Driving Innovation And Strategic Excellence in the Life...
Transcript of Driving Innovation And Strategic Excellence in the Life...
DrivingInnovationAndStrategicExcellenceintheLifeSciences
CarlosNVelez,Ph.D.ManagingPartnerLacertaBioInc.
[email protected]+18452933343
OurPracticeAreasAreDedicatedToServingTheBusinessDevelopmentCommunity
Weruncompletein-licensingandout-licensingprocesses,utilizingasuiteofapproachestomaximizetheprobabilityoflicensingsuccess.
WeconsulttoBD&Lteamsbyprovidingduediligencesupport,valuation,secondopinions,andprocessaudits.
OutsourcedLicensing Consulting
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OurPractice
OurConsultingPractice
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• ProductDevelopment• IntellectualProperty• MarketOpportunityAssessments
• ProductIn- andOut-Licensing• ProductandCompanyFundRaising• Duediligencesupportforinvestors
• InterimandFullTimeManagement• TurnAroundSituations• TemporaryManagementSupport
Weadviseonproductdevelopmentandcommercialopportunities.
Wesource andassessnoveltechnologies,orfindpartnersforourclients’innovations.
WeFocusOnWhatMattersMostToSeniorManagementAndTheirInvestors
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Weexecutecompanyturnarounds,orprovideinterimmanagementservices.
OurOutreachFramework
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WhetherIn- orOut-Licensing,WeUtilizeMultipleChannelsForMaximizingCommunication
• PassiveMarketing– IndividualpagesonLacertaBio.commarketedviaLinkedInandotherdigitalchannels
• Databases – Pastconferences,MedTrack…
• ActiveOutreach– Callstocompanieswithexpressedinterestintherapeuticareaorasset,plusnewsletterwith3000+recipients
• Conferences – RepresentationatBiotechShowcase,BIO,andBIOEuropeFallincludedinfees
• Client/LacertaBioIdeas– PriorcontactsandrelationshipsandVCs
WeIncreasethePaceofBDThroughaCompletelyOutsourcedApproach
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ExecutivesWantFasterBDWithoutMajorIncreasesinExpenses.WeProvideThisSolution.
Situation
• Managementneedstoefficiently increasein- andout-licensingcapabilitiesanddealflow
• AmplesupplyofexperiencedBDprofessionalsavailable
• Demandforqualityassetswithattractivecommercialpotentialandaclearly-definedriskprofilehasneverbeengreater
Challenges
• InvestorsdemandfasterBD&L,distractingmanagementfromkeyoperationaltasks
• HiringBDtalentisexpensive,risky,andtime-consuming
• Needtoemphasizecommercialbenefitsandriskstoprospectivepartners
OurSolution
• WeprovidetheBDservicesneeded,enablingmanagementtofocusonotherareasofthebusiness
• OutsourcedBDledbyindependent,seasonedprofessionals
• Materialsandprocessesemphasizecommercialbenefitstoprospectivepartner,unclutteredbytechnicaldetails
ConsultingCaseStudy:ValuationForLicensing
Situation
• CanadianpharmaceuticalcompanywithaPreclinicallicensingopportunity
• NegotiatingalicensingdealwithaChinesepharmaceuticalcompany
• NeedforChina-specificmarketassessment,valuation,anddealanalysis
Challenges
• Reformulationofexistingdruginahighlycompetitive,price-sensitivemarket
• ChinesecompanypreferringtransactionbasedonSales,notUpfronts &Milestones
• ChinesehealthcaresystemamysterytomanyNorthAmericansandEuropeans
OurSolution
• Emphasisofclinicalbenefitstonewproduct,andresultingcost-savings
• On-the-groundanalystsinChinawhounderstandlocalsystem
• BlendofUSandChinesedatasourcestoarriveatreasonablevaluationanddealterms
OurGlobalReachEnablesLacertaBioToConductMultinationalValuationExercises
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DrugDeliveryLicensingPresentsSpecialChallenges
Situation
• Drugdeliverytechnologycompaniesfrequentlyhavealargeportfolioofprojects
• Rangefromideastofullclinicalprograms
• Productlicenseorapprovaloftennecessarytovalidateunderlyingtechnology
Challenges
• Difficulttoextractmeaningfulbenefitsorperformancefromolddrugs
• BigPharmacompaniesusuallyeschewnon-NCEproductcandidates
• Reimbursement canbeatremendouschallengewithoutdemonstratedhead-to-headclinicalbenefits
OurSolution
• Prioritizationbasedonlocalcompetitiveenvironments&superioritytogenerics
• Seekpartnersoutside“BigPharma”landscape, suchasAsiaandLatAm
• Focus onclinicalbenefits,nottechnicalperformance
OurExperienceatPenwestRemainsQuiteRelevant
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Consulting:AnalysesHelpFocusBDEffortsOurApproachHelpsFocusOut-LicensingEffortsOnAssetsWithGreatestChanceofSuccess
