presented at Medtech Conference & Payer+Provider Summit 2015

1. Thelander Payer+Provider 2015
M O N E Y M A T T E R $
C O M P E N S A T I O N : T H E K E Y I N G R E D I E N T
165 Marlin
Mill Valley, CA 94941
jt@jthelander.com
jthelander.com
+1 415.383.7006
J. Thelander Consulting

2. Thelander Compensation Data
What We Survey & How We Can Assist
Corporate Venture Firm (CVC) Compensation Survey:
• First comprehensive examination of the compensation structures for CVC programs
at Global 2000 companies, now in its 3rd year
• Collaboration, Industry Endorsement & Outreach:
EVCA, IBF, Innovators Huddle, NVCA/Corporate Venture Group,
Global Corporate Venturing
• Base pay, bonus, carried interest
Investment Firm Compensation Survey:
• Run in partnership with Pitchbook
• Includes 300+ venture and private equity firms
• Data is broken down by type of firm and AUM
• Base pay, bonus, carried interest

3. Thelander Compensation Data
What We Survey & How We Can Assist
Private Company Compensation Survey:
• Leading market information source for base pay, bonus, and equity compensation for
Chiefs, VPs, Directors, Managers, and Staff positions
• Biotech, Medical Device, Tech and Cleantech Industries
• Founder/non-founder equity
• Non-investor board compensation
• Change of Control & Severance Info
• Option Pool Size & Burn Rates
• M&A, Carve-Out Programs

4. Money Matter$: VC vs CVC Compensation
VC Positions include:
• Investment Professional I-V
• Operating Partner
• EIR
• Chief Compliance Officer, CFO, COO
• General Counsel
• Management Company Head
• VP/Director/Manager Level: Finance, HR, IT, Investor Relations, Marketing, Talent
• Executive/Admin/Receptionist
Corporate Venture Positions include:
• CVC Unit Leader, Senior Corporate Level Executive
• Senior Investment Professional
• VP Innovation/Head of Innovation
• CVC Unit Portfolio Management/CFO
• Investment/Program Manager
• Analyst/Associate

5. Money Matter$: Private Company Compensation
Chiefs and VPs:
• Base pay
• Target and actual bonus
• Non-Founder Equity
• Founder Equity
• Industry
• Total financing raised to date
• Look at each position individually
• Look at each position in relationship to other executives
Directors, Managers and Staff:
• Base pay
• Target and actual bonus
• Non-Founder Equity
• Industry
• Market pricing strategy
• Pay grades, salary structures and equity ranges

6. BACKGROUND OF
PRIVATE COMPANIES

7. Primary Location of Companies
n = 815
Mid West
Mid Atlantic
Northeast
Europe
Asia, Other
Northern CA
Pacific Northwest
Southern CA
Southeast
Southwest

8. Industry
n = 815
Biotech, 32%
Medical Device, 26%
Tech, 34%
Cleantech, 7%

9. Total Financing Raised to Date
n = 815
11%
17%
19% 19%
13%
11%
10%
Under $5
Million
$5-$14.9
Million
$15-$29.9
Million
$30-$49.9
Million
$50-$69.9
Million
$70-$89.9
Million
$90 Million +

10. COMPENSATION DATA

11. Percent of
Interest Carried:
(n = 31)
Average: 16.2%
Median: 15.8%
75th %: 20.0%
$644,507
$412,763
$860,783
$440,000
$402,625
$706,750
$700,000
$500,000
$520,000
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
$800,000
$900,000
$1,000,000
2014 Base Pay
(n = 38)
2014 Projected
Bonus
(n = 20)
2014 Total Cash
Compensation
(n = 38)
Average Median 75th %
Thelander Investment Report – Venture Firm:
Investment Professional I (All Reported Data)

12. Percent of
Interest Carried:
(n = 24)
Average: 17.1%
Median: 16.5%
75th %: 22.0%
$510,634
$452,143
$694,152
$400,000
$417,500
$605,000
$600,000
$500,000
$900,000
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
$800,000
$900,000
$1,000,000
2014 Base Pay
(n = 28)
2014 Projected
Bonus
(n = 14)
2014 Total Cash
Compensation
(n = 28)
Average Median 75th %
Thelander Investment Report – Venture Firm:
Investment Professional I (Less than $1 Billion AUM)

