Guidance for the presentation of business ideas upon international hackathons. http://www.japanhackathon.com Basics for the presentation of business ideas in general, but based on startup pitches.

1. 国立研究開発法人日本医療研究開発機構（AMED）
橋渡し研究 戦略的推進プログラム
拠点間ネットワーク 人材育成事業
June 27, 2020
Tomoyoshi Koyanagi, Ph.D.
Professor, Faculty of Medicine, University ofTsukuba
Head ofTranslational Research Promotion & Education Center,
Tsukuba Clinical Research and Development Organization (T-CReDO)
• What can you pitch under the COVID19 condition?
• “Research Studio is comprehensive training program for biotech
startups!”— Founder of Regenerative medicine Company who closed
Series B round recently.
How to pitch Business Idea

2. Problem

3. Solution!

4. Tomoyoshi Koyanagi, Ph.D.
A Creative Director of the Translatioanl Reserch
• Professor, Faculty of Medicine, University of Tsukuba
Head of TR Promotion & Education Ctr at T-CReDO
• Researcher, Clinical Bioresorce Ctr., Kyoto University Hospital
Founder of
Japan Bio Community
Life Science in Japanese at Stanford
Healthcare Venture Conference KYOTO
KYOTO-SPARK
Research Studio powered by SPARK
Joint Venture Projects
KBBM
PRiME-R
and a number of startups
Academia-Industry Consortium
Life Intelligence Consortium (AI based Drug Discovery)
Business Development
Licensing, Alliance Management at starups
Marketing
Product development and market development of the
Regenerative Medicine Products at GIBCO
PostDoc at Stanford
Ph.D. from Osaka University

5. Funding opportunities of
healthcare startups under
COVID19
• Most capitalists and external research representatives don’t change
the activity drastically. Some people says accelerated due to remote
meetings, some people says they will focus on current portfolio.
• Global companies still have strong appetite to obtain innovative
technologies from external resources.
• Deals, which had started before COVID19, were processed properly.
• Use of online tools, new style of online pitch, video/YouTube
promotion will be required for business trainings.
What‘s going on in the real world

6. INTRO

7. Fill the GAP for the Partnership
Scientists say its READY but investors DON’T think so.
They need to share the GOAL of project under the
proper evaluation method.
Mission
We know medical need
and technology for that
Prototype is
ready!
Technology validation is
not enough to take
risk.
Market size is not clear
Data is not reliable to
make investment
Manufacturers
InvestorsScientists
AGAPofstatusand
statusrecognition
© 2018 Tomoyoshi Koyanagi

8. SPARK at Stanford after experiences
from KAI Pharmaceuticals
1. Co-founded by Daria Mochly-Rosen, a Stanford University
professor, and Leon Chen, a Stanford University postdoc,
founded in 2002.
2. Commercialization of isoform specific inhibitor for Protein
Kinase Cs (PKCs).
3. The PKCs are discovered by Dr. Yasutomi Nishizuka at Kobe
University.
4. Acquired by Amgen for 315M USD.

9. Closer look at early stepsーElevator Pitch
White area; dead tissue. Red area; alive tissue.
No-treatment Treated
• Show the biggest issue,
which you are tackling, and
present the effect of the
solution, which you are about
to provide.
• Present anybody who had
interaction, at the glossary
stores, airports, inside of
airplanes…
• More than 50 pitches in front
of VCs. Inagaki K, et al., Circulation. 2003, 108(7):869-75..
Tat dV1-1
Inagaki K, et al. .Circulation. 2003, 108(19):2304-7.
Problem  Solution

10. Daria Mochly-Rosen, October 19, 2016. This presentation is provided for limited distribution to Global SPARK teams for educational
purposes only. Not for redistribution, web posting or sale.
19 OCT 2016 / STANFORD CA

11. 3"
From Discovery to Patient Care:
SPARK is Closing the GAP"
The
discovery
machine
Sales &
marketing
S P A R K
By courtesy of Prof. Daria Mochly-Rosen

12. SPARKing Industry in Start-Ups
スタンフォード大学SPARKプログラムホームページより抜粋

13. Meetings
2016 at Stanford
2018 at Berlin

14. スタンフォード大学SPARKプログラムホームページより抜粋
SPARK Global

15. Basic scientists
Successful Business
15
An Education program of Entrepreneurs in
translational research
Set the target of
development
（Value Proposition）
Viable
Development Plan with
Business Model
Collaborate with Funding
agencies
Mentoring by professionals
Support to grow in global
market
Pate
nt
Translational Research
Supports

