FACE 9. Les clefs pour internationaliser votre entreprise innovante Cible ETATS-UNIS. Destination New York - Floride Juillet-Octobre 2015

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1 Les clefs pour internationaliser votre entreprise innovante Cible ETATS-UNIS Destination - Juillet-Octobre 2015 Un programme de RETIS, réseau des acteurs français de l innovation En collaboration avec TRIANA GROUP Avec le soutien de nos partenaires 1

2 SOMMAIRE INTRODUCTION p Le programme p Méthode et moyens p Contenu des modules p Coût, inscription et conditions générales p Intervenants p Contacts organisateurs p. 29 2

3 INTRODUCTION Qu est ce que FACE? FACE est une association fondée en 2008 par le groupe The Triana Group, San Francisco Science, la CCIP et son école d entrepreneuriat, Advancia. Son objet est de faciliter la rencontre d entreprises innovantes et de communautés d entrepreneurs des deux côtés de l Atlantique. FACE organise notamment chaque année un événement de networking, où conférences et ateliers d information personnalisés sont l occasion de rencontres fructueuses en face à face. Les éditions 2008 et 2009 de FACE se sont déroulées respectivement au Louvre à Paris et à l Academy of Sciences de. Elles ont été très appréciées des participants, notamment pour la qualité des intervenants, des ateliers et des présentations. Les sociétés présentes ont dans l ensemble souligné que FACE était devenu pour elles un rendez-vous incontournable pour développer leur stratégie internationale et leur réseau. Pour son 5 ème anniversaire en 2013, FACE a souhaité se donner de nouveaux objectifs et optimiser son action en offrant de nouveaux services répondant aux besoins identifiés chez certaines entreprises françaises innovantes. FACE, avec l appui de Triana Group l un de ses membres fondateurs, s est ainsi rapproché de RETIS, réseau français des acteurs de l innovation, pour créer FACE un nouveau programme de formation-action, à visée directement opérationnelle et pratique, afin de devenir un véritable outil d appui à la professionnalisation des entreprises innovantes françaises ou acteurs de l innovation concernés par les questions d internationalisation et visant les Etats-Unis. La première promotion FACE 5 s est déroulée fin En 2014, deux sessions ont eu lieu: FACE 6 avec pour destination l Etat de, et FACE 7. La nouvelle promotion FACE 8 New York a démarré en février

4 INTRODUCTION Témoignages «Le programme est très constructif et très enrichissant. Il ouvre de nombreuses perspectives de partenariat et de développement, et nous a confortés sur certains points de stratégie que nous souhaitions éclaircir. Je suis très satisfait du travail réalisé. La temporisation en deux temps: formation/coaching puis présence sur place, est très adaptée aux PME et startups technologiques en phase de création et de développement.» Vincent Boisard, PDG de Coexel fourniture de solutions et services de veille, FACE 5 «La réelle valeur intangible du programme, c est les nombreuses mises en relation avec de nombreux experts, en France comme aux Etats-Unis. J ai vraiment apprécié la très forte réactivité des intervenants et l adaptation du programme, ainsi qu'une bonne logistique et organisation. J ai été surpris lors du séjour aux Etats-Unis par la personnalisation du programme en fonction de notre activité et par les contacts spécialisés.» Nicolas Papillon, PDG d OSD - implants pour la chirurgie orthopédique, FACE 6 «On apprend les caractéristiques du marché américain. Le programme est assez dense, on ne perd pas de temps. FACE est très orienté business et on a à la fois la formation et la mise en pratique. C est extrêmement intéressant. [...] On a face à nous des interlocuteurs américains intéressés par le produit. On rencontre tout l écosystème économique local: c est ça qui est intéressant.» Karim Abichat, PDG de Sykio éditeur de logiciels en mode Saas, FACE 6 4

5 INTRODUCTION Témoignages «Le programme FACE 7 nous a permis de nouer des contacts avec des interlocuteurs dédiés : avocats, VC, acteurs académiques... Et d enclencher des démarches avec des partenaires et clients potentiels. Le programme nous a permis de positionner notre projet par rapport au marché américain. Nous sommes très satisfaits du programme et participerons au module 3 du prochain programme FACE, afin de continuer à avancer et être accompagnés dans notre démarche.» Olivier Hiézely et Adina Grigoriu, Active Asset Allocation ingénierie financière, conception de solutions de répartition d actifs, FACE 7 «Je trouve rassurant de s appuyer sur un acteur local qui connaît bien le marché, les interlocuteurs, et a une expérience en sociétés françaises qui cherchent à s implanter aux Etats- Unis. [...] Je trouve le programme FACE très bien construit, avec un saupoudrage d experts, de contacts business, institutionnels, d investisseurs Pas de temps mort, c est trois jours fulls et qui nous apportent beaucoup d informations. [...] C est concret. C est ce qu on attend, nous, entrepreneurs qui avons envie d avancer sur des projets.» Karim Abichat et Didier Humbert, co-fondateurs de Sykio éditeur de logiciels en mode Saas, FACE 7 «J ai eu la chance de faire partie du programme FACE 7, ce qui va probablement m éviter un nombre d erreurs important, me faire gagner énormément de temps parce que j aurai trouvé les bons interlocuteurs, et m aura permis d être encadré par des personnes extrêmement compétentes. [...] L investissement qu on a réalisé avec le programme FACE 7, c est à coup sûr le meilleur investissement qu on ait fait.» Olivier Zimmermann, Directeur Général de BoostMyShop éditeur de logiciels spécialisé dans les extensions Magento, FACE 7 5

6 1.LE PROGRAMME Cibles, objectifs et valeur-ajoutée Il s agit de préparer les dirigeants ou cadres d entreprises innovantes en croissance à relever les défis de l expansion en Amérique du Nord par un programme conjuguant formation et mise en pratique. A l issue du programme, les participants : Seront en mesure de mieux appréhender l environnement du marché nordaméricain (aspects économiques, commerciaux, concurrentiels, juridiques, financiers, logistiques et opérationnels, managériaux), les best-practices et les erreurs à éviter, le potentiel et les risques et faiblesses de leur projet. Disposeront d un plan d action (business plan avec projections financières, calendrier, supports de communication) qu ils auront réalisé et validé avec les experts-intervenants. Auront pratiqué plusieurs mises en situations, sur le terrain, face à des clients, partenaires ou financeurs potentiels. 6

