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Cubists team 4 - v3
- 1. + CubiSafe: Cubist’s next growth story Anagha Mahajan Saurabh Malani Ryan Doyle Nikhil Bhiwankar
- 2. + Agenda Raison detre Opportunity Business Model Value Creation Value Delivery Value Capture Navigating uncertainties Risk and mitigation Conclusion
- 3. + Raison d'être: Saving lives Saving lives Core competency: Innovation and New Product Development Market leader in anti- bacterial Differentiated culture Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 4
- 4. + HAI: Disguised Opportunity 100,000 individuals killed every year $45 billion in cost Antibiotic resistance is rising Pressing concern for Hospitals $2 Billion in global revenue – majority from organic growth Balanced and unique pipeline strategy Leverage disciplined investments to generate $700mn in non-GAAP income A highly differentiated Culture Disciplined new business development Unique pipeline for development – focus on anti- bacterial space Investment in future technology Promote innovative culture Raison detre Opportunity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusi on 5
- 5. + Value Creation • Customer pain-points • Product Conception • Product Definition Value Delivery • Channels • Marketing • Organizational restructuring Value Capture • Pricing • Creating sustainable shareholder value Opportunity realization Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 6
- 6. + Value Creation: Pain-point Human touch points – Thriving ground for bacteria colonies Improbable to eradicate completely by routine cleaning Causes health complications to existing patients and visitors No change in current protocols and infrastructure, with a product that kills bacteria. Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 7
- 7. + CubiSafe No additional step Seamless integration with existing products Wider reach No additional procurement of products CubiSafe: An additive that can be incorporated in the paint, disinfectants and fabrics making them bacteria resistant. Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 8
- 8. + Partnership v/s product strategy Hedging risk of entering new market Creating a hurdle for brand value dilution REACH – Cannot manufacture various products but can reach all products with one solution – CubiSafe Safety net for Cubist’s Pharma brand in case pilot is not successful in the new market Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 9
- 9. + Delivery Medium- Paints Disinfectants Fabrics Channel selection criteria Brand Image Access to end consumer Market Leadership Legal Agreement Value Delivery Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n CubiSafe Inside – A mark of safety and 100% guarantee Think Intel Inside!! 10
- 10. + Value Delivery Partnership with OEM’s Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n New marketing strategy Cubist (owns molecule) Manufacturing Partner Material Supplies Procurement OEMs (Customers) Hospitals Products with CubiSafe Safer Hospital Environment SAVE LIVES 11
- 11. + Go-to Market Strategy Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n Research Hospitals Investor owned for-profit Not-for-profit Push strategy for KOL Publish studies Use partner sales channel to reach final customers Create pull Positioning: Pre-emptive bacteria free environment without altering the stakeholder behavior. 12
- 12. + Value Capture: Pricing Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n Partners Spray Paint Linen Avg. Price per can = $X Price for Cubisafe Spray =$2.5X Avg. cost per can = $X Price for Cubisafe Paint = $1.66X Revenue Split 50-50 Avg. cost of Linen per room = $X Price for Cubisafe Linen per room = $1.5X 13
- 13. + Financials Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 14 (In $ Thousands) Year 1 Year 2 Year 3 Year 4 Year 5 Revenu e Paint $1,500 $2,250 $3,750 $4,200 $4,500 Spray 13,500 20,250 33,750 37,800 40,500 Linen 7,500 11,250 18,750 21,000 22,500 Total Revenue 22,500 33,750 56,250 63,000 67,500 Cost of Goods Sold 1,350 2,025 3,375 3,780 4,050 Gross Margin 21,150 31,725 52,875 59,220 63,450 Research & Development 3,375 3,375 28,123 1,890 675 Selling, General and Admin. 4,500 6,750 12,398 15,750 18,900 Operating Expenses 7,875 10,125 40,521 17,640 19,575 Operating Profit $13,275 $21,600 $12,354 $41,580 $43,875
- 14. + Navigating through uncertainties Entrepreneurial Though and Action ® Fail fast learn quick Cubist Capital Partner with Babson and likes Create an incubator to keep innovations flourishing Hampers negative attitude and fosters healthy competition Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 15
- 15. + Conclusion CubiSafeQuick positive cash flow Fractional R&D cost Quick to market Testimony for employess Business diversification opportunity Standard for Bacteria Removal Entrepreneurial thought and action Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusion 16
- 16. + THANKYOU!! 17
- 18. + Risk and Mitigation New partner alliances Low barrier to entry Not an end product No credibility in this space Supply chain dynamics Pricing Cannibalization Co-branding Partner with credible players Increase barriers by establishing brand early on Discerning market sensing If you do not address someone else will – look at it as opportunity Patent – With application Raison detre Opportun ity Business Model Value Creation Value Delivery Value Capture Navigating uncertainti es Risk and mitigatio n Conclusio n 19
- 19. + Option for additives Future Growth 20
- 22. + Benefits of going with OEM 23
Editor's Notes
- OR Taking Cubist to the next frontier
- Index – not more than 3 secs
- Ice breaker slide more of establishing the context of Cubist
- Play this slide to view it properly… Any additions??? Will cover missed points in speechQuick to market Existing molecule
- Need a better title hereGet more product specific here???
- Its an additive that can be added to hospital supplies making them bacteria resistant.
- Reason for selection of THESE three products – 20% reduction
- OB – separate group collaborate, identify, hiring from outside?
- Plans to expand..What happens to products after then roll out of the incubator
- Cannibalization??