medic@lps accelerate the time to international market for innovative companies

MEDIC@LPS, 5 avenue du Grand Sablon - 38 700 La Tronche - FRANCE

Tel: +33 (0)4 76 54 95 63 | www.medicalps.eu

Accelerate the time to international market for innovative companies

and enhance connections

within the local health ecosystem



Medicalps : a practical cluster case study

Behind the screen, how to do it in practice ? Step by step : the cooking tools to create a

cluster « a melting pot of fruitful interactions »



Medicalps : a practical cluster case study 4 pillars

• Gathering different types of local actors : stakeholders

• By a driving force : a strong willingness to implement something new

• By sharing the same vision • By achieving common goals



Medic@lps is an innovation intermediary, embedded in its local ecosystem

Federating a network of 66 both public and private actors across the Grenoble Area

Medic@LPS represents the local Bioindustry worth 4.1 billion Euros of revenue and 8500 jobs; and nearly 200 state-owned laboratories and major European research institutes.

Universities and research centres Major companies SMEs and new companies Local authorities



Medic@lps believes in

Innovation

Entrepreneurship

Trust

Exchange and reciprocity

Cooperation and Efficiency

Medic@lps: Our Values



Medic@lps: Our common goals

To support growth and economic development of our companies in the

health sector

To animate the Grenoble/Isère Innovation Health ecosystem for a greater

economic dynamic

To stimulate the international attractiveness of this ecosystem

To facilitate markets access for our companies

To promote better employability of life sciences students



Medic@lps : Cluster' Stakeholders

Universities and Engineering schools

Clinical Centers

Teaching hospital

Scientific research centers (CEA, INSERM, CNRS…)

Major European facilities

(ESRF, ILL)

Health & ICT Industries

A true working alliance for biotech/medtech/e Health convergence and development



Medic@lps: a practical cluster case study

Step 1: to know each other

Create and animate a professional community

Step 2 : to exchange and learn from each other

Cluster : a peer by peer learning institution

Step 3: to work with each other

Build partnerships and synergies : collaborative projects (research/industry)

Making business along the « value chain » &/or between SMEs and Big companies



Medic@lps uses a set of methodologies and tools to support its operations

•Website

•Targeted mailings

•Newsletter (85 sent since 2000 at 480 persons

•Portal of service technology platforms

•Internet job fair

•Satisfaction survey •Mindbrowser (ideation and collaboration solution)

•Mapping of Rhone-Alpes Medtech companies

•Google like (identity partners in Alpine Space)

•Interview guide

• Advertising flyers

•Trademark: Medic@lps

•Press releases

•Working groups

•Medic@lps Film •USB keys



3) Animation et fédération des acteurs : BioBiz Club

2013 :

6 membres :

BlueOrtho, Fluoptics, Eveon, Uromems,Imactis,

Mellitech

3 nouveaux membres potentiels : AraymondLife,

BT3, Advicenne Pharam

Calendrier des 3 réunions annuelles :

- avril 2013 : intervenant Pacte PME

- juillet 2013 : intervenant CSO Sorin

- décembre 2013 : intervenant Johnson&Johnson



5 ateliers thématiques organisés en 2013: Sous forme de petit-déjeuner de 8h30 à10h30 1er petit-déjeuner, vendredi 8 février « Comment réussir un « Soft landing » sur le marché US » - Bilan sur la première année du poste mutualisé à Boston créé par MEDIC@LPS en 2012 - Présentation des offres d’accompagnement 2013 de MEDIC@LPS et de Hubtech 21 pour l’accès au

marché Nord-Américain. - 15 participants - Réalisation d’un leaflet de présentation des offres d’accompagnement - Intervenants: Agnès Aizier (Imactis), Pierre-Alix Dancer (Fluoptics) et Valérie Ayache (Medic@lps) 2ème petit-déjeuner, mercredi 20 mars « Futurs réglementation sur les Dispositifs Médicaux: Quels Changement, Quels impacts ? - Intervenant: Céline Garcia, TÜV Rheinland France 3ème petit-déjeuner, jeudi 18 avril « Présentation des bourses Cifre » - Intervenant: Carole Miranda, ANRT

