Situation Assessment

• Pacira is a U.S.-based pharmaceutical company focused on developing and commercializing innovative, non-opioid pain therapies.

• Pacira’s lead product, EXPAREL (bupivacaine liposome injectable suspension), is a long-acting local analgesic for postsurgical pain management that uses Pacira’s multivesicular liposome technology to deliver bupivacaine over time.

• Following an earlier partnering process that did not result in a regional license, Pacira engaged Locust Walk to re-engage the market and identify ex-US commercialization partner(s) for EXPAREL

• Locust Walk ran a competitive process with over 100 parties and ultimately led to a closed transaction with Molteni for EU, United Kingdom and Switzerland

Key Activities

• Created targeted marketing materials and executed a broad outreach campaign to 100+ global and regional partners

• Offered strategic advice and senior-level connectivity that improved deal valuation and structure including navigating concerns around most-favored nation pricing implications

• Performed qualitative and quantitative analyses assessing EXPAREL valuation in the region

• Led negotiations on term sheets and deal documents, identifying essential business terms for deal success

• Worked closely with Pacira management and developed strong relationship with Molteni to drive the transaction toward successful conclusion

Successful Outcome

• Executed a comprehensive outreach process, resulting in multiple interested parties, and ultimately a closed transaction including upfront, sales milestones, transfer payments, and a royalty

• Provided Pacira a strong regional partner to ensure the development and commercialization of EXPAREL in a key marketplace and further build asset and company value

Back to transactions »