1. 1 Charlie Campion Technology Development Manager, Biosurgery R&D, Baxter Healthcare Corp. ApaTech as an example of how “academia / industry partnerships” can overcome barriers to commercialization of regenerative medicine products TERMIS 2012 Vienna, 7 th September 2012

2. 2 Since the acquisition in 2010, ApaTech products have formed part of the Biosurgery portfolio at Baxter ACTIFUSE ABX ACTIFUSE MIS ACTIFUSE SHAPE ApaTech specializes in developing and manufacturing synthetic bone repair products for the global orthobiologics market ACTIFUSE GRANULES/ MICROGRANULES ACTIFUSE EZ-PREP

3. 3 Barriers to Market Entry There are many challenges which new companies face when entering the healthcare market Development Funding Sales & Distribution Regulatory Complexity Surgeon Advocacy Time to Product Launch Manufacturing Capacity

4. 4 Rapid growth Although not the only success factor, academic partnerships have been fundamental to growth at ApaTech Award-winning sales growth 180% yr/yr 2006-2009 Publications Capacity expansion 1L : 1600L upscaling factor in 7 yrs Process experts Portfolio development 5 new products in 5 years Research data Investor confidence £32.5M of funding in 7yrs (3 rounds) Prestige

5. 5 Materials Processing Ageing Surface Science Humanities Biomedical Materials Earth, Planetary, Space and Astronomy Nanotechnology ApaTech has academic roots: ApaTech was founded in 2001 as a spin-out from the IRC, Queen Mary, UoL In the 1990’s the UK government funded specialised centres of research to promote the growth of UK research and manufacturing

6. 6 Formed in 1991 Professor Bill Bonfield £10 million funding Multi-centre approach: Institute of Orthopaedics at UCL IRC Biomedical Materials There was an established pedigree for bone research within the centre which ApaTech were able to leverage in the early days of commercialisation

7. 7 7 University of London – IRC in Biomedical Materials  Bone functions as a mineral reservoir for the body  Porous bone graft substitutes comprised of thermally transformed Bovine and Coralline Hydroxyapatite were already in clinical use for bone grafting Research Questions:  Do low-level ionic substitutions play a role in the biology of bone repair?  What is the role of a bone graft substitute’s structure in the biology of bone repair? A multi-disciplinary approach was applied to the common research goal of the IRC : how can we develop superior synthetic bone grafts?

8. 8 Professor Iain Gibson BSc (Hons), PhD − Ionic substitutions − Metabolic role of minerals in bone − Further increase in cellular response Do low-level ionic substitutions play a role in the biology of bone repair? Professor Gibson now has a chair at University of Aberdeen where his research is based on guiding cell behaviour during tissue repair and wound healing, using physico-chemical guidance cues

9. 9 Dr Karin Hing CEng, PhD, BSc, MIMMM, FRMS − Foaming ceramics − Porous HA − Increased cellular response What is the role of a bone graft substitute’s structure in the biology of bone repair? Dr Hings’s research group at QM is now engaged in physico-chemical and hierarchical 3-D structural characterisation of bone grafts, the study of protein interactions, cell response and chemotaxis

10. 10 ApaTech continued to expand it’s network of academic partners throughout the UK & across the Globe

11. 11 ApaTech used a variety of mechanisms to partner with academic research centres Academic Research Centre PhD Studentships Consultancy Contracts Contract Services Student Award Sponsorship MSC student Funding Undergraduate Project Mentoring Symposia Sponsorship IP Purchase agreements

12. 12 ApaTech continue to leverage subject matter expertise in Academia to get products to market Portfolio development 5 new products in 5 years Reg. Data * Data for the period between 1 st round funding up to Baxter Healthcare acquisition (2001 – 2010)

13. 13 ApaTech continue to leverage subject matter expertise in Academia to develop product pipeline Portfolio development 5 new products in 5 years Reg. Data * Data for the period between 1 st round funding up to Baxter Healthcare acquisition (2001 – 2010)

14. 14 ApaTech continue to use their academic pedigree to provide robust mechanistic data to support sales Award-winning sales growth 200% yr/yr 2007-2009 Publications * Data for the period between 1 st round funding up to Baxter Healthcare acquisition (2001 – 2010)

15. 15 Summary ApaTech was founded in Academia and was able to leverage its pedigree to keep investors on-board. ApaTech continued to partner with Global academic centres to reduce time-to- market whilst building a robust scientific story around the commercialised technology. The way forward: ApaTech have demonstrated there are a number of mechanisms by which Industry can interact with Academia in order to minimise the impact of barriers to market, whilst developing the next generation of scientific advocates for the commercialised technology.

16. 16 Acknowledgements − Professor Heinz Redl for my invitation − The co-founders of ApaTech and the investors who believed in them − All Academic research centres ApaTech have collaborated with since commercialisation began in 1999