The Challenge
When entering the Chinese market, foreign companies often seek licensing partnerships to expand their reach and capitalize on local expertise. However, finding the right licensing partner is a complex task due to various challenges. These include: concerns around intellectual property (IP) protection, navigating cultural and language differences, dealing with regulatory hurdles and identifying trustworthy local partners. Despite these obstacles, Biocodex remained committed to secure a Chinese partner for DIACOMIT, a product indicated for the treatment of Dravet Syndrome (DS) a rare and severe form of epilepsy that begins in infancy. This syndrome accumulates morbidities that significantly impact individuals throughout their lifetime.
To do this effectively, it was necessary to understand DIACOMIT’s commercial potential in China, which would provide the necessary knowledge to navigate the market and the correct regulatory pathway for registration.
The Solution
Hubert Chapellier, Head of International Operations / Partnership at Biocodex stated “As a leading company in the field of epilepsy, we aim to offer effective and innovative products. Biocodex’s aspiration is to give access to DIACOMIT in territories without treatment options. China was a top priority for Biocodex development. We gave the mandate to KYBORA to support Biocodex in the search for a commercial partner in China.”
KYBORA performed a comprehensive assessment of the market potential of DIACOMIT in China, which included:
KYBORA also interviewed several KOLs to understand how they would use DIACOMIT. Based on these insights, a comprehensive market assessment report was prepared, consisting of a clear understanding of how DIACOMIT would fit in the treatment algorithm, its potential market share, pricing, reimbursement, and sales potential. To support the partnering of the product in China, KYBORA developed an NPV and risk adjusted NPV model. KYBORA then identified potential licensing partners, contacted them to introduce the opportunity, and was able to help Biocodex close this licensing deal.
Hubert Chapellier further explains “KYBORA worked first on the consolidation of key information (Regulatory information, Market Access Strategies, pathology environment) for us to better understand the Chinese situation.
This first phase confirmed Biocodex’s interest in expanding its activities in China. The second step of the collaboration was based on market assessment (patient’s pool, penetration assumption, volumes development) but also in identifying the appropriate partner for Biocodex.“
The Outcome
Our client successfully found the right partner for their product in the territory and completed the licensing agreement of DIACOMIT.
“KYBORA did a smart and extensive screening of the potential pharmaceutical companies fitting with Biocodex culture. They organized several interviews with a panel of companies leading to a short listing of candidates, all presenting business plans. We finally chose an exclusive partner to register and commercialize DIACOMIT in China. The marketing authorization is expected to be issued in 2025.” concludes Hubert Chapellier.
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