16. Professional Mentors’ Network and Alumni
• Physicians from a variety of clinical fields.
• Clinical Trial Experts.
• Regulatory Affairs
• Intellectual Property
• Investors
Yoshihiro Arakawa
Professor and Director, Tsukuba Clinical
Research and Development Organization
(T-CReDO), University of Tsukuba
Fumiaki Ikeno
Stanford Biodesign Program Director
MedVenture Partners CMO,
Visiting Professor, University of Tsukuba
Daria Mochly-Rosen
Director of the SPARK Program at Stanford
University School of Medicine, Professor of
Chemical & Systems Biology
Tadashi Matsumoto
CEO ReqMed Co.
Visiting Professor, University of Tsukuba
Tomoyoshi Koyanagi
Professor and Director, TR Promotion
and Education Center, T-CReDO,
University of Tsukuba
John York
Lead instructor, Institute for the Global
Entrepreneur (IGE), Jacobs School of
Engineering, UC San Diego
CEO, Akita Biomedical
Tomoko Inoue
CEO, Omron Ventures Co., Ltd.
Kinji Fuchikami
Venture Partner,
Mitsui Global Investment
Yutaka Morita
Patent Attorney, Ohno&Partners
Masayuki Ushida
Representative Partner, Milestone LLC.
Hidehito Sekino
Professor and Director, R&D management,
T-CReDO, University of Tsukuba
Hiroyuki Hasegawa
General manager, Mitsubishi UFJ Capital
Takaaki Umezawa
Chairman of CIC Japan
Partner & Japan Chairman at A.T. Kearney
Kenichi Yasuda
Freelance consultant
Former Terumo Corporation
Dennis Abremski
Executive Director, Institute for the Global
Entrepreneur (IGE), Jacobs School of
Engineering, UC San Diego
R&D Business
Regulation/IP
Overseas PartnerVC
Kevin Grimes
Co-director of the SPARK Program at
Stanford University School of Medicine,
Professor of Chemical and Systems
Biology, MD, MBA
Mentors and Lecturers
Research Studio 2018 Grand Prize Research Studio 2019 Grand Prize
Revolutionizing the Way
We Treat Heart Failure Achievements
- Refined IP strategy and
R&D strategy
- Strategy for Global
Expansion
Standing mobility device
towards self-esteem social life
Achievements
- Refined Customer Segment
- Expansion Strategy in the US

17. Two
Pitches
Ten
Pitches
Another activity in English,
HVC KYOTO 2018 provided
24 pitches.
Capability of Entrepreneurs
to pitch in English is
increasing!

18. PITCH!

20. Full Package
• Overview
• Opportunity
• Problem
• Solution
• Traction
• Customer or
Market
• Competition
• Business
Model
• Team
• Use of Funds

21. PITCH IS AN OPPORTUNITY TO
START THE LONG RELATIONSHIP

22. Tell the Story
• Always mind your audience!
– Who is your audience/listener?
– What do you want to accomplish?
– What does your audience know already?
– What does your audience need to know to
take action for you?
• Make an impression!
– Your job is not to “not-embarrass-yourself”
– What is significant issue?
By courtesy of Mr. Shingo Tsuda
Co-founder at INDEE Japan & Managing Mentor at ZENTECH DOJO.
Translated the great startup pitch book “Get Backed” to Japanese.

23. Slides
• Have only 1 message per slide
– “Spell out” your message
• Use short and simple words
– No sentences
– Verbs > Nouns (Action > State)
• Don’t explain, sell!
• Use English font only
By courtesy of Mr. Shingo Tsuda
Co-founder at INDEE Japan & Managing Mentor at ZENTECH DOJO.
Translated the great startup pitch book “Get Backed” to Japanese.

24. Presentation
• Don’t explain, tell a story
• Speak slowly and boldly
• Appreciate questions
• Use English (doesn’t have to be “American”)
Let them want to LISTEN than be heard.
7%
38%55% Spoken words
Voice, tone
Body language
Albert Mehrabian’s
“7-38-55 Rule of Personal Communication
By courtesy of Mr. Shingo Tsuda
Co-founder at INDEE Japan & Managing Mentor at ZENTECH DOJO.
Translated the great startup pitch book “Get Backed” to Japanese.

25. Let the audience to tell your story
to the stakeholders!
Technology?
Stakeholders?
Trend?
Revenue?
Use proper keywords in proper structure
to convince stakeholders behind them.
Keywords？
Structure?

27. “ONLINE” Pitch
• Video Prototyping
• Pitch? →Youtube!
• Discussion using
chat during video
pitch.
• Follow up
• Due Diligence
• Go/No Go decision
Create the future style of the PITCH!

29. Pitch Structure
• Problem
• Solution/Business Model
• Technology
• (Competitive Landscape)
• Financial Projection
• Team

30. [Title of your project]
June 28th, 2020
[Affiliation・name・e-mail]
[ Tagline (Value Proposition to be delivered to the customers),
Goal of pitch)]
[Voice of potential customers]
[Example]
Company name w/Logo
Tagline is extremely important.
Audience will forget 90% of all pitches.
Be concise and condensed!