13. Percent of
Interest Carried:
(n = 19)
Average: 11.4%
Median: 10.0%
75th %: 15.0%
$568,500
$230,481
$690,854
$400,000
$160,000
$487,500
$600,000
$300,000
$675,000
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
$800,000
2014 Base Pay
(n = 24)
2014 Projected
Bonus
(n = 13)
2014 Total Cash
Compensation
(n = 24)
Average Median 75th %
Thelander Investment Report – Venture Firm:
Investment Professional II (All Reported Data)

14. Percent of
Interest Carried:
(n = 14)
Average: 12.3%
Median: 11.3%
75th %: 17.0%
$404,353
$195,778
$482,235
$325,000
$150,000
$437,000
$450,000
$200,000
$500,000
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
2014 Base Pay
(n = 17)
2014 Projected
Bonus
(n = 9)
2014 Total Cash
Compensation
(n = 17)
Average Median 75th %
Thelander Investment Report – Venture Firm:
Investment Professional II (Less than $1 Billion AUM)

15. Percent of
Interest Carried:
(n = 14)
Average: 4.5%
Median: 4.5%
75th %: 5.0%
$295,800
$84,955
$343,767
$275,000
$75,000
$300,000
$300,000
$100,000
$392,500
$0
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
$350,000
$400,000
$450,000
2014 Base Pay
(n = 15)
2014 Projected
Bonus
(n = 11)
2014 Total Cash
Compensation
(n = 15)
Average Median 75th %
Thelander Investment Report – Venture Firm:
Investment Professional IV (All Reported Data)

16. Percent of
Interest Carried:
(n = 7)
Average: 14.7%
Median: 15.0%
75th %: 17.0%
CVC Compensation 2014:
CVC Unit Leader, Senior Corporate Level Executive
$305,052
$197,079
$459,489
$255,500
$110,000
$380,000
$350,000
$170,000
$530,000
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
2013-14 Base Pay
(n = 48)
2014 Projected
Bonus
(n = 38)
2013-14 Total Cash
Compensation
(n = 48)
Average Median 75th %

17. $362,318
$201,424
$332,700
$350,000
$391,243
$640,050
$316,577
$180,000
$288,500
$309,000
$350,000
$400,000
$68,612
$21,424
$38,125 $53,200
$80,000
$295,000
0.00
2.00
4.00
6.00
8.00
10.00
12.00
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
Average Minimum 25th % Median 75th % Maximum
Total Cash Base Salary Current Bonus Non-Founder Equity
4.66%
1.44%
4.45%
5.00% 5.00%
10.00%
Thelander Private Company Report – Medical Device:
CEO ($30-$49.9 Million Total Financing)
AnnualCashCompensationinDollars
Equity–PercentofFullyDilutedShares

18. $382,823
$225,000
$325,548
$367,910
$437,994
$553,000
$325,090
$225,000
$300,000
$325,365
$350,475
$403,000
$97,235
$26,580
$53,625
$97,500
$137,750
$176,749
0.00
2.00
4.00
6.00
8.00
10.00
12.00
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
Average Minimum 25th % Median 75th % Maximum
Total Cash Base Salary Current Bonus Non-Founder Equity
4.89%
1.50%
3.95%
4.59%
5.00%
10.00%
Thelander Private Company Report – Medical Device:
CEO ($50-$69.9 Million Total Financing)
AnnualCashCompensationinDollars
Equity–PercentofFullyDilutedShares

19. $416,607
$300,000
$330,438
$408,995
$479,162
$602,840
$352,654
$275,000 $325,000
$350,000
$370,950
$460,000
$95,929
$30,000
$60,000
$85,655
$106,518
$231,840
0.00
1.00
2.00
3.00
4.00
5.00
6.00
7.00
8.00
9.00
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
Average Minimum 25th % Median 75th % Maximum
Total Cash Base Salary Current Bonus Non-Founder Equity
4.42%
0.53%
3.90%
4.35%
5.50%
8.30%
Thelander Private Company Report – Medical Device:
CEO ($70-$89.9 Million Total Financing)
AnnualCashCompensationinDollars
Equity–PercentofFullyDilutedShares

