1. UW APL & CIE Invention to Start Up Jack Gallagher Pierre Mourad

2. Agenda How We Got Started University Resources Intellectual Property Building a Team Business Plan Funding Sources Research Process & Evolution Research Concept Findings Questions

3. How We Got Started Random meeting with Allez PhysiOnix Started research at UW in August 2003 (WTC Grants) Negotiated exclusive license to UW technology (Tech Transfer) First patent published in 2005 (Tech Transfer) Funding from founders, private investors (Angels & Venture Capital), WTC research grants, NIH Phase 1 and 2 SBIR grants

4. University Resources Applied Physics Laboratory Department of Neurological Surgery Schools of Dentistry and of Public Health Office of Technology Transfer Washington Technology Center (WTC) Washington Research Foundation (WRF Capital)

5. Intellectual Property Get a good patent attorney Extensive review of 500 patents before started Patent filed November 2003 (published May 05) Additional patents filed in 2006

6. Building a Team Start with Technical Types Build & prove out technology Need 1 Business / Marketing Type Build vision of future, negotiations, legal work, fund raising Start part time; eventually convert to full time

7. Business Plan How big is the market What is your reason for being i.e. competitive advantage What is your anticipated market share Projected pricing Estimated spending by year Planned exit (Sale, IPO) Capital requirements by year Fund raising strategy

8. Funding Sources Need a strategy Founders Washington Technology Center (WTC) National Institutes of Health (NIH) Angels Venture Capital

9. Research Process

10. Evolution of Research 2004-2006 Optimize Parameters: what is the optimal technology design? 2006-2007 External Testing: independent confirmation of safety & effectiveness Internal Testing: what are the primary benefits? 2005-2006 Concept Testing: does the concept deliver a benefit? 2003-2004 University of Washington WTC Grants Univ. of Wash. & Ultreo NIH SBIR Phase I Grant Ultreo, Inc. NIH SBIR Phase II Grant Ultreo, Inc. & Universities NIH SBIR Phase II Grant

11. pierre’s turn

12. some details of the research What is old, and how and what old does What is new, and how and what new does More of what new does Summary statement of some partnering lessons I’ve learned

13. manual brushes manual brushes move several times per second and clean only at the point of bristle contact

14. power brushes power brushes move their bristles several hundred times per second and clean primarily at the point of bristle contact, in a manner vastly more efficient than manual brushes.

15. power brushes However, even the best power brushes still leave behind significant amounts of plaque in your mouth, much of it in areas where the bristles don’t contact. www.studentbmj.com/issues/00/10/education/369.php

16. Therefore, the world needs an even better toothbrush.

17. here it is.

18. what is special about the Ultreo we’ve added optimally configured and delivered ultrasound to a power toothbrush foundation.

19. what is special about the Ultreo the Ultreo’s bristles scrub on time scales similar to that of other power toothbrushes - hundreds of times a second. Thanks to the ultrasound- activated bubbles, the Ultreo also removes plaque bacteria where the ultrasound and dental slurry intersect, including where the bristles may not reach.

20. a sense of gentleness

21. some of our earliest prototypes

22. we’ve come a long way a testimony to the initial vision, the initially applied resources and alacrity of SAP/APL/Neurosurgery/Pediatric Dentistry/Periodontology/Public Health, and the subsequent and considerable effort and expertise utilized at Ultreo, along with continuing efforts of UW. vs

23. so, does it work?

24. ultrasound from a stationary brush rapidly removes a ‘line’ of plaque bacteria. Artificial teeth with bacteria dyed pink before (left) and after (right) application of ultrasound without bristle contact. Discrete bacteria colonies along a band stretching from lower left to upper right were removed by the ultrasound activated bubbles, in a shape corresponding to the shape of ultrasound emitted from the face of the stationary brush head.

25. plaque bacteria removal via combined sonic & ultrasound processes Artificial teeth with bacteria dyed pink before (left) and after (right) treatment with a sonically vibrating brush head that emitted ultrasound in the presence of sonically produced bubbles, 2-3 mm from the artificial teeth. Discrete bacteria colonies were reduced or removed across the entire tooth surface after only 5 seconds of application of the prototype.

26. sonic & ultrasound versus sonic only Artificial teeth with bacteria dyed pink before (above) and after (below) treatment with (AA’) a sonically vibrating brush head that emitted ultrasound in the presence of sonically produced bubbles or (BB’) a popular power toothbrush, each acting 2-3 mm from the artificial teeth. Bacteria were removed across the entire tooth surface after only 5 seconds of application of the prototype.

27. So, does it work? yes!

28. partnership lessons assuming sufficient technical skills, it is the character of the people with whom you work that matters the most. start your research with the clinical problem in mind. be open to new perspectives and to new knowledge. appreciate the opportunities afforded by serendipity and be willing to act, quickly!, in response to those opportunities. surround yourself with (interdisciplinary) people who sufficiently interact and are open to the fruits of those interactions. make sure your environment facilitates and nurtures those interactions.

29. Questions?