Ninth Annual

management AlliAnce strategic

congress

healthtech.com/AMS

May 7-9, 2012Loews Philadelphia Hotel

Advancing Pharmaceuticals & Companion Diagnostics Through Collaborations & Partnerships

Premier Sponsor

Creating an Alliance Management Center of ExcellenceNick Dunscombe, Senior Executive Director & Head, Alliance Management,

AstraZeneca

Keynote Presentation

Cambridge Healthtech Institute, 250 First Avenue, Suite 300 , Needham, Massachusetts 02494Telephone: 781-972-5400 • Toll-free in the U.S. 888-999-6288 • Fax: 781-972-5425

Corporate Support Sponsor

2 | Strategic Alliance Management Congress healthtech.com/AMS

Short Courses

Monday, May 7 ( 9:00am - 12:00pm)

SC1: Managing Conflict in Alliances: Key Sponsored by Frameworks and ToolsInstructors: Renee Jansen, J.D., Senior Consultant, Vantage PartnersPatrick Petitti, Consultant, Vantage PartnersAlliances are all about differences, and so the management of difference - and the conflicts and challenges inherent in that - is what effective alliance management is all about. In the session you will learn a set of key frameworks and tools for the effective management of conflict, whether your role is someone actively involved as an antagonist in the conflict, an intervener in it, a coach to others, or an organizational conflict management capability builder. The models are based on the experiences of Vantage Partners playing all of these roles, in both the public and private spheres.

Tuesday, May 8 (Light Dinner 5:30-8:30pm)

SC2: The Science of NegotiationsInstructor: Alessandro Foti, M.B.A., PMP, Director, Program Management, SpringLeaf Therapeutics, Inc.Sometimes incorrectly thought to be primarily the realm of lawyers and business development professionals negotiating skills are essential to the success of a much broader range of individuals, from alliance managers, and project managers, to team leaders and executives. And far from being the “innate skill” that it is often touted to be, negotiation is a science rooted in game theory, psychology and behavioral sciences. The good news: it can be learned.This workshop will explore key concepts in negotiation theory, and provide a primer for anyone interested in furthering their negotiation skills. There are several negotiation techniques, each with its pros and its cons, and

the choice of each technique should be driven by the desired outcome of the negotiation. Our own personality and styles, however, predispose us to prefer one negotiating technique over the other. By understanding this bias and exploring how it may influence the outcome of their negotiations, participants will take the first steps towards improving their negotiating skills. In addition, we will review a number of frameworks, tools and techniques to further strengthen these skills, including tactics to deal with difficult negotiators, and key issues to be aware of in multi-party negotiations.When viewing negotiation as a win-lose contest, individuals miss a tremendous opportunity for creating value for both sides. By the end of this workshop, participants will have gained a basic appreciation of the science and theory behind successful negotiations, and will be able to embark on their own journey to become successful negotiators, capable of creating value for themselves, their organizations, and their partners as well.

Key points:• Distributive bargaining vs. value creation: understand negotiating

techniques and how to choose the one that is most appropriate for the desired outcome

• Understand how our own personality biases us towards certain negotiation techniques even when such techniques may not help us achieve our goals

• Explore key concepts in negotiation theory• Understand the role of proper preparation in successful negotiations,

including tools such as the 7-element framework, the Influence Without Authority model and the concept of 3D negotiations

• Learn to deal with difficult negotiators• Trading on differences: understand how to turn negotiations into a value-

creating tools for both parties

* Separate registration required

Sponsorship & Exhibitor OpportunitiesYour company has a unique opportunity to influence a major gathering of key large pharma and biotech executives who will come together at the Alliance Management Congress, produced as part of CHI’s BioPharma Strategy Series (BPSS). Brand your company as alliance thought leader by participating as an active Sponsor. Presenting your solutions or services directly to our top-tier delegates can significantly impact their purchasing and collaboration decisions and help you achieve your sales and business development objectives.

