Anu thubagere breadagami_fri

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Anu thubagere breadagami_fri

  1. Team Presentation for Friday, Sept 28th Final Team Presentation for Friday, Sept 28th Get out of the building and talk to 10-15 customers Guillaume: · Get out of the building and talk to 10-15 customers François!Rouelle!presentation format: Final presentation format: Breadagami J.!B.!M.!Bucquet! 2 minute Youtube video o · 2 minute Youtube video Revolutionize Membrane Protein examples here: http://www.slideshare.net/sblank/videos Crystallography o examples Day 1: 16 20 minutes presentation here: http://www.slideshare.net/sblank/videos o · 20 2: 10 presentation minutes Antoine!François! examples here: http://www.slideshare.net/sblank/tagged/Columbia Day o examples here: http://www.slideshare.net/sblank/tagged/Columbia o and here http://www.slideshare.net/sblank/tagged/stanford Day 3: 11 here http://www.slideshare.net/sblank/tagged/stanford o and Heres what we thought - day 1 o · Heres6 Louis!Nicolas! Day 1 4: what we thought - day 1 Day canvas 1 canvas Vauquelin! o Day o diagrams if you can draw any TotaloInterviews: 42can draw any o Text summary if not if you diagrams o Text summary if Heres what we learned - days 2-4not Friedrich! Stromeyer! · Heres what we learned - days 2-4 o Day 2-4 canvases o Day 2-4 canvases o Use diagrams o Use diagrams Heres where we ended - day 5 Robert!Bunsen! · Heres where we ended - day 5 o Use diagrams o Use diagrams o Text summary o Text summary Here’s What We Are Going to Do Next Viktor!Meyer! · Here’s What We Are Going to Do Next Moses!Gomberg! John!C.!Bailar,!Jr.! R.!G.!Pearson! Fred!Basolo! Anu Thubagere Fadl Saadi Andrew Hoff Matt Gethers Graduate Student Graduate Student Graduate StudentHarry!Gray! Graduate Student Bioengineering Materials Science Materials Science Bioengineering
  2. What we thought on Day 1Novel Technology: Ability to tether biomolecules such as DNA/RNA/Proteins on a waferInitial thoughts:• Target market would be Academics and pharmaceutical companies who wished to do in-vitro studies• Spatial Control main selling point
  3. Business Canvas V1Oligo manufacturers. Must make chips. Make We can provide a We provide the chip and Academics andPerhaps strike agreement “master mix” that is scaffold onto which the DNA Scaffold. The pharmaceuticalmaking chemistry added to oligo staples. small molecules and customer provides the companies who want toconjugating molecule of Must maintain biologics can be oligo “staples” that are test interactionsinterest to oligo standard advertising in journals templated to allow for conjugated to the between smallpart of repertoire. and other venues. experiments with high molecules of interest. molecules and biologicsPerhaps they could have spatial control. with high spatial control.a pool of oligos that areused specifically for ourdevices. Access to E-beam Advertising in journals.Also need an agreement lithography. Making Could market serviceswith facility that has master mix. Must through larger supplierelectron beam cultivate relationships like Invitrogen, Sigma.lithography capability. with oligo companies. Relationships with suppliers?Must buy chips, constituents of master mix. Need Either direct sale to customers or paymentstorage facility. Need access to or need to own SEM. from suppliers when each chip is bought.
