The Academia-Industry Marriage:

How to get the I do!

The Promise of Innovation

Montserrat CapdevilaDirector of Sales, Marketing,

and International Relations Johns Hopkins Technology Transfer

• 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?

• To feed their R&D pipelines.• Cutting-edge technology.• Better targets/biomarkers.• Increased R&D productivity.• Knowledge of diseases.

What does the industry want?

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

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.

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.

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!

JHTT’s Industry Relationship Building Toolbox

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.

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.

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

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.

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!

University Pharma Deal Size FocusUCSF PFIZER $85 million

(2010) Drug Discovery

FrenchUniversities SANOFI-AVENTIS

$70 million(2010)

Aging, Infectious Diseases, and Stem

Cells

Harvard GLAXOSMITHKLINE $25 million(2008) Stem Cell

Washington University

(St. Louis)PFIZER

$23 million(2010)

Small Molecule Drugs

Harvard/MGH ROCHE $20 million(2010)

Cardio Drug Screening

Univ. – Industry Recent Deals

TechnologyCommercialization

Start-Up Ventures

Material Transfers Agreements

Sponsored Research

Core Facilities

Research Parks

Thank You

This webinar is sponsored by Merrill DataSite – The Secure

Virtual Data Room Solution for the Life Sciences Industry