Product Commercialisation Process at Thermo Fisher Scientific Paul

Product Commercialisation Process at Thermo Fisher Scientific Paul Blackburn Senior EMEA Regional Market Development Manager Proprietary & Confidential The world leader in serving science

We Are The World Leader in Serving Science Global Scale • Approximately 70, 000 employees globally • More than $20 billion in annual revenue • Unparalleled commercial reach Unmatched Depth • Leading innovative technologies • Deep applications expertise • Premier laboratory productivity partner Our Mission: To enable our customers to make the world healthier, cleaner and safer 2 Proprietary & Confidential

Complementary Segments Create Competitive Advantage Analytical Instruments Mass Spectrometry Life Sciences Solutions Chromatography i. CAP Triple Quad MS Genetic Sciences Chemical Analysis Gemini Handheld Analyzer Titan Krios TEM Specialty Diagnostics Immuno. Diagnostics 17% Life Science Reagents Bioproduction $19. 8 B Revenue Biosciences Microarrays 27% Electron Microscopy Reproductive Health Quant. Studio Dx R q. PCR Next-Gen Sequencing 22% Fusion Lumos MS Clinical Diagnostics Clinical Oncology Vanquish UHPLC Seq. Studio CE System Laboratory Products and Services Immuno. CAP Allergy and Eli. A Autoimmunity Tests Lab Equipment TSX ULT Freezers Microbiology Transplant Diagnostics PCT Biomarkers Pathology Antimicrobial Susceptibility Testing Solutions Rotary Microtome 3 Proprietary & Confidential NXType High-Resolution Genotyping Cell Culture Reagents Bio. Pharma Services 34% Lab Consumables NOTE: Percentages based on unaudited LTM revenues through Q 2 2017 including estimates for intercompany eliminations and other accounting policy adjustments. Laboratory Chemicals Enterprise and Instrument Services E 1 Clip. Tip Pipette System

A Mission We are Proud of We enable our customers to make the world healthier, cleaner and safer. 4 Proprietary & Confidential

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. 5 Proprietary & Confidential Enable technical innovation Partner on R&D projects Customer Improve production efficiency Support regulatory compliance Optimize supply chain

What is PCP? AAhigh-level butbut flexible process to commercialize a product that consists of 6 phrases that start high-level flexible process for commercialization a product that consists ofand 6 end with a Checkpoint/Phase Review phrases that start and end with a Checkpoint/Phase Review Concept Phase Dt. I Decision to Investigate 6 Proprietary & Confidential Definition Phase Development Phase Dt. C SDC Decision to Start Commercialize Development Checkpoint Manufacturing Phase Confirmation Phase SMC CTC Start Confirmation Manufacturing Test Checkpoint Commercial Phase PRC Product Release Checkpoint PCC Product Closure Checkpoint

PCP: Overview Decision To Investigate Program Management Concept 8/2016 Decision To Commercialize Project Charter Development Start Manufacturing Checkpoint Manufacturing Confirmation Test Checkpoint Confirmation Product Release Checkpoint Project Closure Checkpoint Commercial Integrated Project Plan & Schedule Product Requirements Product Management PAC Review Business Plan Customer Wants PAC Review Field Test Report Field Test Plan* User Document Plan* Product Specs Development PAC Review Customer Requirements Trace Matrix Technology Assessment Consolidated Test Plan* Verif Plan Verif Prtcl Operations Prod. Dev. Plan * Operations Plan* Verification Report Consolidated Test Report* Stability Plan (IVD) Quality/ Regulatory Stability Prtcl (IVD) Prod. Dev. Report * Valid Plan Valid Prtcl Validation Report Stability Report (IVD) Operations Report* Quality Plan* Risk Management Report* Regulatory Plan* Clinical Evaluation Test Report Risk Management Plan* Certificate of Analysis Clinical Evaluation Test Plan* Regulatory Submission Service & Support Plan* * May be either a separate document or included in the Integrated Project Plan & Schedule Underlined documents to be updated in each following phase, as necessary Proprietary & Confidential Design Control begins upon approval of Dt. C Gate Legend Service / Support 7 Definition Start Development Checkpoint Global Product Management Review Design Freeze Design Review Other deliverables Plans Reports Proprietary PAC Review

