Cambridge Healthtech Institute’s 17th Annual
Strategic Alliance Management Virtual Congress
A Networking Congress for Building Relationships and Pharmaceutical Advancement
October 27-28, 2020
The development and successful approval of new drugs and therapies increasingly relies on the strategic partnerships forged across pharma, biotech, academia, and beyond, along various points in the pipeline. In order for these partnerships to be successful and mutually beneficial, partners on both sides must manage the process and people efficiently and effectively. The quantity, scope, and complexity of these alliances has ushered in new strategies, innovative approaches, and best practices to maximize value and to leverage partnerships above and beyond the deal. Cambridge Healthtech Institute’s 17th Annual Strategic Alliance Management Congress will bring together senior alliance management, business development, project management, technology transfer, and licensing professionals to network and share experiences, best practices, tools, insights, and perspectives in the art of alliance management.

Tuesday, October 27

9:00 am Recommended Workshop*
W1: LIVE CO-PRESENTATION: Successfully Executing Digital Partnerships

*Separate registration required. See workshop page for details.

10:30 am Refresh Break - View Our Sponsors

EXPLORING THE ALLIANCE MANAGEMENT FUNCTION AS A LEADERSHIP ROLE

11:00 am KEYNOTE PRESENTATION:

A 12-Year Success Story – Learnings from Navigating a Complex, Large-Scale Collaboration

Anna Maroney, PhD, Vice President & Head, Alliance Management, AbbVie Inc.
Urs Schleuniger, PhD, Global Head, Alliance & Asset Management, Pharma Partnering, Roche

Venclexta is a BCL-2 inhibitor approved for the treatment of patients with various hematologic malignancies, including chronic lymphocytic leukemia, small lymphocytic lymphoma, and acute myeloid leukemia. This session will discuss how two major biotechs brought their strengths together to take a discovery research program through development to the patients.

11:20 am

CO-PRESENTATION: Building and Evolving a Sustainable Alliance Management Function

Brent Harvey, Director, Alliance Management and M&A Integration, Eli Lilly & Co.
Jeremy Huckstep, Director, Strategic Alliances, Eli Lilly & Co.

Trying to take your alliance management function to the next level? As a function, we are under increasing pressures to add value. This presentation will look at alliance management function from strategic, operational, and cultural perspectives. It will also include developing and using metrics to capture the frequency of services provided, measure workload across partnerships, and track alliance management-driven cost savings.

Jan Twombly, President, The Rhythm of Business

The workload is growing and getting more complex. Signs have emerged that it is just too hard to continue implementing alliance management using traditional methods. Discover how to apply agile organization principles to key practices across the lifecycle. Use Service Level Agreements based on portfolio segmentation to deliver the value stakeholders require. Create new special purpose roles aligned to value inflection points. Reduce the governance strain on executives while improving decision making effectiveness.

12:10 pm SPEAKER Q&A:

Alliance Management as a Leadership Role

Panel Moderator:
Brent Harvey, Director, Alliance Management and M&A Integration, Eli Lilly & Co.
Panelists:
Anna Maroney, PhD, Vice President & Head, Alliance Management, AbbVie Inc.
Urs Schleuniger, PhD, Global Head, Alliance & Asset Management, Pharma Partnering, Roche
Jeremy Huckstep, Director, Strategic Alliances, Eli Lilly & Co.
Jan Twombly, President, The Rhythm of Business
12:40 pm Lunch Break - View Our Sponsors

EXPLORING CAREER PATHS IN ALLIANCE MANAGEMENT

1:25 pm PANEL DISCUSSION: Exploring Career Paths in Alliance Management
Panel Moderator:
Brent Harvey, Director, Alliance Management and M&A Integration, Eli Lilly & Co.

David Thompson, Chief Alliance Officer at Eli Lilly and Company, is facilitating an engaging panel discussion on careers in alliance management.  The panel will consist of seasoned alliance management leaders from different companies.  The panel will explore characteristics of effective alliance managers, career path options, shifting needs of the alliance manager skill set, and future state of the alliance management among other topics.  Audience questions will be encouraged. 

