Customer Case Study

How RIEMSER Uses Inova to Maximize In-licensing & Distribution

Introduction

The company

RIEMSER Pharma GmbH (www.riemser.com) is part of Esteve Healthcare (ESTEVE) (www.esteve.com), a global pharmaceutical corporation based in Barcelona. Established in 1992, RIEMSER sells, licenses, markets and distributes pharmaceutical products. Over 440 approvals worldwide, of which 46 were newly granted in the last three years, stand testament to the special expertise of RIEMSER for the approval and opening of new markets for pharmaceutical products.

The product range specifically covers prescription drugs used to treat serious diseases mainly in the therapeutic areas of oncology, infectiology, neurology and dermatology.

RIEMSER has three locations in Germany, one of them being a manufacturing plant and provides an international distribution network. It has also two subsidiaries in France and UK.

The challenge

As part of its growth strategy, RIEMSER was constantly searching for innovative products and interesting partnerships to actively pursue in-licensing or product acquisition opportunities for products that could be marketed in their key territories. RIEMSER also works with distributors to maximize global presence. Initially, RIEMSER used Excel to track their partnering activities and create reports, however, it was a cumbersome process and information was easily lost.

The solution

To efficiently structure, track and leverage their partnering information, RIEMSER chose Inova’s partnering platform. Inova is designed for the partnering process and includes dedicated fields and workflows for in-licensing and distribution. Inova stores all of RIEMSER’s partnering information, including documents, meetings, contact information, product opportunities and more, in a structured, easy-to-find way. When RIEMSER saw Inova’s partnering platform, they knew it was time for a change.

The benefits

Inova provides a secure place for RIEMSER to store all of their partnering information. They quickly find the complete history of their interactions with potential partners, including exchanged emails and documents, as well as meetings. With their corporate memory in one place, RIEMSER can easily refer to previous opportunities and see how far they were in the evaluation process and why they did not pursue the partnership. RIEMSER is also able to report in real-time on their partnering activities to management and financial investors.

“Inova is the only solution dedicated to the needs of pharmaceutical companies like RIEMSER. No one else has such a deep understanding of the way products and opportunities are assessed or of the way biopharma partnering happens”

Dr. Susanne SchmidtHead of Business DevelopmentRIEMSER

Fast implementation and immediate value

Inova comes preconfigured for partnering in the pharmaceutical and biotech industry, which meant that RIEMSER got started using and benefiting from Inova quickly. RIEMSER made a few modifications to the workflows and fields to fit their internal processes for in-licensing and distribution. For example, including fields such as current sales, rationale for opportunity, and geography for which licensing was available. From there, RIEMSER was ready to start using Inova.

“The standard set-up of the Inova platform is great. We could instantly see that it is designed by people with experience in pharma partnering. This made it a lot faster and easier to start using the software.”

Dr. Susanne SchmidtHead of Business DevelopmentRIEMSER

RIEMSER also benefited from the fact that Inova is a scalable solution, enabling them to start small, then add features and expand their usage as they grow.

“At first, I thought we were too small to really benefit from Inova. But, I was quickly convinced that Inova is great for small companies. You can start with just the necessary features, get a lot of value out of it right away – and still be able to add more features and get more value later as you grow and your needs change”

Dr. Susanne SchmidtHead of Business DevelopmentRIEMSER

Instant access to key partnering information

RIEMSER uses Inova to structure their key partnering information, making it easy to find and leverage. Previously, RIEMSER struggled to track partnering data. Using Inova, RIEMSER can now store all of the background information, including details on the specificity of the opportunity, without limitations. RIEMSER easily captures this information using Inova’s BIO connector to import meetings at biopharma conferences and the Outlook Add-in to add emails and their attachments.

Inova keeps this information secure and well-structured. All information is attached to the opportunity, putting it in the same place and organizing it logically. Milestones and workflows further structure the opportunity and follow-up activities. Inova includes standardized milestones and workflows for in-licensing, out-licensing, R&D collaboration, distribution, and more. With these workflows, RIEMSER always know where they’re at in the partnering process or how far they got before declining it.

“Opportunities often bounce back over the years. With Inova, we can easily answer the question why didn’t we pursue this opportunity. We save a lot of time and effort by being able to find previous opportunities and all of the interactions and exchanges with partners in one place.”

Dr. Susanne SchmidtHead of Business DevelopmentRIEMSER

Real-time reporting

Another benefit of having all their partnering information in one secure place is fast, reliable reporting. Inova’s reporting capabilities enable RIEMSER to quickly and accurately report on their partnering activities to management and investors in real-time. They track key information such as how many assets have they looked at, which phase of development are the assets at, how long did it take to sign a deal, and more.

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Testimonials

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