7 Livrables Méthode Contenu Pour qui? Objectifs FACE 9 1.LE PROGRAMME Construire votre plan d action pour vous lancer sur le marché américain en vous dotant des compétences nécessaires et d outils pratiques personnalisés. Dirigeants et cadres d entreprises innovantes : Accompagnés par un membre de RETIS (ou l un de ses réseaux partenaires) : incubateurs, CEEI, technopoles, pôles de compétitivité, réseau entreprendre. Ayant commencé ou planifié une démarche d expansion vers les États-Unis, avec une approche «techno» ou «marché». 3 Modules dont 1 en immersion aux Etats-Unis Module 1 : Clefs pour aborder le marché américain Module 2 : Stratégie marché, financement, marketing Etude de marché et stratégie d entrée Plan d action, budget et financement Communication : messages, outils et supports Module 3 : Immersion aux Etats-Unis avec 1ers rendez-vous partenaires, clients et/ou investisseurs potentiels (New-York et possibilité d extension en ) Session collective et e-learning : appropriation de la «boîte à outils» (module 1) Training et travaux individuels tutorés à distance (module 2) Mise en situation pratique et networking aux Etats-Unis (module 3) Accès à une plateforme e-learning «boîte à outils» UDEMY (lectures, vidéos, guides pratiques et techniques, présentations et supports pédagogiques utilisés) Votre étude de marché US flash et une note d orientation stratégique Votre plan d action budgété Votre plan de communication (messages, supports, cibles) Le rapport d évaluation d un comité d experts financeurs/ investisseurs 7

8 2.METHODE ET MOYENS Méthode Approche collective et individuelle La formation alternera sessions collectives et travaux individuels tutorés à distance, et à l occasion d un séjour de mise en pratique et d immersion sur le terrain Sessions collectives Les sessions collectives seront animées par une équipe de 3 formateurs conseil, issus de The Triana Group, et par des experts mobilisés sur des thèmes spécifiques Travaux individuels tutorés Durant les étapes dédiées à la construction du plan d action, chaque participant à la formation sera assisté par une équipe projet, constituée : d un coach de l équipe de formateurs-conseil d un «mentor» (chef d entreprise américain) Supports pédagogiques : Plateforme E-Learning UDEMY incluant : o Documents techniques (présentations Powerpoint, documents annexes) o Articles o Benchmark, business cases o Videos Mises en situation, «jeux de rôle» Networking Webinars 8

9 3.CONTENU DES MODULES MODULE 1 : CLEFS POUR ABORDER LE MARCHÉ AMÉRICAIN Lieu : A distance Durée : 5 h Date : Webinar n 1 : mercredi 15 juillet 2015 Thèmes Les États-Unis, c est immense : où est mon marché? Par où commencer? Comment faire des projections de marché? Zoom sur Panorama économie/ innovation de New-York et des Etats limitrophes Comment présenter mon produit? Quel marketing? Quel est l ensemble des modèles économiques à ma disposition pour cette expansion? Lequel choisir? De quelles différences culturelles majeures dois-je être conscient pour prendre mes décisions? À quel stade de développement de mon entreprise dois-je considérer le marché américain? Quels sont les aspects légaux, fiscaux, comptables et juridiques de mon projet américain, selon ses modalités? Comment financer cette expansion? À quel prix? Quels financement puis-je obtenir? (Oséo, Coface, etc.) Clefs pour une étude de marché flash Déroulement Webinars et e-learning à distance Intervenants Jabril Bensedrine, The Triana Group Reed McMillan, The Triana Group Mike Arresta, The Triana Group *Voir liste des intervenants en annexe. 9

10 3.CONTENU DES MODULES MODULE 2 : STRATEGIE MARCHE, FINANCEMENT, MARKETING Lieu : A distance Durée : 15 h de formation individuelle par entreprise Date : du 20 juillet au 9 octobre 2015 VOLET 1 : «POSITIONNEMENT MARCHÉ» Finalisation par chaque participant de son étude de marché «flash» avec l aide de ses tuteurs. VOLET 2 : «STRATÉGIE BUDGET - FINANCEMENT» Définition des stratégies individuelles à mettre en place, réalisation des projections financières et mise en place d un plan de financement. VOLET 3 : «PLAN DE COMMUNICATION» Réalisation du «pitch», et des documents de communication nécessaires à la mise en place de la stratégie. Entrainement au pitch. Exemple 1 : Rencontrer un client potentiel. Exemple 2: Présenter son projet devant un groupe d investisseurs américains. ACCOMPAGNEMENT, SUIVI ET EVALUATION Durant chaque module : Des sessions hebdomadaires de formation et accompagnement individuel avec l équipe de formateurs Entretiens et rendez-vous téléphoniques planifiés avec des experts (stratégie, juridique, financier, marketing) Premiers échanges avec des chefs d entreprises américains mentors A l issue du module: Revue et évaluation du projet par un panel composé d experts associés au programme (intervenants et autres experts partenaires) et remise d un rapport d évaluation et de recommandations écrit 10

11 3.CONTENU DES MODULES MODULE 3 : IMMERSION AUX ETATS-UNIS NEW YORK Lieu : New-York (et Etats limitrophes) Durée : 5h de préparation à distance + 3 jours en immersion Date : 14, 15 et 16 octobre 2015 Sessions individuelles de préparation à distance Mise en pratique sur le terrain à New-York Durant les 3 jours seront organisés des ateliers de mise en situation où les participants pourront tester la qualité de leur plan d action et de leur communication devant des «têtes de réseau», entrepreneurs et investisseurs américains, et recueillir leur «feedback» en direct. Des rendez-vous individuels préparés à l avance avec des contacts qualifiés (experts, client, investisseur, partenaire potentiel) seront également organisés Rencontres «Networking» Seront aussi organisées des rencontres networking avec des experts, des réseaux partenaires et d entrepreneurs américains. Visites sur site Des visites sur site («incubators», coworking space, entreprises, universités) complèteront le programme d immersion. Bilan général, mise en perspective La dernière demi-journée sera consacrée à un bilan général de la formation avec expression et échanges entre participants et formateurs, et à une mise en perspective quant aux projets et actions à suivre pour chacune des entreprises. 11

