This document proposes a diagnostic platform that leverages existing personal glucose meters to provide direct readouts of target concentrations in patient samples. It suggests using this platform for therapeutic drug monitoring in clinical trials, medical diagnoses, and environmental detection. The initial target market was seen as diabetes patients who already own glucose meters and need HbA1c monitoring. However, immediate drug monitoring during clinical trials was identified as a better market that meets the value propositions of immediacy, low cost, multiple tests, and short development cycles. Partnerships with pharmaceutical companies are proposed, with GlucoSentient providing added value to meter manufacturers and the pharmaceutical companies being key customers and providing financial support.

1. *
Direct Read Out of
Target Concentration!
Drug/Targets
of Patient Samples
interest (Blood/Saliva/
Urine )
Personal Glucose Meter
* Diagnostics platform leveraging personal glucose meters:
Therapeutic drug monitoring (TDM)
Clinical trial companion diagnostics
Medical diagnosis of many diseases
Environmental detection of contaminants
~100 GOOTB connections Gluco = Glucose
Sentient = Responsive to, perceptive or aware

2. *

3. *
* Diabetes patients were our initial target market
* Existing glucose meter + need to measure HbA1c
* Key value propositions
* Low cost More frequent tests and
* Home testing better diabetes
management
* Already have PGM Total available
market = $1.2
* Large market billion
* Patient population is huge
Serviceable Available
Market = $600 million
Target market
= $120 million

4. Business Model Canvas #1
Yi Lu, Tian Lan
Sweet Sensors Neil Kane 10-11--2011
Chris Sorensen
Conferences
Product R&D Diabetics
At home Product supports
Glucose monitor QC Clinicians (in rural area)
Convenient Patient
manufacturers
Marketing network/community Triage nurses
Less exposure to
Kit manufacturers infectious diseases Pre-diabetics
in the hospital
Reagent suppliers
Cheaper
More frequent Retailers (Walgreen)
IP
Personnel Better indicator of Online vendors (Amazon)
health (diabetic
management) Direct sales
Reagents
Manufacture
Disposable test kit (used repeatedly
Licensing on a regular basis)
FDA certification?

5. *
(I) spent a lot of time,
money looking at this
(HbA1c) market for
LifeScan – stay away. The best test is one
where the result
affects the behavior.
Find a test where
immediate results have
value.

6. *
“You might even have a
flexible Drugs of Abuse
Analyzer “Bank” which
is actually a rack which
holds a number of small
individual analyzers.”
“The “Holy Grail” now is
matching drug dosages to
individual patients based on a
wide range of factors (age,
weight, gender, ethnicity, body
chemistry, etc.)
So ONE DOSE DOES NOT FIT
ALL”

7. *
* Immediacy
* Inexpensive/cost savings
* Multiple tests
* Short and inexpensive
development cycles
…….became our value propositions

8. *
* Home monitoring of HbA1c does not meet
immediacy requirement
* Large effort is necessary to promote the usage of
home HbA1c test kit in the US
* Competition from product from Bayer
* Large regulatory hurdle
* One market that meets all the value
propositions is drug monitoring during
clinical trials and after the market

9. Business Model Canvas #4
Yi Lu, Tian Lan
Sweet Sensors Neil Kane 10-25-2011
Chris Sorensen
Conferences
Product R&D Immediacy
Glucose monitor Out of clinic Diabetics
QC Marketing Product support
manufacturers
- Abbott? Clinicians (in rural area)
FDA approval for in Convenient Patient
vitro diagnostics network/community
Pre-diabetics
Kit manufacturers
Food safety and
Reagent suppliers security related
Cheaper
Drug monitoring
KOL More frequent Retailers (Walgreen)
IP Personnel Medical Products Distributors
Pharmaceutical Cos
Disposable test kit (used repeatedly
Reagents Licensing on a regular basis)
Manufacturing FDA approval for in Reimbursement strategy
vitro diagnostics
Licensing Sponsored development or JDA

10. Business Model Canvas #5
Yi Lu, Tian Lan, Brian Wong
Sweet Sensors Neil Kane 11-01-2011
Chris Sorensen
Conferences
R&D
Pharmaceutical Pharmaceutical
QC
companies One to one companies for
Immediacy
Therapeutic Drug
Glucometer/strip Long term Monitoring (TDM)
Convenient monitoring
manufacturer and safer dosage
Exclusive
Pharmaceutical Cos
IP
Pharmaceutical Cos
Personnel
Licensing
R&D Sales (to pharmaceutical companies)

