The Arizona Center for Innovation (AzCI) assists startup technology companies in developing their ideas into successful businesses. It provides programs, expertise, and facilities to support companies. AzCI focuses on various technology areas and works with startup companies affiliated with the University of Arizona as well as international companies. It helps companies access other entrepreneurs, experts, and business leaders in a collaborative environment.

2. ARIZONA
CENTER

3. Innovation Center
The Arizona Center for Innovation (AzCI) assists
technology companies turning their innovative ideas
into successful businesses through:
• Focused programs
• World-class expertise
• High-quality facilities
Access:
• Other technology
entrepreneurs
• Collaborative,
creative
environment
• Advantage of
hands-on support
• Successful
business leaders
Arizona Center for Innovation

4. AzCI
Startup and emerging technology companies
• Community and UA spin-outs
Technology
• Aligned with UA Tech Parks and UA
International
• Softlandings
Who

5. AzCI
Technology Areas:
• Security and Defense
• Mining
• Agriculture and Water
• Biotechnology
• Intelligent Transportation and Vehicles
• Renewable Energy
Informatics/Big Data/Advanced Manufacturing/
Imaging/Optics/Photonics
Focus

6. How to Move your
Product Across theWorld
Arizona Center for Innovation

7. Markets Can Not Be Identified
By Populations Alone

8.  Patients
 KOLs
 Countries
 Orphan drug legislation
 Registration
 Reimbursement

9.  Publications
 Prevalence
 Consanguinity
 Isolated population
 Migration
 Founder effect
 PatientAdvocacy Groups

10.  Expertise in disease diagnosis and treatment
 Interest in your product
 Academic support
 Number of patients
 Patient relationships
 Relationship to patient advocacy groups
 Previous research experience
 KOL network

11.  Hospitals
 Clinics
 Physicians who treat the disease
 Health care system
 Importation
 Reimbursement

12.  Country specific policy
 Length of designation
 Requirements to register
 Formulary requirements

13.  Patient
 Hospital
 Local government
 National government

14. Distributors vs. Own Network

15.  Do I have the money to build my own
network
 Do I have the time
 Do I have the staff
 How well do I know the market
 Can I find a suitable partner

16. Developer vs. Distributor

17.  Choose your own staff
 Target selected markets
 Direct feedback from customers
 Able to rapidly change personnel, marketing
plans
 Receive all the product revenues
 Ego factor
 More incentive to find patients

18.  Own all the financial risk
 Responsible for all revenue collection
 May not have backup products to generate
revenue stream until new product is
established
 Hard to have initial in-depth market knowledge
in multiple regions
 Responsible for all regulatory filings
 Responsible for HR regulations in each country

19.  Less costly
 Quicker to establish
 May cover a larger geographic area
 May be known to local KOLs
 May be known to patient advocacy groups
 May be able to introduce product to a larger
audience
 You are not alone in the universe

20.  May be difficult to find appropriate one
 Your product is only one of their products
 Sales force can be distracted by activities in
other products- launch, recall, adverse events
 Less feedback from customers
 Harder to measure marketing efforts
 Potential to loose market if relationship sours
 Revenues are shared

21.  Find otherVC investors
 Share ownership with development team
 Sell the product at some stage of
development
 Relinquish distribution rights
 Share distribution rights
 Hybrid plan- developer and distributor
network

22.  Develop greatest potential or best resourced
market on our own
 Partner with distributors for other markets

23.  Partner may want large profit
 Potential patient market is too small
 Large geographic area
 Culturally diverse
 No financial interest in company
 Will promote their most lucrative products
 Regulatory filings

24.  Consultants
 KOLs
 Other companies
 Exhibitors at meetings
 PatientAdvocacy groups
 Rare Disease Organizations

25.  Rule # 1Think out of the box
 Rule # 2Talk to everyone
 Rule # 3There are funding options
 Rule # 4 Be willing to share
 Rule # 5 Partner

26. Don’t be afraid to ask for help
Don’t be afraid to share
Every successful company had a
beginning and it wasn’t always pretty
Orphan pharma is a small world
Keep your nose clean!!!

27. https://techparks.arizona.edu/azci
©Arizona Center for Innovation 2015