synthesis of desired nanoparticles and reduction of ......– cmcl’s terminology: “applications...
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cmclinnovations.com | enquiries@cmclinnovations.comSlide 1
Copyright 2019 © CMCL Innovations
Translation process and learnings
EMMC International Workshop
Vienna, Austria
25 to 27 February 2019
Synthesis of desired nanoparticles and reduction of unwanted ones
Dr Daniel Nurkowski, Dr Bijan Yadollahi and Dr Amit Bhave
CMCL Innovations
cmclinnovations.com | enquiries@cmclinnovations.comSlide 2
Copyright 2019 © CMCL Innovations
Content
Company Consulting TrainingSoftware Research
• CMCL Innovations: An overview
• Translation process as an SME SWO
• Short Case Study 1 (SME)
• Short Case Study 2 (SME)
• Summary
cmclinnovations.com | enquiries@cmclinnovations.comSlide 3
Copyright 2019 © CMCL Innovations
Content
Company Consulting TrainingSoftware Research
• CMCL Innovations: An overview
• Translation process as an SME SWO
• Short Case Study 1 (SME)
• Short Case Study 2 (SME)
• Summary
cmclinnovations.com | enquiries@cmclinnovations.comSlide 4
Copyright 2019 © CMCL Innovations
CMCL Innovations
Company Consulting TrainingSoftware Research
SWO SMETranslator
• CMCL: Computational Modelling Cambridge Ltd.
• Who: Award-winning, organically-growing, company spun-out from Cambridge, over a decade ago
• What: We develop digital engineering solutions to solve complex scientific and industrial problems
• How: We harness data and physico-chemical models to build efficient decision support
cmclinnovations.com | enquiries@cmclinnovations.comSlide 5
Copyright 2019 © CMCL Innovations
Business streams and market segments
• Streams: Software | Consulting | Training | Research
• Markets: Powertrains & Fuels | Energy & Chemicals | Smart Infrastructure
Company Consulting TrainingSoftware Research
cmclinnovations.com | enquiries@cmclinnovations.comSlide 6
Copyright 2019 © CMCL Innovations
Distributors
Note 1: Distributors form an important component of the translation team and translation process
cmclinnovations.com | enquiries@cmclinnovations.comSlide 7
Copyright 2019 © CMCL Innovations
Productivity via digital engineering that…
SRM Engine Suite
kinetics
MoDS
Robust simulation of IC engines
Chemical reactor models, flames, shock tubes, nanoparticles, emissions
Model Development Suite (MoDS)
• Couples with external models as a black box
• Parameter estimation/calibration
• Intelligent design of experiments (DoE)
• Computational surrogates / reduced order model generation
• Global sensitivity analysis
…with advanced statistical algorithms”
“Combines physico-chemical simulation…
cmclinnovations.com | enquiries@cmclinnovations.comSlide 8
Copyright 2019 © CMCL Innovations
Collaborate with 3rd parties
• kinetics compatibility with Chemkin
• SRM Engine Suite with GT-Power, Ricardo Wave and AVL Boost
• MoDS with g-PROMS
• kinetics API and MoDS API with Matlab
• SRM Engine Suite with KIVA
CHEMKIN
Note 2: Translation process also informs the customers about the benefits of using an optimal product-mix, including 3rd party software
cmclinnovations.com | enquiries@cmclinnovations.comSlide 9
Copyright 2019 © CMCL Innovations
Content
Company Consulting TrainingSoftware Research
• CMCL Innovations: An overview
• Translation process as an SME SWO
• Short Case Study 1 (SME)
• Short Case Study 2 (SME)
• Summary
cmclinnovations.com | enquiries@cmclinnovations.comSlide 10
Copyright 2019 © CMCL Innovations
Translation – two sides of the coin
• Translation perspectives:– Translation and its impact from the viewpoint of an SME SWO
– Impact as a result of translation from the viewpoint of the customer (large industrials and SMEs)
SWO SME
• Technical expertise demonstration• External communications enabler• Techno-economic impact• Interim and final ROI
Customer SME
• Decision support for changes in inputs • Technical challenge resolution• On-time/on-budget project delivery• Final ROI
cmclinnovations.com | enquiries@cmclinnovations.comSlide 11
Copyright 2019 © CMCL Innovations
Translation process entails - 1
• A key link (with effective communication) between the product development team and the customers– CMCL’s terminology: “Applications Engineer”
• Understanding customers’ technical challenge(s) and defining preliminary scope of work
• Understanding the corresponding techno-economic impact for the customer
• Finalising the “scope of technical work”
• Understanding customers’ IT, modelling, simulation and resource infrastructure in terms of measurements/experiments
cmclinnovations.com | enquiries@cmclinnovations.comSlide 12
Copyright 2019 © CMCL Innovations
Translation process entails - 2
• Establishing baseline in terms of customer’s status-quo: know-how, development costs, etc.– Helps in assessing the impact from the customer’s viewpoint
• Establishing baseline for CMCL: in terms of current know-how and cost of delivering the work– Estimating the in-house cost against potential benefit forecast
– Helps in assessing the impact for CMCL
• Emphasis must be on value-addition to the customer
• Capability to initiate agile/fast-track software development capability
• Track interim and final ROI: – interim a function of knowledge gained vs costs incurred
– Final a function of net revenue vs. cost incurred.