Panelists:
Aida Bendt, Director, Head of Alliance Management Oncology R&D, AstraZeneca
Cindy Warren, Vice President, Business Development, Global Neuroscience and Japan Region, Janssen Business Development, Johnson & Johnson
Harm-Jan Borgeld, Head, Alliance Management, Merck Serono
2:05 pm Refresh Break - View Our Sponsors
2:25 pm Interactive Breakout Discussion Groups

In this session, attendees join a Zoom Room discussion. Each room will have a moderator to ensure focused conversations around key issues within the topic. The small group format allows participants to informally meet potential collaborators, share examples from their work, and discuss ideas with peers. Discussion topics and moderators will be listed on the website.

Table 1: Alliance Management at the Forefront of Deal-Making
Aida Bendt, Director, Head of Alliance Management Oncology R&D, AstraZeneca
Urs Schleuniger, PhD, Global Head, Alliance & Asset Management, Pharma Partnering, Roche
Harry Atkins, Senior Director Alliance Management, Global Strategy and Corporate Development, Incyte

One of the principal roles of an alliance manager is to manage the collaboration based on an agreed-upon contract. Ahead of the contract signing, during the negotiation process, alliance managers are in a unique position to provide input based on the management of past deals. This group will explore ways in which Alliance Management can get involved earlier in the deal-making process, transferring the knowledge and experience of managing other partnerships.

  • At what point should Alliance Management get involved in the deal-making process?
  • What contributions can an alliance manager make to the negotiation process?
  • How would a partner perceive Alliance Management at the table? What message would that deliver about your company's approach to partnership?
  • What steps are required to gain alignment in your own organization about the role of Alliance Management in the deal-making process?

BECOMING A PARTNER OF CHOICE: IMPACT OF ALLIANCE MODELS, STRATEGY, AND INTEGRATION

2:55 pm

Rethinking What It Means to Be a Partner of Choice

Michael Kennedy, PhD, Senior Director, Business Development & Licensing, Alliance Management, Bayer AG

This presentation will detail why efforts to become a "partner of choice" have failed for many companies.  It will demonstrate through real-world examples what becoming a partner of choice really means, and why what "it really means" will change over time and for different collaborative ventures … even with the same business partner.  Methodologies will be described that will help companies identify and communicate their unique value proposition in a clear, concise, and compelling fashion in order to attain a partner of choice status with multiple potential partners.

2:55 pm Defining a Strategy to Build an Alliance Portfolio in Support of a Diverse Technology Landscape
Eric J. Lawrence, Associate Director, Specialty Lab Alliance Lead, Global Alliance Management, Global Clinical Operations, Bristol-Myers Squibb

Developing an outsourcing strategy to support clinical trial laboratory testing presents challenges to successfully execute with so many established and new emerging technologies. Identifying strategic partners to enable successful study execution starts with a strong collaboration between an alliance management organization and internal stakeholders. Strategies to build a strong alliance with strategic partners and how to manage changes to the portfolio will be presented.

2:55 pm Integrating Existing Alliances
Dana Hughes, Vice President, Business Development & Head, Integration Management, Pfizer Inc.

Alliances are always dynamic, moving with the dynamics of the individual opportunity. But partners themselves are dynamic. When one partner is acquired in a relationship it can be destabilizing to the existing relationship.  We want to look through Pfizer (and others' experiences) of acquiring existing alliances, existing relationships, and then build new ones. We hope to cover the obvious steps, some less obvious steps, and possible recommendations for your own future acquisitions.