20. $255,018
$160,000
$210,000
$260,000
$300,000
$345,500
$232,409
$160,000
$200,000
$240,000
$257,500
$300,000
$42,705
$7,125 $13,954
$42,266
$68,000
$88,000
0.00
0.20
0.40
0.60
0.80
1.00
1.20
1.40
1.60
$0
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
$350,000
$400,000
Average Minimum 25th % Median 75th % Maximum
Total Cash Base Salary Current Bonus Non-Founder Equity
1.03%
0.50%
0.94%
1.00%
1.25%
1.50%
Thelander Private Company Report – Medical Device:
CFO ($30-$49.9 Million Total Financing)
AnnualCashCompensationinDollars
Equity–PercentofFullyDilutedShares

21. $264,162
$210,000
$230,000
$275,000
$292,800
$333,225
$238,794
$185,000
$223,431
$235,000
$257,500
$304,500
$43,126
$9,695
$26,201
$45,721
$56,010
$99,225
0.00
0.20
0.40
0.60
0.80
1.00
1.20
1.40
1.60
$0
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
$350,000
Average Minimum 25th % Median 75th % Maximum
Total Cash Base Salary Current Bonus Non-Founder Equity
0.98%
0.60%
0.80%
1.00%
1.10%
1.50%
Thelander Private Company Report – Medical Device:
CFO ($50-$69.9 Million Total Financing)
AnnualCashCompensationinDollars
Equity–PercentofFullyDilutedShares

22. $281,442
$220,000
$247,659
$269,795
$303,115
$377,600
$240,560
$160,000
$226,500 $234,250
$252,390
$311,400
$46,723
$12,500
$28,054
$43,344
$56,000
$130,005
0.00%
0.20%
0.40%
0.60%
0.80%
1.00%
1.20%
1.40%
1.60%
$0
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
$350,000
$400,000
Average Minimum 25th % Median 75th % Maximum
Total Cash Base Salary Current Bonus Non-Founder Equity
0.89%
0.10%
0.75%
0.87%
1.10%
1.46%
Thelander Private Company Report – Medical Device:
CFO ($70-$89.9 Million Total Financing)
AnnualCashCompensationinDollars
Equity–PercentofFullyDilutedShares

23. Corporate VC Deal Flow
Despite a slight dip in
deal activity in 2014,
CVC’s invested a record
amount of capital.$5
$7
$9
$8
$7
$8
$11
$9
$12
$15
379
430
518 532
432
500
741
830
938 888
0
100
200
300
400
500
600
700
800
900
1000
$0
$2
$4
$6
$8
$10
$12
$14
$16
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
Capital Invested Deal Count ($B)

24. Corporate VC Exit Flow
CVC Exits should
continue to climb as the
record number of deals
in the past 5 years
become ripe for exit.
$9
$10
$17
$10
$7
$10
$33
$15
$18
$31
103
128
148
107
119
168
182
217 213
270
0
50
100
150
200
250
300
$0
$5
$10
$15
$20
$25
$30
$35
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
Capital Exited ($B) Exit Count

25. Corporate VC Exit %
Corporate VC’s
participated in the
largest percentage of
Exits in the last decade.
19% 18%
19%
16%
18% 18% 18%
18% 18%
20%
0%
5%
10%
15%
20%
25%
0
100
200
300
400
500
600
700
800
900
1000
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
CVC Exit VC Exit CVC Exit %

26. J. THELANDER CONSULTING
COMPANY INFORMATION

27. Jody K. Thelander
J.Thelander Consulting is headed by Jody K. Thelander, a compensation executive with more than twenty years of
professional experience. Jody has a keen understanding of business through a diversified background in
compensation, sales and customer service. The Thelander Surveys and Reports have become a well-respected
and highly desired tool for compensation decision-makers in the private business sector.
Jody speaks publicly on executive compensation, investment firm and corporate venture compensation topics,
including events hosted by BayBio, BioHouston, Global Corporate Venturing, IBF, National Venture Capital
Association, JPMorgan, Private Equity International and Stanford.
Jody earned a Bachelor of Science degree in Consumer Studies at the University of Vermont and a Masters Degree
in Human Resources at Marymount University. Her career began in the fashion retailing industry with British Vogue,
Ralph Lauren Womenswear, Bonwit Teller and Garfinkels in London, New York and Washington, DC. Jody also
spent ten years in human resources with TRW Space and Defense both in Washington DC, and San Francisco,
before starting her own firm.
Jody serves as a sustaining member of the Auxiliary Board for the San Francisco Ballet and the Modern Art Council
of the San Francisco Museum of Modern Art. She is the past chair of the Silicon Valley Leadership Committee for
the American Diabetes Association.