31. Problem/Issue
• What is the issue of current situation?
What is the influence of the proposal for
the current business?
• Describe significance and impact of the
technology, not only point issues of
existing technologies.
• Simple message with a sentence gives
strong impression.
“If I were given one hour to save the planet,
I would spend 59 minutes defining the
problem and one minute resolving it.”
-Albert Einstein

32. • Show the overview of the plan to resolve the
problem.
• What do you sell?= Product and/or Service
and/or IP and/or license.
• To whom you sell?= Customer
• Who uses the product or service= User
(customer and user maybe different）
Solution/Business Model

33. Technology
• Describe fundamental technology of the
business.
• Analogy from other industries works!
• Attention!
– You know the technology better than anybody
in the world.
– Explain without jargon.
– Make it simple and easy!

34. Team
Tomoyoshi Koyanagi Ph.D.
• CEO & Co-founder
• Hands-on experience in startup operations
Dr. K
• CTO & co-founder
• Expert in Regenerative Medicine Product Development
NAME
• TITLE
• ROLES & BACKGROUND
[Example]

35. Executive Summary
-MESSAGE TO THE AUDIENCE-
• HOW MUCH?
– HOW MUCH MONEY YOU NEED FOR WHAT？
• WITH WHOM?
– WHAT KIND OF PARTNER YOU NEED?
– WHAT KIND OF EXPERTS YOU NEED NOW?
• WHAT IS YOUR GOAL?
– WHAT DO YOU ACHIVE UNTIL THE NEXT
MILESTONE?

36. OPTIONS

37. Competitive landscape
-Positioning-
Present strength of your
product or service
against competitors
and/or current players to
impress advantages of
your business.
Long, Big, Many
Short, Small, Few
Expensive
Select axis to suit your
presentation purpose.
Competitor
C
Our
Product!
[Example]
Affordable
Competitor
B
Competitor
A

38. Animal Study for Efficacy and
Safety using Prototype
Clinical Trial
Life Threatening & No
Current Therapeutics
Available, PI/IIa?
Preparation of Paper
Manuscript for Artificial
Nephron Formation
Technology
Current grants（？）
Production of drugs
for clinical trials,
patent filings,
Pipeline
Development
Series A 4 M USD
Phase IIb, III
Undergo with Alliance
w/Pharma
Accelerate non-clinical studies under grant
funding （30K USD/y for 2y）
Management of
Clinical Trials and
Alliance for Co-
development
Series B 10 M USD
Contact PMDA Meetings for IND
Research for Other
Indications, Backup Projects
Fundraising for Later Stage
Development
50 M USD (Series C, D, E or IPO?)
Scale up study for
commercial production of
Nephron Structure.
File for
Limited
Approval
Launch Sales
w/Limited
Approval
Development Roadmap/Milestone
ーAn example of Roadmap for a Cell Therapy Product, Artificial Kidney ー
Technology
Develop
-ment
Perform discovery
research to obtain
POC in disease
model.
Non-clinical, ADME-
Tox
studies.
Clinical
Trials
Perform Clinical
Trial at A
University Hospital
toward limited
approval under
Pharmaceutical's
Law.
2020 2H 2021 2H 2022 1H 2022 2H 2023-2021 1H
PatentFiling
Financial
Projection
Utilize grant
funding first then
work with VC for
further
development.
Patent
Filing
Approval,
Launch
Sales
Financial projection
should be aligned with
technical and regulatory
milestones.
[Example]
Basic
Technology
Product
Development
Financial
Milestones

39. Business Model Canvas—Plan A
Hospitals
Home
Nursing
Services
Patients
Distributors
Value
Proposition
of your
product
SIMPLE!
CONCISE!
Promotion of use
of machine
(Changing
patients life)
Factory
Marketing team
for promotion
Assembling
Manufacturer
Global Distributor
Key Opinion
Leaders
(Academia)
• Manufacturing cost
• Marketing cost Revenue through distributors
(One time at product sale)
Promotion
of use of
product
[Example]

40. Business Model—Plan A, Product Sales
NewCo Global
Distributor
Hospital
Home
nursing
service
Patient
Product
Paymen
t
Sales Support
Client Information
Product
Paymen
t
Partnering
Manufacturer
Design
Product
Payment
• Sell long lasting solid product
• Simple revenue structure
[Example]

41. Business Model—Plan B, Parts
Provider
NewCo Global Distributor
Hospital
Home
nursing
service
Patient
Promotion of use
of the product
Revenue
Stream
Partnering
Manufacturer
Parts
Revenue
Stream
• Sell product w/low price
• Sell efficient but limited
lifetime filters
• Shorter liability test term
and early sales revenues.
[Example]

42. To create Startup
Ecosystem for
Biotechs!
Research Studio2020 Website
Tomoyoshi Koyanagi, Ph.D.,
Professor, Faculty of Medicine,
University of Tsukuba
tkoyanagi@md.tsukuba.ac.jp
Healthcare Venture Conference Kyoto 2020
pre-event on July 2nd.