Gland B2B Business Model and Growth Strategy
Business Overview (Cont'd)
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Diversified B2B-led Model Across Markets Complemented by B2C Model in India
•
Operating in 60+ countries as of March 31, 2021
• One of the fastest growing generic injectables-focused companies by revenue in the US from 2014 to 2019 (1)
°
Successful track record of operating B2B model with leading companies, complemented by a B2C model in home market of India leveraging brand strength
and sales network
B2B - IP Led
Own Filing
Partner Filing
Out-license to Marketing partners
Long term product supply contracts
Overview
B2B (Global)
B2B Tech Transfer
•
•
Co-development with Partner
Manufacturing by Gland
B2B CMO
Fill and finish service
Loan and license
agreements
B2C (India)
B2C
Direct marketing of products
•
License and milestone payments
⚫ Tech transfer fee
Fixed per unit price
•
Direct sale of products
Revenue Model
°
Selling price per unit dose + Profit Share
•
Selling price per unit dose +
Royalty
ANDA Ownership(2)
IP Ownership(2)
Advantages
of B2B
models
Co-owned
*
*
Grow market share while reducing the marketing
investments
Leverage reputation of
marketing partners
Note: (1) As per IQVIA Report. (2) Reflects typical features of such business models in regulated markets.
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Build reputation as a
complex injectables
manufacturer with
compliance record
Drive profitability with
higher capacity utilization
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