3:15 pm SPEAKER Q&A:

Becoming A Partner of Choice: Models, Strategy, Integrations

Panel Moderator:
Anna Maroney, PhD, Vice President & Head, Alliance Management, AbbVie Inc.
Panelists:
Michael Kennedy, PhD, Senior Director, Business Development & Licensing, Alliance Management, Bayer AG
Eric J. Lawrence, Associate Director, Specialty Lab Alliance Lead, Global Alliance Management, Global Clinical Operations, Bristol-Myers Squibb
Dana Hughes, Vice President, Business Development & Head, Integration Management, Pfizer Inc.
3:45 pm Tech Break - Transition to Interactive Breakout Discussions Groups
3:55 pm Interactive Breakout Discussion Groups

In this session, attendees join a Zoom Room discussion. Each room will have a moderator to ensure focused conversations around key issues within the topic. The small group format allows participants to informally meet potential collaborators, share examples from their work, and discuss ideas with peers. Discussion topics and moderators will be listed on the website.


Table 2: Alliance Launch
Brent Harvey, Director, Alliance Management and M&A Integration, Eli Lilly & Co.
Timothy Salfi, Director, Corporate Alliance Management, Merck

Organizations commit significant resources to alliance deals that are central components of the organization’s long-term strategy. Too often, however, such deals get “thrown over the fence” from those who identify the asset, to those responsible for negotiating and closing the deal, to those finally responsible for managing the working relationship with the partner organization. This group will explore some of the challenges and best practices for launching an alliance for success.

  • How, if at all, does your organization employ a systematic approach to launch alliances?
  • What are the initial challenges, necessities and opportunities during an alliance launch?
4:25 pm ALLIANCE CONNECTS - View Our Sponsors
5:00 pm Close of Day

Wednesday, October 28

PHARMA-DIAGNOSTICS ALLIANCES

Panel Moderator:
Mai-Tal Kennedy, Principal, Consulting, Vantage Partners LLC

This talk will explore the essential elements that underpin a successful BioPhama/Diagnostics partnership. We will touch on the background, cultural influences, challenges and successes associated with the BMS-Illumina strategic Alliance.

Panelists:
Michael McInerney, Senior Director, Development & Commercial Alliances, Bristol-Myers Squibb
Katherine Ellison, Director of Alliance Management, Illumina

This talk will explore the essential elements that underpin a successful BioPhama/Diagnostics partnership. We will touch on the background, cultural influences, challenges and successes associated with the BMS-Illumina strategic Alliance.

ADDRESSING CHALLENGES IN ALLIANCE MANAGEMENT

10:20 am Dispute Resolution: Settling Differences Collaboratively
Steven Twait, Vice President, Alliance & Integration Management, AstraZeneca

The dynamic nature of pharmaceutical collaborations means it is inevitable that disputes will arise from time to time. Disputes can stem from contractual interpretations, documentation of financial and operational decisions, or changing external factors. Alliance managers play a key role in resolving these disagreements and need to know when and how to engage legal counsel to help.

10:20 am

Introducing New Partners to a Long-Standing Alliance

Katherine Kelly, Strategic Alliance Manager, Commercial Partnerships, Cancer Research UK

Introducing a new partner to a long-standing alliance can bring new skills, resource and assets to an alliance. This presentation touches on some key aspects to be considered so that the existing success of the alliance continues. Relationship dynamics, aligned goals, individual company objectives and changes to the alliance structure and governance all need careful consideration to ensure a successful expansion.

10:40 am Interactive Breakout Discussion Groups

In this session, attendees join a Zoom Room discussion. Each room will have a moderator to ensure focused conversations around key issues within the topic. The small group format allows participants to informally meet potential collaborators, share examples from their work, and discuss ideas with peers. Discussion topics and moderators will be listed on the website.


Table 3: Alliance Management & Project Management – Managing the Divide

Joy Dicker, Director of Alliance Management, Mount Sinai Innovation Partners, Mount Sinai Health System
Eric J. Lawrence, Associate Director, Specialty Lab Alliance Lead, Global Alliance Management, Global Clinical Operations, Bristol-Myers Squibb

Alliance Management (AM) and Project/Program Management (PM) can be similar enough that many companies struggle to manage the divide between the functions, or debate if the two functions need to be separate. This roundtable will tackle the issues of whether alliance management and project management should be treated separately or as a combined function, including the following topics:

  • Benefits of separate functions versus single function
  • Assigning roles and responsibilities
  • Ensuring responsibilities of both functions are managed adequately
11:10 am Refresh Break - View Our Sponsors

