A Tale of Two Deals

MotionHall provides the unexpected market insights dealmakers need to play their cards right

We recently used MotionHall to generate target lists of potential licensees for two indications: one where we've been working for several years, and a second that represents a new disease area for business development activities. The lists are amazingly accurate, and in the case of the new indication has saved us a great deal of time and effort in trying to generate the same list using traditional methodologies...

PAUL BRENNAN,

VP Business Development, Aquinox Pharmaceuticals


Scenario One: Oakbough Partners

Oakbough Partners, an investment bank, took on a promising Phase 3 pain asset for out-licensing. Relying on their long history in the industry, their unique relationships, and their databases, Oakbough pieced together nearly 50 potential partners for the deal. But when it came time to reach out to these prospects they had trouble advancing conversations or getting to a negotiation.

Committed to closing the deal, they redoubled their efforts and added another 150 companies to their strategic outreach. Over the next two years, Oakbough Partners would contact all 200 companies with no success.

With their client running out of cash and no serious competition for the deal, they were forced to cut an unfavorable M&A deal with a lesser-known European pharma. The CEO at the client company was furious!

Putting OutMatch to the test

Oakbough Partners later challenged MotionHall's data system to predict the most likely partners for this difficult deal. OutMatch’s AI considered thousands of companies around the world and returned 80 matches for the deal, but only two of these were highly ranked. The top match at 92% was the real-life final buyer, the European pharma.

Oakbough Partners would have opted for a different, likely much more successful strategy had they known from the beginning that there were only two strong matches for the deal.

Scenario Two: Ember Biotech

Ember Biotech joined the MotionHall platform to expand their knowledge of potential M&A buyers for a Phase 3 asset treating endocrine tumors.

MotionHall's OutMatch AI considered thousands of companies around the world and returned 52 matches for the deal. This included 16 matches Ember Biotech had never previously considered. The more valuable information, however, was that only two of these were strong matches. Ember Biotech responded to these results by reconsidering their M&A strategy.

“If there’s only two really strong matches for our deal,” they reasoned, “then we should know everything about them and play our cards very carefully to get the deal that we want before we run out of money.”

Ember Biotech is currently advancing deal conversations and is happy with the way their new focused strategy is playing out.

The names of people and organizations have been anonymized.

An extraordinary approach to effective partnering.