1. Exploitation Plan for BE25 BEinEIMRT CESGA June 2009

2. Business Experiments in GRID 2 Contents 1.Background 2.Service 3.Target customer and target market 4.Competition 5.Distribution and promotion strategies 6.Value network 7.Alliances and partnership 8.Implementation calendar 9.Pricing strategy 10.Financial aspects 11.Legal Aspects 12.Conclusions

3. Business Experiments in GRID 3 Background Business sector: Health and Radiotherapy Needs: –Verify/improve quality of the treatments –The hospitals have to reduce costs –Reduced number of radiotherapists and very busy –Monte Carlo is a must for the future. But needs a lot of computing. Example: –Verification: NOW: Stop LINAC/Make Measurements/Validate Measurement. Expensive FUTURE: Virtual verification. Faster, cheaper and simpler. –Optimization: NOW: Several days for ONE IMRT treatment plan FUTURE: Less than half day

4. Business Experiments in GRID 4 Service  e-IMRT is SaaS  Verification service  Optimization service  Innovation:  Remote computing  New Monte Carlo Linac commisioning  Verification with 3D gamma maps  Easy interface  Flexibility  New business model in radiotherapy

5. Business Experiments in GRID 5 Target customer & Target market  There are 6214 radiotherapy centers in the world, with 7168 Linacs and more than 6000 TPS  European Union: 980 radiotherapy institutions  Other countries: USA (1870), China (981) and Japan (842)  First customer: Spanish hospital

6. Business Experiments in GRID 6 Target customer & Target market

7. Business Experiments in GRID 7 Competition

8. Business Experiments in GRID 8 Distribution and promotion strategies  Distribution.  Direct selling  White brand  Promotion  Open source  Technical conferences (ESTRO, World Congress, etc) and journals  Direct targeted marketing (Meixoeiro, Herlev)  Demo version (free) and video on Internet

9. Business Experiments in GRID 9 USP  Monte Carlo at your finger tips.  Effectiveness and quality of the final treatments.  More productivity, have more time for other patient care.  Let the system do some of the work for you.  Secure and trustworthy  The personal data of your patients will NEVER be outside your institution.  Very easy of use because uses the same navigator as you use.  You do not have to change your current TPS. We will work with it.  No software installation or maintenance.  No initial investment: you only pay for as much as you need.

10. Business Experiments in GRID 10 Value network End User Application Provider Resource Provider Tech. Provider Service Payment Validation Multiplicator Know-how Grid Service Technology

11. Business Experiments in GRID 11 Value chain Kernel Software provider (USC) Resource and Network provider (CESGA) Grid application provider (CESGA) End user (HOSPITAL) Grid resource provider (CESGA) Grid Software provider (UCM) Accelerator provider Grid Solutions integrator (UVIGO) Clinical tester (CHUS)

12. Business Experiments in GRID 12 Alliances and partnerships  Hospitals for testing  The accelerator manufacturers (as Varian)  Software providers (as BEAMnrc)  Hardware and Grid providers (CPU cycles on demand)  Treatment Planning Systems providers

13. Business Experiments in GRID 13 Implementation calendar AT CESGA Spin-off ?

14. Business Experiments in GRID 14 Financial aspects: pricing strategy  e-IMRT as remote service.  Pay-per-use model  Price per treatment in verification (100€/treatment)  Price in units for optimization (100€/unit)  Hospital annual fee  Added value services  Deployment  Training

15. Business Experiments in GRID 15 Financial Aspects Break even point Y1Y2Y3Y4Y5 EBITDA %-90%-68%-99%117%241% ROI-277%182%72%1721%115%

16. Business Experiments in GRID 16 Legal Aspects  Software licenses –BEAMnrc. Negotiating –MCDOSE. Denied. Need replacement –BEinEIMRT software. Will be open source soon.  No patent or other IP  Legal agreements with customers  Agreements with CPU providers  Outsourcing billing and taxes management  No health and personal data handled  Legal regulation: 2007/47/EC which modifies 93/42/EEC  CE Mark, FDA Clearance. No mandatory but convenient.  ISO 9001:2008 Certification

17. Business Experiments in GRID 17 Conclusion  Proof-of-concept is valid  Start at CESGA soon. Externalize asap  Business could be profitable in three years  Still work to do  Strong competitors  Big and complex market  R+D is a must for new company  Legal regulation is a high barrier

18. © BEinGRID Consortium THANK YOU Any questions?