05232019_Business Plan_Flipbook - 02

06Business Plan 2019_______________________________________________________________________________________________________________________________________________________
Investments 2020
Startup Expenses 2019-2020
Forecast 2020-2022
Startup Cash Flow 2020-2022
Breakeven Analysis 2020

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financial plan and investment.

2020

CAC: $704 OligoTune Suite of Solutions.
LTV: $357,971
LTV/CAC: 509 Financial plans and investments are focused soley on the OligoTune
platform, which supports RNA-based computations. Specifically,
projections include the basic and mass spectrometry-based
pharmacokinetics (MSPK) modules. The numbers included herein are
moderate estimations of comapny performance. Additional projections
and proforma budgets may be found in Appendix D.

Main Investments $136k $73k $60k

Salary & Wages Marketing Campaign Product Development

Investments for 62% 38%
2019-20 Financial Startup Cost Acquisition
Split & Education & Retention

» software » marketing
development
» 3rd party services
» legal fees

» training and
education

» administrative

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startup operating expenses.

Startup expenses began accuring in 2017 with proof of concept related fees, and continued through 2019
with branding, training, and education. Legal expenses were accrued in 2019. Given the sum of these
expenses represent 29% of total startup costs they are deemed substantial and thus included in 2020 in order
to capture their impact on subsequent downstream analysis.

One-Time Expense Reoccurring Expense

$ 212,510 $ 270,840

Training and Education: $202,642 95% 22%
Software Development: $60,000
0.18%
Branding: $390 27%
Marketing Campaign: $ 73,200 (8% of revenue)
2.5%
Legal: $5,350 50%
Salary and Wages: $135,835 (3% annual increase)
1.9%
Proof of Concept: $4,128 0.37%
Administrative: $ 1,005

0.30%
LLC State Tax: $800

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financial forecast.

Sales 2020. 2021. 2022.
Forecast.
Sales: $1,646,667 Sales: $3,669,883 Sales: $7,079,143

Sales are generated L SW L SW L SW
through three revenue C C C
streams

Licensing (L)
$8,000/license

Software as a Service (S)
$100,000 fixed cost
$5,000/month

Web Subscription (W)
$5,000/year

ARR = $0 ARR = $455,000 ARR = $1,235,000

Profit and Loss Forecast. Financial Profit and Loss 2020 + 73%
Financial Profit and Loss 2021 + 74%
With a B2B business model that targets Financial Profit and Loss 2022
pharmacuetical companies and other research + 78%
laboratories, most payments are expected as
purchase orders with a net 60 remittance
period.

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breakeven analysis 2020.

Calculations included a unit cost of $8,000/license for OligoTune Basic and $100,000/unit for
OligoTune MSPK with the stipulation that all sunk, fixed, and varible costs ($560,322) must be
recoverd by the end of 2020.

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appendix
a. assessment frameworks

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A Business Plan 2019_______________________________________________________________________________________________________________________________________________________
PEST
Strategic and Operational Health
Stakeholder Analysis & Scorecard
Core Competencies
Porter’s Five Forces

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pest analysis.

“Planning is bringing the future into the
present so that you can do something
about it now.”

PEST

Political Economic Social Technology

potential tariffs pressure for mainstream use of
healthcare repeal increased tax rate pharmacoeconomic artificial intelligence

change in FDA performance acceptance of
regulations machine learning
longer life span
trade wars advancements in
quantum computing

better cloud security

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strategic and
operational health
analysis.

Strategic Health

strong weak

Operational Health strong

weak Turnaround Required
Acquire capital

Build infrastructure
Increase marketing
Get OligoTune into labs

Weak Operational Health Strong Strategic Health

Product still in development Competitive positioning
No capital Global customer demand
Minimal marketing Willingness to pay premium pricing
Incomplete Team On trend with market environment

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stakeholder analysis

customers investors communities govenment employees suppliers

service validation competitive pay
value
reliability profit affordable
innovation prescription
customization short-term
security returns drugs

reproducability benefits

ongoing
business

transparency accuracy advancement
precision
meaningful
work

engage engage minimal keep engage engage
closely closely effort informed closely closely

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and balanced scorecard.

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core competencies.

