ttopstart operates at the intersection of science and business. Because life sciences and medical markets are highly challenging, it takes more than a breakthrough technology to reach the finish line. Whether it is exploring markets, strategic decision making or business development, ttopstart is your partner to take the next step. We provide concrete guidance, spur venture funding and expedite commercial success. ttopstart's vision on modern medicine Introducing innovations in the healthcare sector is particularly challenging due to the many stakeholders involved, fierce regulations, long time to market and enormous upfront investments. For this reason, the pharmaceutical, biotechnology and medical technology industry are characterised by an extremely high attrition rate. You have to implement more than a sound business strategy to succeed. Our vision is that in all phases of business development, it is crucial to gain detailed insight into market opportunities, competition, the regulatory environment and stakeholder interests. This allows the creation of tailored commercialisation strategies that leverage the value of your developments and straighten the route to market. Second, we believe it is vital to effectively balance dilutive and non-dilutive funding and make use of only those resources that enforce your business. Finally, efforts should be targeted at deal making. The ultimate goal of ttopstart is to enable a business to reach its full economic, scientific and societal potential - supporting the market introduction of breakthrough medical products. Leadership in science and business consulting ttopstart is a European science and business consulting company that supports innovative companies and research organisations with the commercialisation of breakthrough innovations. The ttopstart team collaborates with more than 150 academic and corporate clients across Europe in the fields of life sciences, health and medical technology. We add value to the development of innovative products such as blood-based biomarker diagnostics, targeted immunotherapies and medical devices. We do this through the design of tailored business models, funding plans and commercialisation strategies - all based on the latest scientific and sector information. Our services are always tailored to your specific needs and venture maturity, and include the following activities: - Market research providing strategic market insights and intelligence; - Strategic planning of the optimal route-to-market; - In-house support; - Financing consultancy providing access to dilutive and non-dilutive funding.

1. Business
development
and strategic
planning
services
for life sciences and
medtech ventures

2. ttopstart - Business development and strategic planning services
Design: Studio Edwin de Boer

3. for life sciences and
medtech ventures
Business
development
and strategic
planning
services

4. 4
ttopstart - Business development and strategic planning services
ttopstart's vision on modern medicine
Introducing innovations in the healthcare sec-
tor is particularly challenging due to the many
stakeholders involved, fierce regulations, long
time to market and enormous upfront invest-
ments. For this reason, the pharmaceutical,
biotechnology and medical technology indus-
try are characterised by an extremely high at-
trition rate. You have to implement more than
a sound business strategy to succeed.
Our vision is that in all phases of business
development, it is crucial to gain detailed in-
sight into market opportunities, competition,
the regulatory environment and stakeholder
interests. This allows the creation of tailored
commercialisation strategies that leverage the
value of your developments and straighten the
route to market. Second, we believe it is vital
to effectively balance dilutive and non-dilutive
funding and make use of only those resources
that enforce your business. Finally, efforts
should be targeted at deal making.
The ultimate goal of ttopstart is to enable
a business to reach its full economic,
scientific and societal potential - support-
ing the market introduction of breakthrough
medical products.
ttopstart is a European science and business
consulting company that supports innova-
tive companies and research organisations
with the commercialisation of breakthrough
innovations.
The ttopstart team collaborates with more
than 150 academic and corporate clients across
Europe in the fields of life sciences, health
and medical technology. We add value to the
development of innovative products such as
blood-based biomarker diagnostics, targeted
immunotherapies and medical devices. We do
this through the design of tailored business
models, funding plans and commercialisation
strategies - all based on the latest scientific
and sector information.
Business development &
Strategic planning
ttopstart operates at the intersection of science and business. Because life
sciences and medical markets are highly challenging, it takes more than
a breakthrough technology to reach the finish line. Whether it is exploring
markets, strategic decision making or business development, ttopstart is your
partner to take the next step. We provide concrete guidance, spur venture
funding and expedite commercial success.
Leadership in science and business consulting

5. Market research
Strategic martket
insights
Business plan Business
Strategic planning In-house support
5
Our services are always tailored to your specific needs and venture maturity,
and include the following activities:
1. Market research providing strategic market insights and intelligence;
The first step is to oversee your options, enabling informed decision making...
2. Strategic planning of the optimal route-to-market;
Based on the latest insights in science and business, you carefully plan your
next move...
3. In-house support;
Finally you prepare and complete actions to achieve your business mission...
4. Financing consultancy providing access to dilutive and
non-dilutive funding.
and attract the capital to finance all operations.
"The funding and business development expertise
of ttopstart has played a major role in the rapid
development of our therapeutic cancer vaccine"
– Prof. Ada Kruisbeek, DC Prime