28. Elyse Hurtado
Elyse provides expertise in the collection, inspection and cleaning of data for the Thelander Surveys. Her
proficiency in data analysis, visualization and statistical interpretation is a key component supporting decision-
making for Thelander Consulting. Elyse received her Bachelor of Science degree in Psychology at Emory
University. She continued her academic studies at the University of Miami, earning both a master’s and doctoral
degrees there. During her doctoral training she specialized in epidemiology and statistics and also worked in
collaboration with the Centers for Disease Control and Prevention. In addition to her work for Thelander Consulting,
Elyse teaches at the University of Miami.
Kristin Keeffe heads business development for J.Thelander Consulting. She has spent her professional career
helping companies grow, with a particular focus on pre-IPO companies. Kristin possesses significant expertise
advising companies and their founders through varied transactions, including equity compensation plan adoption,
complex financings, mergers and acquisitions, and initial public offerings. Kristin began her career as a corporate
and securities attorney at Wilson, Sonsini, Goodrich& Rosati and worked in the Palo Alto and Seattle offices. She
served as corporate counsel for Mozes, Inc. (acquired by HelloWorld, Inc.) where she managed and directed all
aspects of legal processes, as well as corporate counsel for Telesoft Partners, a special situations venture fund
where she advised on potential investments. Kristin received her Juris Doctor from Georgetown University Law
Center in 1997 and her Bachelor of Arts from Princeton University in 1993.
Kristin Keeffe

29. J. Thelander Consulting Services
We customize data and offer trend analysis for your specific needs.
We offer consulting services tailored to your specific needs. We are readily available to consult and personally
meet with you, your executive team and board of directors.
The intelligence gathered in our compensation surveys can be sliced by position, industry, funding level,
financing, revenue or a combination of factors for your customized analysis and reports. Our services include,
but are not limited to:
THELANDER COMPENSATION REPORTS... beyond spreadsheets and databases
• Executive/Investment Professional Compensation: conduct a competitive analysis for
salary, bonus and other incentives using comparators within peer groups. We work with
both the executives, investment professionals, HR and/or the compensation committee to
present strategic and near-term compensation issues.
• Equity/Carried Interest Programs: conduct a market analysis for senior executives, and
design a program with the competitive mix between cash and equity or carried interest.
• Employee Compensation: design salary ranges and grade level descriptors with
matching equity and/or carried interest percentages below the executive level.

30. J. Thelander Reports and Surveys
THELANDER COMPENSATION REPORTS... beyond spreadsheets and databases
Private Company Compensation Report includes current compensation data on base pay, bonus and equity
compensation for positions within biotech, cleantech, healthcare services, medical device and tech companies,
including:
• Executives, directors, managers, non-investor board members
• More than 70 staff positions
• In-depth clinical, engineering, research and admin areas
Private Company Merger & Acquisition Report includes information on carve-out plans, milestone
incentives, bonus programs, liquidation preferences and anti-dilution clauses.
Private Company Change of Control, Severance & 409A Report includes information on change of control
agreements, severance programs, single/double trigger acceleration.
Private Company Year End Salary & Option Refresh Report includes information on salary increases,
bonuses and refresh programs.

31. J. Thelander Reports and Surveys
THELANDER COMPENSATION REPORTS... beyond spreadsheets and databases
The Thelander Compensation Reports provide an in-depth analysis based on our comprehensive
databases. We use our extensive industry experience and information to provide you with results that
you can use to make credible strategic decisions. We do NOT leave that analysis based on raw data
for you to do - we do it for you.
Thelander- CVI² CVC Compensation Report includes information on corporate venture firms, covering base
pay, bonus and carried interest for positions including:
• CVC unit leader senior investment professionals, CFO, investment/program manager, and
analyst/associate.
Thelander-Pitchbook Investment Firm Compensation Report includes information on buyout, hedge-fund,
private equity and venture capital firms and covers salary, carried interest, capital structures and succession
planning for positions including:
• Investment professionals, operating partners, finance and operations.

32. © Copyright 2015, J. Thelander Consulting All Rights Reserved
165 Marlin
Mill Valley, CA 94941
jt@jthelander.com
jthelander.com
+1 415.383.7006
J. Thelander Consulting