Sponsored PresentationsShowcase your solutions to a guaranteed, highly-targeted audience. Package includes a 15 or 30-minute podium presentation within the scientific agenda, exhibit space, on-site branding and access to cooperative marketing efforts by CHI.

Breakfast & Luncheon PresentationsOpportunity includes a 30-minute podium presentation. Boxed lunches are delivered into the main session room, which guarantees audience attendance and participation. A limited number of presentations are available for sponsorship and they will sell out quickly. Sign on early to secure your talk!

Invitation-Only VIP Dinner/Hospitality SuiteSponsors will hand-pick their top prospects from the conference pre-registration list for an evening of networking at the hotel or at a choice local venue. CHI will extend invitations and deliver prospects. Evening will be customized according to sponsor’s objectives (i.e. purely social, focus group, reception style or plated dinner, plated dinner with specific conversation focus).

User Group MeetingTake advantage of the prestigious audience in attendance to conduct market research or gather feedback on your new product or service on-site. CHI will provide a meeting room set for 50-75 delegates, equipped with AV including an LCD screen. This presents a rare opportunity to meet with a large, targeted group of end-users, and walk away from the conference with qualified leads and information!

Pre-Conference WorkshopsIncludes a 15-minute or 30-minute podium presentation during the pre-conference workshop, as well as your company logo displayed on pre-conference workshop materials and onsite signage.

CHI Lead Generation: CHI can help you with lead generation throughout the year. Our internal database includes over 800,000 prospects in the life sciences. By leveraging the database and mining for your specific requirements, we can produce multiple custom projects which will deliver your prospective buyers: Web Symposiums, Podcasts, White Papers, Custom Market Research Surveys and more!

To discuss the various ways your company can participate as a Sponsor or Exhibitor, please contact:

Katelin Fitzgerald Manager, Business Development 781-972-5458 | kfitzgerald@healthtech.com

healthtech.com/AMS Strategic Alliance Management Congress | 3

Monday, May 7

8:00 am Registration and Morning Coffee

9:00 Pre-Conference Short Course (See page 2 for details)*

12:00 pm Conference Registration

Creating Operational Harmony2:00 Chairperson’s Opening RemarksStuart Kliman, Partner, Vantage Partners

2:15 Developing the Alliance Management Structure to Create True ValueChris Godfrey, Director, Alliance Management, Global Business Development. Merck Serono DarmstadtTrue value creation is the aim of the alliance management function at Merck Serono. The objective of the session is to share the learnings, crisp and clear, that were on the path towards creating true value with the alliance management function. First the “triggers” that initiated the changed will be shared; second, the intermediate “value creating” steps; and third, the current key-priorities and their value drivers for the alliance management function. Finally a selection of drivers for successful Relationship Management, one of the key-contributors to create value through outstanding management of partnerships, is shared.

2:45 Generating Better Business Results through Alliance Harmony – Establishing Alliance Management as a Corporate CompetencySoren Bregenholt, Vice President, Head, Alliance Mangement, Novo NordiskThe importance of alliances and Alliance Management as central enablers of value generation in the pharmaceutical industry has become clear in recent years. However, the organization, roles and mandates of Alliance Management functions varies significantly within the industry. During the last years Novo Nordisk has establish alliance management as a corporate competency, support for maximal collaborative value creation in R&D partnerships. The talk will focus on Alliance management business focus, organizational integration, process and tools – garnered with real life examples.

3:15 Installing the AM Function in a Pre-Existing OrganizationAngus Grant, Ph.D., Vice President, Global Alliances & Business Development, CelgeneEven with the experience of installing at the AM function in a new division of a big pharma, where the global organization already has an AM function, and working with the same consultancy firm, there are different challenges to installing the AM function in an established organization that have to be overcome. The differences will be presented and discussed and the approach to the installation of the AM function into the pre-existing organization will be presented.