6. 6
• What are critical unmet medical needs that
can be addressed by my technology? (value
proposition)
• What are the trends and characteristics of
relevant market segments?
• What products / applications / indications /
markets should I prioritise?
• Who are my competitors and market
comparables? What is their strategy?
• What is the best strategy to capture my primary
and secondary markets? (business models)
• Who could be strategic partners and
how should our deal be structured?
• How should I negotiate a licensing
deal with my university?
• How can I capture the value of my
venture through an exit?
• How can I reduce risks and
investment needs while
maximising the value of my
technology?
• What is the optimal funding mix
to address my capital needs?

7. 7
ttopstart is a frontrunner in the design
of effective business models and
commercialisation strategies
"Strategy is about making choices, trade-
offs; it's about deliberately choosing to be
different." - Michael Porter. ttopstart has
created a unique method to rapidly map
your window of business opportunities.
This enables setting the right goals - and
moreover - to collaboratively design a
business model and strategy that fully
matches your product and your market.
ttopstart builds upon a strong network
Based on hundreds of projects in many
different fields, ttopstart has established
a global network of key opinion leaders,
end-users, financers, reimbursement
agencies, regulatory bodies and other
stakeholders.This ensures access to the
latest developments in the field and the rapid
validation of value propositions and business
strategies.
ttopstart provides an encompassing view
ttopstart oversees the needs and trends in
healthcare and related industries, as well
as the entire route to market of healthcare
innovations, including the hurdles and
opportunities specific for the life sciences,
biotechnology and medical device industries.
As such, we are excellently positioned to
provide key insights for strategic planning
of integrative preclinical and clinical product
development, marketing, intellectual
property and regulatory strategies.
Synergy with other ttopstart services:
corporate and academic funding
ttopstart also employs its science and
business consulting expertise to acquire
dilutive and non-dilutive funding.This
includes national and international subsidy
applications (e.g. Horizon 2020), venture
capital and loans (e.g. innovation credits).
Over the past 3 years, more than 70% of
our proposals were granted with multiple
#1 rankings in competitive European
programs.The synergy is evident: our funding
experience ensures a business plan with clear
funding milestones, while we can swiftly
capitalise on available funding sources.
More information on our funding services
can be found on our website:
www.ttopstart.com/services/subsidies.
Why ttopstart?
ttopstart integrates extensive knowledge of the healthcare, biotech
and medtech industries with advanced market research and business
skills to accelerate the growth of your venture and expedite the
profitability of your products

8. 8
ttopstart - Business development and strategic planning services
Key achievements
Our services have successfully supported the start and growth of over 50
highly innovative companies throughout Europe. Below you can find a couple
of examples.
DCPrimeDC
Prime is a clinical-stage biotech company that develops
highly innovative vaccines for the treatment of cancer.
The lead product is a dendritic cell vaccine for the
treatment of leukemia.
ttopstart has supported DCPrime with:
• Setting up a persuasive business plan that was used to raise non-dilutive capital
• Raising several Dutch and European subsidies to finance preclinical
and clinical operations
• A market landscape study to identify key business threats and opportunities
ACS Biomarker BV
ACS Biomarker BV is a Dutch biotechnology
company dedicated to the discovery, validation
and commercialisation of novel biomarkers
that improve prognosis and management of
cardiac disease.
ttopstart has supported ACS Biomarker BV with:
• Developing a business strategy in the highly competitive cardiac biomarker market

9. 9
Lavoisier
Lavoisier is a rapidly growing group of
high-tech medical ventures that is dedicated
to the translation of emerging technologies
into meaningful medical products. Products
include: a biomarker platform, a pathogen
detection platform and a breath analysis platform.
ttopstart has supported Lavoisier with:
• The identification of possible medical applications of a novel sensing platform
as well as their strategic prioritisation.
• Design of a route-to-market strategy for a medical device for orthopedic surgery.
• Multiple national and international subsidy applications
A selection of other key corporate clients

