partneringONE Case Study: AbCellera – Maximizing Efficiency and Strategic Alignment in Biotech Partnering

In this second installment of our case study series, we delve into the strategies and experiences of AbCellera, a leader in therapeutic antibody development, as they navigate the intricate world of biopharma business development.

AbCellera’s goal is to develop therapeutic antibodies to reach the clinic and ultimately treat patients as quickly as possible – so efficiency is paramount.

With over a decade of experience using partneringONE, AbCellera has honed its approach to efficiently identify and engage with potential partners, ultimately driving successful collaborations. We spoke with Michael Bayewitch, PhD, VP for Out-Licensing at AbCellera, to gather insights on how they make the most of partnering opportunities.

The Importance of Strategic Alignment

AbCellera’s partnering strategy is deeply rooted in the company’s overarching corporate objectives. Each partnering event is an opportunity to execute on these objectives, whether it’s expanding their autoimmune disease pipeline or advancing their T-cell engager platform.

The key is to start with a clear understanding of your corporate strategy and goals. For AbCellera, this means identifying partners whose strategic interests align closely with their own.

One of the most critical aspects of this alignment is the use of partneringONE’s search functionality.

Michael advises spending ample time on the search page, thoroughly reviewing the profiles of potential partners. It significantly increases the probability of securing meaningful meetings and ultimately, closing deals.

“The more diligent you are in your search, the better your chances of finding a partner whose strategy aligns with yours.”

Efficiency Through Technology

AbCellera values the efficiency that partneringONE brings to the table.

The ability to set up 30-40 meetings over a three-day event is something that would take 6-12 months to accomplish through traditional means. This efficiency allows the company to focus on high-value interactions that have the potential to lead to successful partnerships.

For newcomers to partneringONE, Michael offers some practical advice: start by clearing your calendar to ensure availability for meetings, and make sure your company profile and asset details are thoroughly filled out. This not only helps you get noticed by potential partners but also ensures that the meetings you do have are more likely to be productive.

The Art of the Pitch

While AbCellera doesn’t believe that every pitch needs to be 100% tailored, a certain level of tailoring is necessary. It’s important to demonstrate that you’ve done your homework. Show the potential partner why your asset or technology is relevant to them.

Adding a personal touch can make a difference. AbCellera’s pitching strategy revolves around clearly communicating the value of their assets, such as their T-cell engager platform and the antibody drug candidate ABCL575.

The Art of the Follow Up

The partnering process doesn’t end when the event does. Michael explains it’s crucial to maintain the momentum built during the event. AbCellera gives their partners around week to digest what was shared during meetings before following up.

This follow-up is not just about checking in but about moving the conversation forward—whether it’s advancing to a confidential disclosure agreement (CDA) or progressing towards a term sheet.

One of the challenges in partnering is maintaining the pace of the process without pressuring the partner so the deal process can flow at the pace the parties choose.

The key is to be engaged to a level that moves the process forward that is comfortable for everyone and fulfils strategic needs of both parties.

Final Thoughts

AbCellera’s experience highlights the importance of strategic alignment, efficient use of technology, and the art of the follow-up.

Their approach offers valuable lessons for both newcomers and veterans in the industry. Partnering is a marathon, not a sprint. Success comes from staying engaged and moving the process forward at a pace that works for everyone.

By staying focused on strategic goals, leveraging technology for efficiency, and maintaining a steady pace throughout the process, biotech companies can increase their chances of securing valuable partnerships that drive innovation and growth.

AAbCellera’s T-cell engager platform includes fully human, developable CD3-binding antibodies with unique binding and functional properties. By combining these antibodies with OrthoMabTM, its clinically validated multispecific engineering platform, and its antibody discovery and development engine, AbCellera’s T-cell engager platform is designed to bring new cancer medicines to the clinic faster. 

It has been proven in the clinic through several programs, including the most challenging targets in the areas of oncology, neurology and immunology. To date, they have advanced 9 molecules to the clinic and have developed an early pipeline of potentially best-in-class, wholly owned assets that could reach IND as early as 2025.

For more information on AbCellera check out their website and LinkedIn

Need some support using partneringONE? Check out our video tutorials, here. 

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