Product Privacy “We are
Flexibility committed to

Subject Customer our core
Matter Service competencies
Expertise
and focus on
being great
at them”

Innovation Integrity

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five competitive forces.

Rivals
• Promass
• LIMS
• Freeware

Potential Entrants
• ThermoFisher Scientific
• Drug Discovery AI Startups

Substitutes
• In-house programmers
• Excel spreadsheets

Suppleirs
• Google Anthos

Distributors
• Mass Spectrometer Manufactureres (i.e. Thermo Electron, Waters, Agilent)
• Oligonucleotide Synthesizer Manufacturers (i.e. Biolytic Lab, BioAutomation,
• Chemical Manufacturers (i.e. IDT, ChemGenes, TriLinks, Sigma Aldrich)
• VWR

Customers
• Contract Research Organizations (i.e. Wuxi, AXO labs, CMIC, Wolfe Labs)
• Pharmacuetical Companies (i.e. BioMarin, Ionis, AstraZeneca, Aligos, Moderna,

Alnylam, Janssem, Amgen)
• Academia

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appendix
b. market survey
responses

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Industry Feedback

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Survey Result Summary.

86% work in industry
50% bench scientist or technician (any level)
89% require nucleotide length to perform routine work
76% satisfied with current software options
64% confidentiality is an absolute requirement
64% software flexibility is extremely valuable
68% willing to pay for basic functionality
100% willing to pay for pharmacokinetic functionality

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Q1. Are you in academia or industry?

Responses: 60

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Q2. Which best describes your roll in the
laboratory?

Responses: 60

32.20%
50.85%

3.39%
1.69%

11.86%

Other (please specify) 11/19/2018 11:10 AM
CMC Consultant 11/13/2018 3:35 PM
Business Development 11/3/2018 1:30 PM
Senior Research Scientist 10/28/2018 10:13 AM
Manager, Manufacturing Operations 10/23/2018 1:13 PM
consultant for DNA/RNA process development 10/12/2018 11:48 AM
Development & Manufacturing 10/10/2018 9:23 AM
Lab Manager/Research Specialist

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Q3. What information is required to perform
your routine work with oligonucleotides,
DNA, or RNA?

Responses: 60

88.14%
72.88%

89.83%
49.15%

64.41%
55.93%

59.32%
42.37%
44.07%
15.25%
11.86%
38.98%
27.12%
6.78%
16.95%

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Additional Information
Binding partners, small molecule interactions, advanced structure information (e.g. chemical
footprinting, crystal, NMR etc. if available). - 1/22/2019 10:54 AM
Routine experiments can be performed knowing only the basic information about the nucleic acids.
However, the more information, the better. - 11/28/2018 11:58 PM
About extinction coefficient I need the fact real one determined experimentally - 11/19/2018 11:10 AM
concentration, deltaG - 11/5/2018 1:49 PM
Custom synthesis of DNA/ Rna products require purity by HPLC, concentration by UV, and Mass Spec
for identity. - 11/3/2018 1:30 PM
Modifications of sugars and nucleotides. - 11/3/2018 10:31 AM
HELM codes. We use modified oligonucleotides - 11/2/2018 11:42 AM
location of modified bases, sugars, or backbone linkages - 10/23/2018 1:25 PM
Process development of Oligonucleotide synthesis, downstream processing and LCMS identification of
impurity types, structure, abundance and causes. - 10/23/2018 1:13 PM
HPLC, strong nucleic acid chemistry knowledge and expertise in synthesis. - 10/10/2018 9:43 PM

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Q4. Please list all software/freeware you use to
gather the information required for you to
perform your routine work with
oligonucleotides, DNA, or RNA.

