DILIGENTT""

Commercialisation with Confidence ”‘”
    I H i  

CONTENTS

Key Principles
Multistage Screening
Delivery Mode...
DILIGENT"“

Key Principles
Two key principles drive the DILIGENT model: 

3. Early planning and analysis returns dispropor...
Key Principle #1

Early Planning and Analysis

Typically commercialisation efforts are tactical: 

3. They focus on point ...
Key Principle #2

Elite Investors Are Deep and Broad

The most successful venture investors: 

Have deep understanding of ...
DILIGENT

Fully Integrates the Two Principles

This creates and captures maximum value: 

3. Market and industry analysis ...
DILIGENT

Multistage Screening

EPA ‘ '7 Multistage process: 
Mvp ‘ .  - Screening at each stage
T‘ H;  ‘ «P Acceptl Rejec...
DILIGENT
Delivery Models

200 pages of Methodology delivered: 

it As 12 workshops over 3 months for a real case
-at In pa...
DILIGENT
Other Benefits

A consistent and holistic process which: 

3. Focuses attention on capturing value for the owners...
DILIGENT

Confidence Index

A tool to enable and provoke discussion: 

4- Discussion of different perceptions

a Resolution...
DILIGENT

Commercialisation Pipeline

A weighted portfolio of opportunities: 

it Tools/ matrices displaying the current s...
DILIGENT Pulse“

An interactive continuous survey: 

«vi Touches all stakeholders to monitor their confidence
« Measures th...
DILIGENT

Management Assessment Tool

DILIGENT provides a framework for selection: 

4- To assess Management Teams of fund...
DILIGENT Commercialisation Cycle

Technology and Ideas ENTER

  
  
   

Business Plan
Risk Management
Plan

EMERGES

Confi...
DILIGENT in Context

Company Growth Phases

Invention Commercialisation
'.  1 1. l

l K 15" '. I ' I‘.  '. I ‘i.  "5
'Il X...
DILIGENT

Commercialisation with Confidence

-as Discover the quality of the IP (knowledge)

it Involve the market and make...
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The DILIGENT Commercialization Methodology - Overview

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An overview of the eight-step DILIGENT commercialization methodology - a phased approach for success. Note: commercialization is spelt the British way within the slides.

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The DILIGENT Commercialization Methodology - Overview

