technology valuation and innovation brokerage · 2016-11-24 · technology valuation and innovation...

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Technology valuation and innovation brokerage 1

TEMP-0010-DOT-F - Verhaert

Presentation

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Technology valuation and innovation brokerage

Zane Smilga

Coordinator Inno Lab

[email protected]

22.11.2016

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CONTENT

INTRO

VALUE OF TECHNOLOGY BUSINESS SCENARIO

VALUATION TOOLS: ENVISION, VALIDATE, DEMONSTRATE

VALUATION SPRINTS: RAPID WORKING METHOD

ROLE OF A BROKER: WHEN CAN THEY HELP?

1

2

3

4

5

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3

We are

A LEADING INTEGRATED PRODUCT INNOVATION GROUP

We are

ESA Technology Transfer Network Manager

WHO WE ARE

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ESA Technology Transfer Network

Across 15 Countries

Transfers 320

Transfers per year 20

14 Brokers

ESA Broker

ESA Broker Prime Contractor

LEGEND

Broker NL

Broker/NTTI BE

PRIME Broker

ESA BROKER NETWORK

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MICROGRAVITY INSTRUMENTS

SPACE EXPLORATION SATELLITE SENSORS

UAV PAYLOADS NAVIGATION & GUIDANCE SMART FOOD SMART MOBILITY

SMART CITY & HOME

MOBILE HEALTH

WEARABLES

ROAD SIDE SENSORS

ON-BOARD SENSORS

CASE CONNECTED CAR SPACE DATA

WIDE SCOPE OF ACTIVITIES

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TECHNOLOGY VALUE IN THE EYES OF A BROKER

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B R O K E R T E C H N O L O G Y

B U Y E R T E C H N O L O G Y O W N E R

BROKERS RECOGNIZE OPPORTUNITIES WHERE TECHNOLOGY CAN ADD VALUE

Brokers link technologies, ideas and people …

My technology has totally

new performance levels!

… that can be

interesting for some people in my network!

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What does this

technology mean for my

business?

How much money will I make?

VALUE OF TECHNOLOGY LIES IN THE FUTURE BUSINESS OPPORTUNITY

Brokers help to explore multiple alternatives and

define the value in the context of future business

My technology has totally

new performance levels! I have ideas on it ….



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Bullet proof bed

www.qsleeper.com

Hmm …

WHAT IS THE VALUE - WOULD YOU BUY IT?

B R O K E R

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ADDED VALUE OF TECHNOLOGY IS IN THE SWEET SPOT OF INNOVATION

… we need a strong case to

envision solution and demonstrate the potential of your technology for users/customers and business!

B R O K E R

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DOES IT MAKE A DIFFERENCE? VALUE OF TECHNOLOGY AS A COMPETITIVE MOVE

Can this technology help to differentiate the product from others?

Will it be an added value in the eyes of customers?

Will it offer a sustainable competitive advantage?

B R O K E R

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Sustainable strategy Create new qualities

Work on unwanted effects Disruptive strategy

For this application existing

technology is good enough already.

Let`s search somewhere else …

B R O K E R

IT’S NOT ABOUT TECHNOLOGY, IT’S ABOUT FINDING ADDED VALUE IN THE CONTEXT OF SOLUTION

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Licensing scenario

Start-up scenario

Co-development scenario

Contract-research scenario

€

VALUE DEPENDS ON BUSINESS SCENARIO, NOT TECHNOLOGY ALONE

How much effort, risk and investment are

you ready to take?

How fast do you want to get money?

What ROI, profitability do you want to

reach?

B R O K E R

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TECHNOLOGY VALUATION TOOLS

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How do I know that it will work ? Does it really help my business?

Prove it!

I have not researched your application

specific performance of my technology…

I do not know at this point …

Let`s find a way to

envision the value …

CAN YOU SHOW THE VALUE? CONFLICT OF EXPECTATIONS & REAL POSSIBILITIES

Conflict between what technology owners can demonstrate and prove

versus what technology buyers require and are ready to pay

Brokers work with a number of tools to envision, validate & prove potential value/ technology

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MULTIPLE ALTERNATIVES: SPOT THE HIGHEST VALUE POTENTIAL

It is about exploring value potential of the same technology

in different applications, solutions and business scenarios

What do you need to know to envision solution & future business value?

- Concept of integrated solution - potential proposition

(visualization) & added value

- Market insights (size, growth, drivers, limiters)

- Competitive positioning

- First rough estimation of business potential

- Risks and difficulties

B R O K E R

Do it on “high level” for multiple applications. We will select the

cases with the highest potential value to explore further.