  4. What we learned on Day 1• Found three potential markets for our technology – Stem Cell Researchers – Cancer Pharmaceutical Companies – Protein Crystallography• No silver bullet yet, many suggestions are for fields outside of experts’ own
  5. Business Canvas V2Oligo manufacturers. Perhaps strike Must make chips. Make “master We can provide a scaffold onto We provide the chip and the DNA Academics and pharmaceuticalagreement making chemistry mix” that is added to oligo staples. which small molecules and biologics Scaffold. The customer provides the companies who want to testconjugating molecule of interest to Must maintain advertising in can be templated to allow for oligo “staples” that are conjugated to interactions between smalloligo standard part of repertoire. journals and other venues. experiments with high spatial the molecules of interest. molecules and biologics with highPerhaps they could have a pool of control. spatial control.oligos that are used specifically for our Product development Personal Assistancedevices. Eliminate uncertainty inAlso need an agreement with facility Shipping quantity of stimulants Automated Service Stem cell researchersthat has electron beam lithographycapability. Customer Service Simplify control of Word of mouth Crystallographers molecular orientationKavli Nanoscience Cancer pharmaceuticalInstitute (Caltech) Advertising in journals. Could market companies Access to E-beam lithography. services through larger supplier like Making master mix. Must cultivate Invitrogen, Sigma.Silicon Wafer Supplier relationships with oligo companies. Relationships with suppliers?Integrated DNA Trade shows,Technologies Technical expertise Conferences, Publications, InternetGlen Research Fabrication Facilities ShippingMust buy chips, constituents of master mix. Need Yearly subscription modelstorage facility. Kavli Nanoscience Institute partnership. Direct sales
  6. What we learned on Day 2• Interviewed 4 Protein Crystallographers – 3 of them said they were ‘not interested in our product at all’ – 1 said it was very interesting for Membrane Protein Crystallography • One third of all proteins • Very difficult to obtain crystal structure• Started winnowing interesting fields and focusing on those where technology could have maximum impact – Removed cancer research – Ceased searching for new fields• Started resorting to cold calls
  7. Business Canvas V3Kavli Nanoscience Product development Eliminate uncertainty in Cancer pharmaceuticalInstitute (Caltech) quantity of stimulants companies Shipping Automated ServiceSilicon Wafer Supplier Simplify control of Customer Service molecular orientation Word of mouth Stem cell researchersIntegrated DNA Differentiate cells with Membrane ProteinTechnologies much higher yield and CrystallographersGlen Research greater reliabilityVWR International Make crystallization Direct Sales Force faster & simpler IP Trade shows, Technical expertise Conferences, Publications, Internet Fabrication Facilities VendorMust buy chips, constituents of master mix. Need Yearly subscription modelstorage facility. Kavli Nanoscience Institute partnership. Direct sales
  8. What we Learned on Day 3• Membrane Protein Crystallographers are good early adopters – Many have resorted to in house technology to resolve situation – Focus of Membrane Protein Crystallography• Specialized market  limited need for Vendors• Trade shows and conferences are extremely important in this field
  9. Business Canvas V4Kavli Nanoscience Get: Word of mouth & Product development Make crystallization Stem cell researchersInstitute (Caltech) Publications & faster & simpler Conferences ShippingSilicon Wafer Supplier Membrane Protein Problem: Crystallizing Keep: Customer Service Customer Service Crystallographers Membrane ProteinsIntegrated DNA “It’s voodoo” Grow: Cross SellingTechnologies Best case: couple monthsGlen Research Often: NeverTEM Manufacturers Solution: Direct Sales ForceVWR International IP -Easy to use kit -Works for all Trade shows Technical expertise -One tenth of the time required Vendor Fabrication Facilities SBIR/STTRMust buy chips, constituents of master mix. Need Yearly subscription modelstorage facility. Kavli Nanoscience Institute partnership. Direct sales
  10. What we learned on Day 4• Numbers – Time scale – Cost – Yield“[If you can do this], it would be revolutionary…the worldwould be at your door”James BowieProfessor and Vice-Chair; Department of Chemistry and Biochemistry, UCLA-DOE Institute for Genomics and Proteomics and Molecular Biology Institute
  11. Current Business CanvasKavli Nanoscience Problem: Crystallizing Get: Word of mouth Product development Publications Membrane ProteinInstitute (Caltech) Membrane Proteins Conferences Crystallographers Shipping “It’s voodoo”Silicon Wafer Supplier Best case: couple Customer Service Keep: Customer Service -Grad Student months -Postdoctoral ScholarIntegrated DNA Often: Never Grow: Cross Selling -Staff ScientistTechnologies Solution:Glen Research -Easy to use kit -Works consistently -One tenth of the time required Direct Sales Force IP Trade shows Technical expertise Fabrication Facilities SBIR/STTR/AngelConsumables (wafers, oligos etc.) Personnel Direct salesStorage and Work Facility Conference TravelKavli Nanoscience Institute partnership
  12. Business Canvas V1Oligo manufacturers. Must make chips. Make We can provide a We provide the chip and Academics andPerhaps strike agreement “master mix” that is scaffold onto which the DNA Scaffold. The pharmaceuticalmaking chemistry added to oligo staples. small molecules and customer provides the companies who want toconjugating molecule of Must maintain biologics can be oligo “staples” that are test interactionsinterest to oligo standard advertising in journals templated to allow for conjugated to the between smallpart of repertoire. and other venues. experiments with high molecules of interest. molecules and biologicsPerhaps they could have spatial control. with high spatial control.a pool of oligos that areused specifically for ourdevices. Access to E-beam Advertising in journals.Also need an agreement lithography. Making Could market serviceswith facility that has master mix. Must through larger supplierelectron beam cultivate relationships like Invitrogen, Sigma.lithography capability. with oligo companies. Relationships with suppliers?Must buy chips, constituents of master mix. Need Either direct sale to customers or paymentstorage facility. Need access to or need to own SEM. from suppliers when each chip is bought.
