Date post: | 12-Sep-2014 |
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Technology |
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Sébastien GourdonOpen Innovation Director at [email protected]
Vinny SastriPresident, Winovia [email protected]
Open Innovation in Chemicals:How to Speed Up Your
R&D Efforts with OI
Open Innovation: A Step-change in innovation• Open Innovation: what is it exactly?
• Open Innovation in practice
Open Innovation in Chemicals & Materials: The Goose that Laid Gold
Eggs?• Chemicals & Materials at the heart of Open Innovation
• Opportunity to make business
SpecialChem Open Innovation Offer• Offer presentation
• Case-study
Open Innovation - Key Factors of Success
Agenda
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Open Innovation
A Step-change in innovation
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Historically, Innovation has been closedInnovation Made Within the Walls of Companies
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Closed Innovation: Only based on internal R&D capabilitiesof a company
Internal technology base
Open Innovation DefinitionSolve R&D Problems and Buy / Sell technologies
Our current market
Our new market
Other firm´s market
External technology to solve R&D problems
Internal technology base
External technology base
Internal/external venture handling
Licence, spin out, divest
C 2002 Henry Chesbrough EIRMA SIG III, 2005-10-20
Open Innovation DefinitionA Seeker, External Contacts, Respondents
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A Seeker Looking for:
- Technologies / Solutions- Partners- Concepts / Ideas- Processes / Methods- Suppliers- Customers to buy
techno- …
Accesses the outer world
- Submitting a RFP(Request For Proposal)- Could be to a structured
network of relevant people / Companies
- On-line networks
And get proposals from Respondents
- Solvers- Partners
69% of the European companies are already using open innovation
methods (Survey WU Vienna, 2009. 1018 companies - including Top 500
companies in Europe - in 24 European countries were contacted)
• From R&D to C&D (Connect & Develop)• Procter & Gamble claims having 50% of its innovation coming to
some extent from external sources (A.G Lafley, P&G CEO, 2006)
Open Innovation DefinitionThey use it to innovate faster and reduce cost of innovation
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Where are you in OI?
Open Innovation in Chemicals & Materials
The Goose that Laid Gold Eggs?
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Chemicals at the Heart of Open InnovationOpen Innovation in Chemicals & Materials: A Huge Opportunity!
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YOU?
$
$$
$
$$
$
Chemicals are used in almost all end-user markets…
… AND almost all along the value chains
55% of Open Innovation RFPs are related to
Chemicals & materials!• Survey done by SpecialChem, end of 2010
• On approximately 200 RFPs published on OI Platforms
Open Innovation: A Business Opportunity for YouYou can play on both sides!
As a Seeker• Monetize your dormant R&D
- Resuscitate dead R&D projects by involving
external resources (sell techno, partner in JV…)
• Solve R&D problems- Find solutions to technological problems with
the support of people having already searched
the same thing
• Scout innovative technologies- Access suppliers out of your network and save
time
• Market your technologies- Find partners who could turn your techno in new
products or penetrate new markets
As a Respondent• Make business with corporations
out of your network ( i.e. large
brand owners)
• Detect companies needing your
help now
• License your technologies to
organizations in new market for
you
• Co-develop technologies /
products in collaboration with
large corporations
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SpecialChem Open Innovation Offer
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AN INTERACTIVE MARKETING
AND
BUSINESS DEVELOPMENT COMPANY
FOR CHEMICALS & MATERIALS
ACCELERATING GROWTH
Company founded in 2000
Headquartered in Paris, FranceLocations in US / China / India
>65 engineers & marketersExperience FROM the chemicals & client industries
SpecialChem is:+450,000 Members Registered on SpecialChem / Omnexus Websites
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SpecialChem is managing the largest Network in the world
It is a Business Network, not academia
SpecialChem Network is Chemicals & Materials only, all along the value
chains
It is a truly global Network, made of professionals from 5 continents
We support your search of Solvers and Partners only
We focus on Connectivity
We offer very Competitive Pricing
SpecialChem Open Innovation OfferOpen Innovation Finally Simple & Effective
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> 5,000,000 professionals visit our Chemicals & Materials websites every year
> 450,000 registered and fully profiled chemicals & materials professionals: The
world’s largest Network in chemicals and materials (January 2011)
The Largest Network in Chemicals & MaterialsA Global Network, Covering a Wide Range of Chemicals Technologies