Responses: 60

Internal Software - 2/11/2019 11:05 AM
My work does not require software. It is basically wet chemistry. - 1/24/2019 6:24 PM
ChemDraw, Excel, On-line extinction coefficient calculator offered by IDT, Nano-drop, Q-Tof Mass analysis -
1/23/2019 11:57 AM
C/C++ Python SHAPEware Schrodinger packages (Canvas, Pymol, etc.) Illustrator Word Adobe acrobat XRNA -
1/22/2019 10:54
Primer BLAST, Primer3 - 12/3/2018 10:38 AM
Mfold, blast, IDT oligo analyzer, UV spec - 11/28/2018 11:58 PM
MacVector, Ape, IDT website, NEB website, python scripts - 11/27/2018 11:17 PM
IDT webpage and the structure is usually done using chemdraw of equivalent - 11/19/2018 11:10 AM
Oligoanalyzer, any software with Tm machine or NanoDrop - 11/19/2018 3:15 AM
Tm calculator, GenBank, RNA Structure calculator - 11/13/2018 3:35 PM
We have an in-house proprietary software for handling/designing/ordering oligonucleotides. - 11/8/2018 5:47 AM
N/A - 11/5/2018 9:24 PM
IDT Oligoanalyzer, Sequence massager, BLAST - 11/5/2018 1:49 PM
Customized software - 11/5/2018 6:38 AM
Don’t know - 11/4/2018 6:50 PM
UCSC browser, Gene cards - 11/4/2018 5:28 PM
MassHunter & in-house scents supported by software engineers - 11/3/2018 6:58 PM
Custom excel calculations - 11/3/2018 2:22 PM

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Custom excel and databases were used to calculate the extinction coefficient and the total concentration of
DNA/RNA synthesized and synthesis yields. - 11/3/2018 1:30 PM
Custom designed spreadsheets, prime 3, oligocalc, A Plasmid Editor - 11/3/2018 10:31 AM
DNA Strider 2.0 f0 http://biotools.nubic.northwestern.edu/OligoCalc.html IDT Oligo Analyzer
(https://www.idtdna.com/site/account/login?returnurl=%2Fcalc%2Fanalyzer)
http://unafold.rna.albany.edu/?q=mfold http://molbiol.edu.ru/eng/scripts/01_12.html
http://molbiol.edu.ru/eng/scripts/01_07.html https://www.lens.org/lens/bio/patseqfinder
- 11/2/2018 12:31 PM
90% of what we have for oligonucleotide software we write ourselves. We do use RDKit and some tools from
Biovia Inc. - 11/2/2018 11:42 AM
OligoAnalyzer Tool from Integrated DNA Technologies (IDT). - 10/31/2018 3:03 PM
TargetFinder - 10/30/2018 6:45 PM
lab self developed software; Biopharma Finder Intact feature - 10/29/2018 6:12 PM
proprietary information - 10/28/2018 10:13 AM
Promass, chemstation, empower - 10/27/2018 3:12 AM
Office, chemdraw, abase, scifinder - 10/26/2018 6:47 PM
Primertrack - 10/26/2018 12:57 AM
various oligo tools from Applied Biosystems, IDT - 10/24/2018 11:15 AM
not sure - 10/23/2018 1:25 PM
LCMS Agilent Mass Hunter or Waters LCMS software, Unicorn software for Oligo synthesis, ChemDraw -
10/23/2018 1:13 PM
Dr. Oligo Software, Agilent Chemstation, Analyst, Microsoft Excel, SoftMax, mFold, Xcalibur, Biopharma Finder -
10/22/2018 11:52 PM
I only use online free tool to calculate the extinction coefficient and molecular weight - 10/22/2018 5:39 PM
Chromeleon, Promass, Xcalibur, Unicorn, ChemDraw, ChemStation, Masslynx - 10/22/2018 9:47 AM
IDBS, Dotmatics - 10/21/2018 3:36 PM
Vector NTI Sequencher - 10/20/2018 11:45 PM
RNAfold - 10/18/2018 4:06 PM
IDT's Oligocalc - 10/17/2018 7:39 AM
Xcalibur software for LC-MS instrument. - 10/16/2018 10:44 AM

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NA - 10/15/2018 8:10
Chemstation, Mermade, ChromScope, Unicorn, Chromeleon, ChemDraw - 10/15/2018 1:41 PM
Excel - 10/15/2018 10:06 AM
3D structure , unicorn,MALDI - 10/14/2018 9:04 AM
Unafold, Oligo calculator, mongo, other proprietary tools - 10/13/2018 7:17 AM
Nanodrop, LCMS, Chemdraw - 10/13/2018 12:06 AM
software; Chemdraw Biovia Draw freeware in house or on the web; Molecular Weight Calculator Tm, Extinction
coeff - 10/12/2018 4:19 PM
* - 10/12/2018 11:48 AM
IDT Oligo Analyzer In-house widget Novatia Mass Spec Deconvolution - 10/12/2018 11:46 AM
nano drop software. Microsoft Excel. Graphpad prism. - 10/12/2018 11:44 AM

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Q5. Are you satisfied with the software options
available to support your work with
oligonucleotides, DNA, or RNA?