11. *
* Better drug monitoring reduces the costs of drug
development
* “One-drug-for-all” is gone; new drugs are more likely
to be effective for certain patients at certain dosage.
* They are willing to provide financial support
* They only want to buy the final products
* Therefore we need to find partners

12. *
Glucose meter GlucoSentient, Inc. Pharmaceutical
companies companies
Provide the
Meter targets
Added value for meter
engineering Key customers
manufacturers
Strip design Low cost, fast Key market
FDA approval monitoring improves knowledge
clinical trials for
pharmaceutical

13. Business Model Canvas #7
Yi Lu, Tian Lan, Brian Wong
Sweet Sensors Neil Kane 11-15-2011
Chris Sorensen
Conferences
R&D
Pharmaceutical Immediate results Pharmaceutical
companies Publicity companies for
Direct
Convenient monitoring Therapeutic Drug
Insurance and safer dosage Monitoring (TDM)
Glucometer mfr Long term
Reimbursement
Strip mfr Robust/extensible Diagnostic
companies
Diagnostics Inexpensive
companies Contract research
Simple Pharmaceutical Cos organizations
IP Investors
Contract research
organizations Personnel
Pharmaceutical Cos
Licensing Licensing?
R&D Product Sales

14. *
Conventional
Development costs
Lab Test
POC tests
Our Technology
Time to obtain the test results

15. *
Total available market
~$20 billion
Serviceable available
Market ~ 2 billion
Target market
~$645 million
Source: American Association for Clinical Chemistry
Source: Point of Care Testing, Biophoenix 2010
Axis Shield (clinic based, fluidics Claros (sensitive fluidics device for HIV
tests for HbA1c, CRP…)acquired detection using antibodies) acquired
Alere for $366 million (10/2011) for $46 million by OPKO (11/2011)

16. *
* Pitch to other pharmaceutical and diagnostic companies
* Develop prototype for the BEST targets in therapeutic drug
monitoring to demonstrate our technology
* Apply SBIRs to reduce technical risks
* License the technology from the University of Illinois
* Move into the Research Park at the University of Illinois
through the I-Start program

17. Business Model Canvas #1
Yi Lu, Tian Lan
Sweet Sensors Neil Kane
Chris Sorensen
Conferences
Product R&D
Glucose monitor At home Diabetics
QC Product supports
manufacturers
Clinicians (in rural area)
Marketing Convenient Patient
Kit manufacturers network/community Triage nurses
Less exposure to
Reagent suppliers infectious diseases Pre-diabetics
in the hospital
Cheaper
More frequent Retailers (Walgreen)
IP
Personnel Better indicator of Online vendors (Amazon)
health (diabetic
management) Direct sales
Reagents
Manufacture
Disposable test kit (used repeatedly
Licensing on a regular basis)
FDA certification?

18. Business Model Canvas #2
Yi Lu, Tian Lan
Sweet Sensors Neil Kane
Chris Sorensen
Conferences
Product R&D
Glucose monitor At home Diabetics
*
QC Marketing Product supports
manufacturers
Clinicians (in rural area)
FDA approval for in Convenient Patient
Kit manufacturers vitro diagnostics network/community Triage nurses
Less exposure to
Reagent suppliers infectious diseases Pre-diabetics
in the hospital
Cheaper
IP Personnel More frequent Retailers (Walgreen)
Better indicator of Online vendors (Amazon)
KOL
health (diabetic
management) Direct sales
Reagents
Manufacture
Disposable test kit (used repeatedly
Licensing on a regular basis)
FDA approval for in
vitro diagnostics

19. Business Model Canvas #3
Yi Lu, Tian Lan
Sweet Sensors Neil Kane 10-18-2011
Chris Sorensen
Conferences
Product R&D Immediacy
Glucose monitor At home Diabetics
*
QC Marketing Product supports
manufacturers
Clinicians (in rural area)
FDA approval for in Convenient Patient
Kit manufacturers vitro diagnostics network/community
Less exposure to
Reagent suppliers infectious diseases Pre-diabetics
in the hospital
Food safety and
Cheaper security related
IP Personnel More frequent Retailers (Walgreen)
Better indicator of Online vendors (Amazon)
KOL
health (diabetic
management)
Reagents
Manufacture
Disposable test kit (used repeatedly
Licensing on a regular basis)
FDA approval for in
vitro diagnostics

