Session 301
Building Value in Non-Traditional Pharma/Biotech Partnerships: Bristol-Myers Squibb and Concerto HealthAI

As digital transformation and advanced analytics affect significant change across the healthcare market ecosystem, pharma companies are increasingly collaborating with various types of non-traditional partners to improve clinical trials and enhance real-world evidence. Managing these partnerships poses new challenges, even for organizations experienced in traditional alliance management, as companies attempt to navigate the unfamiliar business models and operating styles of their new partners.

One example of a non-traditional partnership is the recently launched alliance between Bristol-Myers Squibb (BMS) and Concerto HealthAI, a technology company building a clinical cloud solution that aims to accelerate innovation within the pharma industry by providing a system of real-world data. To facilitate a rapid and efficient launch of their collaboration, BMS and Concerto built a partnership operating model that bridged their different working styles and leveraged their respective strengths.

In this session, the presenters will discuss key issues to consider in entering these partnerships:


David Anstatt
Executive Director, Center for Observational Research & Data Science
Bristol-Myers Squibb





Jeff Elton
Concerto HealthAI





Stu Kliman, CA-AM
Vantage Partners

Stuart Kliman is a founding partner of Vantage Partners LLC, and heads up Vantage's alliance practice area. As such, he has worked to help clients build and implement the processes, tools, skills and structures necessary to more effectively manage key alliance relationships. In addition to the alliance space, Mr. Kliman has also worked extensively with organizations looking to engage in more value maximizing and integrated ways with key suppliers and customers.

Mr. Kliman is a regular speaker and writer on issues of alliance and key supplier relationship management.