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Sweet Sensors
Small form factor                                                                  Types of targets
diagnostic devices that
can detect a variety of                                                            •   Recreational drugs
biological markers.                                                                •   Heavy metals
                                                                                   •   Toxins
• Inexpensive                                                                      •   Bacteria
• Quantitative                                                                     •   Viruses
• Adaptable to many                                                                •   Pharmaceuticals
  kinds of tests (targets)                                                         •   Environmental hazards
                                                                                   •   Food safety targets




                             Yu Xiang and Yi Lu, Nature Chem. 3, 697-703 (2011).
Meetings/Conversations From the Past Week
• Tecan group
   – Global provider of laboratory instruments and
     solutions in biopharmaceuticals, forensics, and
     clinical diagnostics.
• Teleconference with Director
  of Strategic Alliances and three of her associates
  in a major pharmaceutical company
• Abbott
• Director of Economic & Technical Development
  Zone, Shanghai China
• Food Safety and Quality Conference
• Dr. Bill Olson, Market Medical Director - Pacific
  Region United Healthcare
Upcoming Conversations

• Sword Diagnostics
• Abbott Labs
• Blue Cross Blue Shield innovation team
• Retired Hospital executive
• Biotech entrepreneur
• Michael Rosen, life sciences entrepreneur
  and executive
• Other VCs
Key findings:
• Big pharma company is interested in low cost
  drug monitoring during clinical trials and after the
  drugs are approved to ensure safety and
  effectiveness of the drug to individual patients
   – Site visit in December
• Work with glucose meter manufacturers
   – Our technology makes a particular glucose meter
     more competitive on the market
• Look for biomarkers for diseases that associated
  with diabetes
• Invitation to give a presentation @Abbott in
  December
• Emergency room, rapid toxicology screen
Business Model Canvas # 8
                                                                                     Yi Lu, Tian Lan, Brian Wong
                                                 Sweet Sensors                       Neil Kane                     11-15-2011
                                                                                     Chris Sorensen



                        Conferences

                        R&D
Pharmaceutical                                   Immediate results                                       Pharmaceutical
companies               Publicity                                                                        companies
                                                                            Direct
                                                Convenient monitoring
Diagnostics             Insurance Reimbursement and safer dosage            Long term
companies                                                                                                Diagnostic
                                                Robust/extensible                                        companies
Contract research
organizations
                                                 Inexpensive                                              Contract research
                                                                                                          organizations
                                                 Simple                     Pharmaceutical Cos
                          IP        Investors

Glucometer mfr           Personnel

                         Pharmaceutical Cos
Strip mfr




            Licensing                                          Licensing?

            R&D                                                Product Sales
Partners
 • As noted on the Business Model Canvas, key
   partners are pharmaceutical companies and
   glucose meter manufacturers.

                      Sweet Sensors
Glucose meter                                   Pharmaceutical /
manufacturer          • Added value for meter   diagnostic companies
• Meter engineering     manufacturers           • Provide the target of
• Strip design        • Low cost, fast             interest
• FDA approval          monitoring improves     • Key customers
                        clinical trials         • Key market knowledge
Action plan
• Put together a compelling
  presentation and go pitch
  pharmaceutical
  companies and diagnostic
  companies. We’re getting
  inconclusive results talking
  to KOLs and consultants.
• We are on second revision
  of a pitch to use.
Sweet Sensor Revenue Model

                                                             Factors
                             COPD MARKET                               All Segments
                             Market Size                                    16,000,000


   Revenue Model
                             Market Share Target                                  10%
                             Channel Capacity                                    100%
                             Customer Activations                           1,600,000
                             Attrition                                            10%
                             Net Customers                                   1,440,000

          Missing:           Revenue Model
                             Usage per Year                                        52

Lifetime value of customer   Number of Uses per Year
                             Revenue per Use                      $4
                                                                          74,880,000
                                                                                  $4

and amortization of          Total revenue                              $299,520,000


acquisition costs over       EXPENSES

                             Cost Per Customer Acquisition       $25             $25

lifetime                     Cust. Acquisiiton Expense                   $40,000,000

                             Channel Split                       30%             30%
                             Cost of Channel Sales                        $89,856,000

                             COGS                              $0.25      $18,720,000


                             Net Operating Income                       $150,944,000
                             Operating Margin                                   50%

                             Operating Expenses
                             GSA                                          $5,000,000