12 3.CONTENU DES MODULES MODULE 3 : MISE EN PRATIQUE ET IMMERSION AUX ETATS-UNIS - FLORIDE A LA SUITE DU SEJOUR NEW-YORK Lieu : South-West Florida (Naples, Global South West) Durée : 5h de préparation à distance + 3 jours en immersion Date : 19, 20 et 21 octobre 2015 JOUR 1 Session «Bootcamp» au Naples Accelerator Pourquoi développer son activité en : Ecosystème d innovation, opportunités de marchés, aides et dispositifs spécifiques Travaux en sous-groupes personnalisés pour chacune des entreprises participantes avec talent-pool d experts qualifiés Le «Naples accelerator» services, companies, network JOUR 2 Visites sur site et meetings individuels Rendez-vous individuels qualifiés dans le Sud-Ouest de la (préparation en amont) Rendez-vous à Naples avec des contacts issus d autres zones de si besoin Visite et dîner auprès d un county partenaire du Collier County JOUR 3 Rendez-vous individuels et Pitch night chez Venture X Rendez-vous individuels qualifiés dans le Sud-Ouest de la (préparation en amont) Rendez-vous à Naples avec des contacts issus d autres zones de si besoin «Pitch night» avec un jury d investisseurs partenaires chez Venture X, Naples 12

13 4. COÛT INSCRIPTION ET CONDITIONS GENERALES TARIFS M1 : Gratuit si inscription sur M2 et/ou M3-500 TTC si M1 seul * M2 : TTC * M3 : TTC * (2 000 si extension séjour immersion en ) Compris : frais de restauration lors des séances collectives aux Etats-Unis Non compris : transport A/R France-Etats-Unis - Hébergement Bonus Extension : frais de transport / hébergement ci-dessus remboursés à hauteur de $ pour les 10 premiers participants au programme complet New York + *Prise en charge possible par l OPCA de l entreprise (Organisme de formation déclaré et enregistré sous le n auprès du Préfet de la région Provence, Alpes, Côte d Azur - Numéro SIRET de l organisme de formation : ) DATE LIMITE D INSCRIPTION Inscriptions jusqu au 10 juillet ORGANISATION LOGISTIQUE Les modules 1 et 2 sont dispensés à distance et le module 3, sur site, en présentiel aux Etats-Unis Les frais de restauration lors des séances collectives aux Etats-Unis sont compris. Sont à la charge du participant* : Le transport Les frais d hébergement aux Etats-Unis *Certains OPCA peuvent prendre en charge les frais de déplacement et d'hébergement (cf. barèmes de prise en charge). 13

14 4. COÛT INSCRIPTION ET CONDITIONS GENERALES MODALITES D INSCRIPTION Les inscriptions s effectuent auprès de Bertille Richard (Chargée de mission, RETIS) en renvoyant le bulletin d inscription dûment rempli sur l adresse suivante : Une fois votre inscription validée vous recevrez une convention de formation dans les 10 jours suivants, à retourner signée et cachetée à RETIS, ainsi qu à votre OPCA si vous faites une demande de prise en charge. Pour les cas de non prise en charge par l OPCA, une facture d acompte (10% du montant de la formation) vous sera envoyée par mail et par courrier. Vous devez vous en acquitter dès réception. Seules les inscriptions complètes seront prises en compte (bulletin d inscription renvoyé à la chargée de mission et versement de l acompte). ANNULATIONS Par le participant : En cas d annulation du participant Les demandes devront être formulées par écrit (fax, , ou courrier) et donneront lieu à un remboursement intégral si elles sont reçues 10 jours ouvrés avant la formation. Si aucune demande d annulation n est formulée, aucun remboursement ne sera effectué, même en cas de non présence du stagiaire à une journée pour les modules de plus d un jour. Par RETIS Cas exceptionnel d annulation ou report de la formation Si le nombre minimum de participants - défini à 10 participants minimum pour cette formation - n est pas atteint, RETIS se réserve le droit d annuler et/ou de reporter la formation. En cas d annulation, la formation vous sera remboursée. 14

15 5. INTERVENANTS FORMATEURS CONSEIL Jabril BENSEDRINE Jabril Bensedrine is Managing Director and founder of The Triana Group. He started his career as a strategy consultant and faculty in Paris, California, Michigan, and. Over the years, he was instrumental in the execution of market analyses and competitive studies for companies ranging in size from $1M-to-$18B in annual revenue, providing executive teams with critical decision-making information to lead strategic and tactical deployments. Over the years, he worked for research firms, including Financial Times sister company Eurostaf, Elm, Intelligentsia; for foundations and institutions, including European Commission programs, the German Marshall Fund of the United States, the City of San Francisco, the Paris Chamber of Commerce, the University of California; for corporations, including Pfizer, Apollo Group s University of Phoenix, Microsoft, Visteon; and numerous engagements with financial and management firm Kenneth J. Dalto for Midwestern midmarket companies investment projects totaling several hundred million dollars. A graduate of the University of Paris Dauphine in Entrepreneurship, he holds a Ph.D. in Strategy from ESSEC and is an alumni of U.C. Berkeley s Haas School of Business post-doctoral program. The author of strategy-related articles and chapters with publishers including John Wiley & Sons and Oxford University Press, he continues to lecture graduate courses in business, most regularly at the Polytechnic Institute of University An active entrepreneur, and member of ESSEC Business Angels, in 2008 he founded and provided the seed-capital for The Triana Group. He has lived extensively on three continents. Reed C. McMILLAN Reed C. MacMillan joined The Triana Group in May 2013, as an Advisor. She remains a consultant for Science Applications Corporation (SAIC). SAIC is a Fortune 500 company of people dedicated to delivering best-value services and solutions based on innovative applications of science and technology. Since 2002, Reed has worked for SAIC, most recently overseeing the pursuit of large federal opportunities valued at $100M and above. In this role, she ensures SAIC delivers a compelling and competitive response, leveraging enterprise capabilities, and augmented with the complementary strengths of industry partners. Prior to this, she oversaw the development of awardwinning e-learning solutions at Carney Interactive, a leader designer of hands-on, minds-on performance oriented training solutions. In , Ms. MacMillan, launched Splash Productions Inc, a marketing company focused on corporate storytelling. From , Ms. MacMillan led the Special Interest Group on CD-ROM Applications and Technology (SIGCAT), a Virginia-based non-profit educational foundation, with 13,000 members in the federal and private sectors. In this role, she oversaw the creation of a technical education center and all aspects of two large annual conferences with approximately 500 attendees including vendors. Mike ARRESTA Mike Arresta graduated in 2004 from the Grenoble University in Political Science and English Studies. One year later, he graduated from the Carlton University and holds a Master s Degree in Political Science. He now benefits from 8 years of experience in export in the US / UK with SMES and French SMEs and high-tech clusters (Silicon Valley Rhone-Alpes). He has experience in private practice specializing in the international development of French SMEs and SMEs. As a US export specialist, he is responsible for guiding and advising companies on issues, challenges and opportunities in the market with the objectives of minimizing the costs and risks associated with international expansion. Mike Arresta previously worked for the International group Altios in as chargé d'affaires and export expert to advise and assist French companies in their development on the American market. Mike manages the commercial development of French companies in sectors that include: high tech, innovation or industrial subcontracting. 15

