Making your Best Bet for US Market Success

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1 2017

2 Making your Best Bet for US Market Success

3 Agenda: 1. What is Medical Alley? 2. Why Medical Alley? 3. Major US Industry Trends.

4 Q. What is Medical Alley? A. It is a place, and a non-profit.

5 Place: Medical Alley is the State of Minnesota, home to thousands of care providers, payors and technology firms.

6 Three Things Minnesota is Known for World Famous Artist Prince was Born and lived most of his life in Minneapolis-St. Paul The Honeycrisp Apple, one of the most popular in the US, was developed in Minneapolis-St. Paul The largest Mall in the United States resides in Minneapolis-St. Paul

7 Honored alongside Silicon Valley as one of America s great Places of Invention Medical Alley CEO & President Shaye Mandle, Congressman Erik Paulsen and Medtronic CEO Omar Ishrak

8 MEDICAL ALLEY DRIVES MINNESOTA S ECONOMY!

9 WORLD S #1 HEALTH TECHNOLOGY CLUSTER FOR INNOVATION 2015 Innovation Report, Medical Alley Association

10 #1 IN HEALTHCARE PERFORMANCE Scorecard on State Health System Performance, 2014

11 HOME OF THE WORLD S #1 HOSPITAL U.S. News and World Report

12 $2 Billion Raised by 250 firms in the last 5 years 2017 Investment Report, Medical Alley Association

13 Structural Advantages to Minnesota Faster Regulatory Approval Complete Supply Chain within 30 minute drive Large workforce Trusted Brand Low cost and easy access to all parts of US

14 MINNESOTA GETS YOUR COMPLEX PRODUCTS TO MARKET FASTER PMA Special Report, Medical Alley Association

15 MINNESOTA GETS YOUR 510(K) PRODUCTS TO MARKET FASTER 510(k) Special Report, Medical Alley Association

16 Association: A non-profit industry group that represents the companies in and connected to the Medical Alley region

17 600+

18 FOUNDATIONAL MEMBERS 18

19 SUSTAINING MEMBERS Mr. Steffen Hovard, President Global Urology is Medical Alley Board Chairman 19

20 How Medical Alley Helps firms enter the US Quick connections to resources needed to operationalize business. Many advisory firms that can assist in strategy, even ahead of formal US establishment. Space for meetings, to work and relax in Medical Alley offices available for short term use.

21 How to Work with Medical Alley Membership is NOT required unless you establish operations in the US or have US $100 million in the bank. Provide background on company with business objectives prioritized. Be clear on resource constraints are you funded? For how long? To what Milestone?

22 What about raising money? Raising money is hard. 75% US VC money is raised in 4 cities. Silicon Valley VC firms do invest in Minnesota. VC s fund approximately 1/10 th of a percent of companies they meet. US VC s prefer US companies or companies with significant operations in US. Angel Investors tend to want local or regional operations. Government money plays very small role in US startup ventures.

23 Some Keys to Successful US Entry Define your objectives clearly. Break the US in smaller pieces. Resource you plan and objectives. Build a network in the US prior to entry. Relationships with people matter.

24 The Value of Partnership Medical Alley and Scion DTU Partnership to promote mutual growth. Expanded relationships between Minnesotan and Danish companies and people. Business is done with people, expanded relationships mean easier bilateral business. Medical Alley s objective is to increase the patients our communities help by growing bilateral trade, investment and engagement.

25 Major US Trends From Volume to Value Digital Health Bifurcation of startup investment

26 Volume to Value Increasing emphasis on economic value of a medical product US spends too much money on healthcare A better clinical outcome is necessary but not sufficient No agreed upon definition of value

27 Digital Health Everyone wants to be digital health Strong investment in startups and established firms Significant struggles in business model development and execution

28 Bifurcation of Investment VC investment in medical device increasing focus on breakthrough technology is large markets Angel investors focused on smaller market, lower risk devices Almost no one invests in the middle Takeaway: If your path is long and market small/medium sized be prepared to struggle

29 How can we help?

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