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Valorisation
Centre
Building Strategic Relations With Large Scale Companies
Tempus UnchainRolph Segers, MSc
Valorisation
Centre
The Main Questions
• Is your organisation ready and willing• In what research do you excel• How to approaching companies and which ones:
o Creating Strategic one on one relations – where to start
o Creating the right Ecosystem – how to
• Is there (enough) Funding
Valorisation
Centre
Is your organisation ready and Willing
• Create Incentives for valorising – work is judged on:o Scientific Outputo Educational Output o AND Valorisation Output
• Train both Scientists AND supporting staff in:o Creating a proffessional networko Making good proposalso Understanding companies
• Create organisation for valorisation:o Accountmanagerso Contractmanagerso Technology Transfer Officers
Valorisation
Centre
In what research do you excelFocus and Choice
The Delft Research Initiatives
Fundamental Sciences
Energy Environment Infrastructures Health
Valorisation
Centre
Approaching Companies Steps in creating a strategic relation
What Who Time path in months Market analysis University -3 Create shortlist of companies University -2 Identify contactperson and initiate contact on high level (BoD)
University 0
Discuss the ‘Menu’ of activities University and company 1 Discuss R&D strategy of company University and company 2 Consult scientists and seek matches in strategy and translate to univ. research
University 2-4
Organise workshops with univ. and company scientists
University and company 3-8
Review workshops and formulate a max. of 5 main themes
University and company 9-11
Form a program committee with a representative per theme and form a steering committee. Draft a contract
University and company 10-12
Sign contract and start pilot projects University and company 12 Well running strategic program University and company After +/- 5 years
Valorisation
Centre
Approaching Companies Decision Process – market analysis and creating a shortlist
All active contracts
All revenues from companies
Discussion with faculties
INVENTARISATION
Create overview
Combine with Top 40 R&D NL + Top 20 R&D EU
Process leads
PROCESS ANALYSE
Analyse data andCreate report
Decision per com
pany
Keep status quo
Intensify
Initiate
STRATEGIC AGENDA
WO
RK
SH
OP
S
Government
Advice BoD Decision BoD
Annual reports of companies
Process into qualitative input
Terminate
Valorisation
Centre
Revenue AnalysisTNW
EWI
3mE
CITG
TBMLR BK IO
. Facultty
CompanyTNO* 6- 6 6+ 6- 5- 6 3+ 3+
4+ 2- 6- 5- 3+ 4-
4- 6+ 5 1 1+ 1- 2+ 2+
4 3+
5+ 3+ 2- 1 1- 1
5- 5- 4- 2-
1- 5+ 2- 5+ 2+ 2-
2- 3- 2- 5- 2-
3- 4+ 4+
4- 5+ 2-
5+ 1+ 3- 2-
2- 2+
6- 3-
4+ 1-
1 1 2 1
Started in 2006 used to be Philips Semi-conductors
+ Growing1 1000 < X < 10 000 - Declining2 10 000 < X < 100 0003 100 000 < X < 200 0004 200 000 < X < 400 0005 400 000 < X < 1 000 0006 1 000 000 < X
DSM
Havenbedrijf R’dam
PRORAIL
THALES
TNO*
Rijkswaterstaat (gov)
Philips
Medical**
Semiconductors**
Akzo Nobel
Verkeer en Waterstaat (gov)
Total revenues DUT over '03 to '05
DOW
ASML
ESSENT***
NXP
NUON***
Valorisation
Centre
Boston Matrix – Overview Potentials
·
Network / Match
Small
Low
Hig
h
Po
ten
tio
n
Large
H’ven R’dam
DSM
Philips Medical
Akzo Nobel
Essent
Nuon
RWSNXP*
Shell
Question Marks
Characterizations:· Large R&D Budget· Pioneering research· Good match with Univ· Small network
Stars
Characterizations:· Large R&D Budget· Pioneering research· Good match with Univ· Reasonable and growing
network
Cash Cows
Characterizations:· Large R&D budget· Many projects· Well developed network
Dogs
Characterizations:· Small R&D budget· Littlle innovative· Bad match with Univ.
