8/8/2019 TEAM2 Final Presentation ESA

1/16

CEMS-ESABlockSeminar2010

"TurningTechnologyintoBusiness

JosAlfredoCRUZMartaNARDIN

Sebas8anSCHAEFER

SzilveszterBUKOVSKY

VanessaKIKKO

August27,2010

8/8/2019 TEAM2 Final Presentation ESA

2/16

1.ProductIdea2.ManagementTeam3.MarkeDng4.BusinessSystem5.

Finance6.Risks

TableofContent

8/8/2019 TEAM2 Final Presentation ESA

3/16

1.ProductIdea

TheProblems.

-ImpreciseSimula8onTools-Malprac8cecases

-Lawsuitcosts

TheSolu8on.

Advantagesoftheexoskeleton:

-ForceFeedback

-Preciseness

-Samehardware,differentsoware

-Adaptability

-Differentscenarios

SurgeryTrainer

8/8/2019 TEAM2 Final Presentation ESA

4/16

2.ManagementTeam

-ManagementTeamwithdifferentbackgrounds-Differenttasksandfunc8ons-Hirethreeengineers(soware,hardwareproduc8on,management)

JoseCruz CEO

MartaNardin DirectorofHR

VanessaKikko COO

SzilveszterBukovszky CFO

Sebas8anSchaefer Chairman

8/8/2019 TEAM2 Final Presentation ESA

5/16

3.MarkeDng

-Healthcareisamul8billiondollarindustry.Top5MedicalEquipmentManufacturers:

-CardinalHealth,Johnson&Johnson,St.JudeMedical,BostonScien8ficCorpora8onandMedtronic.

CompaniesproducingMedicalSimula8on:

-CAE,MSRandSimulab

Market&Compe99on

8/8/2019 TEAM2 Final Presentation ESA

6/16

3.MarkeDngTargetMarket

Bestmedicalschoolsintheworld.

Why?

-Interestedinhightecheduca8on-Resources(budget)-OpportunityofCollabora8on(Research/Feedback)-OpinionLeadersPoten8alMarketGrowth:

-Allothermedicalschoolsintheworld-Othersectors(eg.bombdetona8ons)

8/8/2019 TEAM2 Final Presentation ESA

7/16

3.MarkeDngMarke9ngStrategy

Product

GuaranteetheExclusiveLicenseeApplyforthesowarepatentUSandEUOffices

Price

Hardware:smallprofitSoware:highmargins11firstconsumers:FreeSoware

Place

TopMedicalSchoolsHarvardUniversityUniversityofPennsylvaniaCambridgeUniversity

Promo9on

SpecializedMagazines/FairsDirectChannel11firstconsumers

8/8/2019 TEAM2 Final Presentation ESA

8/16

4.BusinessSystem

2010:

WinCEMSbusinessplancompe88on

LicensingagreementwithAndrSchieles

AcceptancetoESAincubator

2011:

Firstversionofvirtualrealityheartsoware

Partnershipwithtopmedicalschool

Firstroundoffinancing(universitypartnershipandgovernmentgrants)

Adapta8onofexoskeletonformedicaltrainingpurposes

PatentsowareintheUSA

Milestone

8/8/2019 TEAM2 Final Presentation ESA

9/16

4.BusinessSystem

2012:

Smallseriesproduc8onwithassemblycontractor

Firstsalesofexoskeleton

Commercializa8onoffirstorganheartsoware

Secondroundoffinancing(OpenSkyFund,subsidizedloans)

StartdevelopmentofkidneysowareOpensalesofficeintheUSAandAsia

2013:

Firstposi8vecashflow

Producesecondseriesofexoskeletons(40pieces)

Break-evenpoint

2014:

Producethirdseriesofexoskeletons(100pieces)

Startsowaredevelopmentoflung,liverandteeth

Startrepayingdebt

Milestone

8/8/2019 TEAM2 Final Presentation ESA

10/16

4.BusinessSystem

Research&Development

-R&Disneededintwoareas:sowaredevelopment&engineering

-CTOneedstobehiredanwilldirectlyreporttoCEO

-R&Dincoopera8onwithourfirstcustomer

Produc9on

-DuringStartupPhase:onlyPrototypesandsowaredevelopmentneeded

-Firstprototypeproducedaccordingtotherequirementsofthefirstcustomer

-Fromyear3on:outsourcedserialproduc8onMarke9ng&Sales

-Successofventureheavilydependsoncoopera8onwithoneofthebestmed

schools

-CEOCruzandCOOKikkohandleMarke8ngandSalesduringStartup-Phase

-Fromyear3on:salesofficeswillbeopenedindifferentregions

8/8/2019 TEAM2 Final Presentation ESA

11/16

4.BusinessSystemService

-Businessmodeldependsheavilyoncoopera8onwithmedicalschools

-Thereforeserviceisatthecoreofourbusiness

-Anycustomerfeedbackwillbeimmediatelydealtwith-Asventureexpandsandsalesofficesopenservicetechnicianswillbe

employedinthedifferentregionsCorporateCulture

-Ini8almanagementteamhassimilareduca8onalbackground

-Differentpersonalbackgroundscomplementeachother

-Strongbelieveinprojectisneeded-Commitmentandreciprocalinterdependencywillleadto

collec8vis8cenvironment

Distribu9on

-Distribu8onandlogis8csnotatthecoreofbusinessmodel

-Hardwarecanbeshippedwithanyreliablelogis8cscompany

-Whenproduc8onisoutsourcedthecontractorhandlestheshippingaswell-ExoskeletonwillalwaysbeinstalledofaHandsOnmechatronic

8/8/2019 TEAM2 Final Presentation ESA

12/16

5.Finance

0

500,000

1,000,000

1,500,000

2,000,000

2,500,000

Year1 Year2

Euros

SourcesofFundraising

Governmentloan

Venturecapital

UniversityR&Dsoloan

UniversityR&Dinvestment

Govermentsubsidy

Equity

- Company valuation of 48.8 Million in 5 years- 93% annual ROI for VC capital injection- 43% annual ROI for Univesity R&D partnership

8/8/2019 TEAM2 Final Presentation ESA

13/16

5.Finance

0

5,000,000

10,000,000

15,000,000

20,000,000

25,000,000

30,000,000

Revenue ProfitSoware

Exoskeleton

0

5,000,000

10,000,000

15,000,000

20,000,000

25,000,000

30,000,000

Costs

Salaries

Licensing

R&D

Produc8on

costs

Distribu9onofrevenuesandcosts

8/8/2019 TEAM2 Final Presentation ESA

14/16

6.RisksBusinessRisk Impact Likelihood RiskMgmt.Strategy

andMonitoring

Levelof

prepara9on

Asimilar

productalready

exist

MedicalSchools

noteagerto

change

High Acompe8tor

analysisandagood

marke8ngstrategy

High

Patentalready

granted

Nomorechanges Medium Useeverything

includedinallpossibleways

High

Alotofmoney

investedand

insufficientcash

flow

Noliquidityatall

andlossofmoney

and8me

Medium Averywelldone

budget

Medium

Slowsowaredevelopment

Companynotabletoproduceitall

on8me

High Specificaen8ontoR&Ddepartment

Low

8/8/2019 TEAM2 Final Presentation ESA

15/16

6.Risks

-5,000,000

0

5,000,000

10,000,000

15,000,000

20,000,000

25,000,000

Year1 Year2 Year3 Year4 Year5

Euros

Scenario-dependentprofits

Op8mis8c

Realis8c

Pessimis8c

8/8/2019 TEAM2 Final Presentation ESA

16/16

THANKYOUFORYOURATTENTION