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Revenue%Streams%

Lean%Launchpad:%TherapeuHcs%

Value Propositions

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Lean Launchpad: Digital Health
UCSF%Entrepreneurship...
Revenue%Streams%
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Value Propositions
Lean Launchpad: Digital Health
UCSF Entrepreneurship Center
October 1, 20...
Value Propositions
Lean Launchpad: Digital Health
UCSF Entrepreneurship Center
October 1, 2013
Business%Development%Exampl...
Slicing%the%Salami/Peeling%the%Onion%
Partner$one$program$to$fund$development$of$retained$applica/ons$

Value Propositions...
Grants,%FoundaHons,%DARPA%
Non;dilu/ve$money$progresses$the$goal$

Value Propositions
Lean Launchpad: Digital Health
UCSF ...
Strategic%Deals%at%MulHple%Stages%
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Value Propositions
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Strategic%Deals%at%MulHple%Stages%
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CEO%Fritz%French%think...
Business%Models%
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Clinical%Data%

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Exclusive%

Non<Exclusive%
Value Propositions
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•  Biotech%startups%are%bought%not%sold%
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–  NPV%based%on%past%metri...
Value Propositions
Lean Launchpad: Digital Health
UCSF Entrepreneurship Center
October 1, 2013
My%Contact:%Put%LLP%in%Subj...
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UCSF Life Sciences Week 5 Therapeutics: Revenue Streams

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UCSF Life Sciences Week 5 Therapeutics: Revenue Streams

