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Sepracor's Primary Care Ambitions

Executive Summary

With the exception of Forest Labs, small companies haven't been able to build sustainable businesses in primary care because they can't generate enough returns (generally from expensive-to-acquire marketable products) to both restock a pipeline and drop requisite profits to the bottom line. Now Sepracor aims to be the first to do so, thanks to a research shortcut. Investors, hungry for a successful biopharma business model, are watching closely.

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Actelion Follows Innovation into GP Markets

Actelion has become Europe's most successful R&D-based biotech largely on the success of Tracleer for PAH, a specialist indication. Now, facing competition in PAH, but in line with its strategy of following innovation wherever it leads, the company's starting to build a primary care-focused commercial operation to support GP-targeted pipeline assets. That takes Actelion into a very new game, and risks destroying the laissez-faire culture seen as crucial to its unusually high R&D productivity. But Actelion reckons a well-planned, step-wise, and nimble approach to primary care marketing will allow it to retain both the maximum value from its drugs, and its biotech-ness.

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