elevation insights ™ | licensing technologies/compounds (global intelligence & due diligence)

© Elevation Insights™ 2012-2014. All Rights Reserved.A Chirala Holdings™ Subsidiary & partner of Crescendus™ 1© Elevation Insights™ 2012-2014. All Rights Reserved.A Chirala Holdings™ Subsidiary & partner of Crescendus™

Elevation Insights™

Licensing Technologies/CompoundsGlobal Intelligence & Due Diligence

© Elevation Insights™ 2012-2014. All Rights Reserved.A Chirala Holdings™ Subsidiary & partner of Crescendus™ 2

Licensing New Technologies & ProductsGlobal Intelligence & Due Diligence

Mandate initiated by:This Mandate is generally requested by any of the following senior management personnel within a company-VP MarketingVP StrategyVP Business or Corporate DevelopmentVP EngineeringVP R&DVP Product Development

Executive Level Mandate

Internal Company Mandate Description:

We need to develop a systematic process to monitor, analyze and act on the licensing of new technologies and compoundsfrom global IP holders (e.g. universities, national labs, startups, small and large commercial enterprises). The proposedsolution should handle all aspects of global information intelligence gathering, sound due diligence analysis, ranking oftarget opportunities, and the ability to make strategic business development recommendations.


Internal Team Meeting (scheduled by Executives within your company)

Product ManagersBusiness Development ManagerCountry/Business Unit ManagersVP SalesFinancial AnalystFinancial ControllerCFOSubject matter experts (Engineers, Scientists)

VP MarketingVP Product DevelopmentVP StrategyVP Business or Corporate DevelopmentVP Engineering or TechnologyVP R&DVP Product DevelopmentVP Legal/CounselVP InnovationDirector, Product DevelopmentDirector, Business DevelopmentDirector, StrategyDirector, MarketingDirector, Market Intelligence

The task requested by the Executive Team is highly strategic and will impact a wide range of business units & internalprocesses. As a result, collaboration & joint buy-in from senior management leaders will be key from the early stage ofproject deliberations.

Note- The composition of teams and titles varies by company, depending upon it’s size, offerings, markets & specificcompetitive situation. As the scope of the project expands, additional team members may be required.

Internal Team Involved (Core) Supporting Team Members


Tasks discussed within Internal Team Meetings (by Core Attendees)

High level Selection Criteria forgathering Global Intelligence

1. Portfolio growth areas and current gaps in portfolio2. Market size and growth rates for current product portfolio and also products

currently in development/evaluation3. Competitor intensity4. Market white spaces5. Regulatory changes that either impact/open up new markets or growth

opportunities6. Meeting short, mid and long term strategic growth plans7. Patent expirations8. Disruptive innovations/market leading technologies, processes and compounds

1. Scientific, Clinical, Engineering, Manufacturing, Supply Chain2. Competing/Alternative technologies and compounds within various target

segments3. IP availability, recent deal terms4. Ease in negotiations/IP holder relations/accessibility

Due Diligence ofTechnologies, compounds

Common metrics for analysis,ranking & recommendations

1. Creating a single unified technologies and compounds evaluation templatedocument that can be used across business units and internal departments

2. Populating above document with target technologies and compounds usingabove selection criteria and due diligence data (with weighted attributes)

3. SWOT Analysis and ranking of technologies for internal discussions andrecommendations

Execution issuesNext steps

1. Constant template document updates (e.g. new information from varioussources)

2. Target technologies and compounds recommendations3. Contact lists for IP holders4. Preparing presentation slides for internal executives

Key Tasks


Information Needs required to complete your “Next Steps”

Information Requirements• Build user requirements for a single unified technologies and compounds evaluation target

assessment template document, that will be used by the various stakeholders

• Populate the template document with complex information pertaining to the various targettechnologies and compounds, and frequently update it with the latest information

• Target technology intelligence information types includes:• List of technologies available for licensing from various IP holders

• Contact information, technology description, IP• Deal models for licensing, including critical issues such as

exclusive/non-exclusive/first rights access• Scientific, Engineering & Process:

• Compound information, synthesis & characterization techniques,scale-up information, presentations at industry events, publications

• Discovery and Clinical (if applicable):• Pre-clinical data, Clinical Data, Mechanism of Action, Outcome

measures & end points (e.g. efficacy, toxicity, PK/PD, maximum dose,cross-drug interactions, disease free progression, survival etc.)