Unmatched Customer Partner We enable our customers to make the world healthier, cleaner and safer • Technology innovation leadership • Unique customer value proposition • Unparalleled global reach Proprietary & Confidential The world leader in serving science

Your group exercise In your teams answer the following questions: • Why is a product commercialisation process important to an organisation? • What benefits will it bring? • What challenges might the process bring? 9 Proprietary & Confidential

Why is PCP Important? Ensures we deliver: User. Centered Innovation Quality Solutions Speed to Market § Maximal flexibility for our diverse businesses and broad range of products § High-level procedures and work instructions § Allows collaboration of crossfunctional team (Core Team) § Provides functional ownership of major activities − the who and when § Describe the what, not the how − Descriptive, not prescriptive 10 Proprietary & Confidential

PCP: The People The Extended Team: a cross-functional group of people with in-depth technical knowledge or experience with a particular aspect of the project 11 Proprietary & Confidential 11

Successful Selling and Internationalisation Claire Healy Sales Manager (UK and Nordics) Biosciences Division Proprietary & Confidential The world leader in serving science

Broad Portfolio Analytical Instruments Mass Spectrometry Life Sciences Solutions Chromatography i. CAP Triple Quad MS Genetic Sciences Chemical Analysis Gemini Handheld Analyzer Titan Krios TEM Specialty Diagnostics Immuno. Diagnostics 17% Life Science Reagents Bioproduction $19. 8 B Revenue Biosciences Microarrays 27% Electron Microscopy Reproductive Health Quant. Studio Dx R q. PCR Next-Gen Sequencing 22% Fusion Lumos MS Clinical Diagnostics Clinical Oncology Vanquish UHPLC Seq. Studio CE System Laboratory Products and Services Immuno. CAP Allergy and Eli. A Autoimmunity Tests Lab Equipment TSX ULT Freezers Microbiology Transplant Diagnostics PCT Biomarkers Pathology Antimicrobial Susceptibility Testing Solutions Rotary Microtome 13 Proprietary & Confidential NXType High-Resolution Genotyping Cell Culture Reagents Bio. Pharma Services 34% Lab Consumables NOTE: Percentages based on unaudited LTM revenues through Q 2 2017 including estimates for intercompany eliminations and other accounting policy adjustments. Laboratory Chemicals Enterprise and Instrument Services E 1 Clip. Tip Pipette System

Sales Model Options Direct- Maintain your own sales force, working directly with end users Indirect ‘Exclusive’ Channel Partner- Have a single distribution partner. Usually a company who will hold stock and take care of all sales and delivery of the products under the contract for an agreed transfer price. Indirect Multi Channel Partners- Have multiple distribution partners, potentially including direct sales. Agents- Usually individuals or small companies who sell on behalf of your brand/portfolio on a commission basis. They don’t hold stock, they guide customers to place orders with the supplier/manufacturer. Regional variances are very normal with the same portfolio 14 Proprietary & Confidential 14

Sales Team Options Field Sales- Usually remote/home based, using mainly face to face meetings, but also phone and email to connect with customers. Inside Sales- Generally office based using phone and email to connect with customers, occasionally face to face visits. Digital Sales- Generally office based using digital tools to connect with customers and promote products, along with phone and email. Rarely face to face meetings. Segment Teams- Sales teams specific to a market segment, e. g. Biotech, Pharma, Clinical, Academic Specialist Teams- Sales teams with a product or application area focus. Deep technical knowledge. Often used to support various sales models. 15 Proprietary & Confidential 15

Your group exercise In your teams answer the following questions: 20 mins • Each team takes 1 sales role and build a list of top 5 weekly tasks they might have and based on a 40 hrs week, assign time spent on each. • Secondly, build a list of 5 key training needs someone new to this sales role would have. 16 Proprietary & Confidential