Pioneer Fellow Project Report
• Appreciating confidentiality the reports will be handeld safly and kept confidential by the I&E Lab.
• A Power Point presentation 5-15 slides to a potential industry alliance partners auditory.
• The Structure should follow the present document....
Summary of Technology Project Results
• 1-3 Slides on the technology evaluations, experiments or lab demonstrations
• A final statement on the result of the technology evaluation
Reminder: University Technology Incubator Model as a “Broker of Technology”
• Clarification of IP• Global identification on
parallel research teams• Identification of existing
entrepreneurial approaches
Feasibility
Uniqueness
Technology Maturity
Entrepreneurial Setting
• Securing of IP in spin-off• Differentiate against
parallel activities and existing approaches
• Position spin-off as a TT vehicle with IP plan including licensing roadmap
• Building argumentation on uniqueness & differentiation
Pre-
Incubation
Spin-Off
Formation
Alliance
Development
• Identify bottlenecks• Independent
infrastructure• Unique supplier
• Clarification of usefulness
• Develop number of technology application scenarios
• Position on technology life cycle
• Identification of concurrent technologies
• Conservative business scenario with redundant supplier & infrastructure independence
• First market scenarios
• Present feasible demonstrator development or production scaling
• Develop market plan with partners
• Credible capability build up, showing “we can do it”
• Industrialization plan• Address industry partner
with irregular technology cycle perception
• Capability build up plan according technology invention type
• Skill set & resources• Resources and cost
breakdown
• Developing a role as a “broker of technology”
• Identify potential industries for alliance approach
• Business model build up according technology invention type
• Present business model showing “how to do it”
• Approach industry alliances partner according technology absorption capabilities and industrialisation & marketing capability
• Develop Product IP• Fast track to technology
demonstration
Alliance
Spin-Off
• Field test• Demonstrator scaling• Test marketability
• Joint development and industrialization
• Build technology absorptive capacity
• Negotiate industrial share holder ship or board representation
• Alliance contracting
Frame of UTI Support Stable Spin-off
UniquenessWhat are the unique elements of the technologyHow is the IP situation, how big is your technological “head start”What other entrepreneurial approaches do exist (other spin-offs, alternative solutions)Uniqueness:What are the unique elements of the technologyHow is the IP situation, how big is your technological “head start”What other entrepreneurial approaches do exist (other spin-offs, alternative solutions) Feasibility:What infrastructures are needed? How can you get it and to what price?What partners are needed on the supplier side?Mayor bottelnecks identified e.g. non redundant supplierWho would find the technology useful? Technology Development:What application scenarios did you develop/examine?What is your situation with competing technologies?How mature is the technology?Ideas about pricing/costs. Entrepreneurial SettingWho would be your partners?What discussions did you have with them?Who would be working in a possible start-up? What are the roles and tasks of the different people in that start-up (what do they do when they go to work, each day)?
Donnerstag, 20. April 2023 5Departement/Institut/Gruppe
Industrialisation and Market Capability
Tec
hnol
ogy
Abs
orpt
ive
Cap
acity
low
low
high
high
Technology Alliance
•Niche System Provider
•Licensing Partner
•Supplier
Market Alliance
•Subsystem Provider
•Marketer
•Supply Chain Partner
Competitor
•Direct license from academia
•Merger and Aqusition
•Market competition
No Approriate Alliance
Reminder: Framework to assess potential Industrial Alliance Partner