10. 10
ttopstart - Business development and strategic planning services
360˚ degree stakeholder and landscape
analysis
ttopstart specialises in 360˚ degree
stakeholder and landscape analyses -
targeted at early identification of key
opportunities and critical marketing success
factors.We picture your company amidst
all stakeholders in your specific field or
niche and the broader market - e.g. patients,
physicians, industry, regulators, investors,
insurers, competitors, clients etc - and zoom
in on each of them to get a good feeling for
decisive stakeholders positions, interests
and needs.We do this through activation
of our strong stakeholder network and
semi-structured interviews.The result is a
clear and detailed overview of the external
environment that is decisive for the success
of your product. Moreover, you will know
what opportunities to target and which
challenges you face - whether it is about
product development, reimbursement,
regulatory or commercial aspects.
Specific market research methodologies we
would like to highlight:
• top-down market analysis:
quick overview of market quantifiers;
• bottom-up customer analysis:
interviewing potential customers;
• IP landscaping: identifying competition
and potential partners;
• competition war room: one-day session to
outsmart the competition;
• interviews with key opinion leaders and
end-users;
• evaluation of applicable policies;
• determining price elasticity.
Strategic planning
To develop“lean and mean”business models,
ttopstart regularly uses the Business Model
Canvas (Osterwalder et al., 2009).This is a
strategic business development template
that integrates partners, activities, resources,
customer relationships, customer segments,
infrastructure, value proposition, cost
structure and revenue streams. Additionally,
we have extensive hands-on experience
with the business models commonly
applied in your industry, including for the
commercialisation of biomarkers, drug
delivery systems, diagnostic devices and
therapeutic compounds.
Methodology
ttopstart employs a unique market research approach in combination with
powerful methods for developing targeted business strategies. These proven
methods have been specifically tailored by ttopstart for the challenges faced
by life sciences entrepreneurs.

11. 11
When developing your business, we will implement the 'Lean Start-up
methodology'.This is a methodology proposed by Eric Ries in 2011 that is based
on the famous 'lean manufacturing' principles established by Toyota. Lean
Start-up provides a framework for driving a start-up (how to steer, when to turn,
and when to persevere) and growing a business with maximum acceleration.
It entails short iterations cycle and innovation accounting which together
minimises resources wasted on the development of unneeded innovation.
In-house support
Your company may wish to expand the capacity to implement our
recommendations. ttopstart therefore offers experienced business developers
to be posted temporarily at your company.They can establish and manage
important partnerships, contracts, corporate communication and R&D.
But more importantly they will ensure that our recommendations will
contribute to successful commercialisation of your technology.
What is industry
searching for?
What is the
strategy and
position of
competitors?
How can we engage
in co-development
deals?
When will physicians
recommend our product?
What are the unmet
needs of patients?
Which evidence
is needed for the
market approval?
What are the
requirements to get our
product reimbursed?
When will hospitals
buy our products?

12. 12
ttopstart - Business development and strategic planning services
“Design for reimbursement”
ttopstart has developed and implemented a novel paradigm for the
development of winning commercialisation strategies for medical devices:
'Design for reimbursement'.This paradigm is based on the following two
insights:(1) reimbursement is crucial for the success of a medical device and
(2) reimbursement agencies require the highest level of clinical evidence of
all stakeholders (long-term cost-effectiveness studies). Despite its eminent
impact on development costs and time, the reimbursement process is often
underestimated and/or ignored. Design for reimbursement ensures that when
making crucial strategic and product design decisions, the impact on the clinical
evidence that is needed for the reimbursement process is well recognised.
Balancing dilutive and non-dilutive funding
ttopstart has over the past four years raised over €170 million of financial
funds for public and private R&D projects. Companies can make effective use
of funding from venture capital, venture philanthropy, (government) loans,
national and international subsidies, disease foundations etc. But how can
you strategically combine various funding sources? How does this match your
business model? ttopstart can advise how to optimally mix dilutive and non-
dilutive funding.
Ideas
Learn Build
Measure
Data Product

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Contact us
For more information please contact one of our consultants
or visit our website at www.ttopstart.com
Marije aan den Toorn, PhD - consultant
marije@ttopstart.com
Patrick de Boer MSc. - partner
patrick@ttopstart.com
+316 5389 7487
ir Jasper Levink - partner
jasper@ttopstart.com
+316 3434 2333
Jochem Bossenbroek MSc. - partner
jochem@ttopstart.com
+316 2244 2641

14. 14
ttopstart - Business development and strategic planning services
About ttopstart
ttopstart is a science and business consulting company that serves
leading researchers and innovative companies in the fields of life sciences
and medical technology. We acquire funding for cutting-edge research and
development, co-create corporate strategies and conduct detailed market
assessments. Our driver is the contribution to development of innovations
that can strongly advance healthcare, such as diagnostics and treatments
for a wide range of diseases with unmet medical needs.

15. 15

16. www.ttopstart.nl