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AssetAnalysis• Indications•Datainhand•CommercialOpportunity•Developmentplan• IP•Competition
PartnerPerspective•Searchforpotentialpartners•Examinetheirrequirements•Assessgapsintheirpipelineorrevenueforecasts
Decision•YES- Assetislicensableandseveralpotentialpartnersidentified
•NO- Noobviousmarketforasset;deprioritize
•MAYBE- Assethaspotential,butgapsexist,i.e.,datagaps &furtheranalysis
Deliverableisareportwhich:• Prioritizesassetstofocusout-licensingefforts• Identifiesprospectivepartnerstotarget• Providesinformationtohelpcustomizemessagetotargetcompany
CaseStudy:License-AbilityandPrioritizationWeHelpFocusLicensingEffortsToMaximizeChancesForATransaction
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Situation
• Asiangovernmentresearchinstitutewith12drugdiscoveryprograms
• Eachwithalibraryofnoveldrugcandidatesandinitialpreclinicaldata
• Instituteinitiatedout-licensingefforttofindcorporatepartners
Challenges
• Onlyonepersonresponsibleforout-licensing12programs
• SomeNCEswereagainstestablishedtargets,somewithonmarketproducts
• Lackofcleardetailedcommunicationinpresentationmaterials
OurSolution
• Were-prioritized andfocusedeffortson6ofthe12programs
• Repositionedassetstogeographiesoutsideestablishedmarkets
• Workedtoreviseallnon-confidentialandconfidentialdatapackages
BDAudits:WhatHappensWhenBDIsNotSuccessful?
CommercialAssessments– WhatCanGoWrong?• ExaggerationsorincorrectassumptionscanquicklyleadtoBDfailure• Overestimationofreimbursementenvironmentanotherproblem•Wecanidentifyareasthatrequirerevisionofexistingdata
OutreachProcess• Areyouattendingtherightconferences?• Areyoutalkingtotherightpeople?• Areyourmaterialscustomizedforyouraudiences?
BDPersonnel&SkillSet• Doyouneedleadgeneratorswhenyouonlyhaveclosers?• Isthereamismatchbetweenyoursalesfunnelandyourorganization?• Aretherightpeoplewiththerightskillsinplace?
WeCanAuditExistingEfforts,ProvidingReal-WorldAdviceWhichMayLeadToSuperiorResults
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DatabaseSearchesIdentifyProductsandCompaniesMedTrackIsButOneToolInTheOverallSearchProcess
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• MedTrack canbeusedtoidentifyindividualtecjnologies,productsandcompanies
• Otherdatabasesusedincludethosefrompastpartneringconferences,partnering360,data.com,andothers
SearchforEarly-StageAssetsandTechnologiesinGastroenterology
ExamplesofPast&CurrentConsultingClientsProjectsInvolvedLicensing,MarketResearch,DueDiligence,&OtherTopics
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TeamandPartners
LacertaBioLeadership– CarlosN.Velez
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Nearly20YearsExperienceinConsultingandBusinessDevelopment
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• FounderandManagingPartnerofLacertaBio (2010)• CurrentandpastclientsincludeTzamal(Israel),Panion(Sweden),Nevakar
(USA),CombiGene(Sweden),Troikaa(India),KRICT(Korea),Cornerstone(USA),Almac(UK),UniversityofBath(UK),APJLabs(India),Pfizer(USA)…
• Co-founderofConnexinTherapeutics,anophthalmologydrugdevelopmentcompanycurrentlyraisingaSeed/SeriesAroundoffinancing.
• PreviouslytheChiefBusinessOfficerofLanticTherapeutics(UK)untilthepassingofthescientificco-founderin2012.
• FormerDirectorofBusinessDevelopmentatPenwestPharmaceuticals,wherehewasresponsiblefortheout-licensingof505(b)(2)programsdevelopedinternally,aswellasthescoutingandanalysisofneurologyin-licensingopportunities.
• OtherpreviousemployersincludeForestLabs,FrankelGroup(nowHuronConsulting)andGenencor(nowownedbyDanisco).
• B.S.inPharmacyfromtheAlbanyCollegeofPharmacy,aPh.D.inPharmacyfromtheUniversityofNorthCarolinaatChapelHill,andanMBAinFinancefromtheRochesterInstituteofTechnology.
OurPartnershipsWePartnerWithExpertsGlobally,OnAPer-ProjectBasis,ImprovingGlobalReachandEfficiency
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Since2010,London-basedEgamidhasfacilitatedvarioustransactionsacrossEurope,Asia,andNorthAmerica
WithofficesinShanghai,HongKong,andBeijing,LingmedoffersavarietyofpartneringservicesandtoolsfortheAsianmarkets
OperatesdualbusinessmodelofconsultingandcompanyformationfromofficesintheUS,Europe,andChina
DrivingInnovationAndStrategicExcellenceintheLifeSciences
CarlosNVelez,Ph.D.ManagingPartnerLacertaBioInc.
[email protected]+18452933343