Responses: 60

21.81%

71.19%

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Q6. What additional software features or
capabilities would further enhance your
satisfaction or help relieve pain points with the
platforms currently available to support your
work with oligonucleotides, DNA, or RNA?

Responses: 60

Internally we do a good job of making sure pertinent information is shared so anyone can access it. -
2/11/2019 11:05 AM
My work does not require software and is mostly bench work. - 1/24/2019 6:24 PM
N/A - 1/23/2019 11:57 AM
Open source software (or, at the very least, a clear and open API), enabling advanced customization is very
useful. Easy integration with AI tools/packages would be helpful. - 1/22/2019 10:54 AM
None - 12/3/2018 10:38 AM
Easy analysis for NGS would be helpful - 11/28/2018 11:58 PM
None - 11/27/2018 11:17 PM
no clue, likely nothing - 11/19/2018 11:10 AM
I am fine with what we have access to. - 11/19/2018 3:15 AM
None - 11/13/2018 3:35 PM
It would be helpful to have access to an anonymous genome browser, so searches for new potential targets
would be completely out of the publish domain (there might be such services available already somewhere?)
- 11/8/2018 5:47 AM
N/A - 11/5/2018 9:24 PM
specifically for siRNA and miRNA-like binding interactions, a piece of software that can show seed-matched,
partially-complementarity with mRNAs, using a format that doesn't redundantly show all splice isoforms of a
particularly mRNA gene. - 11/5/2018 1:49 PM
Not sure - 11/5/2018 6:38 AM
Unaware - 11/4/2018 6:50 PM

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na - 11/4/2018 5:28 PM
ESI-MS analysis software is not made for oligonucleotide analysis. There are a few features than can be used/adopted,
but most software is not designed for negative ions with multiple charge states (>20). - 11/3/2018 6:58 PM
Sequencing using LCMS - 11/3/2018 2:22 PM
Automation to do all three QC items with one sample. - 11/3/2018 1:30 PM
A database combining various types of information would be great Algorithms to calculate molecular masses and
extinction coefficients for modified oligos - 11/3/2018 10:31 AM
Publication Sequence Search (similar to the patent sequence search) - 11/2/2018 12:31 PM
inventory software for oligos - 11/2/2018 11:42 AM
Mass analysis of modified oligonucleotides (ease of introduction of modified unit mass; introduction of mass by
drawing structure of modified unit). - 10/31/2018 3:03 PM
Converting oligo's sequence to clear molecular chemical structure - 10/30/2018 6:45 PM
MS/MS fragmentation prediction software of oligonucleotides with backbone or site specific modifications -
10/29/2018 6:12 PM
the ability to predict secondary structure and base composition, sugar, and backbone modification - 10/28/2018 10:13
AM
N/A - 10/27/2018 3:12 AM
Easy prediction of off target effects Algorithms for design of ASO - 10/26/2018 6:47 PM
Prima track - 10/26/2018 12:57 AM
Identify/confirm oligo modifications and sequences by MS - 10/24/2018 11:15 AM
we developed our own system - 10/23/2018 1:25 PM
unknown - 10/23/2018 1:13 PM
Biopharma Finder could have a feature not only for proteins but oligos, such as improved MSMS data and improved
deconvolution features for oligos. Currently sometimes it takes a little time struggling with biofinder pharma to
deconvoluted oligo samples. The Xcalibur built in ReSpect algorithm can also be improved because it provides more
quality data than Biopharma finder which shows a more general deconvolution. - 10/22/2018 11:52 PM
none - 10/22/2018 5:39 PM
A Database that store Oligonuclotide data and is specific to Oligo chemistry. - 10/22/2018 9:47 AM
connect the inter-phase with biological data - 10/21/2018 3:36 PM
alignment function, it should be easy use and adjustment. DNA/RNA splicing function, should be user more friendly -
10/20/2018 11:45 PM

