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Licensing & Innovation Partnerships Overview TechnologieAllianz Konferenz 2016 Dr. Marco Gottelt-von Locquenghien The world leader in serving science The World Leader in Serving Science • • • • • 2 $17 billion in revenues $700 million spent on R&D 50,000 employees 50 countries 5 premier brands Our Business Segments Analytical Instruments Mass Spectrometry Life Science Solutions Clinical Oncology Chromatography Next Gen Sequencing Vanquish Ultra HPLC Q-Exactive HF mass spectrometer 19% Chemical and Environmental Analysis 25% QuantStudio Dx R qPCR Human Identification 19% ImmunoDiagnostics Laboratory Products and Services Revenue ImmunoCAP Allergy and Asthma Tests Microbiology Lab Equipment 37% Oral-Eze Oral Fluid Collection System Antimicrobial Susceptibility Testing Solutions Transplant Diagnostics Pathology 3 BioProduction GlobalFiler PCR Amplification Kit $17B Specialty Diagnostics Rotary Microtome Life Science Reagents Cell Culture Reagents Gemini handheld analyzer Clinical Diagnostics Biosciences Genetic Sciences NXType High Resolution Genotyping Chemicals Sorvall WX+ Ultracentrifuge Enterprise and Instrument Services Distribution and BioPharma Services Lab Consumables E1 ClipTip Pipette system Our Scale and Depth of Capabilities Portfolio Laboratory Products and Services 37% Products Life Sciences Solutions 25% Specialty Diagnostics 19% Analytical Instruments 19% Geographies ROW 4% Services 13% Asia-Pacific 18% Instruments & Equipment 26% Consumables 61% Europe 27% 2014 Pro forma revenues: $17.2B* 4 * Estimates based on unaudited LTM combined revenues of Thermo Fisher Scientific and Life Technologies through Q4 2014. Percentages calculated are based on estimates for intercompany eliminations and other accounting policy adjustments. North America 51% Thermo Fisher Scientific in Germany Demo labs Darmstadt Bremen Dreieich Karlsruhe Erlangen Competencies: Bremen Berlin Berlin • Diagnostic Biomarkers Bremen Braunschweig • Mass spectrometry Darmstadt Wesel • Life Science Osterode Erlangen Schwerte Oberhausen • Activity Analysis Langerwehe • Environmental Technology Regensburg Bonn • Gene Synthesis Nidderau Limburg Karlsruhe Langenselbold Dreieich • Material Characterization Darmstadt • Temperature Control Technology Erlangen Langenselbold Walldorf • Lab equipment Regensburg Karlsruhe Passau • Drug Discovery & Screening Passau Kehl • Clinical Chemistry / Immunology • Quality Control Freiburg München Schwerte • Full-Line Lab Supplier Fisher Scientific 5 Commercial offices Production sites Other offices 4700 employees in 22 facilities Solve complex analytical challenges Accelerate research Improve diagnostics Increase lab productivity Utilize strategic outsourcing Our Customers – Our Focus We help accelerate innovation and enhance productivity for our customers. 6 Enable technical innovation Partner on R&D projects Customer Improve production efficiency Optimize supply chain Support regulatory compliance A Mission We are Proud of We enable our customers to make the world healthier, cleaner and safer. 7 Our Innovation Cycle Identification of Growing Markets, Scientific Trends, Unmet Customer Needs Identification of external or internal technology solutions to meet identified customer needs in target markets Close Customer Relationships Helps Identify Unmet Needs Effective Marketing, Distribution and Support Worldwide 8 We Would Like to be Your Partner of Choice We want to work collaboratively and creatively with innovative, best-of-breed companies to jointly solve customer problems. OEM-In OEM-Out InLicensing We can help commercialize a finished product We can provide technologies and/or products to help you compress your development timeline We can help you develop and commercialize your technology or IP 9 We Turn Innovation into Products & Services State-of-the-art, flexible tools Research science Innovative platforms Customized kits & solutions Applied and Diagnostic markets Making World Class Science Accessible 10 What does the Licensing & Innovation Partnerships team do? Opportunity Sourcing Institutions visited per year Universities, incubators, start-up partnering meetings, 200+ SBIR reviews, ongoing opportunity dialogues Assessment and Diligence Opportunities screened per year 3000 Initial scientific, IP , strategic fit, vetting of financials, deal structure and negotiation Negotiation & Contract Signing 125 Transactions per year Includes in-licenses, asset purchases, collaborations > 50% of Thermo Fisher’s Life Sciences Solutions Revenue is Associated with Externally-partnered Innovations 11 Our Opportunity Evaluation Process Step 1 Preliminary assessment Good science? Addresses Unmet Market Need? Development stage of technology? Can be Productized? Alternative Approaches? Incremental or groundbreaking? Step 2 Due diligence Contract negotiation/ signing Fit with our Strategic Focus and Commercial Capabilities? Field of use Ease of use, barriers to customer adoption? Exclusivity Addressable market size, revenue potential? Patent prosecution and enforcement Hands-on scientific review Scalability for manufacturing Intellectual Property analysis Competitive landscape 12 Step 3 Financial terms License term Our Partnering Approaches Describe Areas of Interest Inform potential partners of our interest areas Allow for targeted technology scouting Provide Feedback Provide feedback for all* opportunities received Allow for improved submissions and prioritization Get Early Access Blanket CDA and recurring opportunity updates Allow for feedback before filing for IP Engage locally e.g., BIO Deutschland - AG Technology Transfer 13 Our Partnering Approaches Improve Accessibility myPARTNERidea portal Thermo Fisher Scientific Life Sciences Solutions intranet portal to submit partnering opportunities Partnering Day One-Day event at individual universities Seminar and meetings with selected investigators Innovation Day Technology transfer & partnering event Presentation of innovations to Business Development and R&D 14 © 2016 Thermo Fisher Scientific Inc. All Rights Reserved. All trademarks are the property of Thermo Fisher Scientific and its subsidiaries unless otherwise specified.