1. Partnering for Growth Thomas Jefferson University, June 7th, 2013
Chris Yochim, Director, External Relations
Strategic Partnering and Business Development

2. Partnering for Growth Agenda
Our strategic priorities and platforms for growth
Partnering strategy and capabilities
Academic Collaborations to drive scientific leadership

3. Driving strategic priorities
Achieve scientific leadership
Focus on 3 distinct core disease areas
Prioritise and accelerate our pipeline
Strengthen our capabilities in translational science and personalised medicine
AstraZeneca is a pure-play biopharmaceuticals organisation committed to delivering great medicines to patients through innovative science and excellence in development and commercialisation.
In March 2013 we announced the outcomes of our strategy review designed to strengthen our ability to deliver business success in the face of an increasingly tough environment.
Our overall direction stays the same but we are concentrating our skills and resources on a core set of priority pipeline projects and platforms for growing our business.
Within our chosen therapy areas, we will tighten our disease focus.
We will strengthen our scientific capabilities particularly in the areas of translational medicine and personalised healthcare
We are also transforming our innovation model and the way we work by dramatically simplifying the business, improving productivity and building a culture that supports long-term success.
Transform our innovation and culture model

4. We will focus on distinctive science in our core therapy areas
Neuroscience
Infection & Vaccines
Cardio- Metabolism
Respiratory/ inflammation
Core TAs
Oncology
Opportunity-Driven
AstraZeneca is committed to executing a focused innovation-driven global biopharmaceuticals strategy, exploiting our unique combination of strengths in large and small molecules, immunotherapies and protein engineering technologies.
Our strategic re-focus means we are prioritising Cardiovascular & Metabolism (CVMD), Respiratory, Inflammation & AutoImmune (RIA) and Oncology as our three core areas and being more opportunistic in Infection and Neuroscience.
 Our research and development efforts will be more focused. In large and small molecules R&D, we will concentrate our scientific efforts and the weight of our investment, including business development, on three core therapy areas:
Respiratory, Inflammation and Autoimmunity.
Cardiovascular and Metabolic Disease.
Oncology.
We will continue to be active in Infection and Vaccines and in Neuroscience though our investments will be more opportunity-driven.
Leveraging business development and acquisitions to deliver upside to the company’s base plan and to strengthen the pipeline further.
Small
Molecules
Protein
engineering
Biologics
Immuno-therapies

5. 2
Build biologics/specialty care potential to drive sustainable longer term growth
Return
to growth
Development Pipeline Today
On track for sustainable delivery of 1 BLA/year from 2016
Convert strong biologics pipeline into future launches
Create a balanced primary and specialty care product portfolio
~50%
Biologics
~50%
Small
Molecules
As we already described, currently approximately 50% of our pipeline consists of biologics
We are focused on accelerating the development of our key biologics products
We expect to launch a steady flow of specialty care products in the future, balancing the company’s historic strength in primary care.
Development (Phase I-III) pipeline today has grown to ~50% biologics
BLA = Biologics License Application

6. AZ Emerging Markets – A platform for success
6th
fastest growing MNC pharma player across Emerging Markets
Russia
~$300 Million
Turkey
~$250 Million
China
~$1.5 Billion
~$6bn
sales in Emerging Markets
S. Korea
~$240 Million
Mexico
~$240 Million
Brazil
~$500 Million
AstraZeneca is the 6th fastest growing MNC pharma player across Emerging Markets with ~$6 billion sales a CAGR of 10% between 2008–2012 at CER.
We are the 2nd leading pharmaceutical company in China by prescription sales
New Emerging Markets strategy
Increase investment in China and other top priority markets. This means continuing to enter or expand our presence in these key markets, including investing in research and development, sales, marketing and our people in those countries. For example in Russia, we are increasing our primary care sales force by 20%, launching a new pharmacy sales force (up to 150 FTEs) and investing in a manufacturing plant.
Strengthen commercial capabilities and maximise lifecycle management opportunities to drive AstraZeneca brands in EMs.
Continue to build great brands with our new products, especially Brilinta and our Diabetes Portfolio.
Focus on innovative portfolio and move away from bgx. However we will focus on selective bgx BD deals where it makes sense to increase our broad market strategy. We will also access biosimilar products that complement our own portfolio.
Regional BD in our growth markets will help us gain access to the right products for our key markets and leverage existing EM commercial capabilities to improve performance. For example, Linaclotide in China with Ironwood.
If you are interested in finding our more about the emerging markets then please feel free to come to the panel tomorrow at 10.30am
Saudi Arabia
~$170 Million
Source: Internal 2012 Ex Factory Sales / IMS