16 5. INTERVENANTS TÊTES DE RESEAU, CONSEILLERS ET ADMINISTRATEURS CHEZ TRIANA GROUP Omar MENCIN Dr. Omar Mencin is a senior advisor in corporate finance for The Triana Group, and Director of the Investment Group at Ben Franklin Technology Partners. Prior to these positions, he was the President of The United States Market Access Center (USMAC), a Silicon Valley-based high-tech business incubator partner of The Triana Group. He and his teams helped dozens of companies design and implement successful market entry strategies, with a focus on initial customer acquisition, business scaling, capital raising, and successful exit positioning when applicable. Between 2008 and 2010, this totaled over 160 million dollars in growth capital raised; increased revenue generation, for some companies from zero to 200 million dollars; and facilitated deals such as Spanish Grupo Clavijo s licensing partnership with a US manufacturer, and the Brazilian Totvs -Latin America s largest software company- R&D deal with Stanford University. Prior to USMAC, Omar worked at the World Bank s Paris Office, then in the Office of Goldman Sachs Merchant Banking Division (which invests private equity capital worldwide), and several Stanford University programs. Omar is a graduate of Swarthmore College, Stanford University, the Executive Development Program at Harvard Business School, and has studied advanced Mandarin. He holds a Doctorate in Business Administration with a focus on Finance from the ISM for his work on the valuation of privately-owned companies. He is a member of the Pacific Council on International Policy and serves on the Advisory Board of an early-stage battery technology company, Zeptor Corporation. He is an active business angel in addition to being an early investor in Clarity Payment Solutions, which was acquired by TSYS in Karin HOLLERBACH Dr. Hollerbach is an Adviser to the Triana Group, and the founder and CEO of Triana s partner firm the Taku Group. A graduate of the MIT, the University of California at Berkeley, and the University of California at San Francisco, she holds degrees in Molecular Biology, Electrical Engineering & Computer Science, Global Business, and a PhD in Biomedical Engineering. Dr. Hollerbach started her career in research positions at the University of California, the Whitehead Institute, Stanford Research Institute, the C.S. Draper Laboratory, and the Lawrence Livermore National Laboratory. Moving to the industrial sector, she served as CEO, President, Executive Vice President, VP of Technology, VP of Products, and other management roles in companies ranging from Fortune 500 corporations to startups. She served on the Board of Directors of multiple companies, of a major regional hospital in San Francisco, and of the Association for Corporate Growth. Dr. Hollerbach founded the California-based Taku Group to serve the national and international business development needs of medical and other technology companies. Since then, Dr. Hollerbach has helped numerous foreign and American companies with a variety of projects, including the design of clinical trials suitable for FDA submission, expansion into US and foreign markets, development of licensing deals with US and foreign partners, creation of distribution channels, facilitating financing, technology and business due diligence on behalf of investors. Moreover, as a Principal in Pacific Bio-Health Consulting, Dr. Hollerbach facilitates the formation of long-term partnerships originating in and/or entering into the Pacific-Asia region, for clients in medical/health/wellness sectors. Dr. Hollerbarch is German and American, speaks multiple languages, has worked with companies in North America, Europe, Asia, and Australia, and has lived in Europe and in North America. She enjoys flying airplanes and climbing mountains. 16

17 5. INTERVENANTS EXPERTS Philippe MANTEAU Juridique Philippe Manteau's practice focuses on growth and mid-cap companies, governmental organizations, and individuals in the United States and abroad in the areas of corporate and business law, as well as technology transactions. The core of his practice consists of assisting French and other international private companies in their U.S. investments and cross-border transactions and litigation. Mr. Manteau's training and international experience allow him to identify, analyze, and resolve issues arising in cross-border transactions for European and U.S. clients. Mr. Manteau is active in multiple industries, including the information technology, medical device, pharmaceutical, equipment, wine, food, and fashion industries. Marie LANDEL Administratif, gestion, ressources humaines Marie Landel worked several years for a French CPA firm before starting her own practice in1990. She has more than 20 years of experience in finance and administrative work done in the United States on behalf of European subsidiaries. She is a well-respected member of the French community in Boston. A former president of the French- American Chamber of Commerce. Chevalier de la Légion d honneur, Marie is also the President of Foreign Trade Advisors to the French government for the Boston area (CCEF or Conseillers pour le Commerce Extérieur de la France). Marie Landel is a French CPA (expert comptable), and she holds an MBA from the European Business School (Paris Frankfurt and London) Specialties: Accounting, HR, Paralegal, Administration Michèle LANDEL Marketing, communication Michèle Landel has fourteen years of communications and marketing experience working with architecture firms, software shops, and an American Ivy League university. She started writing for and organizing websites in 1998 and has been working on search engine referencing and with social media since She has managed multinational teams and global projects for small and large French, American, and international organizations. In 2012, she left SAP, the German business software enterprise, to launch her business offering online marketing and communications services. She helps small companies use their English website and the Internet to: - Generate more direct inquiries from new clients - Nurture and create a community for current clients and partners - Raise their business s profile as a leader and expert She has experience successfully optimizing websites for search engine referencing, using social media tools to increase buzz and traffic, and monetizing pay-per-click advertisements to find new clients. She also enjoys combining her professional skills with her personal knowledge of French and American culture to assist companies entering or expanding into English speaking markets. 17

18 5. INTERVENANTS ENTREPRENEURS AMERICAINS MENTORS Antoine ABBATUCCI Antoine Abbatucci has been working as an International Coordinator at F. Iniciativas since September As such, he is in charge of the international trade coordination between Spain, France, Portugal, Canada and Brazil and manages customer Recommendations, international contracts, dissemination of information, plans of action for international groups. Antoine Abbatucci is also responsible for the expansion on new markets through business Intelligence and prospection actions, market studies, international business expansion. He holds a Master s Degree in Management from the IESEG School of Management. Antoine also studied Financial Management and Accounting in Finland. Frédéric DERIOT Frédéric Deriot is a leader, entrepreneur and strategic developer focused on the Company s objectives with a successful track record growing business units, running international business and elevating organizational performance. Frédéric Deriot holds a Master s Degree from the École Nationale Supérieure d'arts et Métiers - Arts et Métiers ParisTech in mechanical & indsutrial engineering. A graduate from the Institut d Administration des Entreprises, he also holds a Master s degree of Business and Administration in business performance. As former COO at Axelon Services Corp., Frédéric Deriot drove organic growth and managed all aspects of business operations from business development to recruitment and delivered value improvements. He developed a new sales and marketing campaign, won multiple Fortune 500 clients, trained and empowered Account Managers, improved the content and structure of training for new recruiters, and improved internal processes and Increased profitability. From 2008 until 2012, he co-founded Darwin Ecosystem LLC, where he Built the first awareness and discovery web engine, then sold the business. Before this, Frédéric Deriot was a managing director for various companies. 18