  1. Revenue%Streams% Lean%Launchpad:%TherapeuHcs% Value Propositions % Lean Launchpad: Digital Health UCSF%Entrepreneurship%Center% October%29,%2013% UCSF Entrepreneurship Center % October 1, 2013 Karl%Handelsman% Abhas Gupta, MD Codon%Capital%% Mohr Davidow Ventures @abhasguptamd Karl@codoncapital.com% Weekly%Office%Hours:%4:30<5:30%before%class%
  2. Revenue%Streams% Last% Week% Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 This% Week% Abhas Gupta, MD Now$that$you$have$iden/fied$the$matched$your$innova/on$to$ Mohr Davidow Ventures @abhasguptamd the$customer$needs,$how$do$you$harvest$value$to$build$a$ business$case$to$a3ract$the$talented$people,$best$resources,$ and$capital$to$build$an$extraordinary$company?$
  3. Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Business%Development%Examples% REVENUE&STREAMS& Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd
  4. Slicing%the%Salami/Peeling%the%Onion% Partner$one$program$to$fund$development$of$retained$applica/ons$ Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Develop%Core%Technology%Across%MulHple%TherapeuHc%ApplicaHons% %example:%CRISPR%for%Crops,%Sickle%Cell,%CCR5%(AIDs)% % % %Tularik%was%able%to%individually%partner%Asia,%Europe,%and%US%rights% Abhas Gupta, MD % % %Syrrx%PPD%collaboraHon%followed%by%Takeda%acquisiHon% Mohr Davidow Ventures % % %Codexis%spinout%of%Maxygen% @abhasguptamd % % % Field&Defini3on&Cri3cal,&Partners&Need&Certainty&Other&Uses&Will&Not&Tank& %% Their&Program&(problem&if&molecule&is&iden3cal)& %
  5. Grants,%FoundaHons,%DARPA% Non;dilu/ve$money$progresses$the$goal$ Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Develop%Core%Technology%or%Product%MeeHng%External%OrganizaHonal%Needs% %examples:% %$40M%Gates%FoundaHon%Prior%To%Amyris%Series%A% Abhas Gupta, MD % % % %$15M%Series%A%Inviragen%Matched%With%$30M%Vaccine%Grants/Contracts% Mohr Davidow Ventures % % % %Tetraphase:%Large%Government%Grants%for%Anthrax%AnHbioHc% @abhasguptamd % % % %% Does&Mee3ng&Grant&Goals&Distract&or&Advance&Your&&Company&Goals?& %
  6. Strategic%Deals%at%MulHple%Stages% Partnerships$Pull$Your$Company$Toward$U/lity$and$Credibility& $ Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd Need&To&Iden3fy&Partners&Strategic&Need&To&Get&Value,&CraO&Partnership&& Mee3ng&Your&Strategic&Need&to&Retain&Value&of&Some&Future&Field&
  7. Strategic%Deals%at%MulHple%Stages% Partnerships$Pull$Your$Company$Toward$U/lity$and$Credibility& $ CEO%Fritz%French%thinks%the%publicaHon%of%the%Carmel%company’s%research%on%obesity< fighHng%compounds%by%the%major%scienHfic%journal%*Nature%Chemical%Biology%will%grab% afenHon%of%scienHsts%and%other%drug%companies%around%the%world.“It%gets%us%more% exposure%to%large%pharma%companies%collaboraHng%down%the%road%—%on%other%things,”% French%said.%The%*Nature%arHcle%involved%Marcadia’s%collaboraHve%work%with%New% Jersey<based%drug%giant%Merck%&%Co.%Inc.%But%the%Carmel<based%biotech%firm%has% several%other%obesity%and%diabetes<fighHng%drugs%in%its%pipeline.<%2009% Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center Marcadia%Biotech%Inc.,%the%Carmel%biotech%firm%driven%by%the%science%of%a%former% October 1, 2013 scienHst%at%Eli%Lilly%and%Co.,%has%signed%a%license%and%development%agreement%with% Indianapolis<based%Lilly,%the%companies%announced%Monday.%–%June%2010% Roche%revealed%the%$289.6%million%price%tag%it%paid%to%acquire%diabetes%company% Marcadia%Biotech%Inc.%The%pharma%originally%wanted%to%license%Marcadia's%first<in<class% dual%GLP<1/GIP%receptor%agonist,%but%ended%up%buying%the%company%to%gain%access%to%a% Abhas Gupta, MD research%collaboraHon%with%Indiana%University,%where%all%the%biotech's%syntheHc%pepHdes% Mohr Davidow Ventures were%discovered.%–Dec%2010% @abhasguptamd Culture/Talent&Must&Deliver&and&Outperform&Partners&Metrics&
  8. Business%Models% Structure$and$Stage$ Clinical%Data% +&5& Exclusive% Non<Exclusive% Value Propositions Preclinical%Candidate% Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 Karl’s%corollary%to%“The%most%complicated%ideas%in%business%are%simpler%than%easy%science”:% %% Abhas Gupta, MD You&know&you&have&found&a&way&to&create&value&for&a&partner&when&the&business&model& % Mohr Davidow Ventures % % creates&huge&incen3ves&(oOen&nonTsymetric)&for&all&the&players.& % %% @abhasguptamd % Strategy&is&Driven&by&Opportunity&and&Value&Crea3on&Not&Structure&
  9. Remember% •  Biotech%startups%are%bought%not%sold% •  Strategic%value%meets%their%future%goals% –  NPV%based%on%past%metrics%is%irrelevant% Value Propositions •  AucHons/Bidding%Wars/Walking%Away% Lean Launchpad: Digital Health –  Build%Data,%Build%RelaHonships,%Act%Ethically% UCSF Entrepreneurship Center October 1, 2013 –  Any%“tacHcs”%must%match%the%situaHon% •  The%sHngy%person%pays%the%most% Abhas Gupta, MD •  It’s%never%over%Hll%the%money%is%wired% Mohr Davidow Ventures @abhasguptamd Our%team%has%broad%deal<making%capabiliHes%with%the%flexibility%to%adapt% the%deal%structures%to%the%science.%% % % %–%outbound%communicaHon%from%pharma%BD%team%
  10. Value Propositions Lean Launchpad: Digital Health UCSF Entrepreneurship Center October 1, 2013 My%Contact:%Put%LLP%in%Subject%Line%for%extra%points%% KARL@CODONCAPITAL.COM& Abhas Gupta, MD Mohr Davidow Ventures @abhasguptamd

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