Beneq is an equipment and technology provider for thin film coatings based on atomic layer deposition and atmospheric aerosol technologies. It has 85 employees and annual turnover of 18 million euros. Its products are used in applications such as solar energy, optics, electronics, and medical. Beneq licenses its coating technologies and has over 100 patent families. It provides equipment for research and industrial production purposes. Its strategy is to identify business opportunities, understand customer needs, and commercialize coating solutions. Networking and open innovation are important for Beneq as a high-growth small-to-medium enterprise.

1. Innovation - Way to Commercial Success
Mikko Saikkonen Area Sales Director, Beneq
Finland - Israel Business Seminar
September 3, 2012

2. Equipment, Technology and Applications
for
Nanotech Coatings
in
Cleantech Industry and Research
Sept 3, 2012 Beneq © 2012 2

3. Company info
Established: 2005, Finland, spin-out from Nextrom Oy.
Ownership: Privately owned, venture capital financed (Via Venture Partners,
Inventure, Finnish Industry Investment and Rusnano).
Products: Industrial and research equipment for thin film coatings based on
ALD (atomic layer deposition) and atmospheric aerosol (nHALO®,
nAERO®) technologies. Strong application development and coating
service offering. Comprehensive IPR-portfolio with more than 100
patent families.
Markets: Solar energy (photovoltaics and thermal), optical, flat glass (in-line
and off-line), flexible and organic electronics, medical and lighting.
Turnover: 18 M€ (2011)
Personnel: 85
Main office: Vantaa (Helsinki), Finland.
Sales offices: Germany, China, USA (Beneq, Inc.).
Sales Network: 34 sales representatives in Courtesy of Planar Systems, Inc.
Europe, the Middle-East, Asia,
Oceania and South-America.
Turning Innovations into Success.
Sept 3, 2012 Beneq © 2012 3

4. Key applications
 Barrier technology for enhanced photovoltaic and flexible
electronics
 Surface passivation of c-Si cells
 Moisture barriers for OLED displays and lighting
 Cd-free CIGS solar cells by ALD buffer
 Barriers for flexible PV and electronics
 Solar applications
 TCO coatings for solar glass
 Low emissivity glass
 Antireflective coatings
 Emerging applications
 Thin glass strenghtening
 Barriers for LED
 Optical coatings
 Particle ALD
 Continuous ALD
Sept 3, 2012 Beneq © 2012 4

5. Equipment, Atomic Layer Deposition
For research
• For coatings, laminates, dopings etc.
• On metals, polymers, powders etc.
• With oxides, nitrides etc.
• Plasma-enhanced, rotating substrate,
high-temperature, Roll-to-Roll, high
aspect ratio substrates etc.
For industry
TFS 200 TFS 500
TFS 200R
• Industrial production
• Large-area/large batch coating
• In-line production lines
• Mass-coating deposition lines
ALD production equipment:
• TFS NX300 (integrated mass-production)
o surface passivation of c-Si solar cells
• TFS 600 (in-line production)
o OLED encapsulation
• TFS 1200 (in-line production)
o buffer layer for CIGS solar cells
P400A and P800 TFS NX300
Sept 3, 2012 Beneq © 2012 5

6. Equipment, Aerosol Coating
For research
• For nanoparticle synthesis and
surface doping/modifications
• Research and corporate R&D
FCS 500
For industry
Coatings for flat glass
• Large-area in-line coating
• Off-line coating systems
FCS 4000F (in-line)
Beneq-Glaston TFC2000 (off-line) FCS 2000 (off-line)
Sept 3, 2012 Beneq © 2012 6

7. Technology licensing based on IPR
 Beneq makes royalty agreements along with equipment deliveries.
 The royalty revenue is typically based on customer’s output using Beneq
technology valid througout the lifetime of the latest licensed patent in the
deal (20 years).
Equipment: ALD: Aerosol (nHALO, nAERO):
- TFS –series and P- - FCS – series off- and
series coating tools online coating tools All our industrial
Technology: - 53 patent/app families - 53 patent families: customers using
- 44 PCT applications - 34 PCT applications nHALO or nAERO
- 10 families with at - 14 families with at least technologies have
least one grant one grant accepted the
- total of 26 grants - total of 26 grants royalty model and
Application nCLEAR® nERGYTM therefore confirmed
examples: - Enhanced photovoltaics - Solar applications for the validity of the
and flexible electronics glass patents and the
royalty based
business model.
Sept 3, 2012 Beneq © 2012 7

8. Mission & Vision & Strategy
Mission
• Turning innovations into success
Vision
• Beneq is industry benchmark as solution
provider of equipment and technology for
demanding industrial solutions within
Beneq’s customer industries

9. Innovation process / strategy
 Beneq has developed a strong and unique business model based
especially on three step strategy where
 We identify attractive business opportunities,
 We understand customer needs and
 We commercialize coating equipment and technology into industrial
solutions
Identifying your opportunity Understanding the needs Commercializing the solutions
Application specific coating and Verifying the process and determi- Off-the-shelf as well as cus-
material development services. ning industrial feasibility, including tomer-specific equipment, built
pilot production services. to deliver and last.
Beneq – Turning Innovations into Success.
Sept 3, 2012 Beneq © 2012 9

10. Innovation environment?
Challenge
Focus
Existing Business volume
No or very little existing
business volume
IPR still missing
Limited R&D activity
Plenty of opportunities
Business
maturity
Big existing business
Success stories
Plenty of IPR
Existing tough
competition
Lots of new research
Sept 3, 2012 Beneq © 2012 10

11. Networking is MUST for SME
1. Co-operation and networking, including open
innovation is a must for a high-growth SME. This is
obvious because a SME does not have the
necessary resources in-house.
2. ‘Poor man cannot buy poor stuff’ – a high-growth
SME needs to involve the best sources of open
innovation. How to find the best source?
Sept 3, 2012 Beneq © 2012 11

12. Trust is of Key Importance
3. Open innovation requires trust. Trust is generated
by long-term co-operation and by well-defined
contracts. Contracts need to be made in the very
beginning of co-operation. However, no contract
can ‘open’ the innovation procedure unless all
organizations involved have a ‘open’ innovation
culture – throughout the whole organization.
Apr 17 2011 Beneq © 2012 12

13. Balance R&D, IPR and Strategy
4. Open innovation has to – in a well managed way –
serve the business purposes of the SME. The
management board of the SME has a key role.
5. Open innovation has to be in balance with the R&D
and IPR activities carried out in the SME.
6. Cannot be realized unless the internal R&D and
IPR activities of the SME are based on the
realization of a clear strategy – open innovation is
not a magic stone which solves internal problems
or improves lazy work.
Sept 3, 2012 Beneq © 2012 13

14. Turning Innovations into Success
Thank You!
www.beneq.com