Business Experiments in GRID

Exploitation Plan for BE25

BEinEIMRT

CESGAJune 2009

Business Experiments in GRID2

Contents

1. Background

2. Service

3. Target customer and target market

4. Competition

5. Distribution and promotion strategies

6. Value network

7. Alliances and partnership

8. Implementation calendar

9. Pricing strategy

10. Financial aspects

11. Legal Aspects

12. Conclusions


Background

• Business sector: Health and Radiotherapy• Needs:

– Verify/improve quality of the treatments– The hospitals have to reduce costs– Reduced number of radiotherapists and very busy– Monte Carlo is a must for the future. But needs a lot of

computing.• Example:

– Verification:

• NOW: Stop LINAC/Make Measurements/Validate Measurement. Expensive

• FUTURE: Virtual verification. Faster, cheaper and simpler.– Optimization:

• NOW: Several days for ONE IMRT treatment plan• FUTURE: Less than half day


Service

e-IMRT is SaaS Verification service Optimization service

Innovation: Remote computing New Monte Carlo Linac commisioning Verification with 3D gamma maps Easy interface Flexibility New business model in radiotherapy


Target customer & Target market

RT Centers in EU

0 50 100 150 200 250

Luxembourg

Malta

Republic of Slovenia

Cyprus

Estonia

Latvia

Lithuania

Denmark

Finland

Republic of Ireland

Bulgaria

Portugal

Austria

Hungary

Slovak Republic

Romania

Sw eden

Netherlands

Belgium

Poland

Czech Republic

United Kingdom

Spain

Italy

France

Germany

Co

un

try

Number of Centers

There are 6214 radiotherapy centers in the world, with 7168 Linacs and more than 6000 TPS European Union: 980 radiotherapy institutions Other countries: USA (1870), China (981) and Japan (842) First customer: Spanish hospital


Target customer & Target market


Competition


Distribution and promotion strategies

Distribution.

Direct selling White brand

Promotion

Open sourceTechnical conferences (ESTRO, World

Congress, etc) and journalsDirect targeted marketing (Meixoeiro,

Herlev)Demo version (free) and video on Internet


USP

Monte Carlo at your finger tips. Effectiveness and quality of the final treatments. More productivity, have more time for other patient care. Let the system do some of the work for you. Secure and trustworthy The personal data of your patients will NEVER be outside

your institution. Very easy of use because uses the same navigator as you

use. You do not have to change your current TPS. We will work

with it. No software installation or maintenance. No initial investment: you only pay for as much as you

need.


Value network

End UserApplication

Provider

ResourceProvider

Tech. Provider

Service

Payment

Validation

Multiplicator

Know-how

Grid Service

Technology


Alliances and partnerships

Hospitals for testing The accelerator manufacturers (as Varian) Software providers (as BEAMnrc) Hardware and Grid providers (CPU cycles on demand) Treatment Planning Systems providers


Implementation calendar

AT CESGA

Spin-off

?


Financial aspects: pricing strategy

e-IMRT as remote service.

Pay-per-use model Price per treatment in verification

(100€/treatment)Price in units for optimization (100€/unit)

Hospital annual fee Added value services

DeploymentTraining


0,0100,0

200,0300,0

400,0500,0

600,0700,0

800,0900,0

1 2 3 4 5

YEAR

k€

Revenues

Costs

Financial Aspects

Break even point

Y1 Y2 Y3 Y4 Y5

EBITDA % -90% -68% -99% 117% 241%

ROI -277% 182% 72% 1721% 115%


Legal Aspects

Software licenses– BEAMnrc. Negotiating

– MCDOSE. Denied. Need replacement

– BEinEIMRT software. Will be open source soon.

No patent or other IP Legal agreements with customers Agreements with CPU providers Outsourcing billing and taxes management No health and personal data handled Legal regulation: 2007/47/EC which modifies 93/42/EEC CE Mark, FDA Clearance. No mandatory but convenient. ISO 9001:2008 Certification


Conclusion

Proof-of-concept is valid Start at CESGA soon. Externalize asap Business could be profitable in three years Still work to do Strong competitors Big and complex market R+D is a must for new company Legal regulation is a high barrier

© BEinGRID Consortium

THANK YOU

Any questions?