19 5. INTERVENANTS ENTREPRENEURS AMERICAINS MENTORS Jean-Jacques GAUDIOT Jean-Jacques Gaudiot is General Manager of high-tech manufactured products in four different countries: France, Italy, Brazil, USA. He has been working as Managing Partner at EZreport for 10 years. His goal is to build up on his expertise and help B to B companies, from Brazil, France and the US, to develop value on their international markets Jean-Jacques Gaudiot is a graduate of the Paris Ecole Centrale, with a PhD from the CNRS in Fluid Mechanics and Thermal. He spent fifteen years at Saint-Gobain, starting with different missions from applied research to projects or products transfer, working in France, Brazil, Italy and in the United States. In late 2003, he returned to Brazil with his Brazilian wife and founded EZreport, a consulting firm that helps European companies to locate in Brazil.. EZreport also supports Brazilian companies wishing to open up to other countries (USA, France, China), or seeking to acquire innovative technologies. Mathieu FIALON As VP of Sales North America, Mathieu Fialon has been heading the operation for Evidian in North America for the past 7 years. His mission is to generate revenue through direct and indirect channels. He is also in charge of Evidian Strategic OEM partners such as Quest Software (now a subsidiary of Dell). Before taking on this position, he had already been representing Evidian for two years as well as several others French software vendors in North America. He has been advising several French vendors on their US development. In 2002, Mathieu Fialon founded Fidevco Inc., a business development company offering various services to French software vendors such as US market analysis, business development, and US development strategy. Mathieu Fialon holds a Master s degree in Business & Administration from the Ecole Supérieure de Toulouse in General Sales, Merchandising and Related Marketing Operations. Sylvie GIRET Sylvie Giret has over 15 years of experience in strategy and business development, with a specific expertise in structuring and developing new businesses internationally. Through her 15+ years in business, she s been involved in more than 100 companies development plans, being geographic, strategic or commercial through greenfield, M&A, restructuring, strategic partnerships, financing Sylvie Giret co-founded Strat'America (www.stratamerica.com), an independent American firm specialized in advising and assisting foreign companies wishing to operate, develop or redevelop in the United States. Among its activities, the firm manages several North American subsidiaries of French companies. She also co-founded Strategies Americaines (www.strategiesamericaines.com), the first blogtoolbox aimed at French companies that are developing in the United States. Sylvie has studied, lived and worked in 7 different countries and speaks French and English fluently. She holds a Master s degree in Business & Administration with a major in International Affairs. 19

20 5. INTERVENANTS ENTREPRENEURS AMERICAINS MENTORS Dan NICOLLET Dan Nicollet has 20 years of experience in the software industry with a strong concentration on matters revolving around enterprise software. He spent the first half of his career in Product Management. The last 10 years, he focused on sales and general management. As COO of Seabourne and principal consultant at Origo Terra, he manages deeply technical issues, business processes and strategic decision-making. Dan Nicollet has a comprehensive experience working in every aspect of software development, integration, sales, marketing and distribution. He also acquired deep knowledge and experience with database software, enterprise computing, and the web application layer (Cloud, SaaS, Web Services APIs). Dan graduated from the CEFAM (Lyon) and from the Temple University Fox School of Business and Management in International Business. He also holds a Master s Degree of Business and Administration in International Business Management from the Thunderbird School of Global Management. Dan Nicollet has always loved the craft of software design and development. Sales and general management are a craft of their own which he seeks to continue in pursuit of excellence. Jeremie SAUTTER As Associate Director of Membership at the French American Chamber of Commerce, Jeremie Sautter provides services and connections to more than 800 members consisting of French and American companies, entrepreneurs and individuals interested in doing business with each other in the NY Metropolitan area and with France. Jeremie Sautter has been working at the French American Chamber of Commerce since November Prior to this, he was Managing Director / VP of Business Development for the Greater Hunts Point Chamber of Commerce where he planned and organized business seminars, annual gala events, managed member directory, corporate sponsorships, one-on-one member consultations and referrals. Between 2001 and 2009, he consulted with 700 industrial & manufacturing businesses of the Hunts Point Industrial Park and Food Distribution Center as the Director of Economic Development Programs. Jeremie Sautter holds a Master s Degree of Business and Administration in Marketing from the HEC Business School in Paris. He also graduated from the University, Wagner School of Public Service, and holds a Master s Degree in Public Administration. 20

21 5. INTERVENANTS ENTREPRENEURS TETES DE RESEAU AMERICAINS & INVESTISSEURS MENTORS DE SOUTH WEST FLORIDA Georgia Hiller Collier County Commissioner Georgia Hiller is an attorney, and former certified public accountant, with extensive experience in auditing, finance, and civil law. She is a fiscal conservative. Georgia believes in less government, less taxes and impact fees, and increased visibility into county operations. She wants to see wasteful spending stopped and overregulation eliminated. Georgia supports a constitutional form of government. She supports the role of the Clerk of Courts as the County s independently elected internal auditor, and is pro-business. Georgia has been a resident of Naples since She moved to Florida at age 18, and is Florida educated. She received two bachelor degrees, in accounting and international business respectively, and her M.B.A. from Florida Atlantic University. She earned her law degree with honors from Florida State University. She became a CPA and worked for Coopers & Lybrand, focusing on audits of government organizations and distressed financial corporations. She also served as the finance director of a large non-profit corporation and practiced civil law in Naples, serving international clients and co-counseling cases involving complex financial transactions. Georgia speaks five languages and is fluent in two and conversational in three. She is the widow of Tony Hiller, a well-respected trust officer in Naples, who passed away in Georgia is a capable leader whose past service with county government and involvement in community organizations demonstrate her seriousness to serve the citizens of Collier County full time. She is a founding board member and chair of the North Naples Community Alliance, founding board member of the Orange Blossom - Pine Ridge Community Alliance, and a former board member of the Friends of the Museum. She also volunteered for the Clerk of Courts and is a past member of the County s Productivity Committee. Georgia is dedicated to the taxpayers of Collier County and to public service. Leo E. Ochs, Jr. Collier County Manager Leo E. Ochs, Jr. was appointed Collier County Manager on September 29, 2009 Leo is a 30-year veteran of local government management. He was hired by Collier County government in 1986 after serving for eight years in various positions with the city government of Joliet, Illinois. For Collier County, Leo has served as personnel director and administrative services administrator responsible for human resources, budget, procurement, information technology, facilities management and emergency services. In 2000, he was appointed to direct the county s Public Services Division responsible for parks, libraries, social and veterans services, museums, and domestic animal services. In 2001, Leo was named assistant county manager and shortly thereafter appointed deputy county manager where he served until Leo obtained his Bachelor s Degree from Illinois Benedictine University and earned a Master s Degree in Public Administration from Northern Illinois University. His professional affiliations include both the International and Florida City and County Management Associations. Leo has been an active member of the community. He is a former board member and past President of the United Way of Collier County. He served on the Board of Directors of the Collier County Education Foundation and is a 1999 graduate of the Leadership Collier program sponsored by the Greater Naples Area Chamber of Commerce. Leo also serves on the College of Business and Public Administration Advisory Board at Hodges University and is a past director on the Leadership Collier Foundation Board. 21