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Uniqueness of SpecialChem’s Network: 94% of Business Members
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A Network To Find Solvers & Partners
Members who could buy your
chemicals
Members who could co-develop
chemicals with you
Members who could market your chemicals for you
A 4-Week Streamlined Process
Fill out your request into a ready to use
RFP template
SpecialChem forwards you all proposals received
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SpecialChem Open Innovation Process Description
A SpecialChem expert reviews it and gives green light for publication when
framed correctly
Your RFP is communicated to the largest business Network in Chemicals and Materials
Case Study
How SpecialChem Open Innovation Service Accelerated the Search of New Natural Fibers
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Background:• SpecialChem client is a multiple billions dollar specialty chemicals company (HQ in the US)
• Client has identified a growth opportunity to replace fiberglass-reinforced composites by
natural fiber-reinforced composites
• Client does not master the technology allowing him to propose such natural fibers
Objectives:• Client wants to source natural fiber technology that can be used to fabricate composites
• Client needs a ready-to-use solution
• Client wants to introduce the first products within the next year.
Challenges:• Client is using Open Innovation Intermediaries for a long time to enrich its portfolio of
technologies, but:- Proposals are lab-scale solutions, too far from the market
- Cost per square yard and batch-to-batch consistency limits the proposals fitting client expectations
- Some proposals submitted have already been investigated by client and do not correspond
Client’s Background, Objectives & ChallengesBusiness Objectives Incompatible with Academia Networks
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The efficiency of Open Innovation depends on: 1. The quality of the Request for Proposal (RFP) framing
2. The quality of the network receiving the RFP.
Our innovation experts have designed a proprietary template for an RFP
that forces Seekers to “get to the point” and give clear guidelines to
potential Solvers or Partners.
The process is simple and effective: • Client completes the SpecialChem RFP template
• RFP is reviewed by SpecialChem experts – senior engineers with industrial
background
• If client needs support to frame its RFP, an expert would assist.
The Request For Proposal (RFP)Absolutely critical to success!
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The Request For Proposal (RFP)From a Template to a well framed RFP (1)
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He described why this search was important, why the opportunity
behind was attractive
The Request For Proposal (RFP)From a Template to a well framed RFP (2)
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Client was as specific as possible
he indicated what could be explored…
…and wrote black on white what he was not interested in receiving
He highlighted priorities
Client needs a ready to use solution (not an idea, not a concept)
Publication Towards SpecialChem’s NetworkClient’s RFP Communicated To Potential Solvers
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Submitted ProposalsNon-Confidential Responses Are Sent To SpecialChem
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Submitted ProposalsNon-Confidential Responses Gathered Through a Template
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Business card to identify and contact the Respondent
General description to understand what is the
solution about
Uniqueness description to differentiate the solution from others
Maturity description: is the solution far to the market?
What kind of business is the respondent ready to consider?
Submitted ProposalsExample of Responses – enough information to contact, or not.
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Results Delivered by SpecialChemBusiness Proposals
RFP Published 3 weeks
+1,000 Readers
17 Proposals• Canada / USA
• India / Korea
• New Zealand
• South Africa
• UK / Netherlands
Client in advanced
discussion mode with 7 of them
A Fast and Streamlined Process
A unique Access to the largest
network in Chemicals and Materials
A Truly Global Network
A Business Network, providing
ready-to-use solutions
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Comments from client:- “With Other OIA, I received proposals from US only”- “Responses are very business-oriented”- “Proposals are mostly ready-to-be-used solutions”- “The SpecialChem process is very fast”
Key Factors of Success
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Have access to the right network• Use specialized networks instead of general network
• Network to be used depends on your search
Privilege Business Network• Academia does not work with the same time frame and motivation
• For short term needs and ready to use solutions, use business networks
Plan time and resources• Open Innovation is not a magic process!
