Track 1: Conocimiento clínico y gestión de la innovación: de la idea al mercado 1.1. El proceso de la innovación

1. HEALTHCARE
The process of
innovation

2. IDEA OPPORTUNITY VALUE VC Start-up
DISPOSITIU EN DELTA
UTD Psiqu Online IRC CITOGYN
Dr. Xxxxx Xxxx – Medical
Dra. Xxxxx Xxxx – Unitats Sr. Xxxxx Xxxx – Eina Dr. Xxxxx Xxxx – Institut de Dr. Xxxxx Xxxx – Medical
Device cirurgia ortopèdica
de tractament integral formació col·lectius Rehabilitació Cerebral device citologia cervix
dermatològic
PIGPAP SINCRON
O+
MUCORTODONT Dr. Xxxxx Xxxx – Software Dr. Xxxxx Xxxx –
Sr. Xxxxx Xxxx – NEWEYES
Dra. Xxxxx Xxxx – Medial gestió consultes WDMP Errores pharma
Avisador presa fàrmacs Dr. Xxxxx Xxxx –
device protector de mucosa Sra. Xxxxx Xxxx –
Tractament de la
pels ortodoncistes SOFT GEST CAPS Monitorització a distancia
presbícia amb làser
Dr. Xxxxx Xxxx patologies cròniques
Homeovision Stop PEE-PEE
NEUROSCIENCE
Dra. Xxxxx Xxxx Odonto movil Dr. xxxxxx – Medical Device
TECHNOLOGIES
Dra. xxxxx – Modelo incontinencia urinaria
Medical G. Xxxxx– Dr. Xxxxx Xxxx – Suport a la
negocio servicio
GALENIA Dispositiu Control indústria en investigació
Dra. Xxxxx Xxxx – Portal Diabetics bàsica
informació sanitària
AMB-PAT
Dr. Xxxxx Xxxx
TM
Dr. Xxxxx Xxxx – Sistemes
telemedicina
DAG
Dr. Xxxxx Xxxx – Clíniques
ERA BIOTECH
Atenció Primària col·lectiu SEPARADOR URO
Reactivos diag Sr. Xxxxx Xxxx – Enabling
Alemania Dr. Xxxxx Xxxx
Dra. xxxxx – Medical Device technology biotech producció
tubos analisis automático CANULA TUMOR proteica facilitada
microorganismos Dr. xxxxxxxxxxxx –
CITOGYN
Medical Device cirugía
Sr. Xxxxx Xxxx NUCLEOTIDE PDU
– Medical Dr. Xxxxx Xxxx – Uso Dr. Xxxxx Xxxx – IMPO
literature en DIGMO
nucleotidos en leches y Unitats de Dr. Xxxxx Xxxx – IT
castellà Dr. Xxxxx Xxxx – Medical
nutricion en general diagnòstic informació mèdica
SALTBAG device medició estrabisme
incontinència personal online
VISUAL COR Dr. Xxxxx Xxxx –
Wi-G
Dr. Xxxxx Xxxx – Software Dispensador de sal per
Dra. Xxxxx Xxxx – TI RFID
de gestió en cardiologia malalts amb HTA VACCSAC
Sr. Xxxxx ESTETODONTO MULTIFEV
Geriat Instituto columna Xxxx – Dr. Xxxxx Xxxx – Dr. Xxxxx Xxxx – Dr. Xxxxx Xxxx –
Dra. Xxxxx Xxxx – Centres Dr. Xxxxxxxxxxxxxx – Control Eco vascular Estetica en DIagnost neumo
Geriàtrics Modelo negocio servicios congressos odonto

4. 10 things you need
to know to
innovate
in the healthcare sector

5. #0
How much is
an idea worth?

6. #1
Where do ideas
come from?

7. Sector: Medical Devices
The problem:
% of women participating in cervix cancer
screenings is low.
Auto-test screener
A start-up has recently designed a “simple to use”, safe and
efficient medical device allowing women to “auto-perform” a
cervix cancer screening at home, without the inconveniences
of the classical gynecological exploration.

8. Sector: Life Sciences
The problem:
Producing proteins is an expensive and time
consuming activity.
Enabling Technology
A start-up has designed “storage organelles”, a “disruptive”
technology allowing to produce and purify proteins in a more
efficient way. Their new technology has enabled the
production of difficult-to-express proteins with (1) significant
cost reductions and (2) increased efficiency, selling the
technology to pharma and biotech companies.

9. Sector: Services
The problem:
“Baby boomers” have no time to go to the
doctor for minor conditions.
Retail healthcare
A start-up developed a new “medical clinic” concept, a small
space offering medical attention for minor conditions in malls
and other high traffic areas at a low cost (50$ average visit)
and with no waiting time. The first clinic started 5 years ago.
Today there are more than 700 clinics in the US.