                             EBIDTA                                     $145,944,000
                             Net Margin                                   49%
Service Channel Distribution Model
                               Payment
                Insurance                      Doctor
                Company

                                                    Medical
      Payment                                       Services
                                   Data
                                   Service

            Service Provider                   Patient
             “Healthways”
                               In House Care
                                  Services
       Payment



                  Sweet
                 Sensors

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Sweet sensors lecture 8 resources

  • 1. Sweet Sensors Small form factor Types of targets diagnostic devices that can detect a variety of • Recreational drugs biological markers. • Heavy metals • Toxins • Inexpensive • Bacteria • Quantitative • Viruses • Adaptable to many • Pharmaceuticals kinds of tests (targets) • Environmental hazards • Food safety targets Yu Xiang and Yi Lu, Nature Chem. 3, 697-703 (2011).
  • 2. Meetings/Conversations From the Past Week • Tecan group – Global provider of laboratory instruments and solutions in biopharmaceuticals, forensics, and clinical diagnostics. • Teleconference with Director of Strategic Alliances and three of her associates in a major pharmaceutical company • Abbott • Director of Economic & Technical Development Zone, Shanghai China • Food Safety and Quality Conference • Dr. Bill Olson, Market Medical Director - Pacific Region United Healthcare
  • 3. Upcoming Conversations • Sword Diagnostics • Abbott Labs • Blue Cross Blue Shield innovation team • Retired Hospital executive • Biotech entrepreneur • Michael Rosen, life sciences entrepreneur and executive • Other VCs
  • 4. Key findings: • Big pharma company is interested in low cost drug monitoring during clinical trials and after the drugs are approved to ensure safety and effectiveness of the drug to individual patients – Site visit in December • Work with glucose meter manufacturers – Our technology makes a particular glucose meter more competitive on the market • Look for biomarkers for diseases that associated with diabetes • Invitation to give a presentation @Abbott in December • Emergency room, rapid toxicology screen
  • 5. Business Model Canvas # 8 Yi Lu, Tian Lan, Brian Wong Sweet Sensors Neil Kane 11-15-2011 Chris Sorensen Conferences R&D Pharmaceutical Immediate results Pharmaceutical companies Publicity companies Direct Convenient monitoring Diagnostics Insurance Reimbursement and safer dosage Long term companies Diagnostic Robust/extensible companies Contract research organizations Inexpensive Contract research organizations Simple Pharmaceutical Cos IP Investors Glucometer mfr Personnel Pharmaceutical Cos Strip mfr Licensing Licensing? R&D Product Sales
  • 6. Partners • As noted on the Business Model Canvas, key partners are pharmaceutical companies and glucose meter manufacturers. Sweet Sensors Glucose meter Pharmaceutical / manufacturer • Added value for meter diagnostic companies • Meter engineering manufacturers • Provide the target of • Strip design • Low cost, fast interest • FDA approval monitoring improves • Key customers clinical trials • Key market knowledge
  • 7. Action plan • Put together a compelling presentation and go pitch pharmaceutical companies and diagnostic companies. We’re getting inconclusive results talking to KOLs and consultants. • We are on second revision of a pitch to use.
  • 8. Sweet Sensor Revenue Model Factors COPD MARKET All Segments Market Size 16,000,000 Revenue Model Market Share Target 10% Channel Capacity 100% Customer Activations 1,600,000 Attrition 10% Net Customers 1,440,000 Missing: Revenue Model Usage per Year 52 Lifetime value of customer Number of Uses per Year Revenue per Use $4 74,880,000 $4 and amortization of Total revenue $299,520,000 acquisition costs over EXPENSES Cost Per Customer Acquisition $25 $25 lifetime Cust. Acquisiiton Expense $40,000,000 Channel Split 30% 30% Cost of Channel Sales $89,856,000 COGS $0.25 $18,720,000 Net Operating Income $150,944,000 Operating Margin 50% Operating Expenses GSA $5,000,000 EBIDTA $145,944,000 Net Margin 49%
  • 9. Service Channel Distribution Model Payment Insurance Doctor Company Medical Payment Services Data Service Service Provider Patient “Healthways” In House Care Services Payment Sweet Sensors

Notas do Editor

  1. Team introduction, glucose meter for detection of targets other than glucose; a device/strip to use with a glucometer for detection of non-glucose targets.
  2. the old days of one wonder drug to cure all patients is gone and most pharmaceutical company is facing drugs are safe and effective to only certain populations. Therefore close and daily monitoring of therapeutic drugs is required.