3) Animation et fédération des acteurs




Step 4: to interact within the local ecosystem

Step 5 : to establish international cluster’s

collaborations

Step 6: to attract new talents and external

companies



Medic@lps with you

A local and a long-term support

Mutualized and tailored services for each company (according to their

sector, size, age, business model)

Shared and efficient tools



Medic@lps offers a variety of shared to tailored services to its members

Mature companies

Start up

Shared services Tailored services

Shared services targeting young

companies

• Information • Training

• International fairs • Networking

Tailored services targeting

mature companies

• International promotion of the trade mark

• European project engineering • Business club

• Shared Bus Dev office (Boston) • Business partnering

Medic@lps movie



Medic@lps’ services

1. Integrate a network and boost your visibility Optimize your visibility on the Medic@lps website(+ 16,000 annual visitors), social networks (Twitter, Linkedin,

P360) and our targeted promotional tools.

Disseminate your information on our website, social networks and quarterly newsletters: + 500 qualified readers…

Customise our Medic@lps ecosystem film for your corporate communication.

Share experiences and entrepreneur ‘s good practices at the C.E.O Biobiz Club

Keep up to date with market’s access news , thanks to "Medic@lps petit déjeuner “

2. Maximize your participation in fairs / business partnering Selection of an agenda of qualified events.

Negotiation of discounts (Sponsor delegation).

Access to a global and collective package which included training sessions (elevator pitch and partnering tools) and highlight your visibility through (shared stand, banners, posters ...) at a mutualized price .

2012 Events:

- EuroMedtech 2012, Grenoble : 305 delegates, 755 one-to-one meetings

- AdvaMed 2012, Boston : Sponsor Delegation of 6 Medic@lps companies



Medic@lps’ services

3. Participate in European projects multi partners and close to the market Contact point in the Grenoble health sector, get a first approach of the European market through collaborative

projects.

According with your needs, your participation strategy will be defined and specific support will be implemented:

• MEDIC@LPS is a partner of 4 European projects.

• * Success rate: 71%

• More than 100 members participated in events organized in the framework of EU projects in which MEDIC@ LPS is a partner.

*: Number of projects funded by the EC / number of submitted projects - projects that MEDIC@LPS is coordinator or partner.

4. Benefit of a "soft landing" to develop your company in the U.S. market (first market for medical innovation) Secure your development in the U.S. market with a long term approach.

Support "step by step" to qualify your approach .

Benefit from experienced, shared and effective tools.



Medic@lps: a practical case study

Step 7: to measure cluster’ performance: KPI

Survey on objective, tangible indicators : evolution of members, actions, funding, satisfaction of the members

Tracability on more sophisticated indicators:

How to trace and measure the cluster’s impact on the enlargement of the professional network of each cluster’s member ?

How to trace and measure the cluster’impact on new partnerships and businesses between its members, on the development of new products and services, etc…?



44 45 49

52 57 59

70

2006 2007 2008 2009 2010 2011 2012

Number of Medic@lps members evolution

Key Perfomance Indicator: Members

+59% medic@slp members since 2006



Key Perfomance Indicator: Actions

123 events organized

by Medic@lps since 2000

72 internal events to strengthen

the links between members

51 broader events to enlarge the network (eg EuroMedtech)

10 events per year (1 per month)

Information and Training Sessions

BioBiz (Business club)

International Exhibitions and

Partnering Events

Conferences and networking

events organized in Grenoble

16

56 33

18



1,94 €

of economic benefits fot the territory

Key Perfomance Indicator: funding

1€ invested by local authorities

generates

272.387 €

439.925 €

581.178 €

- €

100.000 €

200.000 €

300.000 €

400.000 €

500.000 €

600.000 €

700.000 €

2008 2009 2010 2011 2012 Total

Cotisationsperçues

Subventionscollectivitéslocales

Fonds levéssuite à dépôtde projetscollaboratifs



30%

5%

15% 20%

30%

Qu'est-ce qui motive votre adhésion à Medic@lps ?

Contacts avec les autres acteurs

Etre représenté

Participation aux actions collectives

L'accès à l'information

Soutien à la filière

23%

20%

20%

29%

8%

Diriez-vous que Medic@lps est :

Label

Incubateur de projets

Outil de développement économique

Outil de valorisation pour la filière santé surl'Arc Alpin

Guichet unique

80%

20%

Recommanderiez-vous l'adhésion à Médic@lps ?

