Presenter
Page 2
Name
Ole Bitsch-Jensen
Title
Senior Partnership Manager
Education
Master of Science,
Chemical Engineering
Technical University of Denmark
HD(A)
Business Administration
Copenhagen Business School
Experience
Sales & Marketing
International Life Science/Pharma
Product Development / Sales & Marketing
Life Science/Biotech start-up
Investments
Early Stage Life Science Ventures
Partnerships / Innovation
International Medtech
It all started with
a caring nurse and
her sister’s need.
In 1954 Elise Sørensen
designed a revolutionary
ostomy bag for her sister,
who had colon cancer.
Business Areas
Wound & Skin Care Urology CareContinence CareOstomy Care
#1global
position
35-40%global market share
41%of Coloplast
revenue
5.1billion DKK
annual revenue
8%organic
growth rate
Innovative solutions
#1global
position
~40%global market
share
36%of Coloplast
revenue
4.4 billion DKK
annual revenue
10%organic
growth rate
Award winning Products
#4global position
5-10%global market share
14%of Coloplast
revenue
1.7billion DKK
annual revenue
Proven superior
absorption vs.
competing products
10%organic
growth rate
10-15%global market share
9% of Coloplast
revenue
9%organic
growth rate
1.2billion DKK
annual revenue
Specialists in
disposable urology
care and surgical
therapies
…with a global production footprint
USAMankato
Minneapolis
FranceSarlat
DenmarkThisted
Mørdrup
HungaryTatabanya
Nyirbátor
ChinaZhuhai
We’re a global company
Representedin 42 countries
12.4 BNDKK revenue
9,250employees
Products soldin 130+ countries
Anthropologicaland
Ethnographicresearch
User insight
interviews and
Co-creation
inputs
Deep
”unobserved”
user
Studies
Focusgroups with
friendsand families
ProfessionalAdvisory
boards anduser groups
We rely on multiple user sources in developing new products
New product
The Partnership Function in Global Corporate Procurement – deliver structured process in partner identification / deals
User interaction /
InsightsCollection inReal Needs!
Innovative
External
Technologies,
Materials,
Elements…
Identified
Key
External
Capabilities
ColoplastIncubator
Non-commercial Collaboration
With e.g.Universities
The Partnership Function supports other key CP functions in identifying the best possible partners for a given need
GRD GMPartner-
shipsAll Commercial External
Innovation Activities
Innovation-by-you”Crowd sourcing”
AllProduct
DevelopmentActivities
InnovationBriefs
Business case
generation
Partnerships support increased growth with key markets
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Profitable Growth
Improved Differen-
tiation
Speed
Lower costs
Source: AT Kearney; Collaborative Supplier Innovation (2014)
Partnerships = Open Innovation – with focus / direction…
Product Development- require lots of CP input
Patent Protection- for us AND our Partners
Secrecy- for us AND our Partners
Limited sources- unlike consumer areas
Page 14
Want(Opportunities)
Find
Get Manage( )
Source: Slowinski and Sagal; Good Practices in Open Innovation (2010)
Partner identification / agreements require internal and external stakeholder and expectations management
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• Existing relationship vs “new unknown”
• Pricing opportunities vs cost limitations
• Risks and uncertainties that may evolve to
calamities later in the relationship.
• IP rights sharing, win-win, equal benefits?
• Confidentiality – risk of pollution?
• Anti-competitive legislation – is it legal?
Especially important for larger companies.
The journey to finding the right partner can be extensive – our partnership function offer a process to a “more informed” partner selection
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T = -12 months
Inspirational
search start
Top line search
criteria defined
Desk
evaluationRequest for
Information
Partnership
Meetings start
“Name
hunting”
Confidential
T = - 8 months
(130+…..30……10…..…5..……3……1)
Initial
contact start
T = -4 months
Request for
Proposal
RFP
presentation
Selection
Management
Meetings start Kick-off….
Selection
General
Development
agreement
Letter of
Intent
SelectionSelection
Key Project Gate
T = 0 months
Partner process outcome - fulfilment of all set requirements!
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Identified Partner satisfies
our needs
Accom-plishedMedical Device
DeveloperFull
Development & Manu-
facturing In House
Full Life Cycle Management
Manu-facturing FP
good fit to Coloplast
ColoplastOwn all
relevant IP
…within our areas
ColoplastOwn all
relevant Tools
Coloplast own all relevant
docu-mentation
Relevant and adequate
QMS in place