UCSF LIfe Science Week 3 Therapeutics:Channel

Value PropositionsLean Launchpad: Digital Health

UCSF Entrepreneurship CenterOctober 1, 2013

Abhas Gupta, MDMohr Davidow Ventures

@abhasguptamd

Channels: “Develop an early op1on that maximizes your contribu1on” Lean Launchpad: Therapeu1cs

UCSF Entrepreneurship Center

October 15, 2013

Karl Handelsman Codon Capital

Weekly Office Hours: 4:30-‐5:30 before class




@abhasguptamd

Customer Segments

This Week

Next Week




@abhasguptamd

CONTEXT Channels




@abhasguptamd

Overview

You now have the ten companies with highest interest You have defined the key criteria to induce early adop1on You have iden1fied the outsourced partners with the highest valida1on for your therapeu1c approah

Which animal model, which CRO, etc. You have talk across segments for every target company

Therapeu1c Head, Business Development, Internal Experts




@abhasguptamd

Innovators Make The Rules?




@abhasguptamd

Why spend all this time talking?

If I wait .ll I have data I will be in a posi.on of strength Only if you have a perfect view of what data is key You need to build credibility, build a rela1onship

A significant business development deal for biotech companies takes 18 months

from first contact




@abhasguptamd

The Early Stage Startup Advantage

You can recruit and assemble the best resources in the world unique to your program

work across ins1tu1ons, access different talent, novel sources of funds or resources You can have deeper knowledge of customer space

You can talk to Pharma more about your area than they talk to each other You can become the expert at moving from “pre-‐compe11ve idea” to pipeline product




@abhasguptamd

•  What is your distribu1on channel? Are there alterna1ves?

•  Draw the channel diagram -‐ Annotate it with the channel economics

•  What were your hypotheses about who/what your channel would be?

•  Did you learn anything different? •  What was it that made channel partners

interested? excited? •  Did anything change about Value

Proposi1on or Customer segment?

Key Ques1ons




@abhasguptamd

KOLs, Investment Bankers, Analysts




@abhasguptamd

Direct Approach: Ten Targets

•  “The more dis1nct the audience-‐and the harder it is to aggregate-‐ the more valuable it will be.” -‐Startup Owner Manual pg 110

•  The value to Pharma is delivering something for their pipeline: beat their internal benchmarks to create value




@abhasguptamd

Last Weeks Big Idea

You must find a CUSTOMER SEGMENT to generate revenue at every stage

Historically the best outcomes for therapeu1c entrepreneurs involved early collabora1ons!




@abhasguptamd

This Weeks Big Idea

Mastery of the lef side of the canvas to deliver quality

MVP enables a direct approach focused on ten

customers.




@abhasguptamd

[email protected] My Contact: Put LLP in Subject Line for extra points

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UCSF LIfe Science Week 3 Therapeutics:Channel

Education