• Feedback in order to standardise the process of translation
cmclinnovations.com | enquiries@cmclinnovations.comSlide 13
Copyright 2019 © CMCL Innovations
Source: https://emmc.info/events/emmc-training-for-translators-within-the-eccm-ecfd-2018-conference/
• A key link (with effective communication) between the product development team and the customers– CMCL’s terminology: “Applications Engineer”
• Understanding customers’ technical challenge(s) and defining preliminary scope of work
• Understanding the corresponding techno-economic impact for the customer
• Finalising the “scope of technical work”
• Understanding customers’ IT, modelling, simulation and measurements/experiments resource infrastructure
• Establishing baseline in terms of customer’s status-quo: know-how, development costs, etc.– Helps in assessing the impact from the customer’s viewpoint
• Establishing baseline for CMCL: in terms of current know-how and cost of delivering the work– Estimating the in-house cost against potential benefit forecast– Helps in assessing the impact for CMCL
• Emphasis must be on value-addition and communication to the customer
• Capability to initiate agile/fast-track software development capability
• Track interim and final ROI: – interim a function of knowledge gained vs costs incurred– Final a function of revenue vs. cost incurred.
• Feedback in order to standardise the process of translation
Translation process ↔ EMMC guide
cmclinnovations.com | enquiries@cmclinnovations.comSlide 14
Copyright 2019 © CMCL Innovations
Translation process positioning
Conferences
Social media
Trade-shows
Newsletter
Website
Technical papers
User stories
Leads generation
TechnicalNon-technical
Analysis of customer: from interest to impact
• Enablers: Presentations and site-visits
• Proposal development• Techno-economics• Services project• Demo software• ROIs• Updates based on
customer feedback• …
Translation process
environment
Sales process
Distributors
cmclinnovations.com | enquiries@cmclinnovations.comSlide 15
Copyright 2019 © CMCL Innovations
Content
Company Consulting TrainingSoftware Research
• CMCL Innovations: An overview
• Translation process as an SME SWO
• Short Case Study 1 (SME)
• Short Case Study 2 (SME)
• Summary
cmclinnovations.com | enquiries@cmclinnovations.comSlide 16
Copyright 2019 © CMCL Innovations
Translation use-case 1: High-end nanomaterial producer - SME
o SME manufacturer for high-end specialised nanomaterialso Translation process suggested that our off-the-shelf software was not suitable
for the industrial caseo Applied a 3rd party software as part of collaborative technical services (two
SMEs and a university) to deliver the results
• Enablers: Scientific conference presentation and networking
• Uniquely, the customer presented the technical challenge (industrial case) and the motivation for the business case (next round of funding)
• Translation process outlined the technical scope, and highlighted that none of the CMCL products could be directly applied.
