35. And Then A Class
MBA 295: Customer Development
Co-taught with: Rob Majteles @ Treehouse Ventures
36. Eric Ries Extends the Model
• Took my class at U.C. Berkeley
• Co-founded IMVU, I sat on his board
– 1st implementation of Customer Development
– Paired it with an Agile Development Model
• Called it the Lean Startup
58. Then It Turned Into Another Class
Co-taught with: Jon Feiber @ MDV
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
59. Admission By Application and Team
Co-taught with: Jon Feiber @ MDV
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
60. VC’s As Part of the Teaching Team
Co-taught with: Jon Feiber @ MDV
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
Venture Capitalists
61. Mentors are Part of the Team
Co-taught with: Jon Feiber @ MDV
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
Venture Capitalists
Mentors
63. Found a Secret Santa
• Congressman Dan Lipinski (IL-3)
• Flew out to attend a class
• Key supporter on the hill
64. Vitruvian
• Prevent incisional hernias via wound healing
– Biocompatible microparticles + fibrin sealant
• Team:
– Dr. Hobart Harris Chief of General Surgery
– Dr. David Young, Prof Surgery
– Cindy Chang, Enzymologist
• Went through the CTAS program
• Then took the UCSF class
67. Taught by Takashi Tsutsumi@ Hosei
Co-taught with Murray Low @ Columbia
Bob Dorf Co-taught with: Jon Feiber @ MDV
Taught by Jim Hornthal
And Four More Schools
Add 5-day version of the class
5-day Version
82. LaunchPad Central Software
Lean Startup
Business Model
Canvas
Customer
Development
Agile Engineering+ +
Evidence-based Curriculum (NSF I-Corps/Lean LaunchPad)
Hypotheses Experiments Data
83. LaunchPad Central Software
DataDataData
Lean Startup
Business Model
Canvas
Customer
Development
Agile Engineering+ +
Evidence-based Curriculum (NSF I-Corps/Lean LaunchPad)
Hypotheses Experiments Data
Weekly Progress
84. LaunchPad Central Software
DataDataData
Lean Startup
Business Model
Canvas
Customer
Development
Agile Engineering+ +
Evidence-based Curriculum (NSF I-Corps/Lean LaunchPad)
Hypotheses Experiments Data
Weekly Progress
Experiment
Scorecard
+
85. LaunchPad Central Software
DataDataData
Lean Startup
Business Model
Canvas
Customer
Development
Agile Engineering+ +
Evidence-based Curriculum (NSF I-Corps/Lean LaunchPad)
Hypotheses Experiments Data
Weekly Progress
Experiment
Scorecard
Data, Experiments,
Trajectory, IRL
+ =
88. General
Single Cohort Multiple Cohorts
NSF I-Corps /
Lean LaunchPad
Multiple Sites
of NSF I-Corps /
Lean LaunchPad
Multiple Nodes
of NSF I-Corps /
Lean LaunchPad
89. General
Single Cohort Multiple Cohorts
Domain
Specific
I-Corps L for
Educators Class
NSF I-Corps /
Lean LaunchPad Multiple Sites
of NSF I-Corps /
Lean LaunchPad
Multiple Nodes
of NSF I-Corps /
Lean LaunchPad
90. Lean LaunchPad for Life Sciences
• Therapeutics
• Diagnostics
• Devices
• Digital Health
91. General
Single Cohort Multiple Cohorts
Domain
Specific UCSF
Life Sciences
NSF I-Corps /
Lean LaunchPad
I-Corps L for
Educators Class
Multiple Sites
of NSF I-Corps /
Lean LaunchPad
Multiple Nodes
of NSF I-Corps /
Lean LaunchPad
92. Early Stage Therapeutic Myths
The Idea is Key
Better ideas create value
Funding Gap
Early Stage
Investment as a
market failure
Data Quality
Findings in preclinical
research are often
not reproducible
Karl@CodonCapital.com
The real gap is the expertise to move early stage
research toward industrial relevance
93. Early Stage Therapeutic Myths
Karl@CodonCapital.com
Data Quality
Findings in preclinical
research are often
not reproducible
Data addressing key
development criteria
94. Early Stage Therapeutic Myths
Karl@CodonCapital.com
Data Quality
Findings in preclinical
research are often
not reproducible
Data addressing key
development criteria
The Idea is Key
Better ideas create value
Clear path to
modifying a disease
95. Early Stage Therapeutic Myths
Karl@CodonCapital.com
Data Quality
Findings in preclinical
research are often
not reproducible
Data addressing key
development criteria
The Idea is Key
Better ideas create value
Clear path to
modifying a disease
Funding Gap
Early Stage
Investment as a
market failure
Operational plan
justifying investment
97. 21st Century Commercialization Insight
• Gov’t Commercialization efforts have two
components
– The science/technology
– The business model
• Current Commercialization efforts focus on #1
• Successful efforts require the team to do both
99. physical space
& equipment
seed $’s
Mentorship
Workshops/Webinars
Technology Progress
Clinical Trials, etc.
