In- and out-licensing

We supported a pharmaceutical company in the evaluation of an in-licensing opportunity for a digital pain support product.

We characterized the key markets in pain management by segmenting them per geographic zone and by usage case, and we evaluated the potential of the solutions by taking into account specificities, regulations, market access, cultural habits, and more.

In the end, we validated the value proposition of the start-up and recommended to our client to proceed with due diligence.

For a healthcare company we identified a product that involved connected technologies adaptable to medical gas bottles in order to promote the optimization of logistical flows and propose new services, such as monitoring patient physiological parameters.

After precisely defining with the client the filtering criteria of technologies to explore (maturity, price, competitive intensity, operating freedom, etc.), our team carried out a primary selection of pertinent technologies for our client’s product. Then, after having defined and chosen a more fine-combed selection, we analyzed for each technology the type of data that could be generated, their value and their limits (connectivity, long-distance communication, autonomy, etc.).

In the end, we recommended three key technologies for our client’s product and we introduced them to the developers of these technologies to establish a licensing agreement partnership.

We supported one of our clients, a leading healthcare industry company, in the evaluation of a strategic opportunity in the e-Health speech disorders market. To do so, our team conducted a landscaping investigation to identify the players, and to understand and evaluate the tele-therapy market for speech and language disorders. We interviewed potential partners to understand their solutions and their current business models and to consider a product licensing agreement with our client. For this partner search, our team developed a visualization tool which showed in an interactive manner the potential partnership between our client and each of the studied companies. In the end our client could short-list partners, meet them, and conclude a licensing deal with one of them for their product.

We supported a major industrial company in the identification of targeting companies with which to establish in-/out-licensing agreements. Our client had a well-established sales force in several geographies across the world, and was interested in partners with products that were already in advanced stages of development or market access, or that were already on the market.

Our client’s New Business Development team was lacking information regarding the strategy and needs of medium-sized pharma companies in terms of product partnerships. To this end, our team analyzed around a hundred companies according to diverse criteria established by our client (such as therapeutic areas of interest, geographic overlap with our client, product types, level of R&D advancement, market access phase, etc.) before establishing a shortlist of 30 companies to characterize in more depth.

We then exchanged with teams of the selected targets to understand their needs and expectations in terms of licensing, to underline the potential of out-licensing with them, and to present the main points of the agreement proposed by our client.
In the end, the New Business Development team of our client could contact the targets who had expressed a first level of interest, all while refining their commercial approach based on the results of our study.

Our team supported an agri-food company in understanding the landscape of biological providers for commercial licensing in France, Spain, Italy, Germany, the UK, Chile, the USA, Brazil, Mexico and Canada.

We helped our client identify and characterize these providers according to different selection criteria that were co-built and defined during the project, and we interviewed these companies to assess their fit for our client.

On this basis, we were able to provide an overview of the current innovative players in the field of biocontrol of crop protection in the in-scope countries and could recommend the top 5 players to connect with for potential future licensing agreements.

Our team supported a healthcare company in negotiating the value of a biotech molecule that they were aiming to out-license.

To help our client with this, we identified, selected and analyzed comparable deals worldwide on several criteria. In this analysis, we conducted a critical comparison of the deals’ details according to the client’s specificities, such as the development status, indication and type of molecule.

In the end, we were able to recommend a value range and deal structure to our client, based on our overview of the terms of the agreements passed in their field of work. We also provided them with a database of similar deals to bring them a negotiation basis for their out-licensing process.