3:45 Refreshment Break in the Exhibit Hall

4:15 Creating a True Alliance Management Sponsored by Capability: External Engagement, Internal Coordination, and Enabling Infrastructure as Key Areas of FocusStuart Kliman, Partner, Vantage PartnersAlliance Management groups are always talking about becoming a “Partner of Choice” and “Creating an Alliance Management Organizational Capability”. But what does that entail, and how can an AM Function really go about trying to reach these lofty goals? In this discussion we will discuss a series of case studies and examples that show how the three areas of external engagement, internal coordination and enabling infrastructure are the appropriate areas of focus for any such effort.

»5:00 KeynoTe PResenTaTIon

Creating an Alliance Management Center of ExcellenceNick Dunscombe, Senior Executive Director, Head, Alliance Management, AstraZeneca

5:45 Welcome Reception in the Exhibit Hall (Sponsorship Opportunity Available)

Tuesday, May 8

7:45 am Morning Coffee

8:15 Organizer’s Daily Announcements

»8:30 InTeRacTIve dIscussIon GRouPs & RePoRT-ouTs

Concurrent roundtables to discuss some of the broader questions facing the industry today; discussions will be led by one moderator and limited to 12 participants.Moderator:Simon Bateman, Ph. D., Executive Director, Global BD&L Alliance Management, NovartisTopic 1: Mergers & Acquisitions: Finding Your New ChampionTopic 2: All Aboard! Project Management and Deal Makers in Alliance ManagementTopic 3: Alliance Models for DiagnosticsTopic 4: Renegotiating vs. Ending an Alliance- When to Say When

9:30 Coffee Break in the Exhibit Hall

Valuable Tools & Methods To Advance An Alliance10:00 Chairperson’s RemarksAngus Grant, Ph.D., Vice President, Global Alliances & Business Development, Celgene

10:10 Tools for a Successful Alliance From Day OneJason H Powell, General Manager, Global Alliance Management, Abbott

10:40 Alliance Management Challenges for Biotechnology Companies: The ABC’s - Adaptability, Branding and CapabilityVipula Tailor, Ph.D., Director, Alliance Management, Corporate Strategy & Business Development, Vertex Pharmaceuticals, Inc.An alliance is defined as a mutually beneficial agreement between two or more companies, in which resources, knowledge and capabilities are shared with the objective of delivering value from the collaboration with focus on mutually agreed objectives. The challenge for Biotechnology companies is not having all the ABC’s. The talk will focus on the aspects of managing these challenges and expectations proactively whilst ensuring that collaboration is driving the value throughout its life time. The speaker will conclude the talk with some effective alliance management opportunities for biotechnology companies and define the value of optimization of the value of the partnership in terms of strategic fit and planning being critical success factors as it relates to the ABC’s.

11:10 Developing an Alliance Management ScorecardJoseph McCullough, Ph.D., Alliance Director, U.S. Business Development, Astra Zeneca

11:40 Process Mapping as a Tool for Alliance ManagementAlessandro Foti, M.B.A., PMP, Director, Program Management, SpringLeaf Therapeutics, Inc.In the constant struggle to meet challenging timelines, teams are often driven to action before they have had an opportunity to clearly outline a plan. The result, however, can be a significant waste of resources, as well as stress, anxiety and often tension between team members. In this case study, we will review how improper planning can result in an unnecessary perturbation of organization harmony, and explore how the use of process mapping can significantly improve morale and result in better performance and an increased chance of success.

12:10pm Lunch on Your Own

4 | Strategic Alliance Management Congress healthtech.com/AMS

»1:30 case sTudy:

The Sanofi-Merck Serono Oncology Cooperation – Trend Setting for Novel Combination AlliancesDiana L. Brassard, Ph.D., Alliance Manager, Oncology, Sanofi OncologyAndréa Nicholson, Director, Alliance Management, MerckSerono InternationalSanofi and Merck Serono entered into an agreement in 2010 to collaboratively investigate novel experimental combinations of anti-cancer agents. Combining two unapproved drugs is associated with a high degree of complexity in development. A key accomplishment thus far is the 11 month timeline from the first concept discussion to the first patient enrolled in the clinical studies. The Joint Team is currently running 2 Phase I dose escalation studies in parallel. This talk will outline the Alliance Management best practices that have contributed to the achievement of the joint project team’s objectives and milestones.

