This document discusses potential partners for a home tonometer device, including manufacturers, key opinion leaders, FDA/reimbursement experts, and distributors. It outlines why each is needed, who the potential partners are, incentives and impediments to partnerships, risks involved, and costs of the partnerships. The partners would help with various stages of product development, clinical trials, FDA approval, reimbursement, manufacturing, and distribution.

1. Home Tonometer
The University of Arizona
Eniko Enikov - PI
Vasco Polyzoev – EL
Emre Toker - Mentor

3. What partners will we need?
Key Opinion
Leaders
Ophthalmologists
Manufacturing Home Distribu
Contractors Tonometer tors
Patients
FDA/Reimbur
sement
Experts

4. Why do we need them?
Manufacturing Contractors Provide equipment and capacity for mass production
Key Opinion Leaders Initial publications to establish credibility and create
awareness of product benefits; Provide research data for
FDA application
FDA/Reimbursement Experts Assist with FDA approval and reimbursement policies in
order to expedite market penetration
Distributors Enable rapid product introduction

5. Who are they?
Manufacturing Contractors Electronics: Advanced Circuits, Sierra Circuits, Pactron;
El. Parts suppliers: Digikey, Mouser, Newark;
Force Sensors: Futek, SMD;
Plastic parts: Creative Plastics, The Tech Group, Copper
State Plastics, Plastifab;
Key Opinion Leaders Dr. Gholam Peyman, Dr. Mandy Conway, Dr. Jean
Hausheer, Dr. Sean Mccafferty;
American Glaucoma Society, FitEyes.com;
FDA/Reimbursement Experts Market Ready RX, Nerac, Parexel, Avalere, The FDA
Group LLC;
Distributors Lombart Instrument, Calcoast Ophthalmic, Optics Inc.,
Veatch Instruments

6. What are the incentives/impediments
to partnerships?
Manufacturing Contractors Potentially entering the medical device industry - use as
quality statement/Meeting quality, pricing and schedule
expectations
Key Opinion Leaders Publications of research, Recognition as leaders/Cost
FDA/Reimbursement Experts Leverage success to attract more novel device
customers/Cost
Distributors New product offering/Wait for FDA, competitors

7. What are the risks of partnership?
Manufacturing Contractors Ability to support small scale production first and
ramping up fast upon demand creation
Key Opinion Leaders Control over outcomes and publications
FDA/Reimbursement Experts None
Distributors Competing devices in their portfolio, Lower margins,
Intermediary between us and our customers

8. What is the cost of partnership?
Manufacturing Contractors The cost of tooling and custom machines if they remain
with the manufacturer
Key Opinion Leaders Clinical trials, Conference participation costs, Cost of
effective online presence, Ads
FDA/Reimbursement Experts Consulting fees
Distributors ~25-30% margin requirement, Travel and training costs