7. Partnering for Growth Agenda
Our strategic priorities and platforms for growth
Partnering strategy and capabilities
Academic Collaborations to drive scientific leadership

8. Working in collaboration is an ongoing part of our new strategy
AstraZeneca partnering strategy is focused on supplementing and complementing our core therapy areas and scientific capabilities
Approximately 40% of our pipeline is sourced through external partnerships
Increased focus on early stage research deals and academic alliances in 2013
Our commitment to partnering remains as strong as ever – it is a key accelerator of our strategic ambition to return to growth by strengthening the pipeline and re-establishing scientific leadership.
We will continue to in-license to strengthen the pipeline, focusing predominately on the three core therapy areas, while we will seek partnerships and bolt-on acquisitions to support the late-stage and on-market portfolio to accelerate revenues.
Currently approximately 40% of our pipeline is sourced through partnerships
There will be a more intense focus of business development efforts by our small molecules and biologics biotech units on early-stage academic and biotech alliances. For example our recent deals with Moderna and KI
In addition to licensing and partnering AstraZeneca will continue to seek small to medium scale opportunities for bolt-on acquisitions that strengthen our core TA portfolios . These deals may typically be of the scale of the Ardea and Amylin deals which were completed in Medium scale deals may be in the upper range value of up to $10 billion.
We will seek to and have the capacity to add an additional 1–2 global partnerships beyond the existing BMS and Amgen alliances without impacting our ability to operate independently and without compromising our existing partnering commitments.
We completed over 80 deals in 2012 of which approximately one third were pre-clinical or research collaborations.
Pursue in-licensing and bolt-on acquisitions that strengthen the core TA portfolios
Seek 1-2 additional global peer-to-peer partnerships beyond BMS and Amgen alliances 8

9. Building direct early access to our R&D
Cardiovascular/ Gastrointestinal
Oncology
New Opportunities
Respiratory and Inflammation
Infection
CNS and Pain
Science and Technology
Personalised Healthcare and Biomarkers
Emerging Markets and Asia R&D
Scouting
Diligence
Transaction
Alliance Mgmt
Global Medicines Development
Internal and external opportunities
Market
Innovative Medicines Units
Small Molecules
Biologics
Late-stage Development
Discovery and Early Development
R&D Enabling functions
Cross functional transaction team

10. As a Commercial partner we bring....
Truly global commercial operations footprint with both primary and specialty care focus 
A large and growing presence in emerging markets including China, Brazil, Russia 
Sales, marketing and medical excellence to tailor brands and drive performance in 100 countries 
We bring a broad range of skills and resources to the relationship, including leading Research and Development (R&D), commercial, regulatory, and market access capabilities and a global reach combined with local experience and knowledge.
We operate in over 100 countries and our innovative medicines are used by millions of patients worldwide.
Leading the way in innovative commercial channels and payer relations
No need to go through the list!
Innovative sales and marketing channels to better serve the needs of today’s customers 
Life-cycle management expertise to help extend the value of the products we market 

11. As a Development partner we bring...
A global R&D footprint with local insights and capabilities 
75% of our portfolio applies a personalised healthcare approach 
90% of pipeline addresses payer evidence to support reimbursement 
87% of projects apply new methods of clinical design and interpretation 
This slide illustrates some of the core scientific capabilities that we offer
(again, wouldn’t spend too long here as you will be running out of time!)
World-class regulatory, manufacturing and protein engineering capabilities  11