22 5. INTERVENANTS TETES DE RESEAU & INVESTISSEURS DE SOUTH WEST FLORIDA Bruce Register Business and Economic Development Director, Collier County Bruce Register, 53, is a native Floridian. He was born in Tampa, the son of a minister. He is a graduate of Florida State University and has a degree in government and philosophy. Following graduation, he worked as a manufacturer s sales representative and commercial account representative before going into business for himself. He and his brother took some land they inherited and started Dot Walden Farms in the Dover community in Hillsborough County. It is a business he still owns. Before coming to Collier County, Register worked for Hillsborough County Economic Development since 1996, where he was the corporate business development manager. Register is married and boasts a brood of cats. In his spare time, he likes to read, fish and play golf. John Cox President and CEO, The Greater Naples Chamber of Commerce John S. Cox was named president of the Greater Naples Chamber of Commerce, the largest of 25 Chambers in the five county Southwest Florida region, as well as president of the Leadership Collier Foundation and The Partnership for Collier s Future Economy on July 9, John s career in economic and community development began in the early 90 s in metropolitan Atlanta, Georgia when he was named president and CEO of the Paulding County Chamber, The Industrial Building Authority and the Airport Authority. Prior to coming to Naples, he served as president and CEO of the Cabarrus Regional Chamber of Commerce and the Cabarrus Economic Development Corporation in Kannapolis, North Carolina in the Charlotte, North Carolina metro area. From 2004 through 2013, John and his team lead more than three dozen new or expanding industries in Cabarrus County, North Carolina, through the Industrial Grant process resulting in the creation of more than 3,000 new jobs and increased capital investments of those projects approached nearly $750 million with total local payrolls exceeding $182 million. Additionally, John s team was instrumental in the development and promotion of the $1.5 billion North Carolina Research Campus, a life sciences and biotechnology research facility in Kannapolis, North Carolina. In 2012, John was selected as Business Leader of the Year by Business Leader Magazine and he was the Chamber Executive of the Year awarded by the Carolina Association of Chamber of Commerce Executives Association. He was also the recipient of the prestigious 600 Award presented by Speedway Motorsports Incorporated for outstanding contribution to Auto Racing in 2007 and received the North Carolina Motorsports Association Economic Developer of the Year Award in both 2006 and His wife, Deanna, is a 5th grade Reading and Social Studies teacher at Avalon Elementary in East Naples. Their grown children include Jonathan and Jennifer, both of whom are married and have daughters.. 22

23 5. INTERVENANTS TETES DE RESEAU & INVESTISSEURS DE SOUTH WEST FLORIDA David DIAMOND Angel investor, serial entrepreneur, Co-Founder of the co-working space Venture X Background: David is founder/president of DeAngelis Diamond Construction Company, which has grown to over 900 Million in sales and is one of Florida s largest commercial contractors. David has co-founded and launched several other significant companies related to the real estate development and construction industry. He has developed and owns several office buildings and shopping centers in south Florida. Also as an early stage angel investor and serial entrepreneur he has co-founded and invested in over 20 successful startups in Silicon Valley California, City, and South Florida, focused in consumer internet, mobile technology, social networking, health care, lead generation, software and applications. David travels domestically and abroad directly involving himself to raising awareness of the world wide magnitude of Human Trafficking slavery, and to the plight of refugees in Darfur. Locally David is involved in numerous not-for-profit organizations. He serves on the Gulf Coast Venture Forum, and enjoys guest-speaking engagements on the topic of entrepreneurship at places such as Florida Gulf Coast University. Education: David has a Bachelor s of Building Construction with High Honors from the University of Florida. Brett DIAMOND Cofounder Venture X Community Builder Background: Born and raised in Naples, Brett has a passion for the entrepreneurs and businesses of his home town. He is an entrepreneur by nature and built 2 start-ups while attending FGCU. His love for technology led him to start a hyper local social network in college. He spent his final summer in college working out of a top co-working space in NYC where he built his tech startup. Brett has travelled across the country studying co-working spaces in order to bring back the best solution for his home town entrepreneurs. Education: He recently graduated from Florida Gulf Coast University with a Bachelor s of Business Management from the Lutgert College of Business. Brett is now a proud member on the Advisory Board for the Lutgert College of Business at Florida Gulf Coast University. 23

