MedTech: How Can I/Should I Work With a Large Medical Device Company

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MedTech: How Can I/Should I Work With a Large Medical Device Company

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Your startup is exploring working with larger medical device companies. Where do you start? Who are the cast of characters that you need to know to get deals done? And what kind of deal structures do you need? Before you start to feel overwhelmed, this program will have representatives from established companies both large and small to help you navigate the process of building these relationships and deals important to your business.

Topics will include:

  • Understanding the various roles (business development, finance, and commercial)
  • Types of deal structures (such as licensing, joint ventures, distribution, equity investment, asset sale, etc)
  • The pros and cons of working with a strategic planner


  • Troy Wilford, Assistant Vice Provost for Entrepreneurial Development, Drexel Applied Innovation, Drexel University


  • Carol Burns, Chief Executive Officer, Cagent Vascular
  • Jeff Thomas, Managing Director, Piper Sandler
  • Gwen Watanabe, Managing Director, H.I.G Capital

Speaker Bios:

Troy Wilford
Troy is a thinker, a doer and a connector who brings decades of commercialization experience to the startup and early-stage companies with whom he has the pleasure of working. An engineer turned marketer, Troy combines the art and science of both disciplines to provide a unique perspective and methodical approach to crafting strategies for company success. Troy was most recently the Director of Commercialization Solutions at the University City Science Center where he is responsible for engagement and outreach initiatives that will position the Science Center prominently as a partner for entrepreneurs and startups. Before joining the Science Center, Troy spent eight years as an independent consultant supporting the commercialization efforts of healthcare early-stage and startup companies. Prior to that, Troy built a career working for a variety of MedTech companies, including Johnson & Johnson and Stryker.

Carol Burns
Carol Burns is the founding Chief Executive Officer of Cagent Vascular. She has led the company from its inception in 2014 to commercialization. Prior to founding Cagent Vascular, Ms. Burns served as the founding CEO of Intact Vascular which was later sold to Philips Healthcare.  She has played integral roles in multiple innovative medical device companies, all of which have had lucrative exits– Embrella Cardiovascular (Edwards LifeScience’s), Animas Corporation (Johnson & Johnson), Ventrica (Medtronic) and Intact Vascular (Philips).  Prior to involvement with these companies, she spent many years working at Guidant Corporation in various marketing roles. Her early background in hospital-based critical care setting and medical device sales have served her well to identify, develop, finance and build innovative medical device companies. Currently, she serves on the Penn Health-Tech Strategic Advisory Board. Ms. Burns received a BSN degree from The College of New Jersey.


October 13
8:30 am - 10:30 am
Event Category:


One Logan Square, 130 North 18th Street, Suite 3000
Philadelphia, PA 19103 United States
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