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Further Supporting Materials for Commercialisation Strategy Isis Innovation analysed the project entitled “Zinmed Vietnam JSC” originating from LIF Fellow, Chu Duc Hoang from Zinmed, Vietnam in terms of its long, medium and short-term commercialisation potential. The invention is a treatment management application for diabetics. It provides news and automatic healthcare tracking tools via a smartphone and wearable device and includes appointment management service linked to doctors, clinics and hospitals.

This note is the supporting materials pack to assist the Fellow in her commercialisation strategy.

I. Information requested by the Fellow

Chu Duc Hoang and his team would like to receive information on the potential global market, which he would like to target for the commercialisation of her technology. In particular, the Fellow wished to identify the potential customers, the countries where the market is most active and the way to derive a successful sales strategy. The patents for the invention have entered the PCT stage and the territories selected for protection were the US, Germany, Japan, India and China.

This note covers:

1. Strategic marketing support; and 2. A list of companies (potential partners/B2B users)

II. Strategic Marketing Support

This technology is targeted towards countries that see poor diabetes education, poor diabetic control and poor access to specialist diabetes clinicians, e.g. Vietnam. However, whilst the software might benefit from copyright protection the overall package of support could be replicated by a competitor. IE suggests that it could be a better way to commercialise the product by collaborating and partnering with a major player in the field, preferable, a large international company. Such an organisation could be manufacturers of insulin (e.g. Eli Lilly) or manufacturers of glucose testing equipment (e.g. Sanofi). IE provides a few lists of companies in each sector and suggests that the Fellow approaches the companies in all groups and gathers the feedback from the industry on which group is most appropriate for the given technology and which sector, which generate the most interest.

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The best way to gauge the interest from the industry sector is to carry out the primary research. IE suggests that the Fellow creates a small 1-page technology profile, where the technology description, its capabilities and advantages are clearly outlined and provide the information on the IP held and the data supporting the efficacy of the technology. The next step would be to contact each company identified as a potential partner in tern and market the technology to the potential partner company as a licensing opportunity. The information gathered would enable the Fellow to develop a clear understanding of the market niche and the customer requirements in his field and prepare the pack of documents necessary for the next step which could be the licensing agreement if the industry feedback is positive or the R&D strategy if the feedback was negative. However, it must be noted that the large international player would be able to sell the product outside Vietnam; and it would be advisable for the company to licence the technology to the international player for commercial exploitation abroad. Other organisations, potentially interested in the given technology include government organisations, global insurance and re-insurance companies and, particularly, the large companies operating in the growing field of wellness and population health management. To market the technology to international markets it would be necessary 1) to provide multiple language capability and support and 2) to demonstrate that the cost of treating diabetic complications could be reduced by the use of the technology.

III. Potential partners/manufacturers

Manufacturers of insulin: Piramal Healthcare, Novo Nordisk India Pvt. Ltd, Sanofi Aventis, Abbott India Ltd, Torrent Pharmaceuticals Ltd, USV Ltd, Nicolas Piramal India Ltd, Cadila Pharmaceuticals Ltd, Eli Lilly and Company (India) Pvt. Ltd, Cardiovascular (Ranbaxy Laboratories Ltd), Biocon (India) Ltd, Aventis Pharma Ltd, Shreya Life Sciences Pvt. Ltd, Wockhardt Ltd., Sarabhai Piramal Pharmaceutical

Manufacturers of glucose testing equipment: 77 Elektronika Kft., Abbott Diabetes Care, Inc., Accruex Biomedical Pvt. Ltd, Acon Laboratories, Inc., AgaMatrix, Inc., AiMedics Pty Ltd, A. Menarini Diagnostics S.r.l., Apex, Biotechnology Corp., Arkray, Inc., Aventir Biotech, LLC, Bayer HealthCare LLC, Diabetes Care, Bionime Corporation, Biopeak Corporation, BodyTel Europe GmbH, Calisto Medical, Inc., Cyber Medical Ltd., Cybiocare, DexCom, Inc., Diagnostic Devices, Inc., DIRAmed LLC, Echo Therapeutics, Inc., Eumed Biotech

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Co., Ltd., Eyesense GmbH, F. Hoffmann-La Roche AG, Fora Care Inc., Freedom Meditech, Inc., GlucoCom, GlucoLight Corporation, Glucoplus Inc., GlySens Incorporated, Grove Instruments Inc., HealthPia USA, Home Diagnostics, Inc., IN4 Technology Corporation, InLight Solutions, Inc., Integrity Applications Ltd., Intuity Medical, Inc., i-SENS, Inc., Lein Applied Diagnostics Ltd., LifeScan, Inc., LighTouch Medical, Inc., Luminous Medical, Inc., Medtronic Diabetes, National Diagnostic Products Pty. Limited, Nova Biomedical Corporation, OrSense Ltd., Panasonic Shikoku Electronics Co., Ltd., PreciSense A/S, Sensors for Medicine and Science, Inc., Sensys Medical, Simple Diagnostics, Solianis Monitoring AG, Standard Diagnostics, Inc., Teco Diagnostics, Tyson Bioresearch, Inc., US Diagnostics, Inc., VeraLight, Inc., Visual Pathways Inc., VivoMedical, Inc., Ypsomed AG

Smaller players in the field and examples of their products could be found here: http://www.medicalexpo.com/medical-manufacturer/blood-glucose-meter-607.html

Insurance companies: United Healthcare, Kaiser Permanente, Aetna, Humana, Signa, Bupa, Aviva Health Insurance, AXA PPP Health Insurance, Blue Cross, Blue Shield, Allianz, Wellpoint Inc. Group, Centene Corp, HIP Insurance, HCSC Group, Highmark Group, Ping An,

Re-insurance companies, providing health insurance and re-insurance: Munich Re, Swiss Re, Hannover Re, SCOR, ParterRe, General Insurance Corporation of India, China Reinsurance Corp., RGA Re

Wellness/Population Health Management companies: Discovery Vitality, Cerner, OptumHealth, McKesson Corporation, Verisk Health Inc., Health Catalyst LLC, WellCentive, Inc., Almeda, Conifer Health Solutions, LLC, IBM Corporation, i2i Systems, Inc., Healthagen, LLC, WebMD.