Network / Match
Small Large
Low
Hig
h
Po
ten
tial
C
B
E
G
H
I
K
J
D
F
A
??
Valorisation
Centre
Approaching Companies The ‘menu’ – Strategic Relation
Research• Finance a new Chair • Personnel exchange• Strategic Research (years) by PhD• Research (months) by Post-Doc• Consultancy (hours) by Professor
Exposure to Students• Traineeships • Excursions• Graduation projects
Life Long Learning• custom made trainings
Valorisation
Centre
Key Learnings TU Delft
Biggest interest of companies• Research• Exposure to students
Biggest success factors in strategic relations• Proximity !!!• Pro-actively participating scientists• Personnel exchange• Good contract
Valorisation
Centre
Creating the right ecosystemNew approach TU Delft BuILD (Business Innovation Link Delft)
The 5 E’s:• Excellent Research• Exposure to Students• Expertise• Events & Network• Education
Valorisation
Centre
BuILDExcellent Research
• Facility Sharing• Contract research (Post Doc)• Phd research• Access to IP portfolio• Establish and/or Fund a Chair
Valorisation
Centre
BuILD Exposure to Students
• Sponsorships visible in college hall, sponsoring educational clubs
• Traineeships / graduation projects / Excursions• On campus recruitment• Events (careerdays)
Valorisation
Centre
BuILD Expertise
• Consultancy• Visionary talk \ Futurologist• Lectures• Brainstorm• Strategic Session
Valorisation
Centre
BuILD Events & Network
• 5 conferences with a theme: Health, Infrastructures, Energy, Environment, ICT
• Advisory roll to the university (e.g. VIP dinner with board of directors)
• VIP reception on big events e.g. Dies Natalis, Inaugural lectures
• Campus tour by students• News letter• Dedicated Liaison Officer
Valorisation
Centre
BuILD Education
• Post Master Degrees• Master Degrees• In company training
Valorisation
Centre
(Government) Funding
• Valorisation - Strategic Knowledge Exploitation• Policy experiment – Large Scale Companies
Valorisation
Centre
Strategic Knowledge exploitationMinistry of Economic Affairs
4 year program (2006-2009)
• Screening & Scouting (Business Development)• Patenting• Start-Ups• Pre-Seed Loan
Valorisation
Centre
Strategic Knowledge exploitationMinistry of Economic Affairs
Total budget 5.8 mln• Subsidized 2.5 mln (43%)
Allocation• pre-seed 2.1 mln• Screening & Scouting 1.2 mln• Patents 1.7 mln• Project management 600 k• Coaching & equipment invent. 200 k
Valorisation
Centre
Facts & Figures Research (2008)
• Academic staff including 214 professors 2762
• Dissertations 236
• Academic publications 7025
• Specialist publications 1219
• Income 450 mln EUR
Valorisation
Centre
Facts & Figures Exploitation (2009)
• Patent Staff 5• Patent requests (central) 75• Patents total 190 (1300)• Costs 1 mln EUR
• Business Developers 13• Business Cases 90• Business Cases Total 170• Costs 350 kEUR
Valorisation
Centre
SKE – The Good – The Bad
The Good• All of the above• Enormous incentive• 12k pre-seed loan• Big trade-off
The Bad• Bureaucracy / Misunderstanding• No incentive on deal making• 30/50/70 % rule on patent costs• Uncertain continuity
Valorisation
Centre
Facts & Figures YES!Delft Incubator2005 - 2009
• Total start-up companies 73 (162)• Currently active in incubator 44 (60%)• Continued after incubation 24 (33%)• Discontinued 5 (7%)• Pre-Seed (loan) 1.5 mln EUR