2. Reprod.
Beta Assay dev L Pharma
Inst. mfrs. Fast
Feedback
Install/demo S/M Pharma
Cells Winning Low cost
KOLs Service Govt ctrs
Amplifier Easy to use
Direct,
Software new targets partner CROs/ Univ
IP, cells
Labs
Inj. mold Direct
low run cost
Distributors
Low cost
One Time Recurring Recurring
Inj. mold Instrument Consum. Maint
Inst.
assembly One Time Recurring Recurring
warranty Software Train.
3. Partners
• Our platform involves
– Instrumentation
• Liquid handling system
• Motion Control
• Electronic Amplifiers
– Software
– Cells
– Consumable plates
• Potentially we could partner for all of these
– What do we need?
– What makes sense?
– What about partnering with someone to assemble the
whole system? (since we project low volume maybe this
doesn’t make sense?)
5. Partners: Instrumentation
• From our revenue projection (capturing 5% of big
pharma market in 5 yrs and 10% of all else), we will have
113 systems deployed and 123k plates/yr sold in the 5th
yr.
– Not much of a shared economic incentive for fluid handling
and motion control partners, they sell >>20-25 systems/yr
• Perhaps for multichannel amplifier partner
– Fluid handlers and motion control hardware is relatively big
ticket and they can work toward custom solutions as SOP
• For each of these elements our needs are not really
much beyond off the shelf standard hardware (with the
exception of software)
– Co-development and co-invention not needed
6. Partners: Instrumentation
• Amplifiers: Tecella and Warner Instruments
have expressed an interest in working
together
– We don’t need much for the amplifier beyond
an off the shelf system
– Warner doesn’t have anything at all right now,
just plans
– Tecella brought up partnering on an 8 channel
system in the near term
– We need SOFTWARE and neither of these guys
have something good
7. Partners: Cells
• Unknown at this time if we need anything
special from our cell supply
• Don’t want to limit ourselves to one cell
supplier (we’d want our instrument to work
with all cell sources/types)
• One of the strengths of our platform is that
we use much less cells than APC
– Economic benefit to cell partner low
8. Partners: Consumables
• Consumables are simple to manufacture
– Need just an injection molder and to assemble
pieces
– Not doing this at volumes that would warrant a
partnership
– Many prototyping/small scale injection molders
are comfortable with 100k/yr scale of part
manufacture
9. Partners
• Tecella is the only plausible/viable partner for us
right now
– They make OEM equipment for other APC companies
• We couldn’t get them to be exclusive (would we want them
to be?)
– We wouldn’t want to be exclusive with them
– They are looking for ways to expand their business
(APC sales are steady and relatively small)
– We want to sell direct and expect to in low volumes,
so no clear that their sales/distribution network is
needed
10. Software
• Software circles back to “easy to use”, a comment voiced by
virtually every customer
• Warner doesn’t make their own software for their amplifier
• Tecella does, but their software is poor
– The APC companies Tecella provides amps to make their own
software
– For academic users Tecella steers people to different shareware
software useful for up to 8 channel systems
• Looks like we need software to be developed
– Not our core strength
– This may be a good reason to partner with Tecella?
– Partner/license the shareware software
