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Creative Alliances with Nontraditional Players Increasingly Essential for Survival in Pharmaceutical Industry, New Ernst & Young Report Finds
Date:2/11/2010

and patient outcomes, pharmaceutical companies have lost the exclusive control they once had over outcomes data, posing reimbursement risks and forcing strategic decisions to be made about whether to build new proficiencies in data analysis.

- As pharmaceutical companies expand into emerging markets, they are increasingly considering alliances with non-traditional partners – from micro-lenders who could bridge the affordability gap to food companies with existing distribution and infrastructure networks to help manage supply chains. The unprecedented nature of these new partnerships pose new challenges in determining how deals are structured and how each partner's contribution is valued.

Business development leaders see challenges ahead in Pharma 3.0 deal execution

As part of Progressions, Ernst & Young surveyed key business-development executives from 24 unique companies, including 11 of the 15 largest global pharmaceutical companies and members of new industries expected to enter the Pharma 3.0 ecosystem. Survey responses underscored the challenges ahead. Among the key findings:

  • 92% of respondents believe new entrants will enter the Pharma 3.0 ecosystem, with e-health, mobile-health and new medical technology firms being the most likely new entrants
  • 67% of respondents said they are not well prepared for valuation and modeling potential deals with nontraditional partners
  • 75% of respondents believe that corporate and deal strategy, offer and market positioning, and due diligence will all be more challenging in Pharma 3.0 alliances
  • 50% of respondents expect  deals will become more challenging in Pharma 3.0, while only 2% expect that they will become less challenging

"While this has always been an innovation-driven industry, the winners in Pharma 3.0 will approach innovation in new way
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SOURCE Ernst & Young LLP
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