Overview

Dr. Shiv Krishnan, Aventis Pharmaceuticals
Alliances play an increasingly critical role for pharmaceutical and biotech companies in terms of meeting productivity targets and competitive growth rates.  Approximately 20 percent of revenues of the top 20 pharmaceutical companies are expected to come from licensed products by 2007.  Similarly, large biotechnology firms expect significant revenues from alliances.  Yet, studies show that about 60 percent of alliances fail to deliver the desired result.  Less than 30 percent of these failures are due to technical reasons.   Based on internal research across a portfolio of nearly 300 relationships with biotechnology firms, as well as academic sources, a pattern of critical success factors emerges.  This presentation outlines the key findings and discusses how to establish a measurable basis for alliances, especially in the area of innovative technologies.
(21 pages)

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