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Biotech / Medical : Biotech Valuation
CRSP 56.68-2.4%Dec 12 3:59 PM EST
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To: keokalani'nui who wrote (2198)12/1/2000 5:14:15 PM
From: Biomaven  Read Replies (2) of 52153
 
wilder,

Interesting article. As I said at the time of the CVTX/QTRN deal, this was a potentially very significant deal for the biotech industry. Used to be the biotechs needed the pharmas for R&D/regulatory help, financing and marketing.

Over the last decade biotechs have shown that most don't need the pharmas for R&D/regulatory help any more. Over the last year or so the industry has shown they no longer need the pharmas for financing. That leaves marketing.

The CVTX deal showed one way out - use a CRO to do your marketing instead, with a 90:10 split instead of the original 10:90 split and the more recent 50:50 deals.

In another example, SEPR seems to be heading to marketing norastemizole on its own. I'm not sure how wise this is yet, but it certainly is an interesting development. Incidentally, SEPR started out marketing Xopenex on its own, then added some QTRN (Innovex) salesforce, then partnered with Abbott for the pediatric market, and was recently rumored to have now acquired the contract salesforce from QTRN.

Up to now biotechs have mostly mounted only niche salesforces. Stepping up to the full-marketing plate or partnering with CRO's could free them from the last leash tying them to the pharmas. (Although the ever-present munch threat by the pharmas is always a final resort for them).

Peter
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