• Manufacturing and Supply Chain:• Process analytical techniques, regulatory procedures, supply chain

sourcing and alternatives

• List of primary competitors in target markets and their recent technology licensing activities

• Market size estimations for new technologies and compounds

• Ranking of technologies, SWOT Analysis, technology recommendations and preparingexecutive level presentation slides

COMPLEXSCIENTIFIC, CLINICAL,ENGINEERING &TECHNOLOGY SOURCESWITH FREQUENTUPDATING NEEDS


Execution Options: Internal “do-it-alone” Approach vs. External Help

Internal Approach

30-50 >50KeyTechnologiesShortlist

PotentialInformationTypes & Updates

Note- Actual data figures can vary greatly, depending upon industry space.

X

Strain on Resources• 10 plus senior management & their teammembers will need to spend extensive amountsof time, in addition to their regular duties.• Real Costs incurred.• Information gathering, analysis & reportingchallenges add additional pressures, loweringproductivity.

Frequent Information UpdatesRequired

External Help: Elevation Insights™Elevation Insights™ can collect, analyze, report & maintain your global technology, engineering, process and compounds licensingintelligence data, and help relieve some of the time bandwidth and resource burden of your top management personnel. Inaddition to building and maintaining your active licensing intelligence information system for your key markets, we can also offerour business development recommendations for acquiring some of these technologies. The global template document can be builtusing MS Excel, MS Word or MS PowerPoint formats and placed centrally within a password protected website. It is important tonote that our primary expertise and emphasis here is on global technology and commercial intelligence and insights to support thestrategic nature of your project.

We also encourage you to check the product management and business development solutions from Crescendus™.

Access to global technology & commercial intelligence


Decision Time: Let your internal ROI guide you!

Time Cost Decision•Internal Meetings

•Initial strategy discussions•Setting up of internal program office& work streams•Follow-up strategy discussions•Information gathering•Information review & analysis•Conference calls with traveling team•Data analysis & reporting•Series of follow-up discussions toreview key accounts data and analysis• Decision meetings to go overrecommendations shortlist• Call to Action set of meetings &preparation materials• Updating above materials with newinformation & re-do above decisionmaking process.

• Internal Email Chains/Calls• Regular Duties Impact

• Overtime to focus on regular duties• Productivity & potential revenueimpact on existing responsibilities• Stress on your current team•Potential attrition of top performers

•On-Going Maintenance• To keep intelligence current &update data analysis & reporting

•Key Parameters

• Total number of meetings• Total time spent on attendingmeetings and completing meetingtasks (incl. email time, conferencecalls, presentation reports, targetdocuments, information costs)• Total number ofattendees/meeting along withcomposition (e.g. VP, Director,Strategic Sales Personnel)• Calculate total cost based ontotal time and fully loaded costfigures by various attendees, forall the tasks involved incompleting the project.

Use Fully Loaded Cost Figures:Manager level: $100-125/hourDirector level: $150-200/hourVP level: $250-350/hourNote:Placing a cost figure on all yourinternal activities will highlight thetrue cost of completing a task. Thisis often ignored within internalcompany settings while dealing withsalaried employees.

Situation 1If your internal total costs,senior managementavailability bandwidth, andtimelines are acceptable toyour company, then it isprudent to complete theproject internally withoutany external help. A keyassumption here is that yourcompany has all the rightskill-sets to complete theproject.

Situation 2If the right skill-sets areunavailable within yourcompany or the timelinesand total internal costs arenot acceptable, thenwe recommend seekingexternal help.


If your company is currently facing some of the challenges mentioned in thispresentation, we encourage you to contact us.Telephone:1-(865)-332-0942Email:[email protected]:www.elevationinsights.com

Contact Us

elevation insights ™ | licensing technologies/compounds (global intelligence & due diligence)

Technology

business development

product development

strategy director

marketing director

engineering technology

high level selection

compounds common metrics

frequent updating needs