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Bigger Licensing Deals Require Better Partners


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This infographic highlights findings from our biopharma-partnering survey on the qualities that sell-side companies are looking for in a licensing partner and ranks the industry’s top-tier partners.

For a more in-depth look at the survey findings, visit here:

Published in: Healthcare
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Bigger Licensing Deals Require Better Partners

  1. 1. Deals are heavily concentrated in a small number of specialty therapeutic areas (TAs), including oncology, inflammation, neuroscience, and infectious diseases Midsize oncology specialist Celgene had the highest average score across all attributes It also received the most nominations as “top partner” and the widest recognition as a good company to partner with J&J, BMS, and Lilly joined—and Merck and Roche remained in— the top tier Highest average score across all partnering attributes (and change since 2012) Study Description Focus on Value Creation Lessons for Deal Makers Licensing today is increasingly competitive Celgene becomes the top partner of choice Several big pharma companies rose in the rankings Partnership deals have decreased by 41% since 2010, driven primarily by the favorable IPO market Yet the average deal value has grown by more than $100 million—or nearly 60%—over the same period Average up-front payments are also on the rise—they’ve more than doubled since 2010 BCG’s latest Biopharma Partnering Survey, our sixth in 12 years, examined licensing and business development activity in the global biopharmaceutical industry. For executives on either the buy side (licensees) or the sell side (licensors), the survey remains the premier source of information on licensing activity and sellers’ perceptions. The 2014 survey included responses from 63 senior executives (including CEOs, presidents, and heads of business development) across a range of biopharma firms worldwide. Bigger Licensing Deals Require Better Partners Highlights from BCG’s 2014 Biopharmaceutical Partnering Survey Partner that can add value to their product/TA (4.6 average importance) Partnership that will develop & prosper (4.5) Dependable clinical development capabilities (4.4) Global reach (4.2) 12 years of surveys provide BCG with a broad perspective on shiing perceptions and priorities. Vast structural changes in health care, along with the industry's strong emergence from the tumult of 2008-2010, have had a profound effect on the economics of the industry, and in turn, on licensing partnership trends. Key attributes that sell-side companies are looking for in a partnership: 1 0 2 3 4 5 1 Celgene 2 Merck 3 J&J 4 Roche 5 BMS 6 Lilly Read BCG’s latest insights, analysis, and viewpoints at © The Boston Consulting Group, Inc. 2015. All rights reserved. To find the latest BCG content and register to receive e-alerts on this topic or others, please visit Please direct questions to