  1. 1. DILIGENTT"" Commercialisation with Confidence ”‘” I H i CONTENTS Key Principles Multistage Screening Delivery Models Other Benefits DILIGENT Cycle DILIGENT and the sbgan Cormnen: /alisatron with Confidence am trademarks :3! Digital Investor Pty Ltd. @2002 Digital Investor Pty Ltd www. di9ita| investor-com-au Page 1 diIigent@digita| lnvestor. com. au
  2. 2. DILIGENT"“ Key Principles Two key principles drive the DILIGENT model: 3. Early planning and analysis returns disproportionate benefits. The beginning is the most important part of the work (Plato). 4. Elite venture capitalists have deep technology, industry and market understanding. Most commercialisation efforts are tactical and do not commence full market, industry, distribution and sales planning until talks with “financiers” commence. @2002 Digital investor pty Ltd www. digita| investor. com. au Page 2 diIigent@digitallnvestor. com. au
  3. 3. Key Principle #1 Early Planning and Analysis Typically commercialisation efforts are tactical: 3. They focus on point issues — typically: patent law, technology, licensing, agreements, commercial structures and financing. 4. Attention is often focused on an end—point of financing with a fall-back to licensing - which is a natural way for “point advisors” in legal, patents, commercial and financing to channel the process. 5. Market, industry, channels and sales strategies are often not performed, or if at all performed without rigor and method and integration within a total process. Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat. ( Sun Tzu) @2002 Digital Investor Pty Ltd www. dE9italinvestor. com. au Page 3 diIigent@digita| lnvestor. com. au
  4. 4. Key Principle #2 Elite Investors Are Deep and Broad The most successful venture investors: Have deep understanding of their chosen field of technology Possess a vision of the industry and its dynamics Can perceive the value proposition and help articulate it Mentally assimilate channels, partners and global relationships Understand the people and what drives them to succeed Contribute to marketing, sales strategy, and sales itself Seek strategic partners to bring finance and other most importantly complementary resources E°9°. ‘. °‘. ”‘: °‘S*’ FINANCING is only ONE RESOURCE that they bring. @2002 Digital investor pty Ltd www. d‘igita| investor. com. au Page 4 di| igent@digitallnvestor. com. au
  5. 5. DILIGENT Fully Integrates the Two Principles This creates and captures maximum value: 3. Market and industry analysis is integrated early 4. Channels and distribution analysis adds options for the potential leverage of value 5. Commercial analysis has as input a broad view of potential resourcing, financing alternatives, and structural alternatives 6. People, sales and marketing are considered after the big picture industry, channels and partnering analysis 7. DILIGENT Confidence Index provides regular feedback DILIGENT feeds fully analysed options into a Business Plan which will attract maximum interest from targeted 3'“ parties and result in capturing maximum value for owners of research and IP. @2002 Digital Investor Pty Ltd www. df9italinvestor. corn. au Page 5 diIigent@digita| lnvestor. com. au
  6. 6. DILIGENT Multistage Screening EPA ‘ '7 Multistage process: Mvp ‘ . - Screening at each stage T‘ H; ‘ «P Acceptl Rejectl Return *~ ——l - Cumulative Confidence Index QDC ‘‘'—l «t Major Tollgate after 4"‘ Step FCS W -, —i Risk; Managemen Major E C ‘V PMR ‘1 Plan , Tollgate . . . Business SBP ‘T Plan ‘ TRP 3‘ @2002 Digital Investor Pty Ltd www. df9italinvestor. coi. all Page 6 diIigent@digita| lnvestor. com. au
  7. 7. DILIGENT Delivery Models 200 pages of Methodology delivered: it As 12 workshops over 3 months for a real case -at In part for 1 or 2-day overviews of the process a Through audit of existing cases, or , - - As an audit of existing methodologies. F C @2002 Digital investor Pty Ltd www. dEgitalinvestor. corl'l. au Page 7 diIigent@digita| lnvestor. com. au
  8. 8. DILIGENT Other Benefits A consistent and holistic process which: 3. Focuses attention on capturing value for the owners - not just creating value 4. Provides high executive visibility into the process 5. Allows for consistent comparison and review between opportunities and across the portfolio of commercialisation 6. Scopes and directs the engagement of experts and consultants 7. Is continuously improved through the process model DILI GENT is a enabler of higher returns from commercialisation at a lower cost and with higher owner/ executive visibility and confidence. @2002 Digital Investor Pty Ltd www. df9italinvestor. com. au Page 8 diIigent@digita| lnvestor. com. au
  9. 9. DILIGENT Confidence Index A tool to enable and provoke discussion: 4- Discussion of different perceptions a Resolution of gaps and misunderstandings - Input is a number it Process is a discussion it Output is improved confidence and visibility A component of a Communications Plan, which in turn is a component of the Commercialisation Plan. @2002 Digital Investor Pty Ltd www. df9italinvestor. com. au Page 9 diIigent@digita| lnvestor. com. au
  10. 10. DILIGENT Commercialisation Pipeline A weighted portfolio of opportunities: it Tools/ matrices displaying the current set of projects to enable Executive decision-making. it Showing the potential of the total portfolio ti Linked to the Confidence Index ti Weighted throughout the process: V — Risk v Reward ~ l ‘ — Customer impact v Type of technology _ — Resources v Time to launch (or pipeline stage) T — Pipeline valuation (anticipated revenues) @2002 Digital Investor Pty Ltd www. df9italinvestor. com. au Page 10 diIigent@digita| lnvestor. com. au
  11. 11. DILIGENT Pulse“ An interactive continuous survey: «vi Touches all stakeholders to monitor their confidence « Measures the process and the results of the process -~ A direct measure of confidence in: — The potential of the project - And the people executing the commercialisation. Typically involves a 60 second survey being completed by up to 20 people once each month @2002 Digital Investor Pty Ltd www. dEQitalinVeSt0f-C0m-BU Page 11 diIigent@digita| lnvestor. com. au
  12. 12. DILIGENT Management Assessment Tool DILIGENT provides a framework for selection: 4- To assess Management Teams of funds e. g. pre-seed and incubator, on the basis of competencies required for each stage of DILIGENT it To use targeted questions for each stage to assess management skills and experience it To rank teams and candidates against the required process competencies . it - @2002 Digital Investor Pty Ltd wvvw. df9italinVeSt0|’-C0m-BU Page 12 diIigent@digita| lnvestor. com. au
  13. 13. DILIGENT Commercialisation Cycle Technology and Ideas ENTER Business Plan Risk Management Plan EMERGES Confidence Index ©2002 Digital Investor Pty Ltd WWW«d59lta| lnvestor. oom. au Page 13 dlllgent@dlgltallnvestor. oorn. au
  14. 14. DILIGENT in Context Company Growth Phases Invention Commercialisation '. 1 1. l l K 15" '. I ' I‘. '. I ‘i. "5 'Il X. ‘tn X‘ | *' i| 'l 1‘. .. “xi D f, :- I ll L l I _) ‘i E , }N _, l T Ii I-' _, i’ ll" “l _, l' ll" i" 1'' J" 1" I’ I‘ ll l . i Business Venture Pre Seed Early Late Development Seed Stage / Stage Stage / / / Business Expansion Growth . -/ ,1 Idea Generation > Develop Design Testing > Prototype > Start-up > Initial Sales > Market Acceptance > Repeat Sales @2002 Digital investor pty Ltd www. dEgitalinvestor. com. au Page 14 diIigent@digita| lnvestor. com. au
  15. 15. DILIGENT Commercialisation with Confidence -as Discover the quality of the IP (knowledge) it Involve the market and make the value proposition «ii Learn what drives the industry it Investigate alliances, channels and means of leverage «- Gather funding and commercial alternatives it Extrapolate the people and management needs «I Nuance the sales, pricing and branding models at Test and Resource the Plan DILIGENT“ — A methodology to help high-tech innovators and IP owners develop and manage a commercialisation program for greater returns. @2002 Digital Investor Pty Ltd www. dEQitalinVeSt0f-C0m-BU Page 15 diIigent@digita| lnvestor. com. au
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