Launch a Proof of Concept Center and Get More Technology to the Marketplace Live webinar - September 14, 2011 Presents: 1www.technologytransfertactics.com

In Partnership With:

Steve Tang Steve Tang became President and CEO of the University City Science Center in February Steve previously served as Group Vice President and General Manager with Olympus America Inc., where he led U.S. operations for the company’s $1 billion global Life Science businesses. Before joining Olympus in 2005, he was president and CEO of Millennium Cell Inc. (NASDAQ: MCEL), an energy technology firm he led through its initial public offering in Previously, he served as Vice President and Managing Director of the global pharmaceutical and healthcare practice of A.T. Kearney Inc., and was Vice President and Co-managing Director of the global chemical and environmental practice for Gemini Consulting Inc., now known as Cap Gemini. Prior to that, he was the Assistant Director and Senior Research Engineer at the Lehigh University Center for Molecular Bioscience and Biotechnology in Bethlehem, Pennsylvania. 3

Mark Galvin Mark Galvin is Managing Director of the New Hampshire Innovation Commercialization Center, where he has overall leadership responsibility for assuring success of the Center’s mission. Mark excels in equity-based fund raising, team building, rapid growth business management, system architecture, matching technologies to emerging business needs and building and motivating channels to market. He founded and was President and CEO of PRI in Salem (acquired by Xircom in 1995), RAScom, Inc, Salem, NH (acquired by Excel Switching in 1999), Cedar Point Communications (currently operating in Derry) and Whaleback Systems (currently operating in Portsmouth). PRI, RAScom and Cedar Point were all recognized by Inc. and Entrepreneur Magazine as among the fastest growing private companies in the U.S. 4

Marc Sedam Marc Sedam, Executive Director in the University of New Hampshire Office for Research Partnerships and Commercialization, has an extensive background in intellectual asset management, licensing, and start-up formation. He currently serves as the head of the University of New Hampshire’s technology transfer office and concurrently serves as the Executive Director of the New Hampshire Innovation Research Center, New Hampshire’s only translational research funding program. Prior to UNH, Marc was the Chief Operating Officer of Qualyst, a UNC-Chapel Hill spinout which studies the impact of drug transporters on the safety and efficacy of drugs. Marc was also the Associate Director-Life Sciences for The University of North Carolina at Chapel Hill’s technology transfer office where he helped UNC become the top single university in start-up formation in He is a frequent speaker on issues relating to intellectual asset management and university start-up formation. 5

Today’s Agenda What POCs are -- and what they aren’t Where do POCs fit into university IP commercialization plans Insight into the mechanics of POC programs Understanding of the university’s role, and moving the center toward self-sufficiency Best practices for planning and launching a POC

What is a Proof of Concept Center Product-oriented research projects Grants/Seed funding Advisory services A model for accelerating academic innovations toward the marketplace Organization(s) producing high- potential technology Willingness to collaborate with external networks and groups TTO(s) to assist in the commercializa- tion process Effective program management Elements Requirements

What is a Proof of Concept Center NOT? Research facility There is no central shared lab space; each research project is performed in the funded investigators’ own respective laboratories Business incubator The center focuses on technology development rather than business creation, and in most cases the projects still reside within the academic organization. Investment fund Primary metrics include numbers of licensing deals, products launched, and jobs created rather than internal rate of return and money multiple

How and Where POCs Fit Into University IP Commercialization Plans Complement efforts of TTOs Validate potential of specific technologies within organization Fill knowledge gaps by offering commercial guidance Elicit market feedback Experienced entrepreneurs and/or potential funders affirm or re- direct development paths Create follow-on funding opportunities Academic-industry partnerships (e.g. sponsored research, licenses to established companies) New venture support (e.g. SBIR, angel/VC funding)

The Mechanics of POC Programs Request for Proposals PIs work with TTOs to submit projects Business guidance offered to PIs, who develop R&D plans Market- based selection of projects for funding Funded projects carried out: R&D and business activities

The Mechanics of POC Programs Proto to Product Revenue 12 RC Maximum Add 1/mo Stay months Proto to Product Revenue 12 RC Maximum Add 1/mo Stay months Screening Committee Screening Committee Shared Staff: HR, Finance, Sales, Marketing, Operations, etc. Shared Staff: HR, Finance, Sales, Marketing, Operations, etc. Shared Services Community Vendors University Relations Lily Pad -Mentor Network -Entre Office Hours -Executive Coaching University Business Potentials University Technology Area Business RC = Resident Company Shared Space High Growth Successful Technology Start-ups Grant Application

The University’s Role Give its “blessing” to the POC – A trusted source of commercialization assistance Provide guidance and limitations on appropriate projects – Map opportunities to the skills of the POC Facilitate big picture funding opportunities – i6, EDA grants require university partner and match

The TTO’s Role Create model agreements for the typical interactions – SRA, Option, License, CRADA – Saves time and manages expectations Understand economic development job creation and royalties may not go hand in hand at the start Assist POC in capturing the University culture to maximize opportunity

Managing the Move Toward Self-Sufficiency POCC University Resident Companies Equity/License/Royalties Initial Formation Funds Equity Services to Resident Companies Commercialization Portfolio Access Not-for-profit University/Private Board 5-6 Staff and up to 12 Resident Companies –Successful high-growth startup experienced project staff –Economic development funding –Resident experts in leveraging University resources –Savings on infrastructure costs and hassles –Considerable PR of success stories creating regional and national branding –Participation from top research faculty and graduate students –Access to cooperation on Federally funded grant programs and grant funded IP –Equipment and Facilities –Business/Engineering Interns –Rapid growth entrepreneurial programs –Business Plan Competitions –Future Employees Federal Grants Medical School Engineering School Business School Licensing Office POC Leverage University Leverage

Best Practices For Planning and Launching a POC Conduct primary market research Use “gold standard” bench-marks… …But do what makes sense in your situation Develop communities and promote co- ownership by multiple stakeholders Make the process transparent and straightforward Observe, validate, and refine

Questions? Please utilize the public chat box located at the lower portion of your screen

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