24 5. INTERVENANTS TETES DE RESEAU & INVESTISSEURS DE SOUTH WEST FLORIDA Tim CARTWRIGHT Partner M&A Specialist - Investor Background: After college, he was recruited to Arthur Andersen in Chicago, spent a of couple years with them. Then he left and went off and started his own company, a supply chain consulting company called Benchmark Solutions. He grew that company to about 30 consultants in four different cities: Minneapolis, Chicago, Cleveland, and Detroit. Tim sold his company in Then, he co-founded of another company called By-Products Interactive, which is an electronic publishing and price reporting service for agricultural commodities, primarily agricultural by-products. He raised angel and venture capital for that endeavor. That company is still actively going, and his business partners it. They re an Internet publishing company now in that particular industry vertical. After that, Tim moved down to Florida, looked at buying a business, and investigated investment banking and merger and acquisition, private equity venture capital jobs. He ended up going to Naples and started its own firm that specializes in middle market mergers and acquisitions. Then he joined an organization in Naples called the Gulf Coast Venture Forum, which was an angel and entrepreneurial networking group. Finally he became the leader of that organization, and out of it grew the Tamiami Angel Fund. Education: Tim graduated from the University of Wisconsin with a degree in Economics. Then he got an MBA from J. L. Kellogg School of Management at Northwestern University while he was in Chicago. Tom O NEAL President of the Florida Business Incubation Association Tom currently serves as the Associate Vice President of Research and Commercialization at The University of Central Florida (UCF) and Executive Director of the UCF Business Incubation Program (UCFBIP) and also the Florida Economic Gardening Institute (FEGI). Background: O Neal has been part of UCF s Office of Research and Commercialization team working to help UCF become a leading metropolitan research university since year O Neal areas of responsibility additionally include the sponsored programs office, technology transfer, compliance, and the UCF Venture Lab. Tom has assisted in the formation of numerous spin-off companies for technologies developed at UCF, and in Oct established the UCF Technology Incubator of which he serves as the Founding Director. The UCF Business Incubation Program has expanded to 10 locations under O Neal s leadership. Tom is a big proponent for Entrepreneurship and is currently teaching classes at UCF in the field, and advocates for it wherever he can. Prior to joining UCF, Tom served as a Technology Specialist and Financial Director for a $40 million project with the Defense Advanced Research Project Agency for Florida s state university system. Education: He founded his first start-up company at age of 18, which successfully operated until pursuing a fulltime college career. He received his PhD in Industrial Engineering Management and his Master of Business Administration from the University of Central Florida and his Bachelor of Science in Electrical Engineering from the University of South Florida. 24

25 5. INTERVENANTS ENTREPRENEURS AMERICAINS MENTORS Julien MAMET Dr. Julien Mamet founded Adynxx in October 2007 and served as Chief Executive Officer and President through December He currently serves as Chief Scientific Officer and is a member of the Board of Directors. Julien has extensive pharmaceutical experience in the areas of neuroscience and drug discovery and is the inventor of the AYX technology platform. Prior to Adynxx, he worked at the SCRIPPS Research Institute and Novartis Genomics Institute in San Diego, California. Julien obtained his PhD in Pain and Pharmacology at the Institute of Molecular and Cellular Pharmacology in Nice-Sophia Antipolis, France, where he worked in the laboratory of Prof. Michel Lazdunski, a worldwide leader in pain research with over 600 publications in the field. His graduate work focused on the identification and validation of novel targets for pain drug therapies. In parallel to his PhD work, he taught biochemistry Masters' courses at the University of Nice-Sophia Antipolis, France. Julien obtained his BS and MS in Pharmacology and Genetics at the University Claude Bernard in Lyon, France. Richard GABRIEL Richard Gabriel has a broad based experience in start-up companies and how to make them operational and profitable. He spent 7 years of team set-up, management and implementation for a 165 person company (Pharm-Eco) and has been a lecturer on the cgmp-current Good Manufacturing Practices process and teams within the Pharmaceutical Industry. Since 2009, Richard Gabriel has been a Partner-COO for GLG Pharma, LLC which have cancer drug and diagnostic technology packages in early stage development for the treatment of cancer. He is responsible for marketing, sales, business plan, negotiations etc. including the formation of the company and funding. Last November, he incorporated GLG Pharma SAS in France. He is also the Director of the Life Sciences practices at Semaphore, Inc., a mentoring and start-up companies consulting organization. Finally, he a mentor at the North Shore InnoVentures Biotech Incubator. Joel BERNIAC With ten years of experience in drug discovery and then business development in the pharmaceutical industry, Dr. Berniac co-founded Akrivis Technologies LLC, a life sciences startup company headquartered in Massachusetts. Akrivis is engaged in the early diagnosis and treatment of serious and life-threatening diseases from the applications of its patented ZEPTACSYS(TM) technology platform. Prior to that, Joel became in 2008 Associate Director of Business Development at Paratek Pharmaceuticals, Inc. in Boston where he overviewed the preclinical research portfolio and out-licensing activities for rheumatoid arthritis. In 2005, Joel earned an M.B.A. from Northeastern University while rising to the position of Principal Scientist at Paratek where he had been involved since 2001 in the discovery of preclinical drug candidates for a variety of therapeutic areas such as antibacterial, malaria, multiple sclerosis and spinal muscular atrophy, a neurological genetic disease. Prior to that, Joel started his career as a medicinal chemist in 1999 at Bayer Pharmaceuticals in Connecticut, where he was involved in the design and synthesis of preclinical drug candidates in the CNS (obesity) and diabetes therapeutic areas. Joel earned his Ph.D. in Organic Chemistry in 1999 from the University of Notre Dame in South Bend, Indiana, after graduating from the French Engineering School ESCIL-CPE Lyon in France. 25

26 5. INTERVENANTS ENTREPRENEURS AMERICAINS MENTORS Jill FABRICANT Cell Viable Corporation Dr. Fabricant is a co-founder and President of Cell Viable Corporation. She has been working in technology commercialization for the past 20 years. She received a Ph.D. in genetics at McGill University in Montreal, Canada and was a Post-Doctoral Fellow in the laboratory of Dr. Francois Jacob in Paris where she worked on teratocarcinoma cells. She is fluent in French and has been involved in the biotechnology industry for the past two decades in various management positions. Jane BEARINGER Dr. Bearinger holds a PhD in Biomedical Engineering, conducted postdoctoral research at ETH Zurich and was a Senior Scientist at Lawrence Livermore Laboratory until starting Corporos in At LLNL, Dr. Bearinger led and managed research teams on medical diagnostics and devices, countermeasures, sensor development and lithography techniques. Corporos Tomasz GRZEGORCZYK Tomasz M. Grzegorczyk received his Ph.D. degree from the Swiss Federal Institute of Technology, Lausanne, in December 2000.In January 2001, he joined the Research Laboratory of Electronics (RLE), Massachusetts Institute of Technology (MIT), USA, where he is has been a Research Scientist until July Since then, he is a Research Affiliate at the RLE-MIT, and founder and president of Delpsi, LLC, a company devoted to research in electromagnetics and optics. His research interests include the study of wave propagation in complex media and left-handed metamaterials, electromagnetic induction from spheroidal and ellipsoidal objects for unexploded ordnances modeling, optical binding and trapping phenomena, and microwave imaging. He is a senior member of the IEEE, member of the OSA, has been a Visiting Scientist at the Institute of Mathematical Studies at the National University of Singapore, and has been appointed as Adjunct Professor of The Electromagnetics Academy at Zheijiang Universtity in Hangzhou, China, in July From 2001 to 2007, he has been part of the Technical Program Committee of the Progress in Electromagnetics Research Symposium and of the Editorial Board of the Journal of Electromagnetic Waves and Applications and Progress In Electromagnetics Research series. Todd HORTON Todd is the co-founder and CEO of Kango Gift. Previously, he held a variety of roles at Monster Worldwide where he was the marketing director for JobKorea in Seoul, Korea and helped Monster enter Turkey, Russia, Mexico, and Brazil. Back in the day, Todd was one of the earliest employees of Salary.com which went public in Todd has brought to market have won many accolades and awards from leading consumer and trade press. Todd has a B.A. degree from Boston College, and an MBA from Yale. 26

