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UCSF Life Science
The Lean LaunchPad
Partners
Who are your Partners and Suppliers?

Version 6/13/12
Key Partners
Who are your Partners and Suppliers?
© 2012 Steve Blank
Partners – who are they?
• Manufacturing / build / component suppliers

• Technology partners
• Channel (S&M) partners
• S...
Partners – Key Suppliers
• Outsource suppliers
• Backoffice, supply chain, manufacturing

• Direct suppliers
• Components,...
Partnering with (Big) Companies
Leverage

…is the only way to make it work
Protectable Leverage
1. S&M support
2. IP (FTO)
3. Complementary products

1. Technology / Products
2. New customers
3. IP
Molecular Diagnostics
Partner Examples

9
Partners
Front End

Back End
Sample Prep
(not for RUO)

Dx Test Company

Hospitals
Chip
Manufacturers
Packaging

LiquiLume...
Back-End Partners
Type

Examples

Benefit

Risk / Need

Chip
manufacturer

HTE Labs

Make optofluidic chips (key
element o...
Front-End Partners
Type
Distributor
Research labs

Dx test
company

Clinical labs

Examples

Benefit

Risk / Need

Fisher
...
Medical Device
Partner Examples

13
IP
REGULATION

REIMBURSEMENT
CLINICAL
TRIALS

17
ONLY TWO
WEEKS LEFT!

REIMBURSEMENT
CLINICAL
TRIALS

18
Next week’s lecture

CLINICAL
TRIALS
IP

REIMBURSEMENT
REGULATION
19
Next week’s slides
As per the syllabus, plus:
1. Your final (validated?) hypotheses: regulation
2. Your final (validated?)...
UCSF Life Sciences: Week 6 Diagnostics Partners
UCSF Life Sciences: Week 6 Diagnostics Partners
UCSF Life Sciences: Week 6 Diagnostics Partners
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UCSF Life Sciences: Week 6 Diagnostics Partners

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Transcript of "UCSF Life Sciences: Week 6 Diagnostics Partners"

  1. 1. UCSF Life Science The Lean LaunchPad Partners Who are your Partners and Suppliers? Version 6/13/12
  2. 2. Key Partners Who are your Partners and Suppliers?
  3. 3. © 2012 Steve Blank
  4. 4. Partners – who are they? • Manufacturing / build / component suppliers • Technology partners • Channel (S&M) partners • Strategic partners • Co-everything (development, branding, etc.) Keep asking yourself: Why do I need this partner? How can we keep it valuable to both sides? How is this going to change with time? 4
  5. 5. Partners – Key Suppliers • Outsource suppliers • Backoffice, supply chain, manufacturing • Direct suppliers • Components, raw materials, etc. Example: Apple builds the iPhone from multiple suppliers 5
  6. 6. Partnering with (Big) Companies
  7. 7. Leverage …is the only way to make it work
  8. 8. Protectable Leverage 1. S&M support 2. IP (FTO) 3. Complementary products 1. Technology / Products 2. New customers 3. IP
  9. 9. Molecular Diagnostics Partner Examples 9
  10. 10. Partners Front End Back End Sample Prep (not for RUO) Dx Test Company Hospitals Chip Manufacturers Packaging LiquiLume Reagents (IDT, Fisher) OEMs Shippers (UPS, FedEx) Clinical Labs Doctors Distributors (Fisher) Research Labs
  11. 11. Back-End Partners Type Examples Benefit Risk / Need Chip manufacturer HTE Labs Make optofluidic chips (key element of technology) High / Critical ? Keep device costs low Low / Essential Laser or detector manufacturers Parts needed to build complete instrument Low, Med / Essential IDT, Fisher Provide custom probes and control targets. Med / Essential Qiagen Partner for validation of input target samples Low / Nice Packaging OEMs Reagents Supplier Sample Prep. Instrument
  12. 12. Front-End Partners Type Distributor Research labs Dx test company Clinical labs Examples Benefit Risk / Need Fisher Sell chips, reagents Low / Not critical for RUO UCSF oncologists, Stanford MDx Lab, UCSF Micro. Lab Will validate technology; publish; develop assays Low / Critical during phase I Genentech; Companion Dx w pharma and biotechs; Specialty Dx test cos. Possibly unique test on unique platform, partner develops assay Strategic alliance Low / Synergistic Quest, LabCorp Help develop CLIA-waived application; 510(k); clinical trials Med / Crucial during phase II
  13. 13. Medical Device Partner Examples 13
  14. 14. IP REGULATION REIMBURSEMENT CLINICAL TRIALS 17
  15. 15. ONLY TWO WEEKS LEFT! REIMBURSEMENT CLINICAL TRIALS 18
  16. 16. Next week’s lecture CLINICAL TRIALS IP REIMBURSEMENT REGULATION 19
  17. 17. Next week’s slides As per the syllabus, plus: 1. Your final (validated?) hypotheses: regulation 2. Your final (validated?) hypotheses:reimbursement 3. Preliminary hypotheses: IP needs and clinical trial structure, size, etc.
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