• Without time and dedicated persons, it won’t work
• You need time to frame the RFP, to screen the proposals, to contact the respondents
Adopt an open mind• Be prepared to fight the Not Invented Here Syndrome
• Always look for win-win situations
• There are efficient ways to protect IP
Key Factors of SuccessTo Be Successfull with your Open Innovation Process, you must:
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Goal:
Obtain qualified responses to Request For Proposals (RFPs) that will align
with the Seeker’s requirements detailed in the RFP
Focus on Effective RFP FramingTips and best practices for an effective RFP
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Identified Need
Effective Request for
Proposal
Qualified respondents
Qualified respondents
Qualified respondents
The competitive
edge
Seekers
Respondents
Provide enough specifics. Disclose non-confidential information only.
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What is the right level of information in an RFP?
Too Little
Too much
The right balance• Very general• Lack of any
detail
Qualified responses that meet your needs !
• Giving away proprietary information and strategy
• Tease but do not unveil !!• Provide enough detail• Non-confidential information only• You are not giving away your intellectual property
Typical Product Development ProcessRequirements flow-down from market to product and to process
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Market / Customer
Requirements
Product Specifications
Component / part / additive Specifications
Manufacturing methods
To
To
To
Market
Product
Components / Parts/
Formulation
Production
• In a typical product development process, the flow of information is:
• Market requirements, to• Product performance, to• Product Design, and finally to• Production Processes
The RFP Flow-up processSeekers need a material or process that meet predefined market needs
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Market / Customer
Requirements
Product Specifications
Component / part / additive Specifications
Manufacturing methods
To
To
To
Market
Product
Components / Parts/
Formulation
Production
In the RFP process, the flow is reversed. Seekers are looking for:• A technology,• A material, and/or • A process that will meet predefined market requirements.
Clearly define the business relationship between the parties
Seeker’s role / responsibility?
• Licensee / User?
• Buyer / Owner?
• Co-developer?
• Other?
Respondent’s role / responsibility?
• Provide already-developed existing technology?
• Develop new concepts/ technologies?
• Provide already-developed materials, additives, parts or components?
• Manufacture the seeker’s proprietary technology / product?
• Provide ideas or develop a new manufacturing method?
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Roles and responsibilities between the two parties
The more novel or complex the need - the longer the time & higher the budget
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Be realistic with respect to timing of deliverables
Existing product / technologyExisting manufacturing process
Existing product / technologyNew manufacturing process
New product / technologyExisting manufacturing process
New product / technologyNew manufacturing process
Time
Mo
ne
y
WANTS: Seek RFP from company that can provide:
• Market analysis and penetration
• Novel coating material
• Must be able to adhere to all surfaces including metals, ceramics, composites, plastics and wood
• Has proprietary coating technology
• Provides distribution channels
Laundry list of generic “wants” – no detail
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Example of a Bad RFP
Poorly written RFPs will generate poor responses
NEEDS:Seek RFP from company that can provide a material that:
• Can be coated on to polystyrene (powder coating methods only)
• Adheres to polystyrene (peel strength of 1.5 to 2.0 kN/m))
• Has a gloss of 100 – 120 GU
• Is conductive with a surface resistivity of 104 – 105 ohm/sq
• Can be sterilized by γ-radiation up to 7.5 MRads and retains 95% of its adhesion, gloss and conductivity
• Should not contain any heavy metals
• Must have the ability to be used on standard powder coating equipment
More specifics on actual “needs”. TEASE BUT DO NOT UNVEIL !!
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Example of a Good RFP
Excellent chance to obtain qualified respondents that meet your expectations detailed in the RFP
Example of Good RFP
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Example of a Good RFP
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Summary
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Higher chance of success• Largest Network
• Chemicals & Materials only
• Global Network
Speed• Simple on-line Process
• Size of the Network
Business• Business Network, not academia
Cost effective• Streamlined process
• Focus on connectivity
• Other source of revenue
No risk• We commit on results
SummaryOpen Innovation Finally Simple & Effective
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Thank You!
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1. Sébastien Gourdon2. Open Innovation Director at SpecialChem
4. Vinny Sastri5. President, Winovia LLC6. [email protected]