27 5. INTERVENANTS ENTREPRENEURS AMERICAINS MENTORS André GUEZIEC André is an entrepreneur and executive with a unique combination of product vision, technical depth, and start up expertise. His passion is to build a quality product and experience from the ground up. André founded Beat the Traffic (nicknamed "BTT") in and successfully sold it to a Canadian media group, Pelmorex (The Weather Network and MeteoMedia) in André started BTT and, as its CEO, grew it to a profitable business with original and defensible Intellectual Property, and an excellent team. In addition to being employed by Pelmorex as Director of R&D, he is also an active Angel investor and advisor to a few technology companies. His sweet spot is to be the catalyst in early stage opportunities where it also makes sense for him to actively participate in an advisory role. Earlier André was Senior Software Engineer and Architect at Multigen and Borland. André started at IBM T.J. Watson Research Center and has a Ph.D. in Computer Science from Univ. Paris 11, and a MS in Economics from Univ. Paris 11 Sorbonne. André also holds a MS in Engineering from Ecole Centrale Paris. He has published about forty peer-reviewed papers, journal articles and book chapters and is an inventor of about 25 U.S Patents. Corporos Matthew SILVER Dr. Silver has eleven years of experience at the intersection of entrepreneurship, engineering design, and innovation strategy. As CEO of Cambrian Innovation since 2006, he has guided the firm through six years of growth, been director of several government-funded grants, and successfully executed corporate and investment partnerships with local and international firms. Prior to co-founding Cambrian, Matt cofounded Intelligent Action Inc., an MIT spin-out providing strategic decision-making capabilities based on patent pending simulation algorithms that he developed during his Master s work at MIT He was previously a consultant to industry on early-stage innovation and a Staff Research Scientist at the Massachusetts Institute of Technology. Matt speaks widely on innovation strategy and entrepreneurship, with particular focus on capital intensive energy and water innovation, and in 2011 he testified before the United States Senate Small Business and Entrepreneurship Committee on the government s role in early stage innovation. He has published over 15 academic and conference publications on engineering design and innovation strategy and is co-inventor on six patent applications.matt received a Doctorate in Engineering Systems and two Master s in Astronautical Engineering and Technology and Policy from the Massachusetts Institute of Technology. Joseph TESAR Mr. Joseph Tesar is the co-founder and President of Quantalux. Mr. Tesar is an advocate for next-generation energy systems that are both economically viable and environmentally responsible. Since 2010, Mr. Tesar has been focused on the development of waste-to-energy technology for the agricultural sector. As Principal Investigator for a USDA Phase II grant, he is responsible for technical development of small-scale anerobic digestions systems. In addition to technical tasks, he also is responsible for managing subcontractors and developing new business opportunities. In particular, he is focused on expanding anaerobic digestion into new markets into Europe and Central America via partnerships and joint ventures. Previous to founding Quantalux, Mr. Tesar was the Director of Research and Development at Cybernet Systems in Ann Arbor from 1998 to From , Mr. Tesar was a Senior Scientist with the Special Technologies Laboratory (STL), which is a Department of Energy laboratory in Santa Barbara, CA. 27

28 5. INTERVENANTS TÊTES DE RESEAU & INVESTISSEURS DE NEW YORK Erik GRIMMELMANN Erik K. Grimmelmann, Ph.D. is Executive Director of the Technology Council (NYTECH), a nonprofit industry association dedicated to the furtherance of the technology industry in. Prior to joining NYTECH and The Triana Group, he was the Chief Technology Officer and Chief Architect of SendWordNow, a multi-channel alert and response service start-up that raised thirty million dollars and which he helped to establish and develop into a global company. Earlier, he was the Chief Technology Officer and Lead Architect at Cometa Network, a provider of enterprise-grade WiFi formed by IBM, AT&T, Intel and the venture firms Apax and 3i. Before Cometa, Erik was a Senior Vice-President at Dun and Bradstreet, where he was responsible for modernizing and deploying its technology Infrastructure worldwide. Erik started his career at AT&T Bell Labs, where held a number of positions including Supervisor of Nuclear Weapons Effects and Network Survivability and Head of Government Communications Systems; on the business side of AT&T he was Division Manager of Business Orchestration Solutions at AT&T Computer Systems and Vice President for IP Networks and Access of AT&T where, as Chief Internet Strategist, he helped to plan $400 million in annual investments in technology infrastructure. Erik has served on a panel of the National Academy of Sciences, on the Counter-Terrorism Technology Oversight Panel of the White House Science Office, and on the boards of a number of industry associations. He is a graduate of Haverford College and holds a Ph.D. in Chemistry from The University of Michigan, Ann Arbor, and has attended Executive Program in Business Administration at both Duke and Columbia Universities. Lorraine MARCHAND Lorraine Marchand is a Senior Partner at The Triana Group. Over her career, she has held executive roles in Management, Operations, Business Development and Marketing for large pharmaceutical and biotechnology companies, drug-development service companies, and healthcare services companies in addition to academic medical centers and the Federal government. She held P&L responsibility for budgets ranging from start-up capital to $275 million, and operations on several continents. Lorraine started her career as a program director at The National Institutes of Health where she was the founding director of a new program. She then joined the public relations firm Porter Novelli-Omicom in where she was Senior Vice President and Managing Director. She later became the Executive Director for Business Planning and Operations at Bristol-Myers Squibb. She left BMS to join the leading contract research organizations Covance (Princeton) as Vice President for Late Stage Services, then Clinilabs () as its Chief Operating Officer. Since then, she has helped to launch as an Advisor, CEO, Board Member, and/or Business Angel several privately funded medical and information technology companies. She is currently a senior leader in the Life Sciences Consulting Practice at Cognizant Technology Solutions. In 2010, she joined The Triana Group, Inc. as Senior Partner and co-founder of its Healthcare practice. Lorraine holds a Masters in Public Affairs from the American University and M.B.A.s from Columbia University as well as the London Business School. She has Six Sigma Certification. She is also Executive Coach at Hewlett Packard Sales University, and and James Wei Visiting Professor of Entrepreneurship at Princeton University. 28

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