ucsf life science week 3 therapeutics:channel
TRANSCRIPT
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
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@abhasguptamd
Customer Segments
This Week
Next Week
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@abhasguptamd
CONTEXT Channels
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@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
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@abhasguptamd
Innovators Make The Rules?
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@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
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@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
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@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
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@abhasguptamd
KOLs, Investment Bankers, Analysts
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@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
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@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!
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@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.
Value PropositionsLean Launchpad: Digital Health
UCSF Entrepreneurship CenterOctober 1, 2013
Abhas Gupta, MDMohr Davidow Ventures
@abhasguptamd
[email protected] My Contact: Put LLP in Subject Line for extra points