  13. Workflow for creating Membrane Protein Crystals Cloning Heterologous expression Screening for detergents Membrane preparation Solubilization IMAC purification Gel filtration Protein characterization Ion exchange Crystal screening Crystal optimization Our Target X-ray diffraction Newby, Z, Nature Protocols 4, 619 (2009)
  14. Day in the Life Diagram Before 2 days 1-3 Months 10% Micelle + Protein + Detergent + 10 Plate Structural Crystal Analyze Structure Robot Information National Lab Pass Fail 90% Total Cost: $200,000 After 2 days Days 90% Analyze StructuralMicelle + Protein + Detergent + 10 Breadagami Crystal Robot Structure Information Local Pass equipment Fail Total Cost: $100,000 10%
  15. Archetype/EcosystemJournal • Influencer Funding • Influencer Department • InfluencerReviewer • Saboteur Agencies •Economic Head Decider • Influencer PI • Economic Decider • Possible Saboteur • User • User • More discretionary Staff • More discretionary Post-Doc funds Scientist funds • Early adopter • Early adopter • User Grad • Some discretionary Students funds and Techs • Early adopter Reagent/Equi pment • Provider Suppliers
  16. Minimum Viable Product BuffersPatterned chip Other Vendors 2-D protein crystals Breadagami • Easy to use • Works with off the shelf consumables • One size fits all
  17. Value PropositionValue proposition:• Remove uncertainty• Order of magnitude decrease of time spent to obtain structural information of membrane proteins• Higher research throughput• Less consumablesValue added to customer:• Old Process: Cost of obtaining structural information of a membrane protein: $200,000 “Likely an underestimate”*• New Process: Target cost of obtaining structural information of a membrane protein: ~$100,000 – Graduate student cost: 9 months $37,500 – Consumables: $12,500 – Breadagami: $50,000 (@$5,000/chip) *Prof. James Bowie
  18. Addressable MarketTotal Addressable Market (TAM):~300 researchers worldwideServed Addressable Market (SAM):~150 researchers in USACurrent Target Market:75% of SAM @ $60k/year/researcherEstimated sales of ~$7 million/year Future trends: • Large increase in number of researchers & funds • New customer segments develop (pharma)
  19. Customer RelationshipsGet:Outreach with Trade Shows ConferencesWorkshopsPartnering with prominent researchersKeep:Automated, simple system for reorderingEmail updates on new uses of technologyGrow:Cross selling products (buffers, etc.)
  20. Revenue Model • Revenue stream: Direct Sales, • Pricing: Fixed, value, volume pricing, $5000/chip •~10 chips for 1 crystal ie $50,000 •Possible cut off limit for Grad Students & Tech Grad Student/TechBreadagami Principal Investigator Post-Doc/Senior scientists • Revenue Streams: Direct Sales • Pricing: Fixed, value, volume
  21. Next Steps• Talk to more Membrane Protein Crystallographers to refine value proposition• Create prototype• Patent• Publish
  22. What we Really Learned• You don’t know everything from Day 1• Go and talk to potential customers• Don’t be discouraged when you get bad news• Situation is always more complex than previously thought• Being an Entrepreneur is tough!
  23. Acknowledgments• Interviewees• Classmates• Charles House• Andy Sack• Ken Pickar• Jon Feiber• Steve Blank
  24. Channel Vendor Local (University) MarketplaceBreadagami Customer • Typical vendors would be Sigma, VWR, Invitrogen • Eager early adopters • Small community
  25. Revenue ModelYear 1 (of sales) Year 2• Cost: • Cost: – Raw material ~$300/wafer – Raw material ~$300/wafer – Lab space ~$13,000/year (1 – Lab space ~$26,000/year (2 person person space) space) – Kavli Nanoscience Institute – Kavli Nanoscience Institute ~$30,000/year ~$60,000/year – Cost of personnel – Cost of living ~$200,000/year ~$50,000/year • Goal: sell 1000 kits in year 2• Goal: sell 100 kits in year 1 @ $5000/kit @ $5000/kit – Revenue: $5 million – Revenue: $50,000 – Cost: $586,000 – Cost: $80,000 – Profit: $4.4 million – Profit: -$30,000

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