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N/A - 10/18/2018 4:06 PM
N/A - 10/17/2018 7:39 AM
One feature that I could use in the processing method of Xcalibur software is auto-fill feature of the ion of interests
from Spectrum Plot to Mass Identification window. Currently, I manually punch the numbers in. - 10/16/2018 10:44
AM
something related to lc-ms analysis of ODN - 10/15/2018 8:10 PM
Empower with remote access - 10/15/2018 1:41 PM
I don't know - 10/15/2018 10:06 AM
Need to improve sequencing ,This is very important for oligonucleotides - 10/14/2018 9:04 AM
I would like to see software do it all the requisites mentioned. This is even more critical of modified sequences for
which calculators generally are not as good with. - 10/13/2018 7:17 AM
None - 10/13/2018 12:06 AM
FASTA should have more characters and templates structure to smiles/sdf has limitation of 999 bonds/atoms
chemdraw for excel or any excel plugin wont recognize larger structures complementary structure creator sequence
reverse excel to notepad for sequences intra and inter secondary strcutre formation Tm and extinction coefficient
calculation with consideration for chemical modification - 10/12/2018 4:19 PM
* - 10/12/2018 11:48 AM
Calculations more easily formatted to a 96-well plate Better recognition of base modifications - 10/12/2018 11:46 AM
RNA structure prediction and changes in structure with changing sequence. - 10/12/2018 11:44 AM
better structure predicting software - 10/12/2018 10:27 AM
Software enabling easy daily calculations and difficult probe design - 10/11/2018 3:10 PM
Better purification system - 10/11/2018 11:35 AM
n/a - 10/11/2018 6:40 AM
None so far. Each system requires its own adaptability initially for the user but each system is pretty useless. -
10/10/2018 9:43 PM
Automated software tools for interpretation of fragmentation data Tool for screening for modifications (especially via
observation of neutral losses) using Orbitrap data dependent acquisition - 10/10/2018 9:23 AM
Imbedded conversions (mg/ml to molarity and vice versa) - 10/9/2018 6:29 PM
Deconvolution software for HRMS, softwares for handling MSn data for modified oligos - 10/9/2018 4:07 PM
none - 10/9/2018 2:18 PM

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Q7. How important to you is the confidentiality
of the content your query when using a
platform to generate the information you
require to complete your routine work with
oligonucleotides, DNA, or RNA?

Responses: 60

8.47%

27.12%

64.41%

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Q8. How valuable would it be to have a software
that can accommodate any combination of
base, sugar, and backbone modifications
when collecting information required to
perform your routine work with
oligonucleotides, DNA, or RNA?

Responses: 60

5.08%
30.51%

64.41%

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Q9. What would you be willing to pay for a single
platform software that can be tuned to your
specific chemistry needs making it possible to
generate all the information you require to
complete your routine work with
oligonucleotide, DNA, and RNA?

Responses: 60

2.94%

20.59% 32.35%

44.12%

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Q10. If you use electrospray mass spectrometry
on a (orbi)trap or TOF system for metabolite
profiling of oligonucleotides, what would
you be willing to pay for a software that can
assign and quantify peaks of interest in a
spectrum?

Responses: 60

3.03%
6.06%

18.18%

45.45%

27.27%

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appendix
c. marketing frameworks

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Customer Go Signals
Brand DNA
Brand Association Map
Customer Value Priority Segment

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customer go signals.

custom

clear integration cloud access

predictave AI/ML intuative OligoTune
Apps UI
Launch
shared analysis Flexible Inputs
MS

Go Signals Strengthen

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brand DNA.

• Experts • Customer-focused
• Refined • Forward-Thinking
• Authentic • High Performance
• Passionate
Personality Organization

#GiraffeVision

Products and Relationships
Services
• People First
• Innovative • Transparency
• Versatile • Integrity
• Premium • Consistency
• Solution Oriented

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brand association.

Fast

Mass Easy
Spectrometry

OligoTune

Nucleotides Secure

Innovative Flexible

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customer value priority segment.

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appendix
d. proforma and cash flow
financial statements

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Best Case Scenario
Moderate Case Scenario
Worst Case Scenario

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Best Case: Projected Profit and Loss.

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Best Case: Projected Cashflow.

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Moderate Case: Projected Profit and Loss.

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Moderate Case: Projected Cashflow.

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