Synergy Pharmaceuticals Scales Up: License or Go It Alone?
商品編號：9B19M026
出版日期：2019/04/18
再版日期：2019/04/18
商品來源：Ivey
商品主題：Entrepreneurship; General Management/Strategy
商品類型：Case (Pub Mat)
涵蓋議題：licensing;biotechnology;financial model
難易度：4 - Undergraduate/MBA
內容長度：11 頁
地域：United States
產業：Health Care Services;
事件年度：2018
After more than a decade of development, US-based Synergy Pharmaceuticals Inc. (Synergy) received marketing approval from the US Federal Drug Administration (FDA) for its first drug, Trulance, which targeted a large market that had only two other approved competitors. Synergy now needed to scale up from a research-and-development shop to a sales-and-marketing powerhouse. The company had not partnered with a larger pharmaceutical company during the regulatory review process, which was typical for smaller drug development companies, and as a result, it retained 100 per cent of the sales revenue but had virtually no in-house sales or marketing capability. In September 2018, the company was heavily indebted and the stock was priced below US$2; many wondered if Synergy had been right to go it alone or if it should continue that strategy for developing the lucrative North American market. With a new chief executive officer, Trulance sales beginning to accelerate, and other products moving through the FDA approval process, Synergy needed to decide whether to stay the course and become a full-fledged pharmaceutical company or seek a partner and stick to its research and development competency.
教學手冊：8B19M026;
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