1. The Academia-Industry Marriage: How to get the I do! The Promise of Innovation Montserrat Capdevila Director of Sales, Marketing, and International Relations Johns Hopkins Technology Transfer

2. An accelerated technology transfer and commercialization process. – To get technology to the marketplace through industry. – Increased license and research revenue. to Hopkins More entrepreneurial activity with faculty. – Need the skills to deal with industry. – Need to understand the tools/barriers to forming start-up companies. To attract industry partnerships. What does a TTO want?

3. To feed their R&D pipelines. Cutting-edge technology. Better targets/biomarkers. Increased R&D productivity. Knowledge of diseases. What does the industry want?

4. What are TTOs offering? Faculty! IP & Research Tools -Licensing MTAs Sponsored Research Research Collaborations – Applying for grants together: SBIRs, STTRs, DOD, EU, State Funding Core Facilities New Models Translational Centers Translational Funds Through RFPs

5. TTO’s Dilemma Need to find the right contact in industry, and keep it! Find the industry’s “Internal Champion.” Match the technology dockets to pipelines and research areas. Follow-up and receive feedback on opportunities. Keep faculty happy. Make the deal.

6. The Changing Game for TTOs Past: Great medical technology available principally in the U.S. U.S. was the principal market for drug/device development (largest single market). FDA – Gold standard for regulatory approval. Today: Great technology available globally (Israel, Singapore, Germany). Europe – faster development time for drugs/devices. EMEA is becoming increasingly more important. Issues: U.S. universities need to market technologies/capabilities globally and more aggressively.

7. How to Get Better Access to Industry Faculty – Can open doors with industry. – Best partner but not the only partner. – Industry wants to pick their brains-KOL. Partnering Conferences – A way to get in the door and gain intelligence. – Helps to track industry turnover. Economic Development Orgs and Embassies – Every state and embassy has a “bio” economic development office. – Can help identify and open doors to the right companies. – Its their job, so it’s free!

8. JHTT’s Industry Relationship Building Toolbox

9. LinkedIn Allows you to identify the right person in a company. Allows you to track their movement. Allows you to build a BD network. Attract attention of industry. technology scouts through “group” postings. Helps prepare for biopartnering meetings. Faculty are on LinkedIn! Can help you leverage their contacts.

10. Demand-PULL The more you give industry what they are looking for, the more you get their attention. Montse’s Matchmaking Trifecta: 1.IP Landscaping: What is the industry filing on? Could help you identify their areas of interest. 2.Patent Landscaping: What is issued? Tells you what they are or might be developing. Opportunities due to “freedom-to-operate.” 3.Pipeline Landscaping: What is the industry currently developing? Tells you how to fill-in their pipeline holes.

11. Industry Boards Center for Biomedical Design and Innovation – Engages industry to work with students. Johns Hopkins Alliance for Science and Technology – A day-long event focused on educating faculty and providing feedback. Johns Hopkins Technology Commercialization – Out of the school of engineering, helps vet inventions. – JH Alumni sit as board members

12. Sales Programs Deals on Wheels – JHTT on the go! – In partnership with economic development organizations. Company Days – Company Specific – A day of one-on-one meetings with Hopkins inventors from a specific department or research center. In-House Partnering Events – Many Companies – A day of one-on-one meetings with JH inventors from all schools.

13. Final Thoughts Industry is open to creative academic collaborations. Industry scouts need your help; help them help you! LinkedIn and Salesforce: Great tools that can help you build your business intelligence database. Door Openers: Use them!

14. UniversityPharmaDeal SizeFocus UCSFPFIZER $85 million (2010) Drug Discovery French UniversitiesSANOFI-AVENTIS $70 million (2010) Aging, Infectious Diseases, and Stem Cells HarvardGLAXOSMITHKLINE $25 million (2008) Stem Cell Washington University (St. Louis) PFIZER $23 million (2010) Small Molecule Drugs Harvard/MGHROCHE $20 million (2010) Cardio Drug Screening Univ. – Industry Recent Deals

15. Technology Commercialization Start-Up Ventures Material Transfers Agreements Sponsored Research Core Facilities Research Parks Thank You

16. This webinar is sponsored by Merrill DataSite – The Secure Virtual Data Room Solution for the Life Sciences Industry