In Vivo is part of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC’s registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

This copy is for your personal, non-commercial use. For high-quality copies or electronic reprints for distribution to colleagues or customers, please call +44 (0) 20 3377 3183

Printed By


Millennium: Leaving Europe to Partners

Executive Summary

When it comes to Europe, the biotech industry is increasingly saying "no." The latest refusenik: Millennium Pharmaceuticals Inc. That's because Schering-Plough Corp., beset by a host of management and competitive problems, had seen European sales of Millennium's eptifibatide (Integrilin) weaken and decline-and they had never been strong. Merck & Co. Inc.'s tirofiban (Aggrastat), a weak number three in the IIb/IIIa inhibitor US market, had nearly twice Integrilin's sales in Europe; Johnson & Johnson's abciximab (Reopro) had about ten times Integrilin's sales. Millennium re-acquired the European rights and then immediately sold them again, this time to GlaxoSmithKline PLC

You may also be interested in...

Why Not Europe?

Gilead is now one of the few US biotech firms with European sales and marketing infrastructure, which it is leveraging well. But the company didn't take its first product to the EU on its own--and execs say playing it safe was the right choice. Other biotech firms are increasingly deciding that the cost of establishing a European marketing presence is not worth it for just one product. Cubist Pharmaceuticals is the latest in a string of companies to reach that conclusion. The reluctance stems largely from the complexities of doing business in the EU-ranging from differences in language, culture and regulatory requirements, to idiosyncratic practices in pharmaceutical marketing, sales and prescribing. Yet European rights are valuable to companies with the means to leverage them, and thus many drug developers have been able to negotiate successfully for what they want--ongoing involvement with the drug and opportunities to learn about Europe.

Millennium's P&L-Based Strategy and the Ortho/J&J Deal

Thanks to a disappointing set of sales numbers and a relatively small upfront fee from its new partner on the recently launched anti-cancer drug, Velcade, investors are once again wondering whether Millennium really has figured out how to be a commercial operation, not a discovery company. But in fact the deal it signed with Johnson & Johnson's Ortho Biotech unit-for ex-US marketing of Velcade is one of several recent signals that the company has focused itself firmly on the new valuation metrics: real earnings growth. The deal structure flies in the face of the most common measures of deal value, and could be as revolutionary in its implications as Millennium's discovery deals had been.

Zydus Cadila Readies Injectables Push Amid Tepid US Growth Outlook

Zydus Cadila expects domestic sales to improve and the US generics business to grow in “mid to high” single digits during FY21 after both saw a coronavirus-related hit in Q1. Meanwhile, approvals for a few biologics are expected, its COVID-19 vaccine candidate has just entered Phase II studies and remdesivir launch looms.


Related Companies

Related Deals




Ask The Analyst

Ask the Analyst is free for subscribers.  Submit your question and one of our analysts will be in touch.

Your question has been successfully sent to the email address below and we will get back as soon as possible. my@email.address.

All fields are required.

Please make sure all fields are completed.

Please make sure you have filled out all fields

Please make sure you have filled out all fields

Please enter a valid e-mail address

Please enter a valid Phone Number

Ask your question to our analysts