10. Sector: IT
The problem:
Chronic conditions require multiple visits (most
of them unnecessary) making patients lives
very uncomfortable.
Wireless disease management
Several initiatives are offering a very convenient medical control of
chronic diseases such as diabetes, hypertension, asthma, etc., allowing
patients to reduce significantly the number of visits to their GPs. Control
is provided through bluetooth devices that monitor different conditions
and transmit medical data through regular mobile phones.

11. #2
It is important to know
the healthcare sector
• Healthcare value chain is the instrument to know all
stakeholders
•It is essential as well to know the 4 areas of healthcare
innovation, they usually interact.

14. - 14 -

15. Consumer, prescriber and payer
Three different stakeholders, each one of them worried by different
issues
Consumer
Prescriber
Payer

16. The healthcare sector:
opportunities
Healthcare idea value chain evolving

17. A heavily regulated marketplace
In the last years, healthcare has witnessed the emergence
of an increasing regulatory environment throughout the
world. This environment has an impact on how products
and services are tested on patients, and how they get
approved.

18. Healthcare Sector
Active, more mobile
Qualitative than previous
technological generations
breakthroughs
More
Trends
efficient
channels Elderly people
on the rise
Big compaies want Consolidation Large amount
to buy innovation, as something of clinical
R+D is becoming
good for needs
R+A
start-ups underserved
Opportunities in all
4 sectors

19. Supply and demand
•If a product is more expensive, its demand
falls (?)
•Weird effect on healthcare

21. TARGET
•Medical Devices
•Life Sciences
•IT
•Services

22. - 22 -

23. - 23 -

24. - 24 -

25. - 25 -

26. - 26 -

27. #3
Imagine the story of
a healthcare idea
What? How? Who?

28. - 28 -

30. #4
Is it an opportunity?
Good idea = Opportunity
We need to learn to recognise an opportunity from a good
idea.

31. The perfect initiative
Strong IP /
BE
Large
Sustainable market
business
model
Perfect
Qualified
team
Great
product
Smooth path
to market

32. #5
Intelectual
Protection

33. - 33 -

34. #6
Choosing a future

35. - 35 -

36. #7
Team

37. - 37 -

38. #8
Raising capital

39. - 39 -

40. #9
Valuation

41. - 41 -

42. #10
Deal structure

43. - 43 -

44. DEAL STRUCTURE
PROTECTION AGREEMENTS CONVERSIONS ANALYSIS
•Non-disclosure •Price conversion •Exit impact
•Non-compete •Future price conversion •Relationship impact
•Interest payments •Downside protection
COMMON SHARES •Upside protection
•Tag-along right WARRANTIES •Entrepreneur protection
•Pre-emptive right •Warranties and •Worst case scenarios
representations
•Registration rights •Notes and suggestions
•Anti-dilution
•Entrepreneur compensation
PREFERRED SHARES
limits
•Royalty rights
•Special voting or consent
•Dividend rights rights
•Registration rights •Warrants
•Board rights •Follow-on financings
•Information rights •Right of first refusal
•Liquidation rights
•Conversion rights
•Redemption rights

45. Encourage
All levels, MDs, entrepreneurial Identify Incentivate Calculate
healthcare culture opportunities dialog and operative impact
professionals risks and €
All sectors, life
Technology sciences,
transfer medical
devices,
CULTURE services
Training
DETECTION
Define process
Generate “rules INTRAPRE
of the game”
NEURSHIP Implementation
Generate and follow-up
INNOVATION
spin-offs
Benchmark EXECUTION Clinician buy-in
innovative
practices BENCH
outside MARKING Generate
portfolio projects
Adapt external ECOSISTEM
ideas
Best practices Use same criteria as
venture capital to
Promote follow execution
generated VC, technology
innovation transfer, government, Attract new value
hospitals, universities, generators
research institutes…

46. LIFE SCIENCES INNOVATION ECOSYSTEM
IESE, Hospitals HSJD
ESADE, UPC M.D.s
UAB, UB, XPCAT
UG, Salle
EADA Research •H Sant Pau
•H. Vall d´Hebron
Institutes
•H Badalona
IESE
•IMIM / H.del Mar •Parc recerca
Business biomed
•IDIBAPS / H. Clínic
schools •etc…
•IDIBELL/ H Bellvitge
ESADE
BMA Incubation
Biofocus start-ups
AltaPartners
Innova 31
Gilde Venture
capital
Fund
Sofinnova Business Gov managers
Riva y angels
Highgrowth Garcia
Bioregion GFCRs
BANCAT
La Caixa CR
Corsabe Keiretsu Forum CIDEM

48. Thank you
www.healthonomics.org
Luis Pareras, M.D.
lluis.pareras@comb.es