By Alison Sahoo
Table of Contents
ii
Alison Sahoo
Alison Sahoo is a pharmaceutical industry analyst with more than 10 years of
experience researching the development of medicines and medical devices. She holds a
B.S. in Physics from McGill University and an MBA in International Business from
Rutgers University.
Copyright © 2008 Business Insights Ltd
This Management Report is published by Business Insights Ltd. All rights reserved.
Reproduction or redistribution of this Management Report in any form for any
purpose is expressly prohibited without the prior consent of Business Insights Ltd.
The views expressed in this Management Report are those of the publisher, not of
Business Insights. Business Insights Ltd accepts no liability for the accuracy or
completeness of the information, advice or comment contained in this Management
Report nor for any actions taken in reliance thereon.
While information, advice or comment is believed to be correct at the time of
publication, no responsibility can be accepted by Business Insights Ltd for its
completeness or accuracy.
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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
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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 pharma-
biotech 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
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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
vii
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