Technology Progress ≠
Commercialization
100. 100
Current Thinking about
Translational Medicine
Research Performing Institutions
Technology
(diagnostic, device, therapeutic)
Solicit &
Select
Develop Technology
Obtain Additional
Capital
101. Research Institutions
Technology
(diagnostic, device, therapeutic)
Solicit &
Select
Existing
Company
New
Company
Technology
Development Process
Regulatory
Intellectual
Property
Business
Development
Project
Management
Medical, Scientific,
and Business Review
Licensing and Exit
Accepted
independent financing
Product
Development
Additional
Capital
Current Thinking about
Translational Medicine
Mentors
106. Research Institutions
Technology
(diagnostic, device, therapeutic)
Solicit &
Select
Add Evidence-based Commercialization
Medical, Scientific,
and Business Review
Accepted
Additional
Capital
Reimburse
-men
Partners
Customers
(users, payers,
etc.)
Commercialization
Development
Process
Value
Propositio
n
Distribution
Channels
Add a parallel
Commercialization
Process
Inward-facing Outward-facing
107. Research Performing Institutions
Technology
(diagnostic, device, therapeutic)
Solicit &
Select
Add Evidence-based Commercialization
Medical, Scientific,
and Business Review
Accepted
Additional
Capital
Customers
Value
Proposition
Channels
Partners
Reimburse-
ment
Intellectual
Property
Commercialization
108. Magnamosis
• Create a magnetic compression
anastomosis with improved outcomes
• Team:
– Michael Harrison, MD, Pediatric Surgeon
– Elisabeth Leeflang, MD, General Surgery Resident
– Michael Danty, MS, Business Development
– Dillon Kwiat, BS, Medical Device Engineer
111. General
Single Cohort Multiple Cohorts
NSF I-Corps /
Lean LaunchPad
Multiple Sites
of NSF I-Corps /
Lean LaunchPad
Multiple Nodes
of NSF I-Corps /
Lean LaunchPad
112. General
Single Cohort Multiple Cohorts
Domain
Specific
I-Corps L for
Educators Class
NSF I-Corps /
Lean LaunchPad Multiple Sites
of NSF I-Corps /
Lean LaunchPad
Multiple Nodes
of NSF I-Corps /
Lean LaunchPad
113. Lean LaunchPad for Life Sciences
• Therapeutics
• Diagnostics
• Devices
• Digital Health
114. General
Single Cohort Multiple Cohorts
Domain
Specific UCSF
Life Sciences
NSF I-Corps /
Lean LaunchPad
I-Corps L for
Educators Class
Multiple Sites
of NSF I-Corps /
Lean LaunchPad
Multiple Nodes
of NSF I-Corps /
Lean LaunchPad
116. OSTP – Secret Santa II
• From Lab to Market: Accelerating Research
Breakthroughs and Economic Growth
117. Lean LaunchPad for the NIH
• NCATS
• NCI
• NHLBI
• NINDS
25 Teams fall 2014
118. Pivoting the SBIR Process
• SBIR grants describe a commitment to execute
• How do you Pivot after a grant?
Change the grant process!
119. Making the Network a Network
• Share, share, share
– Resources
– Expertise
– Mentors
– Best practices
• Create a Nation of Innovators
– Integrate experiential entrepreneurship on all levels
120. The Future Is Now in Your Hands
5 nodes
15 sites
32 instructors
42 universities