As transactions are sensitive strategic processes, names of companies and executives in all MotionHall case studies are anonymized.
Birchwood Biosciences’ new CEO, Carolina, is typical of early stage biotechnology CEOs, focusing on all aspects of the company’s operations, whilst also fundraising, and leading BD. She looks to leverage her time through expert support. For instance, in her previous companies, she has worked with experienced negotiators at investment banks to help in securing licensing deals. In her first deal at Birchwood, she added MotionHall to her deal team. She saw MotionHall as fully complementing the skillset her bank offered, whilst transforming the company’s business development strategy and capabilities in a number of ways.
Carolina's first role was transacting Birchwood’s lead asset, BRW1, a phase 2 oncology drug. MotionHall was able to rapidly provide detailed partnering landscape data, a comprehensive competitive landscape, and comprehensive deal comparables. This enabled Carolina to deeply understand all of BRW1s potential partners and strategic fit, potential competition or perceived competition, where deals were being transacted, and optimal deal terms to target.
Carolina brought this bespoke, ready-to-go analysis to her investment bank. The bank could immediately see the value of this level of insight when entering into partnering discussions and deal negotiations. Carolina was able to spend more time with her investment bank and MotionHall on the highest leverage work for Birchwood. With this high degree of market transparency, together they constructed a sophisticated strategy for approaching potential partners.
MotionHall’s comprehensive list of such partners for BRW1 were ranked using its proprietary OutMatch platform. Carolina and her CSO were immediately able to dive into and identify areas of scientific synergy with each target company, and to select where executive time should be best focused. The bank was also able to augment the partner targeting strategy with their network of executive and non-executive contacts within the deal space.
Carolina then developed and implemented an outreach campaign that integrated both the comprehensive list of contacts identified by OutMatch across each potential partner’s R&D and BD organizations, with the deep relationships built by the leadership team at the investment bank. This coordinated strategy enabled a multi-pronged approach, with the development of scientific champions within each targeted company, supported by senior advocacy for BRW1.
As the deal cycle moved ahead, each deal team member focused on their strengths:
Carolina believes that the comprehensive analytics and deal support provided by MotionHall were vital to her securing this deal on her preferred timeline and deal terms, and worked synergistically with the capabilities of other members of her entire deal team.