12. Partnering for Growth Agenda
Our strategic priorities and platforms for growth
Partnering strategy and capabilities
Academic Collaborations to drive scientific leadership

13. Academic Alliance: History of strategic collaboration
Key Strategic Alliances (Since Jan 2011)
Collaborative Research (201)
Consortiums & Foundations (41)
Dundee
Biomarker/Safety
Regional Economic Development
Medicines for Malaria
TB Consortium
MTA’s

14. Creative alliances to drive early scientific discovery projects
A5 alliance, to study a major risk factor for Alzheimer's disease, the apolipoprotein E4 genotype (ApoE)
Alzheimer's Disease Research Institute at Weill Cornell, Washington University in St Louis, The Feinstein Institute for Medical Research and the University of British Columbia.
7 Way-Consortium: Critical Path to TB Drug Regimens
AstraZeneca, Bayer, Sanofi and Tibotec have signed on with TB Alliance and the World Health Organization to share information about the TB compounds in their pipelines to quickly identify and collaborate to develop the most promising TB drug regimens
AZ & GSK forge alliance with Univ. Manchester Collaborative Centre for Inflammation
Unique Pre-Competitive collaboration to establish a world-leading translational centre for inflammatory diseases. Scientists will be recruited for new positions to direct the research in line with strategic priorities set jointly by GSK, AstraZeneca and The University of Manchester, with the ultimate goal of translating findings into new and improved treatments.
Broad Institute
The Broad Institute's 100,000 compound library will be tapped for weapons against drug resistant strains of bacteria. targeted towards the discovery of new antibiotics and other treatments for infectious diseases.

15. Fostering Alliances for Clinical Development
Fostering helps us to broaden our drug development activity by working with experienced clinical development institutions which can take the lead on early-stage development of AstraZeneca compounds. When the compounds reach the proof-of-concept stage, we can opt in and continue development with a milestone payment, or we can opt out and receive a royalty later on when the compound is approved and commercialized
Singapore National University and the National Cancer Centre development of AstraZeneca compounds for hepato-cellular carcinoma which have already undergone clinical testing in western locations. Applying their experience to conduct clinical trials in wider patient populations, broadening our drug development capabilities in Asia.
Cancer Research UK and Cancer Research Technology - the charity's development and commercialisation arm. AstraZeneca’s compound, AZD-3965 – a first-of-its-kind experimental drug to potentially treat a range of cancers- into clinical development. Working with CRT will enable a compound with a very exciting mechanism to be evaluated in patients using Cancer Research UK’s extensive clinical network.

16. Partnering areas of interest
Cardiovascular & Gastrointestinal
Our research focuses on small molecule and biologics for diabetes and diabetic complications, obesity, atherosclerosis, haemostasis, gastrointestinal, abdominal aortic aneurysm, bleeding disorders as well as re-profiling compounds, innovative drug-delivery systems and regenerative medicine.
Oncology
Our small and large molecule research focuses on cancer of the breast, prostate, gastrointestinal tract, lung, as well as haematological malignancies, “niche” cancers, novel technologies and biomarkers.
Respiratory & Inflammation
We are particularly interested in asthma, chronic obstructive pulmonary disease, rheumatoid arthritis, systemic lupus erythematosus and novel inhalation approaches.
AstraZeneca is a world leader in Cardiovascular and Gastrointestinal medicines, committed to delivering new innovative medicines that make a difference to patients and society.
For more than 30 years, AstraZeneca has remained committed to pushing the boundaries of cancer research and delivering the cancer therapies of tomorrow. We’re taking an innovative patient-based approach to treatment, and drawing on partnerships across the globe with academia, governments, scientific organisations and patient groups, as well as other biopharmaceutical companies.
AstraZeneca has a 40-year history in small molecule research and a best-in-class pipeline of biologic candidates for respiratory, inflammatory and autoimmune diseases. Our goal is to lead the advancement of innovative medicines with greater efficacy, improved safety and enhanced convenience.

