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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
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$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
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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*
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* 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:
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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
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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.
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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.
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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
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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
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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
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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
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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
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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
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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
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its subsidiaries unless otherwise specified.