DIGITAL PARTNERING

11:30 am KEYNOTE PRESENTATION:

Biopharma Digital Partnering and its Impact on Alliance Management

Stuart D Kliman, Partner, Vantage Partners LLC
Ben Siddall, Partner, Vantage Partners

Biopharma and technology firms are increasingly partnering to develop innovative solutions for patients. These partnerships take many forms and span diverse focus areas, including diagnostics, digital therapeutics, digital devices, AI, and data. As organizations explore who to partner with, and how to best manage these relationships, there are implications for Alliance Management teams – including new required areas of expertise, working with new internal teams, and working across industries. In this presentation, Vantage will discuss the state of digital partnering and its challenges, and share a case study of an innovative pharma-data partnership.

12:15 pm Lunch Break - View Our Sponsors
12:45 pm CO-PRESENTATION: Incyte and Innovent Biologics: Development of Assets in the China Market
Harry Atkins, Senior Director Alliance Management, Global Strategy and Corporate Development, Incyte
Nelson Xu, PhD, Senior Director, Business Development and Alliance Management, Innovent Biologics

China pharma licensing deals have skyrocketed, rising from 1 per month, five years ago, to 5 deals a month last year. Most Alliance Managers will surely see a China alliance as part of their portfolio. How will you deal with culture, distance, time zones, trade secrets, or the constantly changing regulatory and legal picture in China? From the China partner’s perspective, what will make you a good counterpart? In this presentation, Innovent and Incyte will discuss their alliance case study, best practices in working in a China alliance, and how to meet the goals that were initially set out for your China partnership.

1:05 pm CO-PRESENTATION: Managing Global Partnerships in a Matrixed Organization
Timothy Salfi, Director, Corporate Alliance Management, Merck
Ryan Lenox, Director, Oncology Strategic Alliances, Merck

Managing global partnerships with multiple internal and external stakeholders is very challenging and requires governance, clear roles and responsibilities and aligned business and operational guidance. Due to this complexity, it is critical to have defined working teams below Governance who manage day-to-day activities in their functional area so that well informed decisions are made across a highly matrixed alliance structure.  During our talk, we will cover one approach teams can consider when managing large, complex Oncology Alliances.

1:25 pm SPEAKER Q&A:

Exploring Global Partnerships

Panel Moderator:
Michael Kennedy, PhD, Senior Director, Business Development & Licensing, Alliance Management, Bayer AG
Panelists:
Harry Atkins, Senior Director Alliance Management, Global Strategy and Corporate Development, Incyte
Nelson Xu, PhD, Senior Director, Business Development and Alliance Management, Innovent Biologics
Timothy Salfi, Director, Corporate Alliance Management, Merck
Ryan Lenox, Director, Oncology Strategic Alliances, Merck
1:45 pm Tech Break - Transition to Interactive Breakout Discussions Groups
1:55 pm Interactive Breakout Discussion Groups

In this session, attendees join a Zoom Room discussion. Each room will have a moderator to ensure focused conversations around key issues within the topic. The small group format allows participants to informally meet potential collaborators, share examples from their work, and discuss ideas with peers. Discussion topics and moderators will be listed on the

1:55 pm Table 4: Introducing Alliance Management to a Growing Biotech Company
Anna Maroney, PhD, Vice President & Head, Alliance Management, AbbVie Inc.

A larger percentage of alliance deals in the life sciences space involve a Big Pharma – Biotech partnership. This group will discuss the key aspects to consider before introducing alliance management to biotech companies. 

  • What types of alliances should innovative enterprises form?
  • Which alliance management skills and tools do companies need to possess?
  • How can organizations develop a culture of open innovation?
  • What are the ways to create value and share it among stakeholders involved?
  • How do you get CEO & senior management engagement?
  • What questions should senior management ask as they implement policies, processes, and SOPs that will apply to (and possibly conflict with) partners?
2:25 pm ALLIANCE CONNECTS - View Our Sponsors
3:00 pm Close of Congress





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