• Industry partners assessment matrix above and description of the axis decisions • Experience report on industry alliance partner discussions and results
Technology lifecycle positioning of evaluated technology spin-offs; self-assessment on Technology Readiness
(X)
(Y) (Technology)
(Technology)Industry Alliance
Standalone
Reminder: Technology Invention Type and Spin-Off Positioning
Technology Type Capability Build Up
Business Model Build Up
Alliance Partner
• Material R&D• Material Production
Engineering • Material Process Integration• Supply Chain• Technical Sales
Process Invention
Material Invention
SubsystemInvention
SystemInvention
• R&D Service• Production Engineering• Integration Engineering• Licensing• Small Batch Material Sales
• Niche Material Supplier• Low Technology
Absorption Partner
• Process R&D• Process Engineering• Process Integration
• R&D Service• Process Engineering• Integration Engineering• Licensing
• Process Industry with low Technology Absorption
• Niche Process Application Partner
• Subsystem R&D• Subsystem Integration• Subsystem Production• Supply Chain• Technical Sales
• R&D Service• Integration Engineering• Product Sales• Product Service Spares &
Maintenance
• System Provider• Niche Subsystem
Provider with low Technology Absorption
• Technical Marketer
• Niche System Provider• System Provider with
low technology absorption e.g.aged out
• Marketer• Supply Chain Partner
• System R&D• System Industrialization• System Production• Supply Chain• System Sales• System Service
• R&D Service• Product Sales• Product Service Spares &
Maintenance
Technology Spin-Off Development Scenario
• Scenario describtion as the basis of a feasible business case
Example
Technology Spin-Off Development Scenario
• Detailed 5 years insite out Business Plan FTE/ Investments• Resources• Infrastructure
Example
Excel
Example
Business Implementation
Costs
2012/13 2013/14 2015 2016-2018 TotalSmall-scale System 123 0 0 0 123Mid-scale System 0 500 40 750 1290Large-scale System 0 0 0 9200 9200Inhouse production 35 60 0 0 95
Follow-up development 0 0 0 1200 12003rd party production 5 60 20 100 185Investment total 163 620 60 11250 12093
Salary 368 884 884 3135 5271Rent Payments 9 30 40 120 199Consumables 0 150 20 300 470Raw material 1.5 15 70 600 6873rd party expertise 20 150 20 40 230Promotion 6.5 16.5 10 30 63Travel 8 60 40 120 228Office supply 0.9 15 10 30 55.9Tax 0 0 20 260 280Rate (10%) 0 60 33 1547 1640Running costs total 413 1380 3162 6182 9123
Infr
astr
uctu
re
Inve
stm
ent [
kCH
F]
Run
ning
cos
ts [
kCH
F]
Example
Market Scenarios and Assumptions
• Potential Revenues/ Sales per region
Jahr 2011 2011/I 2011/II 2011/III 2011/IV 2012Potentielle Kunden 600 600 600 600 Neukunde-RA 4 1 0 0 3 28Neukunde-Sales 0 0 0 0 0 21Stammkunden 0 0 0 0 0 4Menge Erstbestellung-RA 20 8 0 0 12 112Menge Erstbestellung-Sales 0 0 0 0 0 84Menge Folgebestellung 5 0 0 1 4 16Menge 25 8 0 1 16 212Bruttoumsatz Greifer 38'000.00 12'160.00 0.00 1'520.00 24'320.00 322'240.00Materialkosten 4'250.00 1'360.00 0.00 170.00 2'720.00 36'040.00Mitarbeiterkosten 31'665.40 0.00 0.00 0.00 31'665.40 359'993.60Sales 1 FTE/200000 0.00 0.00 0.00 0.00 0.00 200'000.00F&E 1 FTE/100000 31'665.40 0.00 0.00 0.00 31'665.40 159'993.60Administration 1 FTE/100000 0.00 0.00 0.00 0.00 0.00 0.00Supply 1 FTE/80000 0.00 0.00 0.00 0.00 0.00 0.00Infrastruktur und Administration 18'861.55 675.00 675.00 675.30 16'836.25 68'167.50Miete 911.25 0 0.00 0 911.25 5'467.50IT-Kosten 5'000.00 0 0.00 0 5000 10'000.00Marketing 5'000.00 0 0 0 5000 20'000.00Versicherung 2'700.00 675 675 675 675 2'700.00Treuhänder 1'250.00 0 0 0 1250 5'000.00Reisekosten F&A&E 4'000.30 0 0 0.3 4000 20'000.00Kreditkosten 0.00 0.00 0.00 0.00 0.00 5'000.00Umsatz-Gesamtkosten -16'776.95 10'125.00 -675.00 674.70 -26'901.65 -141'961.10Bruttogewinn -44% -44%
Example
Business Case
Example
Out Look Next Steps
• Final Pioneer fellow Statement on Technology development in a Spin-Off formation