»2:15 eXPeRT PaneLMoving from Licensing Agreement to AllianceModerator: Mark Coflin, M.B.A., Executive Director, Global Business Development & Licensing at Novartis PharmaceuticalsThe transition from a licensing agreement to the successful launch of an alliance is a critical phase in the life of an alliance and sets the stage for the future. Our expert panel will discuss how to create an effective alliance launch process to build a durable collaboration which maximizes value-creation. Using specific examples, panelists will share their insights, approaches and key learnings in an interactive format.Panelists:Simon Bateman, Ph. D., Executive Director, Global BD&L Alliance Management, NovartisKimberly Brue, MBA., Senior Director Alliance Management, Biogen IdecAngus Grant, Ph.D., Vice President, Global Alliances & Business Development, CelgeneJoe McCullough, Alliance Director, Astra ZenecaBrian Daly, J.D., Executive Director, Head, Alliance Management, Merck

3:15 Sponsored Presentation (Opportunity Available)

3:30 Refreshment Break in the Exhibit Hall

»4:00 eXecuTIve WoRKshoP

Scaling the Wall: Practical Tips on Bringing Your Business to China(Complimentary with Conference Registration)

Daniel Victor, Esq., Founder, Victor Advisors PLLCChina is forecast to overtake the US as the largest economy in the world by as early as 2010. China is currently the world’s third-largest prescription drug market, and some predict that China’s pharmaceutical market may double by 2013. As the world economic balance tilts towards the East, it is imperative that companies – irrespective of their size – begin to take steps to ensure their products and services will be in that market on a profitable and sustainable basis.This workshop will address the business process for entering China and will suggest practical solutions to the myriad of challenges faced by companies entering the Chinese market.

For additional information, visit www.healthtech.com/AMS

5:00 Close of Day

5:30-8:30 pm Dinner Short Course*• SC2: The Science of Negotiations*Separate registration required

Wednesday, May 9

7:45 am Morning Coffee

Academic Alliances: Pharma and Diagnostics8:15 Chairperson’s RemarksTeri Melese, Ph.D., Associate Professor, Medicine, Director, Business Strategy & Development, School of Medicine Dean’s Office, University of California, San Francisco

8:30 The New Face of Academia/Industry Partnerships in Biomedical Discovery and DevelopmentTeri Melese, Ph.D., Associate Professor, Medicine, Director, Business Strategy & Development, School of Medicine Dean’s Office, University of California, San FranciscoThe demand to bring transformative therapeutics to patients and the escalating costs of doing so are driving the life science industry to seek collaborations with academia to stimulate innovation. Many have made the case that the economics of innovation is a key driver for companies to open their innovation process. With drug failures and patent expirations set to erode a substantial amount of their revenues, many companies realized that they needed to look beyond their own walls for innovation. The idea that the next new approach might not come from internal research has led many companies to shift their R&D expenditures externally through collaborations with small biotechnology companies, other companies and academia. Pfizer, Merck, Roche, GlaxoSmithKline, AstraZeneca and Sanofi have all established multiyear collaborations with academic institutes across a number of therapeutic areas. Although some of these relationships are built on longstanding collaborations with academic institutions, the recent increase in the number of these collaborative relationships is part of a major change in strategic direction. These partnerships come at a crucial time for both industry and universities and have the potential to profoundly alter the means by which healthcare is delivered.