• 3rd party software (focusing on continuum material modelling workflow) recommended to the customer as a technical services project
• Formulated a collaborative project together with the SME and a university partner
• Translation process: Estimated the overall costs for CMCL and the costs (& price) for the customer
• Translation process: Tracked the delivery and assessment once the technical consulting/services project was delivered to the customer
• Customer benefit: Results from the services project utilised for raising the second round of funding
cmclinnovations.com | enquiries@cmclinnovations.comSlide 17
Copyright 2019 © CMCL Innovations
PSD to better optimise product properties
Representative results (not from this specific use case): Average particle diameter and fractal dimension of the aggregate along the reactor length
cmclinnovations.com | enquiries@cmclinnovations.comSlide 18
Copyright 2019 © CMCL Innovations
Use case 1: Assessment
• ROI estimate for CMCL– 36% (net gain assumptions) – 136% (CMCL benefit assumptions)
• ROI estimate for customer– Over 500% if a contribution to the successful second-round
funding raised in added to the TCB
• CMCL’s translation process updated to include the collaborative operational and delivery model
• Translation process activity duration: 6 months
cmclinnovations.com | enquiries@cmclinnovations.comSlide 19
Copyright 2019 © CMCL Innovations
Translation use-case 2
o An SME-sized automotive R&D centre o Particle number emissions regulation compliance in real drive emissions
(RDE) conditionso Proof-of-concept (digital twin) formed a key part of the translation
• Enabler: Software distributor initiated the discussions between CMCL and Automotive R&D
• Technical challenge identified and translation process suggested a high-impact techno-economic case for the customer
• Translation process outlined the technical scope, and proof-of-concept (through technical services) followed by software deployment (through products business stream)
• Translation process: suggested mesoscopic and continuum material modelling workflows
• Translation process: estimated the overall costs for CMCL and the costs (& price) for the customer
• Proof-of-concept delivered by the technical services team at CMCL – favouring CMCL’s ROI.
cmclinnovations.com | enquiries@cmclinnovations.comSlide 20
Copyright 2019 © CMCL Innovations
Translation use-case 2
Digital thermodynamic twin
cmclinnovations.com | enquiries@cmclinnovations.comSlide 21
Copyright 2019 © CMCL Innovations
Translation use-case 2: Assessment
• ROI estimate for CMCL– 40% (net gain assumptions) – 140% (CMCL benefit assumptions)
• Demonstration of CMCL’s expertise in RDE emissions
• Strong relationship established with the distributor as a result of the successful delivery
• Integrated digital engineering workflow offered by CMCL
• ROI estimate for customer– 115% TCB basis– Reduction in experiments’ costs not considered– Customer did not have to retrain their engineers in a new modelling workflow
cmclinnovations.com | enquiries@cmclinnovations.comSlide 22
Copyright 2019 © CMCL Innovations
Content
Company Consulting TrainingSoftware Research
• CMCL Innovations: An overview
• Translation process as an SME SWO
• Short Case Study 1 (SME)
• Short Case Study 2 (SME)
• Summary
cmclinnovations.com | enquiries@cmclinnovations.comSlide 23
Copyright 2019 © CMCL Innovations
Hindering factors
• Issues with data despite confidentiality agreements
• Trade-off between flexibility to operate and internal processes in place
• Not all internal processes are set in place or standardised
• Translator interpreted as a solution provider or consultant
• Translation i.e. recommendations alone may not be sufficient –needs to be integrated with a solution action and its impact
cmclinnovations.com | enquiries@cmclinnovations.comSlide 24
Copyright 2019 © CMCL Innovations
Summary
• Operational perspectives of a SWO, translator and an SME
• Translation process positioning is a key enabler for effective communication both internally and externally
• Translator neutrality more important than an “oversell”
• Role of distributors within translation process should be accounted for when assessing the benefits
• Two translation use-cases involving SMEs as customers– Close similarities in the translation process framework between an SME and individual divisions
(particularly R&D) within a large industrial customer– Translation process recommendations may not be sufficient. Solution action and impact follow-
up equally important
• Variance between various ROI assessment measures not a deterrent
• Standardisation of the translation process used for retaining know-how and R&D staff training
cmclinnovations.com | enquiries@cmclinnovations.comSlide 25
Copyright 2019 © CMCL Innovations
Thank you
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