17. Partnering areas of interest
Infection
Our partnership interests also include: viral infections such as respiratory viruses (e.g flu, RSV), HCV, HBV and herpes family viruses, as well as systemic fungal infections, and diagnostics. Novel vaccines to address bacterial and viral infections with limited current treatment options are also of interest.
Neuroscience
We are interested in small and large molecule research to discover and develop new treatments in neurology, psychiatry and pain.
Personalised Healthcare & Biomarkers
We are looking for additional biomarker capabilities that can deliver clinically meaningful segmentation of therapeutic response, including methodology for patient selection, disease identification, and pharmacological assessment.
Science & Technology
Key areas of interest include predictive safety and predictive efficacy platforms, target validation tools and technologies, novel HTS/lead generation approaches, novel chemical libraries with evidence of biological relevance, stem cell biology and, novel technologies for antibodies and vaccines.
Our Infection group aims to discover and develop effective, targeted therapies to address unmet needs in serious bacterial, fungal or viral infections and neglected diseases, using both small-molecule and biologic/vaccine approaches. AstraZeneca, with our strategic partners, has one of the world’s largest antibacterial pipelines targeting serious bacterial infections. We aim to deliver solutions for diseases of the developing world (viral, parasitic and bacterial) through innovative partnerships with academics, NGOs and peer companies.
Neuroscience is an area with huge unmet medical need. Our virtualised Neuroscience model is pioneering new ways to share cost, risk and reward with research partners to deliver effective treatments for CNS disorders and pain. We are working with a network of external partners to progress new projects flexibly and quickly from discovery through early
development.
Our Personalised Healthcare and Biomarkers (PHB) group aims to create superior outcomes for patients, prescribers and payers by finding the biomarkers and diagnostics that ensure we deliver effective medicines that target a selected patient population We are also looking for external partners to identify, validate, and manufacture diagnostics to regulatory standards.
The Science and Technology team works across therapeutic areas and functions to identify, evaluate, and secure opportunities in key areas of technology that will enhance the quality, effectiveness and productivity of our research.

18. Personalised Healthcare – an open approach to collaboration
Partnership and collaboration at the core of PHC strategy
No single partner can address all of our PHC needs
Series of partnerships will help us to achieve our aims
Strategic alliances with key academic centres and independent diagnostic developers
Early engagement with partners enables us to share needs and match up partner products

19. Diligence Process: Five Dimensions for success
Right target
Strong link between target and disease
Differentiating efficacy
Available and predictive biomarkers
Adequate bioavailability and tissue exposure
Human PK / PD prediction, PD biomarkers
Drug-drug interaction
Right tissue/ Right exposure
Clear assessment of safety risks
Clear understanding of risk-benefit
Availability of predictive biomarkers
Right safety
Scientific evidence in lead indication
Risk / benefit stratification of patient population
PHC strategy including diagnostic / biomarkers
Right patients
Differentiated value proposition vs. future standard of care
Invest to win / priority areas – DTPP / CDTP
Market access / payer / provider focus
Personalised healthcare strategy including diagnostic / biomarkers
Right commercial

20. Why Partner with AstraZeneca?
Exclusive focus on innovative pharmaceutical medicines
Focused commitment to early and late-stage partnering
Innovative commercial channels, underpinned by global reach
Access to early payer and regulatory involvement to secure reimbursement and market access
Exceptional commercial and R&D
presence in emerging markets and Asia
Expertise in biologics and small molecule discovery, development and manufacturing
Rapid evaluation and insightful feedback to partners
Alliance management continuity throughout the deal life cycle
Just to summarise
Long term commitment to innovative medicines and to partnering
Leading the way in innovative commercial channels and payer relations
Proven world class commercial function with truly global reach
Established alliance management centre of excellence responsible for actively monitoring the progress of our partnerships and the sharing of best practice
Our ultimate goal is to ensure that we are successful in bring products to the market through the combination of our unique strengths
Desire to create partnerships that achieve mutual goals 20

21. For more information about partnering with AstraZeneca, visit
astrazeneca.com/partnering