1. Home Tonometer
The University of Arizona
Eniko Enikov - PI
Vasco Polyzoev – EL
Emre Toker – Mentor
Gholam Peyman, MD co-founder/co-inventor
(and 11 customers we talked to)
12/14/2011

2. The ICORP Team
• Eniko T. Enikov – PI
- PhD, Assoc. Professor in Mechanical
Engineering
- co-Inventor
• Vasco Polyzoev – EL
- PhD, Post-Doc Research Associate in
Mechanical Engineering
• Emre Toker – Mentor
- Angel Investor
12/14/2011

3. The Technology
• Self-performed, non-invasive (over the eyelid)
tactile tonometry device for glaucoma
patients
12/14/2011

4. Home-use serial tonometry
Value Proposition
Glaucoma : if you are over 40, • Repetitive measurement of
you might be going blind! eye pressure indicated for 3.2M
Do you know your IOP?
glaucoma patients; 1%
utilization despite $81
reimbursement
• Performed each month at
home by the patient  $81 x
3.2M patients x once a month
= $3B in new annual
reimbursement revenue
($500,000 for average
ophthalmologist)
12/14/2011

5. Must Have’s
• FDA 510(k) approval – equivalence to gold
standard
• Acceptance by clinical community (beyond
FDA approval)
• Continued reimbursement of remote
interpretation of home tonometry
• Patent issued (US)
12/14/2011

6. Price
• High volume COGs ~$100
• Price survey of ophthalmologists: ~$315/unit
• $315 x 3.2M patients = $1B total market
• Additional annual reimbursement revenue to
ophthalmologist per device/patient:
$81 x 12 months = $972
12/14/2011

7. Competition
Diaton - $2500
Icare - $3500
Tonopen - $1500
12/14/2011

8. Initial Idea
• We will make a great home tonometer and every
glaucoma patient and every ophthalmologist will
want to have it (at any price)…
• Insurance/Medicare/VA will pay for it too,
because it will save costs of transporting elderly
and disabled to eye clinics…
• We can sell it off of our website and handle all
the transactions, etc… but will allow help from
distributors
12/14/2011

9. Initial Business Model Canvas
12/14/2011

10. Revised Ideas
(after talking to 8 doctors (phone & in person) and 3 patients (forum))
• We will need the help of doctors to gain acceptance of
the home tonometer to glaucoma patients
• NOT every ophthalmologist will want to have it
(definitely NOT at any price)…
• Already an existing reimbursement for serial
tonometry
• Maybe have a research version for animal research labs
(extra revenue pre-FDA)
12/14/2011

11. Business Model Canvas 2
12/14/2011

12. New Inputs
(after talking to 5 distribution companies)
• We will need a GAT -
comparable accuracy to
get doctors interested in
our tonometer
• Suggestion to emulate
hearing aids distribution
and consign an inventory
with doctors.
• Patient gets fitted with a
tonometer in the doctor’s Key Idea: One tonometer -> fits all !!!
office.
12/14/2011 Patent pending

13. Business Model Canvas 3
12/14/2011

14. More Inputs
(after more discussions with 6 doctors and reflecting on operations and
partnerships)
12/14/2011

15. Business Model Canvas 4
12/14/2011

16. Distribution and Marketing Diagram
12/14/2011

17. Next Steps
• Develop limited
clinical evaluation
using ~50 patients
and confirm
correlation with GAT
and accuracy.
• Seek VC/SBIR
funding for larger
clinical evaluation
and FDA approval
12/14/2011