Partners – who are they?
4
• Manufacturing / build / component suppliers
• Technology partners
• Channel (S&M) partners
• Strategic partners
• Co-everything (development, branding, etc.)
Keep asking yourself:
Why do I need this partner? How can we keep it valuable to both sides? How is this going to change with time?
Partners – Key Suppliers
5
• Outsource suppliers
• Backoffice, supply chain, manufacturing
• Direct suppliers
• Components, raw materials, etc.
Example: Apple builds the iPhone from multiple suppliers
Protectable Leverage1. S&M support2. IP (FTO)3. Complementary products
1. Technology / Products2. New customers3. IP
Chip Manufacturers
Partners
LiquiLume
Hospitals
OEMs
Packaging
Reagents (IDT, Fisher)
Sample Prep (not for RUO)
Shippers (UPS, FedEx)
Distributors (Fisher)
Doctors
Clinical Labs
Dx Test Company
Research Labs
Back End Front End
Back-End Partners
Type Examples Benefit Risk / Need
Chip manufacturer
HTE Labs Make optofluidic chips (key element of technology)
High / Critical
Packaging ? Keep device costs low Low / Essential
OEMs Laser or detector manufacturers
Parts needed to build complete instrument
Low, Med / Essential
Reagents Supplier
IDT, Fisher Provide custom probes and control targets.
Med / Essential
Sample Prep. Instrument
Qiagen Partner for validation of input target samples
Low / Nice
Front-End Partners
Type Examples Benefit Risk / Need
Distributor Fisher Sell chips, reagents Low / Not critical for RUO
Research labs UCSF oncologists, Stanford MDx Lab, UCSF Micro. Lab
Will validate technology; publish; develop assays
Low / Critical during phase I
Dx test company
Genentech;Companion Dx w
pharma and biotechs;Specialty Dx test cos.
Possibly unique test on unique platform, partner
develops assayStrategic alliance
Low / Synergistic
Clinical labs Quest, LabCorp Help develop CLIA-waived application; 510(k); clinical
trials
Med / Crucial during phase II
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