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UCSF LIfe Science Week 3 Therapeutics:Channel

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  • 1. Channels:   “Develop  an  early  op1on  that   maximizes  your  contribu1on”   Value Propositions Lean  Launchpad:  Therapeu1cs   Lean Launchpad: Digital Health   UCSF Entrepreneurship Center UCSF  Entrepreneurship  Center   October 1, 2013 October  15,  2013     Karl  Handelsman   Abhas Gupta, MD Codon  Capital     Mohr Davidow Ventures @abhasguptamd Weekly  Office  Hours:  4:30-­‐5:30  before  class  
  • 2. Customer  Segments   Next   Week   Value Propositions Lean Launchpad: Digital Health This   UCSF Entrepreneurship Center October 1, 2013 Week   Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 3. Value Propositions Lean Launchpad: Digital Health Channels   UCSF Entrepreneurship Center October 1, 2013 CONTEXT   Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 4. Overview   You  now  have  the  ten  companies  with  highest  interest   You  have  defined  the  key  criteria  to  induce  early  adop1on   You  have  iden1fied  the  outsourced  partners  with  the  highest   valida1on  Lean Launchpad: pproah   Health for  your  therapeu1c  a Digital  Which  animal  model,  which  CRO,  etc.   UCSF Entrepreneurship Center You  have  talk  across  segments  f1, 2013 target  company   or  every   October  Therapeu1c  Head,  Business  Development,  Internal  Experts   Value Propositions Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 5.   Innovators  Make  The  Rules?   Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 6. Why spend all this time talking?           If  I  wait  .ll  I  have  data  I  will  be  in  a  posi.on  of  strength    Only  if  you  have  a  perfect  view  of  what  data  is  key    You  need  to  build  credibility,  build  a  rela1onship   Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 A  significant  bAbhas Gupta, MD usiness  development  deal   for  biotech  Mohr Davidow Ventures 18  months   companies  takes   @abhasguptamd from  first  contact  
  • 7. The  Early  Stage  Startup  Advantage     You  can  recruit  and  assemble  the  best  resources  in  the  world  unique  to  your  program    work  across  ins1tu1ons,  access  different  talent,  novel  sources  of  funds  or  resources   You  can  have  deeper  knowledge  of  customer  space    You  can  talk  to  Pharma  more  about  your  area  than  they  talk  to  each  other    You  can  become  the  expert  at  moving  from  “pre-­‐compe11ve  idea”  to  pipeline  product   Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 8. Key  Ques1ons       •  What  is  your  distribu1on  channel?  Are   there  alterna1ves?   •  Draw  the  channel  diagram  -­‐  Annotate  it   with  the  channel  economics   •  What  were  your  hypotheses  about  who/ what  your  channel  would  be?   •  Did  you  learn  anything  different?   UCSF Entrepreneurship Center •  What  was  it  that  made  channel  partners   October 1, 2013 interested?  excited?   •  Did  anything  change  about  Value   Proposi1on  or  Customer  segment?   Value Propositions Lean Launchpad: Digital Health Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 9. KOLs,  Investment  Bankers,  Analysts   Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 10. Direct  Approach:  Ten  Targets   •  “The  more  dis1nct  the  audience-­‐and  the   harder  it  is  to  aggregate-­‐  the  more  valuable  it   will  be.”    -­‐Value Propositions g  110   Startup  Owner  Manual  p Lean Launchpad: Digital Health •  The  value  to  Pharma  is  delivering  something   UCSF Entrepreneurship Center for  their  pipeline:  beat  1,heir  internal   October t 2013 benchmarks  to  create  value     Abhas Gupta, MD   Mohr Davidow Ventures @abhasguptamd
  • 11. Last  Weeks  Big  Idea   You  must  find  a  CUSTOMER   SEGMENT  to  generate   Launchpad: Digital Health every  stage   revenue  at     Value Propositions Lean UCSF Entrepreneurship Center October 1, 2013 Abhas Gupta, MD Mohr Davidow Ventures Historically  the  best  outcomes  for  therapeu1c   @abhasguptamd entrepreneurs  involved  early  collabora1ons!  
  • 12. This  Weeks  Big  Idea   Mastery  of  the  lef  side  of   the  canvas  to  deliver  quality   Launchpad: Digital Health a  direct   MVP  enables   approach  focused  on  ten   UCSF Entrepreneurship Center customers.   October 1, 2013 Value Propositions Lean Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  • 13. Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 My  Contact:  Put  LLP  in  Subject  Line  for  extra  points     KARL@CODONCAPITAL.COM   Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd

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