June 01, 2017

The Smartest (and Easiest) Way to Win Biopharma Deals

Our team at MotionHall has translated one of the software industry’s most powerful sales practices to the life sciences business development process.

This June 2017, we’re excited to introduce you to predictive dealmaking - the smartest (and easiest) way to win biopharma deals, supported by MotionHall’s OutMatch AI.

WHAT IS PREDICTIVE DEALMAKING?

Even if you’re not the “early adopter” type, you’ve probably heard about the rise of predictive analytics.

Predictive technology has matured rapidly, and there’s a whole community of forward-looking businesses that are reaping the rewards of deploying this smart technology to make better business decisions.

Instead of relying on human intuition and guessing who your best partners are, why not use advanced predictive scoring models that take into account thousands of signals and employ sophisticated data science to compute accurate predictions?

Translated to dealmaking, this means shorter cycles and improved deal financials.

Predictive Dealmaking

If you’re wondering whether predictive intelligence could make your licensing process easier, the answer is a resounding yes.

HOW WILL PREDICTIVE DEALMAKING IMPACT MY LICENSING PROCESS?

1. FOCUS YOUR STRATEGIC OUTREACH

With biopharma dealmaking, it’s critical to focus on the right partners rather than trying to boil the ocean. Your goal isn’t just to get a deal, but the right deal - with a partner who will value your science and see the product developed and distributed to patients. Hoping to hit the jackpot by engaging the partnering marketplace in an unfocused way cultivates unnecessary risk, leaves money on the table, and may even damage your credibility in the market.

OutMatch AI arms you with a simple, predictive match score for each potential partner so that it’s easy to pinpoint your top prospects -- high quality partners who can offer a lot of value in the drug development and marketing processes.

Strategic Outreach

The Modern Out-Licensing Process, using OutMatch AI.

2. TAILOR PERSONALIZED CONVERSATION POINTS

It’s no secret that customizing your strategic outreach can make a big difference. But most dealmakers are missing out on the the chance to go deeper with emails and calls. By understanding the key attributes of each pharma -- such as their strategic priorities, pipeline and scientific capabilities, even the members of their business development team interested in your therapeutic area, etc. -- you can determine exactly what the strategic fit for your product likely is and make sure you tell that story to the right person.

OutMatch AI uncovers these insights automatically, as an alternative to manual research. This allows your team to pre-plan meaningful conversation points that communicate a clear value proposition.

3. ENSURE NO PARTNER LEFT BEHIND

There are always potential partners overlooked in a traditional process, and some of these might represent your strongest potential alliances. It’s challenging to see past geographic boundaries and track changes in the industry.

The OutMatch AI makes it easy for you to examine a complete set of potential partners for whatever purpose you might have: ensuring a deal gets done, driving up deal competition, or improving your control over the trajectory of your science.

THE FUTURE IS FRIENDLY FOR DEALMAKERS

All of these predictive techniques really ease the grunt work of dealmaking without risking partnering opportunities. You gain a much more comprehensive view of the partnering marketplace for your deal so that you can focus your team’s energy on the right partners.

Pretty Clever, Can Your AI Complete the Transaction Too?

We’re flattered, but no. In 2017, the transformative promise of Artificial Intelligence is in making sense of massive amounts of information so that people can make decisions that matter to them.

We are now at the beginning of a new era of collaboration between people and machines, where automation of research tasks makes it easy to make smarter decisions. The OutMatch AI is designed to make it easy for you to find the right partner, and amplify your confidence in the deal and product success.

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