2012 IN³ Medical Device 360° Agenda

7:00 - 8:00 PM

Pre-Conference Workshop: Intellectual Property's Role in Start-Up Valuations

Hosted by UBM TechInsights

UBM TechInsights will cover two case studies that enabled startups to leverage their Intellectual property position to improve end results and shorten the fundraising process.

Discussion points include:

• • Review cost-effective strategies start-ups employ to lower risk to strategic corporate and VC investors and increase valuations.
• • Strategic corporate investment IP influence: Utilizing patent landscapes to identify portfolio gaps relative to competitors and targeting investments in start-ups to fill these gaps.
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• Bill Betten, Senior Technical Advisor, UBM TechInsights
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8:10 - 8:40 AM

Keynote Presentation: How Medtech Companies can Leverage Social Media

Medical device companies can take advantage of new digital communication avenues to benefit their customers and patients. Our keynote speaker discusses how social media is revolutionizing the way medtech companies engage patients, hospitals, physicians and other customers.

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• Robert Pearson, President, W2O Group
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11:20 - 12:10 PM

Strategic ViewPoint Panel: What Big Companies Want to See in a Start-Up Before Buying

Ultimately, all large device companies want to drive growth. Strategics share their insights on deal flow and strategic focus.

Discussion points include:

• • Why the pace of acquisition might be on the rise?
• • Where do large corporations see the greatest opportunity for growth?
• • What questions should start-ups have already answered before approaching a potential buyer?
• • When will buyers move to buy a company even without revenue?
• • How do corporate venture investments and partnerships influence the decision to buy?
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• David Cassak, VP of Content, Elsevier Business Intelligence (moderator)
• Steve Levin, Editor-in-Chief, Elsevier Business Intelligence
• Don Haut, SVP Strategy and Business Development, Smith & Nephew Endoscopy
• Peter K. Stebbins, Vice President, New Business Development, DePuy Mitek and Codman, Johnson & Johnson
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6:30 - 7:30 PM

Special Evening Session: Top 10 Value Drivers Strategics Look for in Pre-Revenue Startups

Medical device companies seeking transactions are moving away from a shot-gun to a strategic approach. Any proposed acquisition or licensing opportunity for a product and/or technology must support the overall corporate strategy, benefit the corporation in achieving its short and long term goals, drive revenue growth and bottom-line performance and secure buy-in from the leadership team (and possibly the corporation's Board of Directors).

Revenue-generating acquisitions will continue to be preferred by medical device companies as they seek to grow sales, diversify product portfolios and protect margins in a very challenging health care environment. However, 61% of companies acquired in 2010 had no revenues – and the percentage of pre-revenue start-up's acquired actually dropped in each of the previous three years (2009, 2008 and 2007). Corporations have clearly raised the bar and become more highly selective in their pursuit of pre-revenue companies/technologies.

What specifically are medical device acquirers or licensors "looking for" in pre-revenue companies? Aside from advancing their own growth strategy, three "must have's" are typically at the top of a prospective partner's list of requirements -- innovation, market access, and a knowledgeable and passionate leadership team. This in-depth session looks at a strategic buyer's transaction process. Learn how prospective buyers review deal opportunities and how you can best position your company and technology with each prospective buyer.

Discussion points include:

• • What deal opportunities are strategics seeking?
• • Top take-aways and lessons learned on how to prepare your company and technology for acquisition or licensing.
• • Which strategies must be developed early and which risks must be mitigated pre-deal.
• • What metrics are important to strategic buyers?
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• Don Urbanowicz, Principal, Urbanowicz Consulting, LLC
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9:30 - 10:30 AM

VC Panel Discussion:

Medtech Investing: Hear What It Takes to Get a VC to Say Yes

Despite the dire headlines, venture capitalists still are investing in medtech start-ups, even early stages. In this interactive panel, investors share their insights on the pitches to which they can't say, "No."

Learn:

• • Where are VCs investing and co-investing?
• • Who should you be talking to about strategic partnerships?
• • What markets should you be pursuing?
• • How should your company be structured?
• • Where else should you be looking for capital?
• • When should you start talking to the FDA and CMS?
• • Why would a VC say yes to your deal?
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• David Cassak, VP of Content, Elsevier Business Intelligence (moderator)
• Steve Levin, Editor-in-Chief, Elsevier Business Intelligence
• Gregory Brown, MD, Founding Managing Director, Cowen Healthcare Royalty Partners
• Paul LaViolette, Venture Partner, SV Life Sciences Advisers, LLC
• Terry McGuire, Co-founder and General Partner, Polaris Venture Partners
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