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The Academia-Industry Marriage: How to get the I do!

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

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The Academia-Industry Marriage: How to get the I do!

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  1. The Promise of Innovation The Academia-Industry Marriage:How to get the I do! Montserrat CapdevilaDirector 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. What does the industry want? • To feed their R&D pipelines. • Cutting-edge technology. • Better targets/biomarkers. • Increased R&D productivity. • Knowledge of diseases.

  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: • IP Landscaping: What is the industry filing on? • Could help you identify their areas of interest. • Patent Landscaping: What is issued? • Tells you what they are or might be developing. • Opportunities due to “freedom-to-operate.” • 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. Univ. – Industry Recent Deals

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

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

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