QUICK-TO-EVALUATE” BUSINESS OPPORTUNITY SHEETS

METH0DOLOGY OF VERHAERT

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We need to pitch our proposition to

potential

technology buyers

TECHNOLOGY VALUATION: PITCHING BUSINESS CONCEPTS

B R O K E R

HOW TO PITCH A VALUE?

I opportunity space 1. Trends/evolution in materials,

technologies, business models,, users.

2. Value drivers

3. Competitive patterns (emerging

concepts, impacting forces): potential

market drivers & disrupters

4. Strategic opportunity platform(s)

II envisioning future product concept 5. Value proposition

6. Visualized product concept

(sketches/ 3 D renderings)

7. Currently available material (proof of

concept at this stage)

III envisioning business case Business model

Revenue formula

Business value simulation

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How to kill resistance, raise interest?

How can we increase our power in technology valuation (de-risking)?

Feasibility of technology and business concepts

to bridge the gap between technology owner

and buyer

B R O K E R

INCREASING VALUE WITH FEASIBILITY STUDIES & DEMONSTRATORS

PERSONAL FLYING ROBOT

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SPRINT PHILOSOPHY TO DISCOVER VALUE IN A RAPID WAY

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Future trends

Customer & user insights

Competitive solutions

Market patterns

Available

technologies

Insights and inspiration are collected before the sprint.

Sprint is about integrating insights and using inspiration to create solution.

Visual and tangible concepts are created.

“Pressure cooker” weeks at Verhaert together with customers

SPRINTS: CREATING INTEGRATED TECHNOLOGY & BUSINESS CONCEPTS

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ROLE OF A TECHNOLOGY BROKER

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HOW TO WORK WITH BROKERS AND INTERMEDIARIES ?

Broker: connecting ideas, technologies and players to

discover technology value in multiple alternative scenarios

no network in business world …

not a business thinker …

no time for tech valuation …

need for fresh look on what else is possible …

I am constantly looking for new opportunities, new ways

to do innovation …

Contact me if you have anything for me!

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OPEN THE SCOPE OF VALUE EXPLORATION WITH NETWORK, TOOLS, SUPPORT & IDEAS

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Kruibeke Belgium

Hogenakkerhoekstraat 21

B-9150 Kruibeke

T +32 3 250 19 00

E [email protected]

www.verhaert.com

Nivelles Belgium

Noordwijk Netherlands

Av. Robert Schuman 102

B-1400 Nivelles

T +32 67 47 57 10

E [email protected]

www.lambda-x.com

Kapteynstraat 1

2201 BB Noordwijk

T +31 71 760 05 50

E [email protected]

connect.verhaert.com

INDUSTRY

TECHXFER

MEDICAL

AEROSPACE

TECHXFER

FMCG CONNECT

TECHXFER

FMCG CONNECT

MEDICAL

Aveiro Portugal

Av. Dr. Lourenço

Peixinho 96D 4o

3800-159 Aveiro

T +351 234 604 088

E [email protected]

www.load-interactive.com

CONNECT

Gentbrugge Belgium

Bruiloftstraat 55-57

B-9050 Gentbrugge

T +32 9 330 27 90

E [email protected]

www.moebiusdesign.com

ON SITE CONSULTANCY

Verhaert is a leading integrated product innovation center,

helping companies to innovate. We design products,

systems and strategies for organizations looking for new

ways to provide added value for their customers.

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Strategic Innovation

Services FEI New Product Development

Services NPD Pre-launch

services NPI

TECHNOLOG

Y

IP STRATEGY IP TRANSFER

Evaluation

Discovery & Disclosure

MARKET

Need

Evaluation

PUSH

PULL • Need

determination • Trend mapping • Requir. Definition • Product Design • System

engineering • Prototyping /

Fablab services • Product Testing

• Tech. Clustering • Promotion • Solution Patent Analysis • Discovery Workshop based

SpaceTech • Co-creation Workshop

• Technology Scouting • Exploration Patent Analysis • Discovery Workshop based

SpaceTech • Co-creation Workshop

• Sweet Spot Assessment

• Opp. Recogn. WS • Opp. Creat. WS • Feasibility Study • Demonstrator

• Tech. Roadmaps • Tech. Valuation • Tech. Positioning • Feasibility Study • Demonstrator

• Demonstrator • Value Proposition

Development • Application

Scouting • Diversification

Studies • Differentiation

Studies • Value Add

Concepting • NABC • Concept Design

• Industrialization • Advanced Automation • Go-to-market concepts & modelling • Business Rationale /RTB • ROI + target costing/pricing

TECHXFER TOOLS & METHODS

technology valuation and innovation brokerage · 2016-11-24 · technology valuation and innovation...

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