9:15 Industry-Academia Alliances – Learning from the ExpertsMichal Preminger, Ph.D., M.B.A., Executive Director, Harvard Office of Technology DevelopmentIn recent years, Harvard University has prioritized industry alliances as a major strategic goal and has engaged in such alliances with multiple pharmaceutical companies. In this talk, the following topics will be discussed using specific examples and lessons learned will be shared: alliance objectives, targeted outcomes and success criteria; alliance models and structures; program and project governance and execution workflow; alliance management; and infrastructure deployed at Harvard

9:45 Incubating Technologies in Collaboration with Industry at an Academic Medical CenterFrances Toneguzzo, Ph.D., Executive Director, Research Ventures and Licensing, Partners HealthCareThis talk will discuss an incubation model to realize the full potential of cutting edge platform technologies that may not be achieved by transfer of technology under a traditional license model. Such a model brings together and leverages an academic medical institutions visionary investigators, technology, clinical expertise and intellectual property with an industry partner’s expertise in development and commercialization of products. One such example is the partnership between Massachusetts General Hospital and Johnson & Johnson. The goal of the partnership is to collaboratively characterize microfluidic lab-on-a-chip technologies for the development of a diagnostic platform for Circulating Tumor Cell (CTC) detection. Under this partnership a translational research center (TRC) was established to function as a technology incubator housed within the hospital, and staffed by employees experienced in product development. The TRC has access to both MGH’s academic expertise, resources and talent pool and J &J’s market, regulatory and reimbursement expertise and other necessary resources including funding for this collaboration.

10:15 Coffee Break in the Exhibit Hall

10:45 Supporting Academic-Industry CollaborationsSeema Basu, Ph.D., Associate Director, Research Ventures & Licensing, Massachusetts General Hospital, Partners HealthCareGiven the recent trend of diverse academic-industry collaborations, this talk will cover key aspects for successfully negotiating and managing such deals, including: importance of steering committees, alliance manager, sharing resources and communications to bridge organizational cultures.

healthtech.com/AMS Strategic Alliance Management Congress | 5

Specific examples of such collaborations including CTI-Pfizer and HSCI-GSK will be discussed.The talk will also discuss some strategies that can be incorporated into licensing agreements with early stage start-ups to facilitate technology development.

11:15 Partnering With Academia: An Industry PerspectiveAnnlouise Goodermuth, MBA, CA-AM, Associate Director, Alliance Management Strategy, External Innovation and Science Policy, Sanofi

11:45 External Innovation Network: A Model for Successful Academic-Pharma PartneringZafrira Avnur, Ph.D., Global Head, Academic Innovation Partnering, Roche Partnering, F. Hoffmann-La Roche LtdTo access external innovation and to benefit from novel models of academic collaborations, Roche has launched a specific initiative called Emerging Innovations Network (EIN). Zafrira Avnur, Head of Roche Global Academic Innovation Partnering, will provide an overview of the EIN and results from the first 3 years of running the programme. The presentation will showcase successful collaborations between Roche and academia, and will provide insights into the metrics of success in the form of tangible benefits of all stakeholders. She will highlight why early-stage academic collaborations differ from traditional later-stage partnerships, and why pharma-funded research has proven to be an unsatisfactory model for harnessing innovation compared to an approach where pharma and academia work in partnership. The discussion will culminate in suggestions as to how collaborations are changing and how they can be managed to deliver more fruitful results.

12:15 pm Lunch on Your Own

»1:45 case sTudy

Arctic Dx and National Jewish Health Diagnostics Partnership in the Fight Against Age-Related Macular Degeneration Preveen Ramamoorthy, Ph.D., Director, Molecular Diagnostics Advanced Diagnostic Laboratories, Assistant Professor, Department of Medicine, National Jewish Health Brent Zanke, M.D., CMO, Arctic Dx

»2:30 eXPeRT PaneL

Sponsored & Collaborative Research: Managing Relationships in Deals between Universities/Research Institutions and IndustryModerator: Steven M. Ferguson, CLP, Deputy Director, Licensing & Entrepreneurship, Office of Technology Transfer, National Institutes of HealthThis interactive session will focus on the aspects of managing the expectations & interests of universities/research institutions and industry in negotiating and administering sponsored and collaborative research agreements. The panel includes speakers with substantial experience in sponsored and collaborative research agreements from the perspectives of the university/research institution, high tech and life sciences companies, and outside counsel. The session will cover a variety of topics that can often lead to misunderstandings in university – industry research collaborations: retention of IP rights by the university/research institution and granted to the research sponsor; sharing licensing revenues; the right to the free publication of results; and universities’/research institutions’ interests in making inventions available under conditions that will promote their effective development and utilization in the public interest. Additional topics will include who owns the IP; IRS issues; background rights; patent prosecution; patent enforcement; trade secrets; sharing of materials and development and commercialization.Panelists:Ellen Purpus, Ph.D., Director, Office of Technology Transfer, The Children’s Hospital of PhiladelphiaAnnlouise Goodermuth, MBA, CA-AM, Associate Director, Alliance Management Strategy, External Innovation and Science Policy, SanofiSanjeev Munshi,Director, Licensing & External Research, Merck