20. Business Model Canvas #4
Yi Lu, Tian Lan
Sweet Sensors Neil Kane 10-25-2011
Chris Sorensen
Conferences
Product R&D Immediacy
Glucose monitor Out of clinic Diabetics
*
QC Marketing Product support
manufacturers
- Abbott? Clinicians (in rural area)
FDA approval for in Convenient Patient
vitro diagnostics network/community
Pre-diabetics
Kit manufacturers
Food safety and
Reagent suppliers security related
Cheaper
Drug monitoring
IP Personnel More frequent Retailers (Walgreen)
Medical Products Distributors
KOL
Pharmaceutical Cos
Reagents Disposable test kit (used repeatedly
on a regular basis)
Manufacture
Reimbursement strategy
Licensing
FDA approval for in Licensing Sponsored development or JDA
vitro diagnostics

21. Business Model Canvas #4
Yi Lu, Tian Lan
Sweet Sensors Neil Kane 10-25-2011
Chris Sorensen
Conferences
Product R&D Immediacy
Glucose monitor Out of clinic Diabetics
*
QC Marketing Product support
manufacturers
- Abbott? Clinicians (in rural area)
FDA approval for in Convenient Patient
vitro diagnostics network/community
Pre-diabetics
Kit manufacturers
Food safety and
Reagent suppliers security related
Cheaper
Drug monitoring
KOL More frequent Retailers (Walgreen)
IP Personnel Medical Products Distributors
Pharmaceutical Cos
Reagents Disposable test kit (used repeatedly
on a regular basis)
Manufacture
Reimbursement strategy
Licensing
FDA approval for in Licensing Sponsored development or JDA
vitro diagnostics

22. Business Model Canvas #5b
Yi Lu, Tian Lan, Brian Wong
Sweet Sensors Neil Kane 11-01-2011
Chris Sorensen
Conferences
R&D
Pharmaceutical Pharmaceutical
*
QC
companies One to one companies for
Immediacy
Therapeutic Drug
Glucometer/strip Long term Monitoring (TDM)
Convenient monitoring
manufacturer and safer dosage
Exclusive
Pharmaceutical Cos
IP
Pharmaceutical Cos
Personnel
Licensing
R&D Sales (to pharmaceutical companies)

23. Business Model Canvas #6
Yi Lu, Tian Lan, Brian Wong
Sweet Sensors Neil Kane 11-01-2011
Chris Sorensen
Conferences
R&D
Pharmaceutical Pharmaceutical
*
QC
companies One to one companies
Immediacy
Glucometer/strip Convenient monitoring Long term Glucometer/strip
manufacturer and safer dosage manufacturer
Diagnostics Exclusive Diagnostic
companies company
Contract research Contract research
Pharmaceutical Cos
organization organization
IP
Pharmaceutical Cos
Personnel
Licensing
R&D Sales (to pharmaceutical companies)

24. Business Model Canvas # 7 w/changes
Yi Lu, Tian Lan, Brian Wong
Sweet Sensors Neil Kane 11-08-2011
Chris Sorensen
Conferences
R&D
Pharmaceutical Pharmaceutical
*
QC
companies Direct companies
Immediacy
Publicity
Glucometer/strip Convenient monitoring Long term Glucometer/strip
manufacturer Insurance Reimbursement and safer dosage manufacturer
Diagnostics Exclusive Diagnostic
companies companies
Inexpensive
Contract research Pharmaceutical Cos Contract research
Pharmaceutical Cos Simple
organizations organizations
IP Investors
Glucometer mfr Robust/extensible
Strip mfr Personnel
Licensing Licensing?
R&D Product Sales

25. Business Model Canvas # 8
Yi Lu, Tian Lan, Brian Wong
Sweet Sensors Neil Kane 11-15-2011
Chris Sorensen
Conferences
R&D
Pharmaceutical Immediate results Pharmaceutical
*
companies Publicity companies
Direct
Convenient monitoring
Diagnostics Insurance Reimbursement and safer dosage Long term
companies Diagnostic
Robust/extensible companies
Contract research
organizations
Inexpensive Contract research
organizations
Simple Pharmaceutical Cos
Pharmaceutical Cos
Glucometer mfr IP Investors
Strip mfr Personnel
Licensing Licensing?
R&D Product Sales

26. *
* NSF I-Corps program
* The I-Corps teaching team

27. *

28. *
GlucoSentient
Glucose meter Pharmaceutical /
manufacturer • Added value for diagnostic companies
• Meter engineering meter manufacturers • Provide the target of
• Strip design • Low cost, fast interest
• FDA approval monitoring improves • Key customers
clinical trials • Key market
knowledge