Oui

Sans avis

3. Enquête de satisfaction - 1ers Résultats > 10 réponses



Définition / Points forts - Medic@lps :

o Accélérateur de notoriété

o Cluster des entreprises Biotech en RA

o Le spécialiste santé

o Présence / Ancrage local fort

o Taille & Proximité

o « Les pieds sur terre »

o Ecoute personnalisée

o Club Bio Biz

Quels autres services aimeriez-vous avoir :

o Animation au niveau de Biopolis

o Aide au montage de projets européens

o Renforcement des formations / ateliers

o Ouverture club entrepreneurs > sociétés de services

o Communication

2,7 3 3,4 3,9 4 4,1

Quel intérêt portez-vous aux services et actions collectives mis

en oeuvre par Medic@lps ?

Moyenne sur 5

3. Enquête de satisfaction - 1ers Résultats > 10 réponses




Questions araised from our experience : be aware of

Industrial SMEs Governance : lack of soft power in a local

territory, handicap to obtain political and financial support

Our target « member » : provide services to client with no

money, impact on our business model, a triangular

business model : those who benefit cannot pay for it, find

other fundings ( ex. European Projects with some limit)



Key Issues framing Medic@lps

Get the commitment and support of the local actors

Economical development contribution to the territory and the companies: weight of the bio industry sector (number of employees, turnover), sub sectors segmentation, growth of the companies from start ups to SME’s size

Market access: Transformation rate (networking/ collaborative projects), number of member companies taken part in European projects, time to go to market, business generated, ….

Boundary spanning through European projects, shared biz dev

Medic@alps Brand

Catalogue of services

Medic@lps

Local

Double Contribution

Service

Global Ressources Balance between private/

public funding

Envision another business model



Key figures

A Grenoble – Isere Health sector of :

Medic@lps key figures 4.1 billion euros in

turnover

More than 8500 jobs

200 Laboratories and

major European facilities

70 members

12 years of existence

+75 EU/international

partners

1 US office in Boston



Biot

echn

olog

ies:

•Technological Services Companies • Bioinformatics • Drug Discovery

•Clinical Research

Services • Preclinical Trial • Clinical Trial

•Bioproduction

•Therapy • Oncology • Pediatric • Neurobiology • Immunology M

edic

al Te

chno

logi

es: •Diagnostic

•Drug Delivery

•Medical Imaging

•Computing and Robotic

for Medicine and Surgery

• Implantable Medical Device

e-He

alth

: • Smart Home

•Assistive Technologies

•Medical Data Management

•Telemedicine / Telecare

Medic@lps: sectors and sub sectors



34%

45%

20%

Medic@lps companies distribution depending on sectors

Biotechnologies

Medical Technologies

E-Health

Our companies distribution

20

9 15

45% of our companies in

Medical technologies.



59% 26%

12%

Medic@lps companies distribution depending on

their workforce

<10

>10 < 250

>250


34 15

7 30%

28%

16%

26%

Medic@lps companies distribution depending on their

inception date

<3years

>3 et <5years

>5years et<10years

17

16

9

15

59% of our companies have

less than 10 employees. 58% of our companies have less than 5

year old.




70%

17%

4% 9%

Medic@lps companies distribution depending on their turnover

< 2M € < 10M € < 50M € > 50M €

37 8

2 5

2011 companies turnover

70% of our companies

have a turnover less than 2 million euros

50% of our companies are

less than 5 years old

50% of our companies have

less than 13 employees



1. Be pioneer, Be creative, Be innovative: “An intermediary in innovation

has to be innovative itself”

2. Define a clear positioning within innovation intermediary landscape (incubators, tech transfer structure etc…….)

3. Work on your “double contribution” KPI and consequently on a sustainable business model (from public to private funding)

4. A smooth transition from a public research governance to a private driven one is key for the cluster maturity

Best practices

As a summary : Lessons learnt from our 12 years of Medic@lp’s experience



CONTACT: Valérie AYACHE - Managing Director

[email protected] Tel. +33 (0)4 76 54 95 63

Thanks for your attention

mailto:[email protected]

medic@lps accelerate the time to international market for innovative companies

Documents

development medic

efficiency medic

values medic

grand sablon

tronche france tel

big companies medic

local health ecosystem

common goals medic