3:00 Close of Strategic Alliance Management Congress

Hotel & Travel InformationConference Hotel: Loews Philadelphia Hotel1200 Market StreetPhiladelphia, PA 19107Tel: 215-627-1200

Discounted Room Rate: $219 s/d

Discounted Room Rate Cut-off Date: April 9, 2012

To make your reservation, call the hotel to reserve your sleeping accommodations. Identify yourself as a Cambridge Healthtech Institute conference attendee to receive the discounted room rate. Reservations made after the cut-off date or after the group room block has been filled (whichever comes first) will be accepted on a space-and-rate-availability basis. Rooms are limited, so please book early.

Flight Discounts:

Special discount rates have been established with American Airlines for this conference.To receive a 5% or greater discount on all American Airline flights please use one of the following methods:

• Call America Airlines directly at 1-800-433-1790 (authorization code 5552AY).

• Go online at www.aa.com/group (enter 5552AY in promotion discount box).

• Contact our designated travel agents at 1-877-559-5549 or chi@protravelin.com.

Car Rental Discounts:

Special discount rentals have been established with Hertz for this conference. Please use one of the following methods:

• Call Hertz directly at 800-654-3131 use our Hertz Convention Number (CV): 04KL0003

• Go online www.hertz.com use our Hertz Convention Number (CV): 04KL0003 in Promotion discount box.

If you are unable to attend but would like to purchase the Strategic Alliance Management Congress CD for $350 (plus shipping), please visit healthtech.com/AMS. Massachusetts delivery will include sales tax.

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Barnett is a recognized leader in clinical education, training, and reference guides for life science professionals involved in the drug development process. For more information, visit barnettinternational.com.

AdditionAl registrAtion detAilsEach registration includes all conference sessions, posters and exhibits, food functions, and access to the conference proceedings link.

Handicapped Equal Access: In accordance with the ADA, Cambridge Healthtech Institute is pleased to arrange special accommodations for attendees with special needs. All requests for such assistance must be submitted in writing to CHI at least 30 days prior to the start of the meeting.

to view our substitutions/Cancellations Policy, go to http://www.healthtech.com/regdetails

Video and or audio recording of any kind is prohibited onsite at all CHI events.

Cambridge Healthtech Institute250 First Avenue, Suite 300, Needham, MA 02494 www.healthtech.com • Fax:781-972-5425

How to Register: healthtech.com.com/AMSreg@healthtech.com • P: 781.972.5400 or Toll-free in the U.S. 888.999.6288

Please use keycode AMs F

when registering!

ConFerenCe PriCing

One short course $595 Two short courses $895

(Includes access to conference, excludes short courses) Academic, Government, Commercial Hospital-affiliated

Advance Registration Discount until April 6, 2012 $2445 $1075Registrations after April 6, 2012, and on-site $2595 $1125

Monday, May 7th Tuesday, May 8th

SC1: Managing Conflict in Alliances: Key Frameworks and Tools SC2: The Science of Negotiations

short Courses

ConFerenCe disCounts

register 3 - 4th is Free: Individuals must register for the same conference or conference combination and submit completed registration form together for discount to apply.

Additional discounts are available for multiple attendees from the same organization. For more information on group rates contact David Cunningham at +1-781-972-5472

Pricing and registration information

Ninth Annual

management AlliAnce strategic

congressAdvancing Pharmaceuticals & Companion Diagnostics Through Collaborations & Partnerships

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